The Star Wars Negotiation: Is It a Perfect Business Negotiation?

DOI

10.2991/aebmr.k.210712.040How to use a DOI?

Keywords

Business negotiation, business acquisition, Walt Disney, Lucasfilm, trust

Abstract

Business negotiation is an integrated strategic process to generate added values for both parties involved in the negotiation. This study reviews a renowned business acquisition negotiation case that happened between the Walt Disney Company and Lucasfilm. Although this acquisition is financially successful, there are some pitfalls and disputes with respect to this handover in accordance with an aftermath appraisal, especially from the perspective of Lucas. Based on the analysis, this study thereby discusses the techniques applied during the negotiation process. In line with the extant business negotiation theories, some reflections are also made in this paper, which may contribute to the ensuing development of business negotiation theories and practices.

Copyright

© 2021, the Authors. Published by Atlantis Press.

Open Access

This is an open access article distributed under the CC BY-NC license (http://creativecommons.org/licenses/by-nc/4.0/).

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TY  - CONF
AU  - Yue Jing
AU  - Kuanjue Shao
AU  - Chenzhan Sun
AU  - Yujing Wang
PY  - 2021
DA  - 2021/07/12
TI  - The Star Wars Negotiation: Is It a Perfect Business Negotiation?
BT  - Proceedings of the 2021 International Conference on Economic Development and Business Culture (ICEDBC 2021)
PB  - Atlantis Press
SP  - 236
EP  - 239
SN  - 2352-5428
UR  - https://doi.org/10.2991/aebmr.k.210712.040
DO  - 10.2991/aebmr.k.210712.040
ID  - Jing2021
ER  -