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
2. Advertising controls full back page and double truck
3. Color Ads 6 days/ News Banner 0 days
4. Advertising photos 6 days/ News color photos 0 days
5. 11:00 am delivery
What is your BATNA? Reservation Price? Target? What are your
sources of power?
BATNA:
Make case to Pat Smith
Reservation Price: 150
Target: >220
Sources of power:
1. Need of new revenue
2. Already a credible newspaper
3. Smiths focus on results
4. Debt increased due to news press
5. Competitive advantage over news
What issues are most important to your counterpart? (list in order of
importance)
1. No Advertorials
2. Advertising allocated other inside pages of the section
3. Color ads 0 days/ News banner 6 days
4. Advertising photo 0 days/ News color photo 6 days
5. 1:00 pm
What is your counterparts BATNA? Reservation Price? Target?
BATNA:
Make case to Pat Smith
Reservation Price: >100
Target: 150
What are your counterparts sources of power?
1. Credibility of newspaper
2. Becoming a sell-out
3. Competition with News
What is your opening move / first strategy?
1. Discuss about falling revenues
2. Cost of new press
3. Pressure by Smith
Other important information / considerations
There may be an opportunity to maximize gain for both the parties. Keeping
in mind to ask for the other parties preference.