...HBS Case Study- “Frasier” Tamika Hernandez Khadijah Holley Course Number: 0204 – 689-102 Negotiation for the Business Professional The Art of Persuasion & Negotiations November 18, 2014 Professor: Neil Halloran Frasier Case Study 1) Who are the parties to the “Frasier” negotiation, and what are their interests? How can the various parties influence the negotiation process and its outcome? The parties involved in the Frasier negotiations are; Paramount Television Group, National Broadcasting Company (NBC), and the actor Kelsey Grammer (Owner) . Marc Graboff (ExecutiveVice President) led the NBC negotiation team which included Scott Sassa (President of NBC West Coast) and Jeff Zucker (President of NBC entertainment). Kerry McCluggage (Paramount’s Chairman) led the negotiation team for Paramount and was sometimes joined by Gary Hart, president of Paramount. 2) What are NBC’s BATNAs? What are Paramount’s BATNAs? Of these BATNAs, which is the best option for each entity? NBC had two BATNA’s: keep Frasier regardless of the increased cost (take a financial hit) in hopes to keep it as a “tent pole” to draw in its viewers to the new shows line-ups after Frasier, or buy a comparable comedy show from another network (such as Dharma and Greg) that will bring in the same audience group 18 to 49. The only downfall was that could cause a bidding war that could increase programming expenses. Paramount’s BATNA’s were to either sell the sitcom to CBS (sister...
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...Negotiations Frasier case A. Who are the parties in the Frasier negotiation and what are their interests? (Viacom, CBS, Paramount, Kelsey) – (NBC, NBC West Coast ((Graboff)), ABC) The parties involved in the Frasier negotiations consist of NBC, Paramount, and actor Kelsey Grammar. Paramount and Kelsey had personal interest to extend the show 3 years. Kelsey Grammar wanted to rank in history as being an actor with having the record for the longest-running primetime television character in TV. Without Kelsey Grammar (Frasier), Paramount, and NBC would not have a TV series. NBC did not view the show Frasier as having another 3 years of life and did not want to invest in another 3 years. Additionally, NBC deemed Paramount’s price per episode to high and wanted to minimize what they saw as a loss of revenue. B. What is Paramount’s BATNA? What is your estimate of their reservation price? Paramount was banking on the fact that Frasier was the flagpole show of NBC and its success in the time slot. If they quit NBC, both Paramount and NBC would suffer while Paramount would have suffered the most. Paramount best alternative would have been to shop the show around to other networks in the case that the negotiations with NBC broke down. Paramount however was limited in networks to promote the show to due to the shows high overhead cost and industry consolidation. Due to these circumstances I would estimate Paramount’s reservation price around 5.25 million as Paramount...
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...For the exclusive use of X. Guo, 2016. 9-801-447 REV: JUNE 13, 2002 GUHAN SUBRAMANIAN Frasier (A) Just one day into his new job at the National Broadcasting Company (NBC), and Mark Graboff had a problem. Graboff was leading the team that was responsible for renegotiating the rights to Frasier, a popular television show that would play a critical role in NBC’s fall 2001 programming lineup. While Paramount, the owner of the show, seemed to be demanding $8 million per episode in the press, NBC had calculated that it would have to pay under $5 million in order to make a profit on the show. Multiplying by 24 episodes per season, and multiplying again by the three-year term that Paramount was insisting on, the gap seemed insurmountable. Making matters worse, the most likely other bidder for the show was the Columbia Broadcasting th System (CBS), a rival network to NBC and Graboff’s former employer. “On November 13 [2000], my last day at CBS, I was putting the finishing touches on CBS’s contract extension to Everybody Loves Raymond,” recalled Graboff. “And I was thinking, ‘Thank goodness this deal is almost done.’ The next day I began at NBC, and I was faced with an equally arduous negotiation.” Graboff watched the sun set over the Los Angeles skyline as he began familiarizing himself with the background documents on the negotiation. Industry Background Behind the glitz and the glamour, the stars and the scandals, Hollywood is, at its core, a business. Studios...
