NEGOTIATIONS – Moms.

com Prep Memo

Upload to Website Before your Moms.com Negotiation

Write a brief memo laying out your approach to negotiation for the Moms.com case. If
you are Terry Schiller, address the memo to Hollyville Management. If you are Kim
Taylor, address the memo to MultiMed, Inc. In this memo you should consider the
following:

1. What are the key issues in play for this negotiation?

2. What is your target and your reservation point for each issue? For the entire deal?

3. What is your overall “BATNA” or “Best Alternative to a Negotiated Agreement”

(indicate both the alternative itself and, if possible, the financial value associated
with it).

4. What are possible standards and interests that will guide you?

5. What leverage do you have on your side?

6. What, if anything, can you infer about the other side’s target, reservation,
BATNA, standards, interests, and/or leverage?

Your memo should simply be a numbered list of answers to the 6 questions. It should be
no more than 2 double-spaced pages. The memo should be free from typos and from
distracting grammatical errors. Lists, bullet points, and the like are fine. You may assume
that the recipient of your memo is also a student of negotiation and is therefore familiar
with the terms (“BATNA,” target, etc.) that you are using. For full credit on this
assignment you must explicitly address each of the six questions above.

Submit your memo by uploading it to the course website before you negotiate with your
counterpart. You may also find it helpful to have a copy with you to use as a guide during
the negotiation.