Frasier A Case Solution

Case Solution

In 2001, NBC became a member of into contract discussions with Vital Television Group to keep the hit show Frasier round the network. Vital, the studio that produced the show, threatened to move Frasier to CBS, Paramount's sister network, if NBC did not pay a substantially greater license fee in comparison to 1 it absolutely was presently needing to pay. This case follows Marc Graboff's (EVP of NBC West Coast) research in to the situation.

Excel Calculations

Questions Covered

1. Who are the parties in the Fraiser negotiation, and what are their interests?  How can various parties influence the negotiation process and its outcome?

2. What is NBC's BATNA?  What is Paramounts's BATNA?  What is your best estimate of their respective reservation prices?  Is there a ZOPA?

3. How can value be created in this negotation, and who is likely to get?  What obstacles might prevent agreement, and how can they be overcome?

4. How should M arc Graboff judge success in this negotiation? As President of NBC West Coast, how would you want to compensate Graboff?