Role-Play Activity: Negotiating a Deal Between a Transmedia Studio and a Talent Agency

Hook: Turn deadline panic into courtroom poise — by role-playing a real media deal

Students and instructors: if you’ve ever felt overwhelmed by contract language, negotiation pressure, or the fast pace of media deals, this classroom role-play turns anxiety into mastery. Using the widely reported Jan 2026 signing of transmedia studio The Orangery with WME as inspiration, this activity teaches contract basics, negotiation tactics, and industry context through hands-on practice.

Why this matters in 2026

By late 2025 and into 2026 the entertainment industry doubled down on transmedia IP, agency partnerships, and fast-turn adaptations. Variety reported on Jan 16, 2026 that The Orangery — a European transmedia IP studio behind graphic-novel hits — signed with WME. That headline is an ideal classroom anchor: it represents the real stakes students will face when negotiating representation, adaptation rights, and cross-platform revenue splits.

At the same time, contract work is changing: legal teams increasingly use generative AI to draft and review deal memos, and rights reversions and sustainability/diversity clauses are standard negotiation topics. This role-play helps learners practice negotiation fundamentals while responding to these 2026 trends.

Learning outcomes

• Understand core contract terms such as exclusivity, commission, option and reversion clauses, warranties, and indemnities.
• Apply negotiation tactics — BATNA, anchoring, integrative bargaining — in a media-deal setting.
• Draft simple clause language for representation and adaptation deals.
• Evaluate outcomes using a clear rubric and peer feedback.

Classroom setup (90–120 minutes)

Materials

• Role packets (below) for each team: The Orangery (studio), WME (talent/agency), Legal Counsel, Finance, and Observers.
• Printable rubric and negotiation worksheet (downloadable PDF suggestion: essaypaperr.com/roleplay-orangery).
• Whiteboard or shared doc for term tracking and concessions log.
• Timer (rounds of 15–20 minutes).

Class size & time options

• Small (6–12 students): full simulation with multiple roles assigned per student.
• Medium (13–25 students): multiple negotiation tables or parallel rounds; rotate observers.
• Large (26+ students): lecture/demo with breakout rooms and one live negotiation showcase.

Role descriptions & goals

The Orangery (Transmedia Studio)

Profile: European IP company with two successful graphic-novel series. Goal: secure WME representation for global expansion while protecting IP and securing favorable adaptation revenue splits and reversion triggers.

WME (Talent Agency / Strategic Partner)

Profile: Major global agency offering representation, packaging, and studio introductions. Goal: obtain representation rights, a first-look on adaptations, and healthy commission/license fees while minimizing indemnity and warranty exposure.

Legal Counsel

Profile: Advises assigned party on language, redlines, and legal risk. Goal: protect client from broad warranties and unlimited indemnities; ensure clear termination and reversion language.

Finance / Business Affairs

Profile: Focuses on money flows, advances, recoupment, and backend splits. Goal: maximize cash-on-signing and acceptable revenue share models.

Observers / Journalists (optional)

Profile: Track the negotiation using rubric metrics and provide media-style reporting at the end — useful for teaching public relations and reputation risk.

Scenario brief (10-minute prep)

The Orangery has two hit IPs and seeks global representation to turn graphic novels into TV, film, and licensed products. WME wants to sign them, package projects, and take a commission plus possible producer fees. The teams enter negotiations with opening positions, bottom lines, and a shared timeline: a 3-year representation agreement with options to extend and first-look for adaptation rights.

Key negotiation points (teach these before you begin)

• Scope of Representation — Worldwide vs. territory-specific representation; exclusive vs. non-exclusive.
• Commission & Fees — Standard agency commission (10–20%), packaging fees, producer fees on adaptations.
• First-Look & Option Rights — Does WME get a first right to introduce or package adaptations? Length and renewal terms.
• Adaptation & Merchandising Splits — Net vs. gross, recoupment structures, backend participation.
• Term & Termination — Initial term length, automatic renewals, termination for cause, breach remedies.
• Warranties & Indemnities — Scope and limits; carve-outs for underlying claims.
• Reversion / Reacquisition — Triggers if projects are not exploited within X months.
• Audit Rights & Transparency — Periodic accounting and the right to audit agency books related to client projects.
• AI & Future Tech Clauses (2026) — Rights regarding AI-generated adaptations, training data, and metadata ownership.
• Diversity & Sustainability Clauses — Representation commitments and sustainability obligations that have become common by 2026.

Negotiation framework & tactics to teach

• BATNA — Define your Best Alternative to a Negotiated Agreement before you speak.
• ZOPA — Identify the Zone of Possible Agreement (where your ranges overlap).
• Anchoring — Start with a credible opening position, not an extreme demand that kills rapport.
• Integrative bargaining — Trade value (e.g., better territory terms in exchange for a lower commission) rather than only splitting the pie.
• Caucusing — Use private team huddles to realign; in-class teach short caucus scripts.
• Concessions log — Track what you give and what you receive; try to package concessions.

Sample negotiation script snippets (role-play-ready)

Use these lines as starters to model constructive negotiation language.

• WME opener (anchoring): "We’d like global exclusive representation with a standard 15% commission on deals we secure and a 3% packaging fee when we package productions."
• The Orangery response (protecting IP): "We can consider exclusivity in English-language territories for three years, but we retain merchandising and game rights unless specifically licensed."
• Legal counsel proposing a compromise: "Let’s propose a first-look for 18 months with an ability to terminate if no material offer is delivered within 12 months."
• Finance asking for cash: "We need an advance or signing fee to cover development costs — €75,000 payable within 30 days of signature, recoupable against our share of adaptation revenue."

