This case is part of a three-party negotiations (see also UV3840 and UV3842). The three parties are Yupi Internet, Quepasa.com and Sony Corporation. Sony is looking for a partner in the Hispanic and Latin American portal space to carry their content to increase music sales. Sony offers a variety of combinations of content and promotional support to the portals. A fascinating feature of these negotiations is that it is unclear whether the portals will pay Sony for access to their co … Read more »

This case is part of a three-party negotiations (see also UV3840 and UV3842). The three parties are Yupi Internet, Quepasa.com and Sony Corporation. Sony is looking for a partner in the Hispanic and Latin American portal space to carry their content to increase music sales. Sony offers a variety of combinations of content and promotional support to the portals. A fascinating feature of these negotiations is that it is unclear whether the portals Sony will pay for access to its content or whether Sony will the portals for access to their audience. The case is to get Sony on the two portals bidding for the contract. But that can be (including Sony) unleashed for all concerned if the portals together in a merger or joint venture and do a deal with Sony.
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from
Dana Clyman,
Rodney Davis,
Timothy Plankey
Source: Darden School of Business
11 pages.
Publication Date: Oct 18, 2001. Prod #: UV3841-PDF-ENG
Quepasa.com HBR case solution