Negotiation-Notes.md

Teddy Roosevelt's presidential campaign negociation:

3 million copies of a photo were printed before asking the right for the photographer, how to negotiate with the photographer a deal?

1. Define your BATNA "Best Alternative to a Negotiated Agreement".

The BATNA would be Roosevelt capaing administration printing the photos again, lets say, for $500,000

2. Define your minimum condition for agreement.

So your minimum condition for agreement is paying the photographer the price to print the photos again ($500,000).

3. Investigate the other BATNA.

If there is no deal the photographer get out without money, neither publicity.

4. Define the other minimum condition for agreement.

For the photographer the minimum condition probability would be him paying to get its photos used, giving him publicity. Lets say, he could pay $1000 to have his photos published.

5. With both minimum condition defined for both, we can define the ZOPA (Zone of Possible Agreement):

So the ZOPA, is between Roosevelt paying $500,000 for the photographer and the photographer paying $1000 to have his photos published.

6. Now doing the same from the photographer perspective:

Because the photographer have no idea that the photos are published already, this generates an asymetry between the two sides. Such assymetries are reflected in the estimative of the ZOPA. In this case the ZOPA of the photgrapher could me manipulated by givin him the ideia that the deal is a opportunity for him, so he should pay for it.

So that is what Roosevelt's administration campaing did by sending the following telegram: "We are planning to distribute millions of pamphlets with Roosevelt’s picture on the cover. It will be great publicity for the studio whose photograph we use. How much will you pay us to use yours? Respond immediately."