A negotiation report about the Disney Purchase of Lucasfilm

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- All requirements are in the attachment.

- The referencing style we use is the Harvard style, and please do not use fake references.

- I hope to get a very high level essay and get a great mark.

Negotiation report: Disney’s Purchase of Lucasfilm A written report (no more than 2000 words) that will outline and analyse the details of the case study, ensuring that your exploration of the case links theory to practice. It should be Harvard referenced and include a list of essential information sources that have contributed to the final case study. The report will include: o Introduction to the case and the issue/aspect of theory to be explored (300 words) o Background and details of the case (300 words) o Theory: Exploration of scholarly literature and its relevance and implications for the case under discussion (Just two theory below, also you can find more information sources on the other websites): - TRUST of the negotiation (250 words; 2 references at least) :recommended source website: https://www.pon.harvard.edu/daily/business-negotiations/aforceful-deal-george-lucas-puts-his-trust-in-disney/ - The Process of Negotiation (250 words about the BATNA; 2 references at least ): One of reference document for this theory part is in the attachment o Analysis linking the case and the theory to demonstrate depth of understanding - TRUST of the negotiation (350 words; 2 references at least) - The process of Negotiation (350 words; 2 references at least): included the interest of Disney and Lucasfilm o Conclusion o References
Harvard citation style – All examples In-text citations Two or more works cited at one point in the text If two or more works by different authors or authoring bodies are cited at one point in the text, use a semi-colon to separate them: (Larsen 2000; Malinowski 1999) The authors should be listed in alphabetical order. Two or three authors or authoring bodies When citing a work by two or three authors or authoring bodies, cite the names in the order in which they appear on the title page: (Malinowski, Miller & Gupta 1995) Block quotations A block quote is a longer quote. It consists of more than about 30 words when using the author-date (Harvard) system: It was stated that: If any similiar qualitative research is to be undertaken in the future, then stringent controls should be put in place to ensure such statistical anomalies do not occur through lack of methodological rigor, particularly through corruption of data inadequately stored and processes (Mullane 2006, p.66). The actual quote is in slightly smaller font and idented from the left hand margin to distinguish it from the surrounding text. In-text and reference list examples Books & eBooks Material Type In-Text Example Reference List Example Book: single author (Holt 1997) or Holt (1997) wrote that... Holt, DH 1997, Management principles and practices, Prentice-Hall, Sydney. Book: 2 or 3 authors (McCarthy, William & Pascale 1997) McCarthey, EJ, William, DP & Pascale, GQ 1997, Basic marketing, Irwin, Sydney. Book: more than 3 authors (Bond et al. 1996) Bond, WR, Smith, JT, Brown, KL & George, M 1996, Management of small firms, McGraw-Hill, Sydney. Book: no author (A history of Greece 1994) A history of Greece 1994, Irwin, Sydney. Book: editor (ed. Jones 1998) Jones, MD (ed.) 1998, Management in Australia, Academic Press, London. http://guides.is.uwa.edu.au/content.php?pid=43218&sid=318559 Last updated 23/10/2014 Harvard citation style – All examples Book: 2 or more editors (eds Bullinger & Warnecke 1985) Bullinger, HJ & Warnecke HJ (eds) 1985, Toward the factory of the future, Springer-Verlag, Berlin. Book: translator & author (trans. Smith 2006) Colorado, JA 2006, Economic theory in the Mexican context: recent developments on the ground, trans. K Smith, Oxford University Press, Oxford. Book: organisation as author (Australian Bureau of Agricultural and Resource Australian Bureau of Agricultural and Resource Economics 2001, Aquaculture development in Australia: a review of Economics 2001) key economic issues, ABARE, Canberra. Book: chapter or article in edited book 'A number of disturbing facts intrude' (Milkman 1998, p. 25) Milkman, R 1998, 'The new American workplace:high road or low road?' in Workplaces of the future, eds P Thompson & C Warhurst, Macmillan Press, London, pp. 22-34. Book: edition other than first (Drafke 2009) Drafke, M 2009, The