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 multiple package combinations until I found what I thought to be the best deal under the restrictions placed on me by my corporation. …