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  • Planning For Negotiation - Hollyville

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    Mirta
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    The document outlines a negotiation between Hollyville and WWIN over licensing of Hollyville's TV program. Key issues to negotiate include licensing fee, number of runs per episode, and financial terms. Hollyville's priorities are licensing fee and financial terms, while the number of runs is less important. Hollyville needs to generate revenue through syndication to cover 20% losses from its first-run program. Hollyville's walkaway points are a $35,000 licensing fee, 8 runs per episode, and a 3-year payment term, while its BATNA is a $2.5 million offer from another network. Hollyville will open by requesting a $100,000 licensing fee, 4 runs per episode, and payment terms

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    Planning for Negotiation - Hollyville

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    The document outlines a negotiation between Hollyville and WWIN over licensing of Hollyville's TV program. Key issues to negotiate include licensing fee, number of runs per episode, and financial terms. Hollyville's priorities are licensing fee and financial terms, while the number of runs is less important. Hollyville needs to generate revenue through syndication to cover 20% losses from its first-run program. Hollyville's walkaway points are a $35,000 licensing fee, 8 runs per episode, and a 3-year payment term, while its BATNA is a $2.5 million offer from another network. Hollyville will open by requesting a $100,000 licensing fee, 4 runs per episode, and payment terms

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    71 views2 pages

    Planning For Negotiation - Hollyville

    Uploaded by

    Mirta
    The document outlines a negotiation between Hollyville and WWIN over licensing of Hollyville's TV program. Key issues to negotiate include licensing fee, number of runs per episode, and financial terms. Hollyville's priorities are licensing fee and financial terms, while the number of runs is less important. Hollyville needs to generate revenue through syndication to cover 20% losses from its first-run program. Hollyville's walkaway points are a $35,000 licensing fee, 8 runs per episode, and a 3-year payment term, while its BATNA is a $2.5 million offer from another network. Hollyville will open by requesting a $100,000 licensing fee, 4 runs per episode, and payment terms

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as docx, pdf, or txt
    of 2

    1. What are the issues to be negotiated?

    ● Licensing fee
    ● Runs/episode
    ● Financial terms

    2. What are the priorities among the issues in the bargaining mix?
    Most Important : Licensing Fee, Financial Terms
    Less Important : Run/episode

    3. What are the primary underlying interest?


    HOLLYVILLE ingin menjual program mereka di syndication market untuk menutup kerugian
    mereka sebesar 20% dari first-run

    4. What are my limits on each issue – walkaway points and BATNAs?

    Issues Limits/Walkaway point

    Licensing fee $35.000/episode

    Runs/episode 8 runs per episode

    Financial terms 3 years payment

    BATNAs: Offer from WWIN with net value of $2.5 million dollars

    5. What are my target points and opening requests on these issues

    Issues Opening request Target points

    Licensing fee $100,000 $70.000

    Runs/episode 4 runs/episode 6 runs/episode

    Financial terms 50% up front, 50% year 1 50% up front, 25% in year 1 & 2

    7. What do I know about the other negotiator’s interests, negotiating style, and personal
    reputation?
    Negotiator’s interests : Need a strong new programs
    Negotiating Style : Integrative
    Personal Reputation : The station lost its independent audience leadership and is now a poor
    second with weak demographics

    8. What overall strategy do I want to pursue?


    Melakukan preparation dan menyiapkan beberapa plan sebelum negosiasi. Coba lihat dari
    perspektif mereka juga.

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