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...Negotiations Frasier case A. Who are the parties in the Frasier negotiation? (Viacom, CBS, Paramount, Kelsey) – (NBC, NBC West Coast ((Graboff)), ABC) The parties involved in the Frasier negotiations consist of NBC, Paramount, and actor Kelsey Grammar. Paramount and Kelsey had personal interest to extend the show 3 years. Kelsey Grammar wanted to rank in history as being an actor with having the record for the longest-running primetime television character in TV. Without Kelsey Grammar (Frasier), Paramount, and NBC would not have a TV series. NBC did not view the show Frasier as having another 3 years of life and did not want to invest in another 3 years. Additionally, NBC deemed Paramount’s price per episode to high and wanted to minimize what they saw as a loss of revenue. 4. NBC’s BATNA: The fact that Paramount didn’t have a BATNA. If they switch networks the show would lose viewership, which will affect the studio as well as the network to which they move. So whatever NBC was offering them was the best deal they can get. And Grab off knew the CBS network pretty well and was pretty sure they wouldn’t buy “Frasier” at such a high cost. Moreover this might kick off a price war that will ruin the networks industry and people might reconsider getting shows from paramount for their bad dealing. Paramount’s BATNA: It didn’t have one. But they were relying heavily on the fact that “Frasier” was the flagpole show of NBC. But if they quit NBC, both the...
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...7.3 A. Decreases amount of money available for employee merit based pay because the money available for merit-based pay will now go toward providing health insurance B. Increase amount of money available for employee merit based pay because increase productivity may mean more revenue that means more money available C. Increases the amount of money available for employee merit based pay because increase in employer sales means more revenue generated D. Decreases the amount of money available for employee merit based pay because falling prices means less revenue E. Decreases the amount of money available for employee merit based pay because of decrease in revenue 7.5 A. Sales Staff Average Monthly Sales ($) Monthly Salary ($) Salary Expense Roz Doyle 160,000 6,000 6000/160,000= 3.75% Daphne Moon 100,000 4,500 4500/100,000= 4.5% Martin Crane 90,000 3,600 3600/90,000= 4.0% Niles Crane 75,000 2,500 2500/75,000= 3.33% B. Sales Staff Average Monthly Sales ($) Monthly Salary ($) Monthly Income Roz Doyle 160,000 6,000 160,000*.05= $8,000 Daphne Moon 100,000 4,500 100,000*.05= $5,000 Martin Crane 90,000 3,600 90,000*.05= $4,500 Niles Crane 75,000 2,500 75,000*.05= $3,750 C. A commission based plan results in efficient relative salaries because it is based on the parties involved. It is based on their years of service, the longer they have been with the company the more likely they will have higher sales. Also, it’s based on the...
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...Rapport Management in Thai and Japanese Social Talk during Group discussions Ataya Aoki Abstract According to Hofstede’s (2003) often quoted survey, Japanese and Thai cultures rank high on the collectivist scale and both cultures attach the greatest importance to group harmony. Accordingly, we should see similar characteristics in Japanese and Thai speakers during discussions within their respective social groups. However, this is not the case. This paper examines social talk during the task-oriented interaction of Japanese and Thai speakers. The analysis focuses on how the speakers of Japanese and Thai present themselves and construct rapport in casual group talk. Using the concept of consciousness deployed in ‘idea units’ (Chafe, 1980, 1994) and some semantic considerations, I identify three major differences in rapport construction between Japanese and Thai speakers. First, Japanese participants prefer to build common ground through discussion of communal topics and through dealing with the comprehensiveness and the orderliness of the situation, whereas Thai participants incline toward individual-oriented topics and independent styles of talk. Second, the Japanese show a preference for using softening devices and conventionalized expressions in group discussion while the Thais tend to use intensifiers and spontaneous expressions to indicate involvement and create a friendly and fun atmosphere. Third, the Japanese like to demonstrate the minimization of self and the...
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...Candela Corporation Case Desmond Steele ACC/230 June 5, 2011 Axia College of University of Phoenix Summary Analysis 2004 A $ 2,154,000 net loss was occurred by the Candela Corporation. The accruals method was used to calculate the figure. The non-cash expenses were added back into the statement in order to obtain the proper cash flows. Notional interest on stock warrants and discounted operations were the additions that are the most important. In respect to the important additions there are also important subtractions as well and those subtractions are the currency exchange rate difference and deferred taxes. The working capital analysis showed that there was a significant increase in the inventory, receivables, and tax payables. The working capital also showed that the Candela Corporation’s payable accounts, warranty costs, and other company assets decreased at a small margin. There was a gross outflow of cash that was a result from the adjustments of the working capital and it caused the outflow of cash to be in the operating activities. As it pertains to the financing activities, the Candela Corporation tried to bring their outflow under control by borrowing small debt and using share issue but because of commitments the company had already made, it had to pay back the company’s existing debt and buy the stock back. Because of this the company had an outflow of cash again, but this time with financing activities. As it pertains to investing activities, the purchases...
