- Read the attached Case: Fraiser to answer each question below. Provide a substantive response to each question. Answers should incorporate meaningful connections to supporting information
in the case. A minimum of two references are required.
- Who are the parties in the Frasier negotiation and what are their interests? How can the various parties influence the negotiation process and its outcome?
- What is NBC’s BATNA? What is Paramount’s BATNA? What is your best estimate of their respective reservation prices? Is there a ZOPA?
- How can value be created in this negotiation and who is likely to get it? What obstacles might prevent agreement and how can they be overcome?
- How should Marc Graboff judge success in this negotiation? As President of NBC West Coast, how would you want to compensate Graboff?