Negotiation
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
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NON-NTU FACULTY
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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 Impact
Ivey Publishing
The Case Centre