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Published by: Harvard Business Publishing
Originally published in: 2012
Version: 21 March 2012
Length: 6 pages
Data source: Generalised experience

Abstract

Ponce de Leon (POL) is a four-party negotiation exercise in which a film studio is trying to sign a major actress to star in an upcoming movie. The negotiation centers around the different extrinsic and intrinsic motivations underlying each of these party's approach to the movie, and therefore to the negotiation. The exercise allows exploration of the risks of ‘monetizing’ different types of extrinsic (eg pay, awards, status) and intrinsic (eg love of the work, values) motivation.

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Abstract

Ponce de Leon (POL) is a four-party negotiation exercise in which a film studio is trying to sign a major actress to star in an upcoming movie. The negotiation centers around the different extrinsic and intrinsic motivations underlying each of these party's approach to the movie, and therefore to the negotiation. The exercise allows exploration of the risks of ‘monetizing’ different types of extrinsic (eg pay, awards, status) and intrinsic (eg love of the work, values) motivation.

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