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...PATHFINDER CLUB What is the Pathfinder Club History of Brooklyn Faith Knights Club Mission Statement Our Motto Goals and Objective Club Schedule Program Schedule Other Activities WHAT IS THE PATHFINDER CLUB? The Pathfinder Club is a church-centered spiritual-recreational-activity based program which provides an outlet for the spirit of adventure and exploration that is found in every junior youth. This includes carefully tailored activities in outdoor living, nature exploration, crafts, hobbies, or vocations beyond the possibilities in an average Adventist Junior Youth Society. It is filled with action, adventure, challenge, group activities, and provides opportunities for the development of new activities and skills that produce personal growth, team or community spirit and a sense of loyalty and respect for God, His creation, and His Church. With this given setting, spiritual emphasis is well received, and the Pathfinder Club has well demonstrated its soul winning influence. In many local churches Pathfinder Clubs have replaced the traditional Adventist Junior Youth society, and where there is a church school the Pathfinder Club should supplement the work of the Adventist Junior Youth Society. Pathfinders in ActionA sampling of activities in the Pathfinder Club includes camporees, fairs, craft study, nature exploration, Bible Study, witnessing projects, field trips, and many other interesting adventures. Youth from ages 10-15 (and older) are eligible...
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...promoted to a higher level in the second grade. This caused her to be a young middle school student. She is the youngest child of four children. Her father was murdered which caused her to be the product of a single family home. She attended a school that appeared to be aged and had a history of low academic achievement. She was invited to participate in her schools spelling bee where she became the winner for the school. This movie was a depiction of her journey to a national title. While Akeelah demonstrated many gifted characteristics. Research indicates that culturally different learner’s score on average lower than middle-class students on standardize intelligence tests. This may have been the case for Akeelah. According to Frasier & Garcia, (1995) test bias, selective referrals and reliance on deficit-based paradigms cause underrepresentation and identification of minority students in gifted programs. These children are not easily identified and remain invisible (Davis, Rimm, & Siegle, 2011, p. 328). Current research also reflects concerns over recruiting and maintaining minority students in gifted education programs (Ford, 1998, p. 4). These concerns of identification call for the use of a multidimensional approach when identifying these individuals. However, this character had a teacher who was knowledgeable of gifted traits. She exhibited the ability to recognize the strengths of a student who is...
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...Lone Star College – CyFair Honors Program Honors Scholarship Proposal Presented by: Jacob N. Qurashi and Tashara A. Frasier I. Title (Honors Scholarship Proposal ) II. Purpose To create a scholarship for LSC-CyFair students actively enrolled in honors courses or taking honors by contract which will aide students enrolled in these courses and serve as a recruitment and retention incentive to both the honors program and the college at large. III. Introduction a. Background As part of an ongoing student outreach campaign for the LSC-CyFair Honors Program, the Honors Student Organization has participated in many campus events this last year. Interested students frequently ask whether or not the Honors Program offers a scholarship to its students. At the present time LSC-CyFair does not offer a scholarship to its honors students. We believe creating a scholarship will not only help students taking honors classes which typically require additional materials or expenses in addition to those already incurred in the regular section, but can used as a marketing device for the honors program and the campus. Over the last couple of years, representatives of the Honors Student Organization have meet with Student Outreach to encourage publicity of the Honors Program at Cypress Fairbanks Independent School District high schools and local National Honors Society advisors; the addition of an honors scholarship would be a powerful selling point to both...
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...On January 20, 2009, with the Presidential swearing in of her husband Barack Obama, Michelle Robinson Obama became the first person of African American descent to become First Lady of the United States. Obama is an accomplished professional with an impressive resume of her own. Outspoken, intelligent, and articulate, she can give passionate speeches, displaying warmth, charisma, and her ability to build an empathetic relationship with her audience. Early in her husband’s campaign for the Presidency, her forthright style sometimes resulted in “sound bites” which when taken out of context became controversial. Born January 17, 1964 to Frasier Robinson, a pump operator for the city of Chicago’s water plant, and Marian Robinson, who spent much of Michelle’s childhood a homemaker, Michelle grew up on Chicago, Illinois' South Side, one of the nation’s poorest urban communities. Her parents strictly limited their children’s television viewing, and Michelle and her brother Craig were expected to take part in discussions around the family dinner table. Excelling in school, Michelle attended the Ivy League’s Princeton University in New Jersey, graduating cum laude in 1985 with a Bachelor of Arts in Sociology, and a minor in African American Studies. Her senior thesis was based on surveys of black alumni. She earned her law degree at Harvard Law School in Cambridge, Massachusetts in 1988. After law school, she spent three years at the Chicago law firm of Sidney and Austin, where...
