BUS 526 Assignment 1 The Art of Negotiation – Strayer University | The Art of Negotiation

Introduction Negotiations happen every day between major companies and some go well while others don’t have the same fate. There are several characteristics to negotiating, however, each characteristic may or may not be used during a negotiation. A characteristic that must be present is there are two or more parties as negotiation is consider “as a process between individuals, within groups, and between groups’ (Lewicki, Saunders, & Barry, 2015). The two parties that entered a lengthy negotiation are Disney and Fox. Disney & Fox Disney and Fox are two of the largest and most well-known entertainment companies to date. Both of these companies are responsible for countless movies and television series known worldwide. However, it may have come to a surprise to many when it was announced in December 2017 that these two companies agreed to start negotiations for Disney to purchase certain parts of Fox. During negotiation Disney was faced with their fair share of issues from competitive offers from other companies to be cleared by the U.S. antitrust regulators clearing the agreement, and the future of Fox employees. Thus, Disney and Fox embarked on a 14-month negotiation that was finalized in March 2019. Issues vs. Interests There were many concerns that came up during the negotiations between the two companies. To start Disney was not prepared for another company to place a bid for Fox, therefore, putting their name in the running to purchase the company. That company was Comcast. Disney wasn’t prepared for Comcast to place a $65 billion bid for Fox, therefore, causing Disney to increase their offer to $71 billion. The Murdoch family, which controls Fox, 2