Subject category:
Human Resource Management / Organisational Behaviour
Published by:
Harvard Business Publishing
Version: 21 March 2012
Length: 6 pages
Data source: Generalised experience
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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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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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