Confidential Role Information for PAIGE TURNER’S AGENT Best‐selling author Paige Turner is looking to change publishers and is entertaining the idea of signing a contract with Bestbooks. Paige abhors the business side of the literary world and has asked you, an up and coming agent, to hammer out a deal with the representative from Bestbooks. Your experience tells you that the negotiation between you and Bestbooks will hinge on the following eight issues: 1. Royalties (percentage per sale) 2. Contract signing bonus 3. Number of print runs for the book 4. Number of weeks that Paige has to promote the book 5. Number of books 6. Advance 7. Number of countries where the book will be sold 8. Number of book clubs that will adopt the book You would like to keep Paige on as a client, and you realize that the best way of doing this would be to get the best possible deal from Bestbooks and thereby establish yourself as a top‐notch negotiator. Ideally, a successful negotiation will result in a contract that will be favorable to Paige on each of the eight above‐mentioned issues. You can evaluate your success in the negotiation process with Bestbooks by using the success table on the following page. You will notice that the issues differ in point values; consider the issues with the higher points to be more important to Paige. Issues that are concerned with money (royalties, signing bonus, advance, number of print runs of the book, number of countries where the book will be distributed, number of book clubs that will adopt the book) are quite straightforward: the more the better! Signing bonuses are so common you shouldn’t have to negotiate for them (in fact, Paige has already decided how to spend this money ‐‐ that is why the advance is also important). The type of contract that Paige will have with the publisher is also important. Writers have become like sports stars; the value of their contracts tend to go up as they switch from publisher to publisher, although this needs to be weighed against the uncertainty that may also be involved in a switch. Basically, Paige wants to only write two books for Bestbooks in order to have the freedom to leverage publishers against each other in the future. Finally, Paige would rather spend time writing new books rather than promoting this book. Paige finds book promotion to be a boring, redundant task ‐‐‐ good books do not need promotion, and Paige is a great writer! Your goal is to obtain the highest possible score. You will have 30 minutes to negotiate a contract and it is quite probable that Paige would throw one of those famous temper tantrums if no contract would result from the negotiations.

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