America Online, Netscape Comm. Corp and Sun Microsystems
This case illustrates consolidation trends in the internet industry. In November 1998, AOL announced it would acquire NCC and form an alliance with SUN. This acquisition would make AOL the leader in consumer on line services and front runner in the e-commerce industry. This negotiation represents some of the unresolved issues to be negotiated as a result of the merger/alliance.
This role play negotiation illustrates a three way agreement in order for the new venture to provide end-to-end e-commerce solutions. The parties negotiate in this case the mission, structure, and strategy of the new alliance.