PrepWorksheet Moms Terry Schiller
Name: Bjoern Schwarz
Preparation Worksheet Role: Terry Schiller
SELF
OTHER
PRIORITIZED
INTERESTS &
POSITIONS
1.) Position: Tyler wants to sell the series Mom.com
Interest: Due to overall sales for Hollyville being below projections and Terry’s personal performance evalution being based year-end booked sales it is critical for him to make a sale.
2.) Position: No more than 8 runs, no financing deal beyond 3 years and upfront payment of around 50%.
3.) Interest: Do not breach any company implemented restrictions and try to be very close to company practice in regards to terms.
4.) Position:
Interest:
5.) Position: He wants to have a good relationship with WCHI
Interest: Tyler wants to keep a good relationship, as there most certainly will be other points of contacts for sales in the future with WCHI.
1.) Position: Be the independent television station that shows Moms.com
Interest: It is interested in improving its audience demographics, and the target audience of the series Moms.com is the most attractive one for advertisers. Getting this audience might be possible to keep a least part of this group longer-term. Especially as WILL for example focusses on men.
2.) Position: Regain audience leadershipe
Interest:
3.) Position: Have strong new programs and avoiding competitor getting such programs
Interest:
4.) Position: Do not overpay Moms
Interest: According to the information given WCHI is in a financially stable position again, so while price is always important it might be not as critical as the other points. In addition as WCHI needs strong programs and Hollyville is one of the Top 7 providers it is interested in keeping a good relationship.
BATNA
Including Junior:
RESERVATION
PRICE
Including Junior:
Assuming that my estimation of the demographic rating 5-6 is probably a bit too optimistic or at the least the buyer will be for safety reasons be a bit more conservative, I expect that he predicts the range to be in the 4-5
Preparation Worksheet Role: Terry Schiller
SELF
OTHER
PRIORITIZED
INTERESTS &
POSITIONS
1.) Position: Tyler wants to sell the series Mom.com
Interest: Due to overall sales for Hollyville being below projections and Terry’s personal performance evalution being based year-end booked sales it is critical for him to make a sale.
2.) Position: No more than 8 runs, no financing deal beyond 3 years and upfront payment of around 50%.
3.) Interest: Do not breach any company implemented restrictions and try to be very close to company practice in regards to terms.
4.) Position:
Interest:
5.) Position: He wants to have a good relationship with WCHI
Interest: Tyler wants to keep a good relationship, as there most certainly will be other points of contacts for sales in the future with WCHI.
1.) Position: Be the independent television station that shows Moms.com
Interest: It is interested in improving its audience demographics, and the target audience of the series Moms.com is the most attractive one for advertisers. Getting this audience might be possible to keep a least part of this group longer-term. Especially as WILL for example focusses on men.
2.) Position: Regain audience leadershipe
Interest:
3.) Position: Have strong new programs and avoiding competitor getting such programs
Interest:
4.) Position: Do not overpay Moms
Interest: According to the information given WCHI is in a financially stable position again, so while price is always important it might be not as critical as the other points. In addition as WCHI needs strong programs and Hollyville is one of the Top 7 providers it is interested in keeping a good relationship.
BATNA
Including Junior:
RESERVATION
PRICE
Including Junior:
Assuming that my estimation of the demographic rating 5-6 is probably a bit too optimistic or at the least the buyer will be for safety reasons be a bit more conservative, I expect that he predicts the range to be in the 4-5