Negotiation in Between Paramount Studios and NBC (Essay Sample)
The instructions were as follows
022916
Roy Weissman CMN 6060 Negotiations, Mediation and Facilitation
Final Exam Case Study Analysis Assignment: maximum 2 page paper- 12 pt font,
double spaced. Please put your full name and course number on all pages. Do NOT
use a cover page. Citations can be placed on a third page. Papers not meeting all of
these requirements will be subject to a 10% reduction in their grade.
CASE: Frasier Series (A)
In this assignment you will be referencing a case and answering the questions below
utilizing course concepts. Your grade will be determined by your choice, application
and explanation of relevant and appropriate course concepts to each of the
questions asked.
This exercise is not to review what NBC and Paramount did but rather to present the
negotiation based on your knowledge of negotiation best practices and to apply
those best practices to the Frasier negotiation.
You will be evaluated based on your use of the most relevant and effective course
concepts. Please keep in mind that this is a negotiations class and not a
management class. Your responses should reflect an interpretation of this case as a
negotiator and not as a manager.
Please divide your assignment into 6 sections. Please make sure you address all of
the questions below: Please number your responses.
1. Which party do you believe had the greatest need in getting an
NBC/Paramount deal completed, NBC or Paramount? Please explain why.
2. Now you are the negotiator for NBC. Upon review of the Frasier negotiation
and considering all of the course concepts we have learned, please list the 4
that would be the most powerful and effective in completing a successful
Frasier negotiation.
3. Please present your reasoning fŽƌ each cŽŶceƉƚ͛Ɛ ƌŽle iŶ completing a
successful negotiation. Please discuss each concept in a separate section; the
concepts should be sections 3, 4, 5, and 6. Provide specific reasons as to why
you chose each concept and why you believe each one to be one of the 4 best
to employ. Also please make sure you provide specific examples; if you think
they should have had 2 more alternatives you should list the 2 suggested
alternatives. The actual parties in the case may or may not have used some or
all of the concepts you choose.
6060MT Final
Question One
In the NBC/Paramount negotiations, NBC had the greatest need of getting the deal completed. The company had recognized the importance of keeping the Paramount Studios owned TV show, Fraiser, to cement its viewership position, which was already threatened by competing cable network broadcasters such as WB, UPN, and Fox. The emergence of new players had made it more difficult for mainstream TV networks to establish programs that could draw large audiences as was in the past years CITATION Sub02 \l 1033 (Subramanian, 2002).
Question Two
In NBC’s bid towards the Fraiser concession, the company could have considered the following negotiation concepts for successful negotiation outcome; First, the reservation prices, second, the best alternative to a negotiated agreement (BATNA), third, the zone of possible agreements (ZOPA), and finally, a strong action towards the untrustworthy party.
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