Moms.com: Analysis of Integrative Negotiations

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 …

…feel comfortable truthfully responding to questions he/she may have. Leigh Thompson (2004) sums up the decision on information sharing nicely, by saying that it is not a decision of "whether to reveal information, but of what information to reveal". 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.