This scenario centers on a negotiation between a luxury jewelry company and a photographer over licensing a cover image for the company’s annual catalog.
Each side enters with different priorities, uneven visibility into the other’s constraints, and limited clarity about what the situation looks like from the opposite seat.
The exercise highlights how negotiators interpret and manage information gaps, how early framing shapes perceptions of leverage, and how respect, recognition, and professional norms influence discussions about creative work.
It provides instructors with a straightforward way to explore information asymmetry, value discovery, and the role of non-financial interests in reaching agreement.