Reflection Paper – “Moms.Com”

975 Words Oct 14th, 2008 4 Pages
The Moms.com negotiation has two roles: Kim Taylor as the buyer for WCHI (Independent television station in Chicago) and Terry Schiller as a syndicated sales representative for Hollyville, Inc. an international multimedia corporation that specializes in producing television shows and motion pictures. On this negotiation I played the role of Kim Taylor.

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
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Providing information assists in developing a "win-win" negotiation. In the "Moms.com" negotiation, I began the trust building processes by sharing the limits placed upon me by the corporation on the number of runs per episode. By freely providing this information, after rejecting the buyer's initial offer, I avoided discouraging or offending the buyer as a result of the rejection.

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

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