Counselors’ Honor 

Marjorie Corman Aaron 

Counselors’ Honor is a classic “mixed distributive/integrative” negotiation. There’s a large dollar ZOPA; neither party has a great BATNA. Their Reservation Prices overlap. There is a few markers of outside criteria for pricing, but none are determinative. You can surely use it to teach distributive negotiation strategies.

As is often true in simulations and in life, the facts suggest other ways to create value for both sides. The context also offers a few twists for discussion. The payor – purchasing videography services – is a not-for-profit with a worthy mission. It does have $ to pay appropriately. Should that matter to the payee videographer, whose business needs funds? As a do-good not-for-profit, should the payor negotiate for the lowest price possible? Should it matter that the videographer has an aspirations to fine art film production (vs. only serving corporations)?

In a nutshell: Counselors’ College is hosting a fundraiser dinner in a few weeks, with three honorees. There were to be short tribute videos for each honoree. Unfortunately, responsibility for the video project had been delegated to an employee who was caught embezzling funds. After firing the employee, the director learned nothing had been done on the videos. Left holding the proverbial bag, the director lacks sufficient time to accomplish everything for the event. The director seeks to hire a videographer for recording and editing but assumes they (the director) will still have to work with honorees on scripts for their videos to achieve narrative consistency. The director doesn’t want to seek help from anyone in the organization or the board, fearing this last minute scramble might negatively assessments of their managerial competence.

Counselors’ Honor Negotiation – Teaching Note (pdf)

Counselors’ Honor Negotiation – Confidential Information for the Development Director (pdf)

Counselor’s Honor Negotiation – Confidential Information for Pat Pinley, Videographer (pdf)