Moms.Com Planning Document

PLANNING DOCUMENT: MOMS.com

Negotiation: _Moms.com______ Role: __Terry Schiller (Seller)_______

What issues are most important to you? (List in order of importance)  

1.  Licensing Fee

2.  Episodes/Runs

3.  Terms of Payment/Length of contract

4.  Value of juniors

5.  Sell both Moms.com and Junior

What is your BATNA? Reservation Price? Target?

My Target is $65,000 for 7 runs per episode. Payment terms are 50% first year, 40% second year, and 10% third year. My reservation price is $60,000 for 6 runs/episode and payment terms are 50% first year, 30% in the second year, and 20% in the third. . My BATNA would be to sell MOMS.com to WWIN for a net value of 2.5mil

I would like to sell Juniors for $200,000. My reservation is $150,000 my target is $180,000.

BATNA for JUNIOR: Sell to WXYZ for $10,000 licensing fee per episode

What are your sources of power?

Moms.com is very popular and if sold to WWIN it will create competition for WCHI who is already second to WWIN in highest rated networks.

What issues are most important to your opponent? (List in order of importance)

1. Raise network rankings

2.  Minimize competition

3.  Needs strong new programs

4. Gain audience members

What is your opponent’s BATNA? Reservation Price? Target?

Opponents BATNA: $3,000,000 for another program at the same time slot

What are your opponent’s sources of power?

Subsidiary of MULTIMED Inc.

Time slot for show is 6PM

WWIN currently has strong 6PM show.

What is your opening move/first strategy? Other important information?

My opening move is to introduce MOMS.com and show its potential value to WCHI. Prove to them that MOMS.com is the show they need to remain competitive and win back lost customers.