Moms.com: Analysis of Integrative Negotiations

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In the "Moms.com" negotiation, I played the role of a representative of an international multimedia corporation looking to perform a syndication sale of one of our top rated shows. The corporation had determined that one station in particular provided the best potential for the largest profit. It was my task to "get the best deal possible" with this station. I prepared for the negotiation by creating a spreadsheet, which allowed me to go over multiple package combinations until I found what I thought to be the best deal under the restrictions placed on me by my corporation. After negotiations began, I quickly discovered that my "best deal", was really my best profit, and that this package would not work for the buyer. After discussing our needs & wants, we were able to work out an agreeable deal that turned out to be the best in the class. This paper covers the importance of exchanging information for integrative agreements, and provides ideas on the types of questions negotiators should ask to maximize efficiency.

Fisher and Ury (1991) say that "without communication there is no negotiation." Communicating by willingly providing information and asking questions develops the relationship and trust between all parties. By sharing information, a negotiator encourages perspective taking and improves the quality of the agreement (class notes, 17/09/04). By gathering information, a negotiator is better able to identify where the value is (Thompson, 2004), and may see potential trades & deals that can maximize the pie (class notes, 17/09/04).

Sharing information does not mean that a negotiator must share his/her BATNA or specific costs and benefits. However, one may elect to share other information such as his/her interests and/or priorities. Providing information assists in developing a "win-win" negotiation (class notes, 17/09/04). In the "Moms.com" negotiation, I began the trust building processes by sharing the hard limits placed upon me by the corporation on the



References: Fisher, R., & Ury, W. (1991). Getting to Yes: Negotiating Agreement Without Giving In. Shell, G. (1999). Bargaining for Advantage: Negotiation Strategies for Reasonable People Thompson, L. (2004). The Mind and Heart of the Negotiator, 3rd Edition.

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