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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
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 !!