Template Planning Document

Template Planning Document

This document ca be used for negotiations and bargaining in multiple scenarios to evaluate the various standpoints. It can be used with a scoring system that can be developed.

What issues are most important to you?

1. Licensing fee per episode

2. 5 year contract

3. Number of runs

4. Financing terms (bulk payment upfront)

5. Sell Juniors along with moms.com for a long term relationship

What is your BATNA? Reservation Price? Target?

BATNA: 2.5 mil (WWIN’s offer)

Reservation Price: 4.45 mil

Target: 7 mil ( 100 x 70,000) – 9 mil ( ad revenues for WCHI)

What are your sources of power?

• WCHI needs a show to boost their credibility – desperation for a show
• The independent television stations will not want competitors to get the show
• WWIN has already placed a bid and are leaders already, WCHI would want to make up for the lost ground and dethrone WWIN

What issues are important for the opponent?

1. Ratings and advertisement revenues that arise as a result

2. Less licensing fee

3. More episode runs

4. Payment mode (bulk of the payments later

5. Length of contract

Opponent’s BATNA? Reservation Price? Target Price?

I am not so sure what the best approach would be here

BATNA: 2.5mil (WXYZ have offered it and WCHI do not have an option)

Reservation Price: 2.5 mil

Target Price: 700,000 (minimum advertisement revenue)