Disney’s Negotiations with Politicians and Business Owners in China

3557 words (14 pages) Essay in International Business

23/09/19 International Business Reference this

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The study is to show how Disney can negotiate better relationships with politicians and business owners in China by collaborating with them. Also this study analyze the current conflict and develop a bargaining mix to resolve the conflict by describing the conflict resolution strategies that will be most useful for Disney. This study explain how Disney can persuade politicians and business leaders in other countries to work with them and avoid the conflict that has developed in China by Using the ACE Theory of Persuasion to influence leaders of other countries to work with them. It also talked about how Hofstede’s five dimension could be used to prevent conflict in other countries. This study talked about the communication plan that could be used to persuade candidates to become the new CEO of Disney by 2021 by using emotional intelligence. It also explain how to develop a communication strategy that will allow the new CEO to become an effective leader.

How Disney Should Negotiate Better Relationships with Politicians and Business Owners in China

Disney ought to use the win-win negotiation strategies in the current conflict, in which each party feels their concerns are heard and each walks away with a great outcome. Such an exchange can help build long-term business relationships with business owners, and politicians and enhance potential business opportunities. Similarly, while building relationships it’s essential to exercise common courtesy, speak efficiently, respect others time, and positioned out a welcome mat. According to Michael Gregory, “before starting a negotiation, an idea has to be given to understanding the other party, building a relationship, being attentive to the alternative party and educating the other party.” (Gregory, 2017) However, it’s additionally critical to building relationships based totally on trust and respect rather than empty flattery.

In other for Disney to be a successful negotiator, the company needs to be open and flexible, and also focus on this processes:

Be open and flexible

A mindset Disney ought to take into the deal-making process is flexibility. This indicates prioritizing their goals and identifying regions where they may be willing to compromise. In other words, business owners have to be very flexible in how they obtain their goals. However, the real intention is their flexibility and the way they need to acquire it, preserving in thoughts the other person’s constraints along the way. They should have their goals and their thoughts on how they could acquire the goals.

Focus on the process

In addition to Disney being open and flexible, focusing on the process instead of the end goal can help keep away from an impasse in negotiations. Nudging the negotiation into more of a discussion or brainstorming session can deliver the proceedings an effective air, with both parties trying to discover an approach to the problem. Disney has to ask for the other person’s opinion and check the assumptions that they have made. It is really about problem-solving. Sharing statistics to a problem, resolve and reach mutually great agreements.

Moreover, after Disney and business owners in China have had a chance to talk about the situation at hand, it is time to identify what a satisfactory resolution is probably – and how they can get there. The conflict could be resolved via facilitated, open dialogue. However, this phase can require a few time and effort, as it requires each party to set aside their differences and preferences and find a few common grounds to work towards which may additionally involve not getting everything they need out of the situation. The conflict resolution techniques that will be most useful for Disney might be:

  • Collaborating, and
  • Working on a compromise


According to the Participation Company, “collaborating is the technique used when people are both assertive and cooperative. A group may additionally discover ways to allow every participant to make a contribution with the opportunity of co-creating a shared solution that everybody can support.” (The Participation enterprise, 2016) Disney ought to by no means lose sight of the fact that they need the negotiation to result in a business relationship, not an enemy. The suitable deal might be one where each party gains equally. For that reason, the collaborative styles of negotiation, rather than aggressive ones, are more likely to achieve success by discussing goals and needs at the beginning of the procedure. Once both sides feel assured that they recognize the other’s position, there may be given and take till an answer is discovered that provides value to both companies.

Working on a Compromise

The compromising strategy normally requires each side of a conflict to give up factors of their role in order to establish an acceptable, if not agreeable, solution. This approach prevails most often in conflicts where the parties maintain about equal power. According to Erin Schreiner, “by arranging a compromise instead of just choosing one member’s interests over the other, one can lessen the chance that one staff member feels slighted by the way in which the conflict was resolved.” (Schreiner, 2018) In other words, Disney ought to employ compromise during agreement negotiations with different businesses when every party stands to lose something treasured, consisting of a customer or necessary service.

