Double Deal Making in the Browser World
leleDor Biran [2012843469] Case #5 -‐ Double Deal Making 1.1. Netscape Interests – Netscape is in pursuit for market shares, their main concern is keeping their shares in the rising market and blocking their main competitor – Microsoft. Beside all that, enlarging the revenues is always an issue.
BATNA – Netscape’s BATNA is simple, it will keep its great grow with or without this deal, if they will not be able to get to an agreement, they will pursuit the dropping shares of the decreasing internet services market, especially AOL’s.
ZOPA – the hatred of AOL towards Microsoft put the executives on relax mode and the lack of interest in investing by themselves in online services made the only option of closing a deal is by showing clear benefits in terms of cash, only if Netscape see actual profits from AOL this deal will happen. Microsoft Interests – The whole reason Microsoft is interested in this deal is for becoming a bigger market shareholder and to lower Netscape’s shares, by that they aim to take over the competition (as happened later). BATNA – Microsoft looked for a way to get their
BATNA – Netscape’s BATNA is simple, it will keep its great grow with or without this deal, if they will not be able to get to an agreement, they will pursuit the dropping shares of the decreasing internet services market, especially AOL’s.
ZOPA – the hatred of AOL towards Microsoft put the executives on relax mode and the lack of interest in investing by themselves in online services made the only option of closing a deal is by showing clear benefits in terms of cash, only if Netscape see actual profits from AOL this deal will happen. Microsoft Interests – The whole reason Microsoft is interested in this deal is for becoming a bigger market shareholder and to lower Netscape’s shares, by that they aim to take over the competition (as happened later). BATNA – Microsoft looked for a way to get their