April 2020

By JIM SEBENIUS – Scarcely 25 years ago, Fox languished as a second-tier network. How could a mostly Australian team, with no experience in American football, persuade the NFL to abandon CBS and risk putting its crown jewels on Fox’s “small, rickety network?”

By DAVID LAX – We are often asked what “3D Negotiation” looks like in practice in our advisory work. To illustrate what this can mean while preserving confidentiality, the only aspect of this case study that we have not changed is the $100 million in savings achieved when we helped turn a tactical challenge into a strategically pivotal deal.