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...Definitions BATNA (BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT) = This refers to what, as the seller, you think you could do with another party (being realistic) in terms of selling your content or product, if this deal fell apart. For the buyer, it's what you think you could do in terms of replacing the content or product, and the price involved, if the deal fell through. RESERVATION PRICE = the maximum or minimum--depending on whether you're the buyer or seller--at which you would be indifferent between doing the deal, and not doing the deal If you are the seller, this is the minimum price that you'd take; it's one at which you're indifferent to whether the deal gets done. If it's a dollar less, you'd prefer to walk; if it's a dollar higher, you'd do the deal. If you're the buyer, it's the maximum price you'd pay, and you'd be indifferent to doing the deal at that price point. Again, if it's a dollar higher, you walk; if a dollar lower, you'd take the deal. ZOPA (ZONE OF POSSIBLE AGREEMENT) = When the parties are "in the same ballpark" with respect to terms and pricing. Final Assignment We're going to analyze a real, albeit slightly older, deal here from the perspective of the main players (and there are several). Hopefully those players (at least their companies) and the property is familiar to you; this deal negotiation took place in 2001. The case in question is on the Harvard Business School Press site; access it (at a cost of $3.95) using this link. Here...
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...Green washing in the Commercial Seafood Industry Dave Mangus Milwaukee Area Technical College The subject of my planned report is greenwashing in the seafood industry. Using several articles from the NPR, Earth Island, World Wildlife Foundation, and SeaWeb I plan to convey my opinion on this matter. My basic approach to this topic will be to explain greenwashing, greenmailing, and the view points from the opposition and the rebuttal from the MSC and possibility of the shrimp industry if I can find their responses to the claims. I am reserving the right to add sources to my list as required to provide more examples to support my position. Also I am reserving the right tighten or broaden the focus of this report to keep it manageable. I.E. it could be the overall seafood industry or I may just focus on the MSC and NPR prospective. Another piece to my paper is going to focus on the demand for sustainable certified products and the stress put on the MSC program to supply this demand thru questionable practices of calling it sustainable, when in some cases only the promise to do things better in five to ten years seems to be all that is required for the sticker. I also plan to include the market response to some of the certified sustainable items that don’t pass the common sense test. I also plan to list the MSC guidelines for sustainable fisheries and question how certain things can be certified sustainable by them, when their own guidelines say it isn’t. My intent isn’t...
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...Race and Media Race and Media Deah Martin SOC/262 Amy Petts Television show can influence the way that viewers understand race and race relation. For instance most of the black shows and movies are directed and produce by White Americans. So the shows and movies are base off white people perspective of African Americans. Kelsey Grammar from the popular show Frasier has produce and directed several black sitcoms and movies. One of the movie that he directed was “Think Like A Man”, a book that was written from Steve Harvey. This film was about how to get a man and how to keep him from a man point of view. This was more towards a women audience. It also show how black men face life’s challenges and triumphs. The movie assistant women on how not to sleep with a guy right away, but to wait like his job, when you first start the job you are on 90 day probations. Another sitcom he did was “Girlfriends”. This show was about 4 mixed batch of African Americans who face life’s tests and triumphs together. From dating to divorce and friends to family to relationships, these ladies support each other despite their different backgrounds. Both the movie and the show came out in the late 2000. “Think Like A Man” was a perspective of a black man, and the show “Girlfriends” was a perspective of black women. The reason why I choose these two was due to stereotypes on how black is look at through media. I mean sometime I want to believe this how all black live. I can say this...
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...Book Report on “The Breathing Method by Stephen King” I. Characters * Adley, Dave – He is the lawyer who is invited by George Waterhouse in a gentleman’s club; He is the narrator of the story * Adley, Ellen – She is the wife of David Adley * Andrews, Peter – A lawyer that visited the gentleman’s club; He also told a story at the club * Carden, Robert – He is the partner of David Adley for over twenty years * Davidson, Ella – She was the nurse who helped Dr. Emlyn McCarron and Sandra Stansfield * Effingham - He is the partner of David Adley for over twenty years * Frasier - He is the partner of David Adley for over twenty years * Gregson, George – He visited the gentleman’s club * Johanssen, John - He visited the gentleman’s club * Johanssen, Arlene – She is the wife of John; Member of Ellen’s Theater Club * Kelly, Mrs. – She was the one who fired Sandra because she knew that Sandra was pregnant * Lawton - He is the partner of David Adley for over twenty years * McCarron, Emlyn – He was the doctor who told about the story “The Breathing Method” before Christmas day; He is the doctor who taught Sandra Stanfield “The Breathing Method” which helped her in her pregnancy; * Seville, Edward Gray – He was the author of the eleven books in the club * Stansfield, Sandra – She was the unmarried pregnant woman who visited Emlyn McCarron; She became friends with Emlyn Carron; Her other name was Jane Smith * Stein, Harry...
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