How Disney Should Persuade Politicians and Business Leaders in Other Countries to Work with Them

Leading through persuasion is a form of communicating that should be discovered. It helps to focus on the response Disney hopes to evoke rather than simply what they want to say as a way to counter their own reluctance to ask others to change. Disney is not trying to sway people in opposition to their will but to provide them a chance to see things in a positive way. To create change, to invent a new future, Disney has to be vulnerable, to show passion and belief in an unproven concept, and to risk failure by pursuing it. Disney has to discover a delivery style that permits them to speak their conviction in a compelling, inescapable manner. In other words, Disney ought to use the “Effectiveness” persuasion to persuade leaders of different countries to work with them by:

  • Establish credibility
  • Find common ground
  • Provide evidence, and
  • Connect emotionally

Establish credibility

Within the age of the trust economic system, credibility has to turn out to be the whole thing. If Disney wants to persuade an audience, they have to first exhibit their credibility and authority. Moreover, people are more receptive to a person they view as an expert discern, whether or not that person has direct authority over them, or if the person is an expert in his industry or profession. Disney can only persuade others of something they can prove they have got first-hand knowledge of or experience in. furthermore, in order for a negotiation to continue to a near and a deal, Disney has to create an atmosphere of trust that each sides can feel for the duration of the negotiations. According to Angie Buchholz, “people are much more likely to be persuaded by someone they agree with” (Buchholz, 2015).

As a negotiator, Disney goal needs to be to develop a reputation so as to make others want to negotiate with them. A key part of this sort of popularity is to get the opposite side of the table to trust them. Disney needs to remember that for the duration of a principled negotiation, they will assume many different positions and this won’t affect how much the opposite side trusts. However, Disney final agreements and their potential to satisfy them, in the long run, will determine how much trust they have earned.

Find common ground

If common ground is not established, negotiations could be tough and unfocused. Common ground is some of the most important time spent in any negotiation. According to Karrass, “finding common ground is a splendid tactic to use in negotiation because it creates positive feelings and a sense of sharing, which can make achieving agreement easier.” (Karrass, 2010).

The establishment of common ground assists in developing a focal point, and at the same time develops an atmosphere of fact. Furthermore, common ground generally takes place at the opening phases of a negotiation, in which the negotiating parties will commit time to flesh out what needs to be mentioned. According to Angie Buchholz, “A key to effective persuasion is to highlight the advantages that the people one is trying to persuade might experience. In order to do this, one has to thoroughly recognize the demanding situations that the audience is facing, and what they most care about.” (Buchholz, 2015). Finding common ground is a whole lot easier to maintain a focus on the real issues.

Provide evidence

The way to persuade a target market is to discover their pain and provide them relief for it. If Disney has the audience feeling pain and have given them a glimpse of a way to relieve that pain, they may be most of the way to persuading them and that is the time to introduce evidence. According to Angie Buchholz, “humans are much more likely to be persuaded while you give them proof that the idea you’re seeking to persuade them to assist simply works” (Buchholz, 2015). Additionally, the decision-making procedure may be fundamentally emotional, however, the audience most probably believes they make all their selections based totally on facts and reason. Providing a data can be the evidence Disney will use in persuading the politicians and business leaders. Disney needs to recognize that statistics is one form of proof amongst many, and it’s not the simplest kind. When getting ready for the negotiation, Disney have to pull all of the facts and statistics collectively, then pick a few of their maximum power to negotiate. in addition, despite the fact that evidence plays only a supporting role in the persuasive technique, it will probably be the most important segment of their negotiation. Also, they want to be expansive with it but also be careful not to make mistake as many negotiators do, via trying to overwhelm with proof and wear down their resistance.

Connect emotionally

Emotional connection is one of the important factors of persuasion. In line with Jeremy Porter, “The goal in appealing to emotion is to create a reference to your audience that makes them receptive on your message.” (Porter, 2014). Having the capacity to make the business leaders and politicians respond through touching their emotions is a good sign that Disney may be capable of getting deeper into their audience decision making. Making them take into account that they understand their needs, pains and troubles might help to intensify their eagerness to listen due to the fact they accept as true with that Disney have the answer. While the relationship is set up, politicians and business leaders can give Disney their complete trust, and from there, Disney can completely provide their message. In addition, it isn’t always crucial that they prefer Disney as a negotiator, what is crucial is for politicians and business leaders to open their hearts to Disney and finally use their feelings to make selections.

How Hofstede’s Five Dimensions Could Be Used To Prevent Conflicts in Other Countries

Conflict is competition by groups or individuals over incompatible goals, scarce resources, or the sources of power needed to acquire them. A conflict that occurs across cultural boundaries is especially susceptible to problems of intercultural miscommunication and misunderstanding. These problems exacerbate the conflict, no matter what the root causes of it. The graph below explains the cultural behaviors of different countries.       

Figure 1

In this sense culture is an important factor in many sorts of conflicts that at first may appear to be exclusively about material resources or negotiable Interests.

