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  • Frasier

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    Shadab Ashfaq
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    NBC's and paramount's BATNA 3. Creation / Sharing of Value the stakeholders CBS Media paramount Industry BATNA NBC To bid for another comedy show to do negative publicity Wait and Watch policy paramount can host the show on CBS network can make take-itor-leave-it offer to NBC and wait.

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    NBC's and paramount's BATNA 3. Creation / Sharing of Value the stakeholders CBS Media paramount Industry BATNA NBC To bid for another comedy show to do negative publicity Wait and Watch policy paramount can host the show on CBS network can make take-itor-leave-it offer to NBC and wait.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    186 views9 pages

    Frasier

    Uploaded by

    Shadab Ashfaq
    NBC's and paramount's BATNA 3. Creation / Sharing of Value the stakeholders CBS Media paramount Industry BATNA NBC To bid for another comedy show to do negative publicity Wait and Watch policy paramount can host the show on CBS network can make take-itor-leave-it offer to NBC and wait.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 9

    Frasier Negotiation

    A case study

    Agenda
    1. Various parties - their interests & influence 2. NBC's & paramount's BATNA 3. Creation/Sharing of Value

    The stakeholders
    CBS

    Media

    NBC

    Paramount

    Industry

    Viacom

    BATNA
    NBC
    To bid for another comedy show To do negative publicity Wait and Watch policy

    Paramou nt
    Can host the show on CBS network Can make take-itor-leave-it offer to NBC and wait

    ZOPA

    VALUE CREATION/SHARING
    Outcome
    Accommodativ e

    Collaborative

    No Relational Yes

    Yes No

    Substantive

    Outcome

    Competitive

    Avoidance

    VALUE CREATION/SHARING
    Avoid

    loss of audience to maximize revenues

    Collaborate on revenue sharing from advertisement

    Creative terms of agreement


    Performance based incentives/cuts NBC can offer development incentives for production houses

    Potential Obstacles
    Strategic

    barrier

    Exploiting others weakness rather than joint strength Presence of alternative network to Paramount

    Emotional barriers
    Individualistic behavior Walking away from table angrily

    Thank you !!

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