Negotiation

KSL Communications – Negotiating a service contract to launch an international streaming service in a new market

Kelvin Yeo

Case Ref No.: ABCC-2023-003

Pub. Date: JUN-2023

Category: Negotiation

Topic(s): Communication, Negotiation

Case Length: 12 pages

Abstract: Structurally almost identical to the Sally Soprano role simulation, KSL Communications is a two-party, non-scorable negotiation between a communications consultancy and a streaming content service provider over the terms of a potential service contract.

Lisney is one of the world's largest entertainment content producers with plans to launch its streaming service in South-east Asia. The consultancy that was supposed to handle the launch, was forced to withdraw because of a "no competition" clause it had with Lisney's closest competitor. Lisney is now eager to sign a service contract with KSL Communications.


NTU FACULTY

You can download the inspection copy, teaching note, and supplementary materials (if any) via this link.

NON-NTU FACULTY

If you wish to purchase this case, its teaching note, and supplementary materials (if any) via one of our distributors, please refer to the following links:

 

Harvard Business Publishing

Mega Solutions Negotiation

Lum Kit Wye

Case Ref No.: ABCC-2022-010

Pub. Date: NOV-2022

Category: Negotiation

Topic(s): Communication, Negotiation

Case Length: 11 pages

Abstract: This case is a 2-party deal-making negotiation role-play regarding the sale and purchase of IT solutions involving hardware, software and maintenance services. The focus is on the practical application of interest-based negotiation theory and concepts. The facts of the case provide multiple opportunities for generating creative solutions and employing strategic communication techniques. The case is also designed to illustrate the use of alternatives and BATNA as objective and realistic measures of negotiation success.

NTU FACULTY

You can download the inspection copy, teaching note, and supplementary materials (if any) via this link.

NON-NTU FACULTY

If you wish to purchase this case, its teaching note, and supplementary materials (if any) via one of our distributors, please refer to the following links:

 

Harvard Business Publishing