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In the Momscom 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 170904 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 170904 Sharing information does not mean that a negotiator must share hisher BATNA or specific costs and benefits However one may elect to share other information such as hisher interests andor priorities Providing information assists in developing a win-win negotiation class notes 170904 In the Momscom negotiation I began the trust building processes by sharing the hard limits placed upon me by the corporation on the number of runs per episode and years allowed to finance the
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