Reflection Paper – “Moms.Com”
The company had request for the best deal possible, but is important to preserve the relationship with Hollyville as new shows for future programming years become available.
For the negotiation I created a worksheet, with the multiple combinations to calculate the net value of the options. During the negotiation my counter party used a spreadsheet too, what really facilitated the …show more content…
By initially sharing information, I created the expectation of reciprocity, which allowed me to gather information with the expectation of receiving a truthful answer. While proposing packages and calculating the financial results, I prompted the buyer for information on what was more important to him with respect to financing terms or the number of runs per episode. Again, without providing the specific financial costs of either, the buyer told me that he prioritized the number of runs per episode over the length of financing. This information was a great help. We discovered that an integrative solution was feasible by increasing his potential profit through raising the number of runs per episode, and decreasing my potential loss by paying more money up front and shortening the finance period.
The discussion, up to this point, supports the fact that exchanging information is a necessity in developing a good negotiated agreement. Effective questioning is a crucial part to the information exchange process, and allows a