8/19/2019 Negotiation Planning Coast News
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Appendix: Sample Planning Document
Negotiation: __Coast News_________Role: __Sandy Thurman ____
What issues are most important to you? (list in order of
importance)1. Advertorials without an indication that they were not
written by news staf . Advertising controls !ull bac" #age and
double truc"
$. Color Ads % days& News 'anner ( days). Advertising #hotos
% days& News color #hotos ( days*. 11:(( am delivery
What is your BATNA? Reservation Price? Target? What are
yoursources of power?'ATNA:+a"e case to ,at SmithReservation ,rice:
1*( Target: -(Sources o! #ower:
1. Need o! new revenue. Already a credible news#a#er$. Smiths
!ocus on results). /ebt increased due to news #ress*. Com#etitive
advantage over news
What issues are most important to your counterpart? (list in
order of importance)1. No Advertorials. Advertising allocated
other inside #ages o! the section$. Color ads ( days& News
banner % days
). Advertising #hoto ( days& News color #hoto % days*. 1:((
#m
What is your counterparts BATNA? Reservation Price?
Target?'ATNA:+a"e case to ,at SmithReservation ,rice:
-1(( Target: 1*(
What are your counterparts sources of power?1. Credibility o!
news#a#er
. 'ecoming a sell0out$. Com#etition with News
What is your opening move ! "rst strategy?1. /iscuss about
!alling revenues. Cost o! new #ress$. ,ressure by Smith
#ther important information ! considerations There may be
an o##ortunity to maimi2e gain !or both the #arties. 3ee#ingin mind
to as" !or the other #arties #re!erence.
