Department of Management

Power Media (negotiation role play)

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

Standard

Power Media (negotiation role play). / Kesting, Peter.

The Negotiation Challenge: How to win negotiation competitions. ed. / Remigiusz Smolinski; James Downs. Econnections, 2018. p. 71-81.

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

Harvard

Kesting, P 2018, Power Media (negotiation role play). in R Smolinski & J Downs (eds), The Negotiation Challenge: How to win negotiation competitions. Econnections, pp. 71-81.

APA

Kesting, P. (2018). Power Media (negotiation role play). In R. Smolinski, & J. Downs (Eds.), The Negotiation Challenge: How to win negotiation competitions (pp. 71-81). Econnections.

CBE

Kesting P. 2018. Power Media (negotiation role play). Smolinski R, Downs J, editors. In The Negotiation Challenge: How to win negotiation competitions. Econnections. pp. 71-81.

MLA

Kesting, Peter "Power Media (negotiation role play)". and Smolinski, Remigiusz Downs, James (editors). The Negotiation Challenge: How to win negotiation competitions. Econnections. 2018, 71-81.

Vancouver

Kesting P. Power Media (negotiation role play). In Smolinski R, Downs J, editors, The Negotiation Challenge: How to win negotiation competitions. Econnections. 2018. p. 71-81

Author

Kesting, Peter. / Power Media (negotiation role play). The Negotiation Challenge: How to win negotiation competitions. editor / Remigiusz Smolinski ; James Downs. Econnections, 2018. pp. 71-81

Bibtex

@inbook{25ac8f7788e64a60ad406c237db95cf2,
title = "Power Media (negotiation role play)",
abstract = "Power Media is a roleplay simulation concerning a two-partydistributive negotiation for the pricing terms of an online advertisingcontract between a prominent national newspaper anda European based marketing agency. Specifically, an Icelandicnewspaper, Reykjavik Evening News (REN), is interested in increasingits online advertising revenue by reducing its dependenceon deeply discounted rates from Google AdSense. It hasbeen approached by Power Media, a marketing agency that actsas an advertising reseller. Although Power Media has the ability tosecure prime customers for REN and pay it significantly more thanGoogle AdSense, the rates it offers are still significantly below itsstandard rates. If a deal can be reached, both parties stand tobenefit enormously.",
author = "Peter Kesting",
year = "2018",
language = "English",
isbn = "978-8395002922",
pages = "71--81",
editor = "Remigiusz Smolinski and James Downs",
booktitle = "The Negotiation Challenge",
publisher = "Econnections",

}

RIS

TY - CHAP

T1 - Power Media (negotiation role play)

AU - Kesting, Peter

PY - 2018

Y1 - 2018

N2 - Power Media is a roleplay simulation concerning a two-partydistributive negotiation for the pricing terms of an online advertisingcontract between a prominent national newspaper anda European based marketing agency. Specifically, an Icelandicnewspaper, Reykjavik Evening News (REN), is interested in increasingits online advertising revenue by reducing its dependenceon deeply discounted rates from Google AdSense. It hasbeen approached by Power Media, a marketing agency that actsas an advertising reseller. Although Power Media has the ability tosecure prime customers for REN and pay it significantly more thanGoogle AdSense, the rates it offers are still significantly below itsstandard rates. If a deal can be reached, both parties stand tobenefit enormously.

AB - Power Media is a roleplay simulation concerning a two-partydistributive negotiation for the pricing terms of an online advertisingcontract between a prominent national newspaper anda European based marketing agency. Specifically, an Icelandicnewspaper, Reykjavik Evening News (REN), is interested in increasingits online advertising revenue by reducing its dependenceon deeply discounted rates from Google AdSense. It hasbeen approached by Power Media, a marketing agency that actsas an advertising reseller. Although Power Media has the ability tosecure prime customers for REN and pay it significantly more thanGoogle AdSense, the rates it offers are still significantly below itsstandard rates. If a deal can be reached, both parties stand tobenefit enormously.

M3 - Book chapter

SN - 978-8395002922

SP - 71

EP - 81

BT - The Negotiation Challenge

A2 - Smolinski, Remigiusz

A2 - Downs, James

PB - Econnections

ER -