Department of Management

Power Media (negotiation role play)

Research output: Contribution to book/anthology/report/proceedingBook chapterEducation

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.
Original languageEnglish
Title of host publicationThe Negotiation Challenge : How to win negotiation competitions
EditorsRemigiusz Smolinski, James Downs
Number of pages11
PublisherEconnections
Publication year2018
Pages71-81
ISBN (print)978-8395002922
Publication statusPublished - 2018

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