human side of organizations, 10th edn, Pearson/Prentice Hall, Upper Saddle River, N.J. Roget's thesarus of English words and phrases, 1987 (1852). A simple reprint does not warrant specific mention. Where a work is reprinted in a different form, the original date of publication is generally placed in parentheses after the publication date of the reprint. Book: reprint in a different form (Roget's thesaurus of English words and phrases 1987) eBook (Aghion & Durlauf 2005) Aghion, P & Durlauf, S (eds) 2005, Handbook of economic growth, Elsevier, Amsterdam. Available from: Elsevier books. [4 November 2004]. eBook: chapter or article in an edited eBook 'Historical thinking is actually a Western perspective' (White 2002, p. 112) White, H 2002, 'The westernization of world history' in Western historical thinking: an intercultural debate, ed J Rusen, Berghahn Books, New York, pp. 111-119. Available from: ACLS Humanities E-Book. [14 May 2009]. Book: different works by same author in same (Bond 1991a) (Bond 1991b) year Bond, G 1991a, Business ethics, McGraw-Hill, Sydney. Bond, G 1991b, Corporate governance, Irwin, London. The Macquarie Dictionary (2010) Dictionary or Encyclopedia (The Encyclopedia of Australian Architecture) Do not include in reference list Journal Articles Material Type CMO article In-Text Example (Jennings 1997) Reference List Example Jennings, P 1997, 'The performance and competitive advantage of small firms: a management perspective', International Small Business Journal, vol. 15, no. 2, pp. 63-75. Available from: The University of Western Australia Library Course Materials Online. [1 September 2004]. http://guides.is.uwa.edu.au/content.php?pid=43218&sid=318559 Last updated 23/10/2014 Harvard citation style – All examples Journal article: print (Conley & Galeson 1998) Conley, TG & Galeson, DW 1998, 'Nativity and wealth in mid-nineteenth century cities',Journal of Economic History, vol. 58, no. 2, pp. 468-493. Journal article: electronic database (Liveris 2011) Liveris, A 2011, 'Ethics as a strategy', Leadership Excellence, vol. 28, no. 2, pp.17-18. Available from: ProQuest. [23 June 2011]. Journal article: online only journal (no volume & and issue numbers) “Over a dozen writers applied before the August 31 deadline” (Bustamante 2014, ‘Public library of Cincinnati’, para. 4). Bustamante, C 2014, ‘Libraries welcome writers in residence’, Library Journal. Available from: . [29 September 2014]. Journal article: online only journal (volume & issue number available) (Segon & Booth 2011) Segon, M & Booth, C 2011, ‘Bribery: what do Australian managers know and what do they do?’, Journal of Business Systems, Governance and Ethics, vol. 6, no. 3, pp. 15-29. Available from: . [20 October 2014]. Internet/Websites Material Type In-Text Example Reference List Example (Improve indigenous housing 2007) Webpage: no author Use first few words of the page title Improve indigenous housing now, government told, 2007. Available from: . [8 February 2009]. Webpage: no date (Jones n.d.) Jones, MD n.d., Commentary on indigenous housing initiatives. Available from: . [6 June 2009]. Web document (Department of Industry, Tourism and Resources 2006) Department of Industry, Tourism and Resources 2006, Being prepared for an influenza pandemic: a kit for small businesses, Government of Australia. Available from: . [28 February 2009]. Website (Australian Securities Exchange 2009) Australian Securities Exchange 2009, Market Information. Available from: . [5 July 2009]. Blog (Newton 2007) Newton, A 2007, Newcastle toolkit. 16 January 2007. Angela Newton: Blog. Available from: . [23 February 2007]. Computer software (OpenOffice.org 2005) OpenOffice.org, computer software 2005. Available from: . [11 January 2005]. Web based image / table / figure (The Lunar Interior 2000) The Lunar Interior, 2000. Available from: . [28 November 2000]. http://guides.is.uwa.edu.au/content.php?pid=43218&sid=318559 Last updated 23/10/2014 Harvard citation style – All examples Cases and Legislation Material Type In-Text Example Reference List Example Cases (R v Tang (2008) 237 CLR 1) R v Tang (2008) 237 CLR 1. Acts of Parliament (Corporations Act 2001 (Cth) s 3) Corporations Act 2001 (Cth). Delegated Legislation (Police Regulations 2003 (Vic) reg 6. Police Regulations 2003 (Vic) reg 6. Bills (Corporations Amendment Bill (No 1) 2005 (Cth) Corporations Amendment Bill (No 1) 2005 (Cth). Company Information Material Type In-Text Example Reference List Example Company report (Aspect Huntley 2009) Aspect Huntley DatAnalysis 2009, National Australia Bank Limited company report. Available from: Aspect Huntley DatAnalysis. [20 May 2009]. Company profile (Datamonitor 2009) Datamonitor 2009, Wesfarmers Limited company profile. Available from: Business Source Premier. [20 May 2009]. Financial data (Datastream 2009) Datastream 2009, S&PASX200 daily index data 2000-2009. Available from: Datastream. [20 May 2009]. Datasets (Australian Bureau of Statistics 2012) Australian Bureau of Statistics 2012, Australian demographic statistics 2012, Cat. no. 3101.0, Australian Bureau of Statistics, Canberra. Available from: . [26 October 2012]. Conference Papers & Proceedings Material Type In-Text Example Reference List Example (Riley 1992) Riley, D 1992, 'Industrial relations in Australian education', in Contemporary Australasian industrial relations: proceedings of the sixth AIRAANZ conference, ed. D Blackmur, AIRAANZ, Sydney, pp. 124-140. Conference proceeding paper: electronic (Fan, Gordon & Pathak 2000) Fan, W, Gordon, MD & Pathak, R 2000, 'Personalization of search engine services for effective retrieval and knowledge management', Proceedings of the twenty-first international conference on information systems, pp. 20-34. Available from: ACM Portal: ACM Digital Library. [24 June 2004]. Conference proceeding paper: unpublished (Brown & Caste 1990) Brown, S & Caste, V 2004, 'Integrated obstacle detection framework'. Paper presented at the IEEE Intelligent Vehicles Symposium, IEEE, Detroit, MI. Conference proceeding paper: print http://guides.is.uwa.edu.au/content.php?pid=43218&sid=318559 Last updated 23/10/2014 Harvard citation style – All examples Newspapers Material Type In-Text Example Reference List Example Newspaper: print (Ionesco 2001) Ionesco, J 2001, 'Federal election: new Chip in politics', The Advertiser 23 October, p. 10. Newspaper: electronic database (Meryment 2006) Meryment, E 2006, 'Distaff winemakers raise a glass of their own to their own', The Australian 7 October, p. 5. Available from: Factiva. [2 February 2007]. Newspaper: from a website (Hilts 1999) Hilts, PJ 1999, 'In forcasting their emotions, most people flunk out', The New York Times 16 February. Available from: . [19 February 2000]. Newspaper: no author (The Sydney Morning Herald 7 January 2011, p. 12) Not required. Multimedia Material Type In-Text Example Reference List Example DVD (Art Nation 2010) Art Nation 2010, (DVD), Australian Broadcasting Corporation, Sydney. Television programme (Crystal 1993) Crystal, L (executive producer) 1993, The MacNeil/Lehrer news hour (television broadcast) 11 October 1993, New York and Washington DC, Public Broadcasting Service. Podcast (National Gallery 2012) National Gallery 2012, Episode seventy one (September 2012), The National Gallery monthly podcast, (podcast) September 2012, Available from: . [26 October 2012]. Wiki (Leonardo da Vinci 2012) 'Art Wikia', Leonardo da Vinci, (wiki article), October 8, 2012, Available from: . [26 October 2012]. As Wikis usually feature user generated content there is usually no named author. Cite the title of the Wiki and date of last revision Facebook, Twitter, Bebo (Smith 2012) Smith, P 2012, Social networking group, (Facebook), 6 October. Available from: . [29 October 2012]. Music track from an album (Shocked 1992) Shocked, M 1992, 'Over the waterfall', on Arkansas Traveller (CD), New York, Polygram Music. YouTube (The History of Project management 2010) The history of project management, 2010 (video file), Available from: . [26 October 2012]. (Forsey & May 2013) Forsey, M & May, V 2013, Discussion with Dr Vanessa May, video file in Developing the Sociological Imagination on UWA class2go, Semester 1, 2013, University of Western Australia. Available from: . [30 May 2013]. MOOCs video http://guides.is.uwa.edu.au/content.php?pid=43218&sid=318559 Last updated 23/10/2014 Harvard citation style – All examples Standards & Patents Material Type In-Text Example Reference List Example Patent (Cookson 1985) Cookson, AH 1985, Particle trap for compressed gas insulated transmission systems, US Patent 4554399. Standard: retrieved from a database (Standards Australia 2008) Standards Australia 2008, Personal floatation devices - General requirements, AS 4758.1-2008. Available from: Australian Standards. [1 December 2008]. Standard: published (Standards Australia/New Zealand Standard 1994) Standards Australia 1994, Information processing - text and office systems - office document