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KSL Communications - Negotiating a Service Contract to Launch an International Streaming Service in a New Market
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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, Rattlemen, 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, a reputable but financially troubled consultancy considered to be only second in the market to Rattlemen. Indeed, Lisney headquarters has authorized its Asia-Pacific Vice-President for Communications to offer KSL up to $5 million per year for the contract, though Lisney would like that figure to be lower if possible. KSL desperately wants this contract, which would attract additional clients and give the company certainty about its future, including the ability to acquire the third largest consultancy in the market. The contract is so important that KSL would almost be willing to work at cost (S$300,000 a year) except for the impact on the company's professional reputation and pride.