Simple clause templates to practice drafting

Students should practice converting negotiation outcomes into clause language. Keep drafts short and clear.

Representation & Commission

"Agency shall render exclusive representation for the purpose of procuring audiovisual, theatrical, and digital exploitation of the Client’s IP for the Territory for a term of three (3) years. Agency shall be entitled to a commission equal to fifteen percent (15%) of all Gross Receipts procured by Agency."

First-Look & Option

"Client grants Agency a first-look right for any adaptation of the IP for a period of eighteen (18) months from the Effective Date. If Agency elects to pursue an option, the option fee shall be €[X], and rights shall revert if no material production commitment is obtained within twelve (12) months of option grant."

Reversion Trigger

"Should Agency fail to secure a material development commitment for any Project within twenty-four (24) months, rights in such Project shall automatically revert to Client, subject to bona fide third-party encumbrances."

AI & Data Clause (2026)

"Neither party shall use Client’s works to train generative AI models without express written consent; any derivative works created through AI shall be treated as adaptations subject to the same royalty terms herein."

Rubric: How to grade the negotiation (Total: 100 points)

Use this rubric to give structured feedback. Each category has descriptors for Excellent (90–100%), Good (75–89%), Fair (60–74%), Poor (<60%).

• Preparation & Strategy (20 points): Clear BATNA, defined goals, and concessions log. Excellent shows research (industry comps, market rates) and clear alternatives.
• Understanding of Contract Basics (20 points): Correct use of terms (exclusivity, commission, reversion). Excellent includes appropriate clause drafts and risk-aware language.
• Negotiation Tactics & Communication (20 points): Use of anchoring, integrative trade-offs, caucusing, and emotional control. Excellent demonstrates creative value trades and clear rationale for concessions.
• Clarity of Drafted Terms (20 points): Contracts/drafts are readable, enforceable, and reflect agreed outcomes. Excellent documents are concise, use plain language, and include timelines and triggers.
• Professionalism & Teamwork (10 points): Professional tone, respect, timely caucuses. Excellent shows leadership, listening, and role-appropriate behavior.
• Reflection & Learning (10 points): Post-simulation analysis, what worked, what to improve. Excellent reflection links tactics to outcomes and industry context (2026 trends).

Debrief questions (for 20–30 minute reflection)

• What was your BATNA and did you change it during negotiations?
• Which concessions gave you the most leverage and why?
• How did 2026 trends (AI clauses, rights reversions) affect your strategy?
• If you could reopen one clause, which would it be and what language would you change?

Teaching tips & variations

• Time-compressed rounds: Run two 15-minute rounds to teach rapid dealmaking and prioritization.
• Asymmetric information: Give one side a confidential offer from a third party to simulate competition.
• Cross-table negotiation: Add a broadcaster/exclusive streamer role to complicate rights and revenue splits.
• Peer scoring: Have observers grade using the rubric and present a short report.

Real-world connections & 2026 industry context

Using The Orangery–WME example anchors classroom learning in a real deal reported in Jan 2026. Instructors should highlight how agency-studio signings now commonly include AI usage restrictions, explicit sustainability commitments, and clearer reversion triggers — changes driven by increased IP monetization and regulatory scrutiny in 2024–2026. Students who can negotiate and draft clauses addressing these specifics are more market-ready.

Assessment — sample grading comments

Provide tailored feedback. Examples:

• "Excellent clause on reversion — clear time triggers and carveouts for active negotiations. Consider adding an audit window tied to accounting practices."
• "Good use of integrative bargaining when you traded territory exclusivity for a higher signing fee. Next time, quantify the expected value of that territory."
• "Weak on BATNA — your team had no clear alternative and conceded too early on option fees."

Extensions & follow-ups

• Have students redline a model agreement incorporating negotiated language and AI/content clauses.
• Invite an industry guest (agent, entertainment lawyer) to critique clause drafts in a follow-up session.
• Turn outcomes into a short memo: "Deal Memo — Terms Agreed Between The Orangery and WME" to practice professional documentation.

Classroom case study: A quick example outcome

In one simulated class, The Orangery negotiated a three-year exclusive representation (global excluding Asia), a 12% commission, a €50,000 signing advance recoupable against adaptation proceeds, an 18-month first-look, and a reversion trigger if no material deal was made in 15 months. They also secured an AI-training carveout — no training without consent. WME accepted reduced commission in exchange for a guaranteed development funding tranche, showing a successful integrative outcome.

Final tips for instructors

• Model good negotiation language and neutral phrasing; discourage hostile or theatrical exchanges that aren’t constructive.
• Encourage students to cite real industry comparables — even basic market rates — to justify positions.
• Use technology: allow students to draft clauses collaboratively in shared docs and use version control to show redlines.

Quick checklist for running the activity

1. Prep role packets & rubric (30 minutes).
2. Introduce scenario and 2026 context (10 minutes).
3. Team prep (10 minutes).
4. Negotiation rounds (30–40 minutes).
5. Debrief & rubric scoring (20–30 minutes).
6. Optional guest critique or clause redline homework.

Actionable takeaways

• Always prep a BATNA — it’s your safety net.
• Trade value, don’t just split it — integrative bargaining yields better, more creative agreements.
• Draft simple, trigger-based clauses for reversion and AI; ambiguity costs money.
• Keep a concessions log to avoid asymmetric giveaways and to package trades effectively.

Call to action

Ready to run this in your class? Download the printable role packets, rubric, and clause templates at essaypaperr.com/roleplay-orangery — or book a tailored workshop with our tutors to run a live simulation and get expert grading and feedback. Turn contract confusion into negotiation confidence this semester.

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