architecture (ODA) and interchange format: part 10: formal specifications, AS/NZS 3951.10:1994, Standards Australia, NSW. CMO Material Type CMO article In-Text Example (Jennings 1997) Reference List Example Jennings, P 1997, 'The performance and competitive advantage of small firms: a management perspective', International Small Business Journal, vol. 15, no. 2, pp. 63-75. Available from: The University of Western Australia Library Course Materials Online. [1 September 2004]. Lecture Notes Material Type Lecture notes Course reader In-Text Example Reference List Example (Foster 2004) Foster, T 2004, Balance sheets, lecture notes distributed in Financial Accounting 101 at The University of Western Australia, Crawley on 2 November 2005. (Graber 2007) Graber, D 1997, 'Elections in the television age' in Mass media and American politics, CQ Press, Washington DC, p. 228, COMM2001 Communication and Mass Media Course Reader, Semester 2, 2012, University of Western Australia. Theses Material Type In-Text Example Reference List Example Thesis: unpublished (Hos 2005) Hos, JP 2005, Mechanochemically synthesized nanomaterials for intermediate temperature solid oxide fuel cell membranes. Ph.D thesis, University of Western Australia. Thesis: published (May 2007) May, B 2007, A survey of radial velocities in the zodiacal dust cloud. Bristol UK, Canopus Publishing. Thesis: retrieved from a database (Cincura 2012) Cincura, M 2012, Beyond profit-centric: transcendent business modelling. Ph.D thesis, Swinburne University of Technology. Available from: Trove. [12 August 2013]. http://guides.is.uwa.edu.au/content.php?pid=43218&sid=318559 Last updated 23/10/2014 Harvard citation style – All examples Tables and figures Material Type In-Text Example Reference List Example All or part of a table, figure, or data used in text: from a print journal Note. From [or The data in column # are from] Ackerman, D & Stein ED 2008. 'Evaluating the effectiveness of best management practices using dynamic 'Evaluating the effectiveness of best modelling', Journal of Environmental Engineering, vol.134, no. 8, pp. 629-639. management practices using dynamic modelling' (Ackerman & Stein 2008, p.634) Add in-text citation to the text of the illustration’s caption. All or part of a table, figure or data used in text: from a book Note. From [or The data in column # are Assael, M 1998, Thermophysical properties of fluids, Imperial College Press, London. from] Thermophysical properties of fluids p. 113 (Assael 1998, p.70) Add in-text citation to the text of the illustration’s caption. Australian Bureau of Statistics 2009, International merchandise imports Australia, January 2009 (No. 5439.0). Available from: . [6 March 2014]. Note. From [or The data in column # are from] International merchandise imports Australia, January 2009 (ABS 2009) All or part of a table, figure or data used in text: from the web Add in-text citation to the text of the illustration’s caption. Personal communication Material Type In-Text Example If the information you are referencing was obtained by a personal communication such as a telephone call, interview or email, this should be documented in the text and are not added to the reference list. If desired you can add the abbreviation pers.comm. to the reference. Telephone call, interview, e-mail, etc.  When interviewed on 6 June 2008, Mr M Ward confirmed...  (Mrs S Byrne 2012, pers.comm., 6 June) Citing information someone else has cited Material Type Citing information that someone else has cited In-Text Example (O'Reilly, cited in Byrne 2008) Reference List Example Byrne, A 2008, 'Web 2.0 strategies in libraries and information services', The Australian Library Journal, vol. 57 no. 4, pp. 365-376. In the reference list provide the details of the author who has done the citing. http://guides.is.uwa.edu.au/content.php?pid=43218&sid=318559 Last updated 23/10/2014
