Question:

Provide a detailed analysis of your approach to the negotiation activity. In your response, critically consider the following:

1. The role of the Dual Concerns Model in your planning.

2. Your decision to adopt a distributive or integrative bargaining strategy.

3. Whether you changed or adapted your approach during the negotiation process.

• If so, why and how successful were you?
• If not, why not?

4.The importance of planning in the negotiation process.

As an Associate Consultant at GSMA (Global Sports Management Associates), an international sports management firm, you get to travel the world helping teams succeed. In your four years with GSMA, you've worked as a graduate trainee in Sydney and, for the last two years, as an assistant at GSMA's New York headquarters to an Account Manager whose clientele includes professional soccer players. There is a chance that you will be promoted to the account manager's former position so that you may take over the portfolio. Rafael Silva, a Brazilian football player better known by his nickname Mercurio (after the Roman deity Mercury. who was referred to as "Mercury" because of his winged heels and therefore incredible speed) has lately had his agency contact GSMA about the prospect of CSMA arranging a new deal for Mercurio, with a new side. Throughout his career, Mercurio has worked with numerous of GSMA's rivals, earning him a reputation as a tough, demanding, and arrogant coworker. His career took off rapidly, and he had two extended stints playing for top European clubs (one of which reached the Champions League), where he won several medals and trophies at the national and international levels and was widely regarded as the best player in the world. His name is frequently mentioned in the same breath as other greats like Pele, Ronaldo, Best, and Eusebio. At age 32, he probably only has a few more years left in his career. His current Major League Soccer (MLS) team, Athletico San Diego, has dismissed him after they decided not to renew his contract since he had not lived up to their expectations. Even though he is nearing the end of his career, Mercurio regrets the decision he made two years ago. He would want to continue his playing career for another three years, ideally with a top club in England, France, Spain, Germany, or Italy. He has no desire to stay in the United States. The media has been speculating where Mercurio would go since the news of his contract release became public knowledge. Several sports management firms are reportedly interested in working with him to get his final deal, and the media and football teams across the globe are aware of this fact. Although he is not as good of a player or as prolific a goal scorer as he once was, he still sometimes shows signs of greatness.Three different teams from different leagues in England have reached out to you: Wembley United (English Premier League), FC Cleveland (Major League Soccer), and Chiswick Wanderers (English Football League Championship). They want you to talk to Mercurio's agent in hopes of making a deal on their behalf. Wembley United finished in seventh position (out of twenty) in the 2021/22 season after being promoted from the EFLLC to the EPL in 2021, losing out on a spot in the Europa Conference League for the 2022/23 season by a slim margin. The new owners (as of 2019) have lofty goals for the dub, including winning the English Premier League and establishing themselves as perennial European title contenders. They have a lot of money yet maintain a reputation for budgetary responsibility. The "Big &" have more resources than them, and they do not. Their management thinks Mercurio will be a good fit for his club despite his lacklustre performance in San Diego. If Mercurio achieves specific performance requirements, most notably scoring goals, Wembley United would be interested in offering him a one year deal with a two-year extension. At his heydey. he was a prolific goal scorer, but he eventually left San Diego because he couldn't reach the back of the nett often. They've mentioned a weekly wage of (175,000 [$9,100.000 a year) as one example of what may be provided. Wembley are a good EPL team, but they don't have the same kind of star power as the best clubs. They think Mercurio would be a great addition to the dub and that he would help them recruit more talented players. Chiswick Wanderers, backed by a young software tycoon, have worked tirelessly to climb the league ladder and are now playing in the EFLC, having just missed promotion to the English Premier League in 2021/22. In the 1950s and 1960s, when the team was at its peak, it competed in and often won the top division (the former First Division). The club's membership and popularity had been on the wane since the late 1960s, until a recent upswing. Wembley Stadium has proposed a two-year contract, and Chiswick Wanderers have supposted they could be receptive to a similar deal. They have also mentioned the possibility of a two-year extension. They have announced that they would attempt to match any offer from an English club, and that Mercurio, depending on his performance, may be eligible for a large bonus (up to look of pay! if the team gets promoted at the conclusion of the 2022/23 or 2023/24 season. But they've already said there are limits to how far they'll go. They are still keeping that number under wraps. FC Cleveland, a team that has only existed for six years, has a lot of money and has been in the MLS for three of those years. They are eager to sign Mercurio and have offered a three- year deal with extension possibilities. But they also need to include performance metrics in the agreement. They have proposed a weekly wage of US$235,000 (about 2196,000), which works out to an annual salary of US$ 12,220,000 (approximately #10.192,000). Cleveland have also said that because to the scale of the US market and the prospects for repeat sponsorships in the Us and worldwide markets, there may be many more cash achantages and benefits-in-kind. You want to rapidly and easily get one of these three contracts for Mercurio. Your management has instructed you to continue negotiating and has promised you a promotion if you are successful. She has also informed you behind your back that the CEO and top executives are eager to increase the company's visibility in MLS, and that they want a partnership between Mercurio and Cleveland.It would attract a lot of attention and establish GSMA as a leader in the MLS industry. She implied that getting Mercurio to sign with Cleveland would almost certainly guarantee you a promotion, a substantial pay raise, and placement on the EAGLE Programme |Exceptional Associate Global Leadership Express], the company's fast track programme that could lead to an Account Director role within three years, profit share, and additional international opportunities. The representative of Mercurio will be meeting with you tomorrow