Contract Negotiation Exercise for It Takes Two Workshop

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YOU ARE THE ARTIST MANAGER FOR SHANNON SUGARBAKER.

She is a well-known Musical Theatre performer with a Tony Award and two Grammy nominations. She is originally from the South USA and has quite a following there. She is based in NYC and is in demand for holiday shows. Presenting her is a great opportunity for media coverage and audience building. You received the email below following a phone call from the Artistic Administrator of the Variazi Symphony Orchestra.    

Dear Artist Manager:  

As we discussed on the phone last week. Variazi Pops Orchestra wishes to engage soprano Shannon Sugarbaker for our 2022-2023 season. We hope Ms. Sugarbaker will return as our on-stage host and star performer for VPO’s annual Christmas spectacular, Pop Goes the Holidays!

For your review, I have outlined our financial offer and proposed event obligations for Ms. Sugarbaker’s engagement. Please let me know if you have any questions or if you need clarification on any of the details.  

Fittings: Early November – We will need Ms. Sugarbaker in town for 24-36 hours for gown fittings. We have flexibility on scheduling of the date and we will provide one hotel night stay and flight for this fitting.   

Rehearsals:

Tuesday, November 29 – 5:00 p.m. piano rehearsal with music director

Wednesday, November 30 – 3:30-7:00 p.m. with orchestra

Thursday, December 1 – 3:00-7:00 p.m. with orchestra  

Performances:

Saturday, December 3 – 7:30 p.m.

Sunday December 4 – 3:00 p.m.

Saturday, December 10 – 7:30 p.m.

Sunday, December 11 – 2:00 p.m. and 7:30 p.m.

Wednesday, December 14 – 7:30 p.m.

Friday, December 17 – 7:30 p.m

Saturday, December 18 – 2:00 p.m. and 7:30 p.m.

Sunday, December 19 – 3:00 p.m.

Repertoire: To be determined by artist, in consultation with VPO’s music director. VPO’s music director has final approval of all repertoire and program content. Artist will have spoken script.

Fee: Performance fee: $15,000 (plus two, round-trip, domestic, economy flights; local, ground transportation for orchestra events, and hotel) 

Bonus fee: An additional fee of $1000 will apply if Ms. Sugarbaker misses no performances or rehearsals.  

Exclusivity: Artist agrees not to perform within a 90-mile radius of the city of Nashville, TN, 90 days before first performance and 60 days after final performance.

Additional Events: Because Pop Goes the Holidays! is one of our premiere events of the season, we receive numerous media and social event requests. We ask that Ms. Sugarbaker be available for at least three in-person television and/or radio interviews, three phone or online interviews, gala dinner with sponsors and board members following the opening performance, and one reception during the run of the show.  

We will be happy to generate the contract, once we have received your acceptance of our offer. I look forward to working with you and receiving the necessary photos and materials for publicity and social media.    

All best,

Janet Jarriel, Artistic Administrator

Variazi Pops Orchestra

Nashville, Tennessee

404-663-4135 cell   

Consider:   Variazi Symphony Orchestra is primarily a pops orchestra with four to five events per year. They operate and present year-round. Total budget is $800,000. Artist budget is $100,000.  They use different venues, some outdoor, for performances.

The length of stay and what she will need at her hotel to live for nearly 20 days. You know that Ms. Sugarbaker is based in NYC. You also know that the costume designer works out of NYC. How could you use this information to help her get something else she might need? Once she gets to Nashville, she will be “hotel bound” without a car. Further, Ms. Sugarbaker has an offer to perform in Atlanta on December 7 at 6:00 p.m. for a similar kind of show, but only one performance. The financial offer is for $6000 for that one performance. Rehearsals in Atlanta are Dec 5 and the Dec. 6 (day of performance). Is there a way to potentially make this work so she can do both? If so, you will have to ask the Presenter for a release of those days.

Variazi has presented Ms. Sugarbaker for two other Pops performances: Christmas and a general Pops concert. Both sold out. She is a well-known Musical Theatre performer with a Tony Award and two Grammy nominations. She is originally from the South USA and has quite a following there. This is another opportunity to keep her fan base very happy.

The previous Christmas Pops offer was for $10,000 and only 8 shows. The previous general Pops offer was for two shows and $6000. But, the general Pops venue was much larger in an outdoor setting during the summer.

Construct your response and/or counteroffer to this offer.