Advanced Negotiation Strategies

May 14th, 2015
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CASE: MOMS.COM • Two party, multi-issue negotiation • Negotiation between the manager of an independent TV station and the syndicated sales rep of a film company

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rsm461 session 3MANAGERIALNEGOTIATIONSSession 3: Advanced Negotiation StrategiesJessica ZurawickiFriday, September 26AGENDAAgenda Case: Moms.com Class Discussion Mini Negotiation Simulation Sluggers Come Home Video Next Week Role AssignmentCASE: MOMS.COMMoms.com Two party, multi-issue negotiation Negotiation between the manager of an independent TV station andthe syndicated sales rep of a film company Buyer: Kim Taylor for WCHI Seller: Terry Schiller for Hollyville The following issues must be resolved: Price Runs Financing for the Agreement Once you are done negotiating, please come to the front of the roomto complete a summary sheetSource: 2000 2014 Dispute Resolution Research Center, Kellogg School of ManagementCLASS DISCUSSIONDiscussion QuestionsWhat was the price that you agreed upon? How did you determine this price?1.Consider the target and reservation price of both partiesWCHI Target Price = $30,000WCHI Reservation Price = $60,000Hollyville Target Price = $70,000Hollyville Reservation Price = $35,000Bargaining Zone = $30,000 to $60,000Source: 2000 2014 Dispute Resolution Research Center, Kellogg School of ManagementDiscussion QuestionsDid you recognize any trade-offs throughout the negotiation?2.Opportunity to be integrative and trade off runs and financing Runs are more important to the buyer and financing is more

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