Reference no: EM132914702

Double Dealmaking in the Browser Wars (A) Case Write-up

For months, the upstart Netscape Communications Corporation had battled the Microsoft Corporation over which browser the accounting giant KPMG would select for its internal use. On June 2, 1997, Netscape CEO Jim Barksdale finally heard the gratifying words that capped the see-saw Dealmaking process. This was a crucial beachhead for Netscape in its quest for corporate market. Netscape had initially won the KPMG contract, but Microsoft's persistence had pried back open. Beating back Microsoft's latest challenge marked a great success for Netscape.

Assignment Questions

1. How did each of Netscape, AOL, and Microsoft see their negotiation in terms of their perceived interests, no-deal alternatives (BATNAs or Best Alternatives to Negotiated Agreement), and a zone of possible agreement? Evaluate Netscape's performance in the negotiations with AOL. Specifically, what did they do well? Poorly? Why? Evaluate AOL's performance in the negotiations with Netscape and/or Microsoft. Specifically, what did they do well? Poorly? Why? Evaluate Microsoft's performance in the negotiations with Netscape and/or AOL. Specifically, what did they do well? Poorly? Why?
2. What broader lessons about Dealmaking should you take from the experiences of each of the protagonists?
3. Now consider the second set of negotiations involving KPMG. Evaluate Netscape's actions so far in the negotiations with KPMG. Specifically, what did they do well? Poorly? Evaluate KPMG's actions so far in the negotiations with Netscape. Specifically, what did they do well? Poorly? Evaluate Microsoft's actions so far in the negotiations with KPMG. Specifically, what did they do well? Poorly?
4. What, if anything, would you advise Barksdale to do now?