The Nuances of Negotiation

September 2004
Multichannel News;9/27/2004, Vol. 25 Issue 39, special section p6A
The article presents an interview with Fred Dressler and Lynne Constantini who are the Time Warner Cable Inc.'s lead programming executives. Dressler responds to the query related to the state of relationship between programmers and distributors that he doesn't think they're significantly different than they've been for the last decade. It's a little bit tougher now, because the networks are also maturing. They were a little easier to deal with a few years ago when they still had a lot of growth coming from the satellite industry. But now that a subscriber gain by satellite is a customer lost to cable, they're not seeing that growth. Costantini responds to the query related to the Hispanic packages and tiers, that it is doing fairly well. They're rolled out pretty much across the company. Some of their divisions are experimenting with tiers that consist of some English-language and some Spanish-language packages, just to see what the consumer preference is. INSETS: THE LESSON FROM YES;RATINGS: THE DOUBLE-EDGED SWORD;DON'T CHANGE HORSES.


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