Negotiation: Theory and Practice Lecture 4 Approaches to negotiationunderstanding and managing interest based negotiation Why Integrative/interest based Negotiation Is Difficult to Achieve The history of the relationship between the parties The belief that an issue can only be resolved through a distributive approach The mixed-motive nature of most negotiating situations The integrative approach to negotiationessential elements Understanding the other party’s needs and objectives Flow of information Looking for “common ground” and reducing differences Creative search for solutions that meet both party’s goals and objectives Key Steps in the Integrative Negotiation Process Identify and define the problem Understand the problem fully – identify interests and needs on both sides Generate alternative solutions Evaluate and select among alternatives Lewicki, R.J., Saunders, DM & Barry, B 2010, Negotiation, 6th edn, McGraw-Hill, Boston Identify and Define the Problem Mutually acceptable problem definition State the problem – practical and comprehensive – as a goal and identify the obstacles in attaining this goal Depersonalize the problem Separate the problem definition from the search for solutions Understand the Problem Fully Identify Interests and Needs Interests: the underlying concerns, needs, desires, or fears that motivate a negotiator Ask diagnostic questions Reveal some information about preferences & priorities Restaurant owner- Interest tree in sale of business I want $1 million for the business Aspiration I demand $1.5 million for the business to be paid now I want to be paid now Position Aspiration Coltri, 2004, Conflict Diagnosis and Alternative Dispute Resolution, 136-38 Restaurant owner- Interest tree in sale of business I want $1 million for the business I demand $1.5 million for the business to be paid now INTERESTS Get what it’s worth Get recognition of accomplishments Aspiration Fund Retirement Position I want to be paid now Aspiration Coltri, 2004, Conflict Diagnosis and Alternative Dispute Resolution, 136-8. Get immediate pay for investment opportunity Illness: need Immediate help In business Strategies for facilitating integrative negotiation- alternative solutions Generate options Evaluation and selection of options – Narrow the range – Judge options – Consider Objective Standards – Taking Option decisions Squeezing out the opportunities 10 Looking to create creativity “Getting to Yes” “Harvard” Model “Interest based” and not a “positional” approach to bargaining “Getting to Yes”(principled bargaining/interest based approach) Interests not positions Generate alternatives and optionsespecially where mutual gains can be identified Measure by some objective criteria Separate people from problem BATNA- wise agreement not any agreement Example of “Interest Based” Negotiation Kaiser Permanente http://www.lmpartnership.org/videos/reaching-national-agreement Mckersie, Robert B. (2008) (et al.) Bargaining Theory Meets InterestBased Negotiations: A Case Study. Industrial Relations 47 (1), 66-96 Experiment in collective bargaining – few studies of interest based bargaining or interaction with labour-management relations Theoretical issues: how does interest based bargaining interact with other elements of negotiation processes? Kaiser Permanente (KP) and the Coalition of Kaiser Permanente Unions (CKPU) Negotiation embedded in an ongoing Labour-Management Partnership process – Prior round of interest based bargaining in 2000 Process Difficulties and Obstacles: – Differing priorities and expectations – Internal tensions within each party Parties “carried a mix of common and conflicting interests into the negotiations” Bargaining structure Eight bargaining “task groups” recommendations to the “common interest committee” (CIC) Key dilemmas in collective bargaining negotiations: – How to model an interest based approach when dealing with issues such as wages and employee benefits (distributive orientation) – Intra-organisational bargaining- constituents may have concerns as to the process and the nature of the relationship between union-employer negotiators – Problems of scale and complexity TABLE 2 HOW WOULD YOU RATE YOUR BTG PROCESS ON A CONTINUUM FROM TRADITIONAL NEGOTIATIONS TO INTEREST-BASED NEGOTIATIONS? Dynamics of CIC Negotiation Process Leader of management negotiating team (Leslie Margolin) to her own group: “We are under time pressure and now only getting into the guts of the economics. The interest-based process doesn't lend itself to dealing with this part of it, but we should still hold onto what we've learned. But it's important to remember that they will and we will get more positional.” Dynamics of CIC Negotiation Process “Deadline Bargaining” – Proposal and Response – Building to a Crisis – Push to Agreement – Settlement on economic matters Bargaining Theory and KP Case Integrative Bargaining Distributive Bargaining Intra-organisational Bargaining Emotions and Attitudes

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School: Duke University

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