Business Case Studies & Business Publications

Sony America Latina

Clyman, Dana R., D...

Case

Sony America Latina

Clyman, Dana R.; Davis, Rodney; Plankey, Timothy

QA-0578 | Published October 18, 2001 | 9 pages Case

Collection: Darden School of Business

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This case is part of a three-party negotiation (see also UVA-QA-0576 and UVA-QA-0577). The three parties are Yupi Internet, Quepasa.com, and Sony Corporation. Sony is searching for a partner in the Hispanic and Latin American portal space to carry its content in order to boost music sales. Sony is offering a variety of combinations of content and promotional support to the portals. A fascinating characteristic of this negotiation is that it is unclear whether the portals will pay Sony for access to its content or whether Sony will pay the portals for access to their audiences. The case is set up for Sony to get the two portals bidding for the contract. But the most value can be unleashed for all parties (including Sony) if the portals can get together in a merger or joint venture and do one deal with Sony.