How Emotional Intelligence Can Be Used To Persuade Candidates to Apply For the Position

Communication plays an important function in negotiation. Communication is the key to a successful business due to the fact with good communication everything is organized, completed nicely and operated easily. Powerful communication skills will help build bridges with others. According to the thoughts gear content material team, “Emotional intelligence is the ability to apprehend ones’ feelings, recognize what they are telling, and recognize how ones’ feelings affect people around him/her. It additionally involves one’s belief of others: when a person is aware of how they sense, this permits him/her to manage relationships greater successfully.” (2018) Emotional appeals are exceptionally powerful with regards to persuasive workplace communication, and only the great leaders can talk to people’s hearts and appeal to their minds. One of the maximum crucial components of being able to efficaciously apply influence is empathy. While Disney may empathize with the people they are attempting to persuade, they are able to apprehend their point of view and experience what it’s like to face in their shoes. Thus, they can better shape their argument in a manner that appeals efficiently to their emotions and dreams, then deliver their message in a way that feels relevant and big to their occasions.

Potential Barriers to Communication and Plans to Overcome the Barriers

A communication barrier is a mental or emotional roadblock that prevents two or more people from accurate understanding. In easy terms, barriers to effective communication stop a person from connecting to people. With the aid of understanding the barriers to effective communication one can smash them down to ensure the message is passed across clearly. Doing this can open up the traces of conversation throughout all degrees of the organization, and business operations will run far more efficiently. The new CEO needs to be aware of these communication barriers and how it can be overcome:

  • Language barrier
  • Gender barrier
  • Culture barrier
  • Perceptual barrier

Language Barrier

Language seems like an easy one, however, it’s far the most simple of all verbal exchange barriers. According to Priyali Sharma, “The language used for communication ought to be such that it could be without problems comprehended by the receiver. Most popular symbols, a clear and precise language have to be used for correct communication.” (Sharma, 2018) speaking with people whose local language is not English can pose problems. But, it isn’t always the only language issue businesses face. The way people talk is different from each generation, speech impediments can purpose comprehension problems, and industry-precise language may be tough to recognize for someone unaccustomed to it. Using common sense techniques such as translation services, studying the basics of the overseas language, and the use of more than one strategies of communication such as video can triumph over these language barriers.

Gender Barrier

Gender barriers among communication in administrative center relations have to turn out to be less of a trouble in recent years, however, there are times when communications break down for one reason or another. Communication patterns between genders are frequently different, which could cause troubles among work colleagues, so it’s critical to take this into consideration when communicating and also be respectful of each other. In addition, an effective conversation can best be done among genders if everyone feels safe while providing their thoughts and opinions.

Culture Barrier

Modern business is conducted in a global community, whether it’s the mixture of the team of workers in the workplace, or working with colleagues, suppliers, and retailers in different parts of the world. With the aid of understanding the cultural sensitivities of any commercial enterprise stakeholder, and respecting their values and ideals, cultural barriers may be removed from the process. Respect is the important thing, at times, one will have to adapt to others while other occasions people joining the organization will have to modify. According to Eric Garner, “when we are a part of a group and want to stay in it, ultimately we need to undertake the behavior styles of the institution. In which the organization rewards such behavior through acts of reputation, approval, and inclusion.” (Garner, 2018) by using identifying cultural differences and developing strategies to accommodate them, it’s far much more likely to revel in more splendid conversation within the commercial enterprise.

Perceptual Barrier

Perception is a primary barrier of powerful communication to conquer due to the fact we all see things differently. According to Jennifer Parks, “Seeing things via the lens of our personal unique life experiences or “conditioning” may also cause assumptions, stereotyping and misunderstandings of others whose experiences differ from our own.” (Parks, 2018) The way one communicate might be affected by preconceived thoughts, or misunderstood body language. One needs to hold an open mind when speaking, be interested in the conversation, and truly articulate their message so any negative assumptions made by means of others will fade away.

How Virtual Communication Can Be Used To Prevent Conflict among Business Units

In a virtual setting, words may be easily misconstrued, and unresolved disputes between group members can significantly avert a group’s potential to efficiently and productively work together. Conflict isn’t inherently an awful component; in fact, it could actually fortify the group if one is able to work through it in an optimistic way and attain a high-quality resolution. However, the new CEO can prevent conflict among commercial enterprise units via growing stronger interpersonal relationships. Moreover, in physical work environments, group members incidentally or purposefully form bonds. However, in a virtual setting, it’s easy to become comfortable with isolation. Virtual leaders ought to intentionally create possibilities for people to have interaction across geographies and time zones. This, in turn, nurtures the improvement of critical interpersonal relationships to build trust and social capital.



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