Ponce de Leon (POL) is a four-party negotiation exercise in which a film studio tried a great actress signed to star in an upcoming movie. The trial revolves around the various extrinsic and intrinsic motivations underlying each such party is closer to the film and thus to the negotiating table. The exercise allows exploration of the risks of “monetization” different types of extrinsic (eg salary, bonuses, status) and intrinsic (eg, love of work, values) motivation.

Ponce de Leon (POL) is a four-party negotiation exercise in which a film studio tried a great actress signed to star in an upcoming movie. The trial revolves around the various extrinsic and intrinsic motivations underlying each such party is closer to the film and thus to the negotiating table. The exercise allows exploration of the risks of “monetization” different types of extrinsic (eg salary, bonuses, status) and intrinsic (eg, love of work, values) motivation.
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Ian I. Larkin
Source: exercises
5 pages.
Release Date: 21 March 2012. Prod #: 912040-PDF-ENG
Ponce de Leon: Confidential Information for Poppie Santoni, director HBR case solution

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