Frasier A Negotiation Analysis
Frasier (A): Negotiation analysis
Presented to: Prof Himanshu
Rai
Group : 9
Nikita Singh PGP30092
Shipra Saini PGP30395
Mallika Therthani:PGP30204
Rupika Malhotra: PGP30046
Mwblib Basumatary PGP30147
Twinkle Singh PGP30293
Rituraj Das PGP30335
Parties
❖ National broadcasting company
❖ Paramount, owner of the show
❖ The company wants to pay under $ 5 million in order to make a profit on the show
❖ It seemed to be demanding $8 million per episode
The negotiation timeline
BATNAs
Interests
The fundamental needs and priorities of both the parties are:
Paramount:
● Get a three year extension for the popular television show “Frasier”
● Wanted NBC, with large viewership to air Frasier at $8 million per episode
● Wanted the show to be aired on the coveted thursday night
● Eager to get over with the negotiation as soon as possible
National Broadcasting Company (NBC):
● Wanted to keep Frasier on NBC but not more than 2 years
● Did not want to see the show go to another network after 8 long years
● Critical for NBC’s fall 2001 programming lineup
● Not to trigger a bidding war, but wanted to pay $5.8 million per episode
Value
1.The final deal offer made by NBC included
a)Bonus for every tenth of a rating point
b)License fee + development commitments
c) 4.75 million dollars
2. Fraiser’s demand: 5.5 million dollars
ZOPA: According to BATNAs available to Fraiser , Graboff knew that
Fraiser did not have much options. The best deal it could strike was with NBC itself because if they change the network, the show and the network would loose viewership and no other network would pay as high as NBC since it happens to be a “tent pole” show for NBC .
Barriers
● Psychological Barrier
-
Communication issues
Parties lose sight of their substantive objectives
Aggressive attitude ( Take it or leave it Deal)
● Strategic Barrier
-
Exploiting each other`s weaknesses rather than joint strength
Presence of alternative network to Paramount
Power
Legitimate Power
Kelsey Grammer’s
Presented to: Prof Himanshu
Rai
Group : 9
Nikita Singh PGP30092
Shipra Saini PGP30395
Mallika Therthani:PGP30204
Rupika Malhotra: PGP30046
Mwblib Basumatary PGP30147
Twinkle Singh PGP30293
Rituraj Das PGP30335
Parties
❖ National broadcasting company
❖ Paramount, owner of the show
❖ The company wants to pay under $ 5 million in order to make a profit on the show
❖ It seemed to be demanding $8 million per episode
The negotiation timeline
BATNAs
Interests
The fundamental needs and priorities of both the parties are:
Paramount:
● Get a three year extension for the popular television show “Frasier”
● Wanted NBC, with large viewership to air Frasier at $8 million per episode
● Wanted the show to be aired on the coveted thursday night
● Eager to get over with the negotiation as soon as possible
National Broadcasting Company (NBC):
● Wanted to keep Frasier on NBC but not more than 2 years
● Did not want to see the show go to another network after 8 long years
● Critical for NBC’s fall 2001 programming lineup
● Not to trigger a bidding war, but wanted to pay $5.8 million per episode
Value
1.The final deal offer made by NBC included
a)Bonus for every tenth of a rating point
b)License fee + development commitments
c) 4.75 million dollars
2. Fraiser’s demand: 5.5 million dollars
ZOPA: According to BATNAs available to Fraiser , Graboff knew that
Fraiser did not have much options. The best deal it could strike was with NBC itself because if they change the network, the show and the network would loose viewership and no other network would pay as high as NBC since it happens to be a “tent pole” show for NBC .
Barriers
● Psychological Barrier
-
Communication issues
Parties lose sight of their substantive objectives
Aggressive attitude ( Take it or leave it Deal)
● Strategic Barrier
-
Exploiting each other`s weaknesses rather than joint strength
Presence of alternative network to Paramount
Power
Legitimate Power
Kelsey Grammer’s