Institut for Virksomhedsledelse

Peter Kesting

Power Media (negotiation role play)

Publikation: Bidrag til bog/antologi/rapport/proceedingBidrag til bog/antologiUndervisning

Power Media is a roleplay simulation concerning a two-party
distributive negotiation for the pricing terms of an online advertising
contract between a prominent national newspaper and
a European based marketing agency. Specifically, an Icelandic
newspaper, Reykjavik Evening News (REN), is interested in increasing
its online advertising revenue by reducing its dependence
on deeply discounted rates from Google AdSense. It has
been approached by Power Media, a marketing agency that acts
as an advertising reseller. Although Power Media has the ability to
secure prime customers for REN and pay it significantly more than
Google AdSense, the rates it offers are still significantly below its
standard rates. If a deal can be reached, both parties stand to
benefit enormously.
OriginalsprogEngelsk
TitelThe Negotiation Challenge : How to win negotiation competitions
RedaktørerRemigiusz Smolinski, James Downs
Antal sider11
ForlagEconnections
Udgivelsesår2018
Sider71-81
ISBN (trykt)978-8395002922
StatusUdgivet - 2018

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