Negotiation 강의 수강 중 제출한 HongKong Disney Negotiation에 대한 케이스 스터디입니다. (영문 10P)
실제 Disney와 HongKong 정부 두 쪽으로 입장을 나눠 3차례의 실질적인 모의 Negotiation을 통해 Land Premium, Total Investment and Shareholding, Tax Concessions, Distribution of Profits 등등의 13가지 복잡한 사안들을 분석하고 유리한 협상의 조건을 이끌어 내기 위한
1. General 입장 표명과 Intro
2. A. Land Premium
B. Total investment and shareholdings
C. Tax concessions
E. Distribution of profit
F. Cash grant from the Government
G. Restriction on the disposal of shares and existing the deal
H. Job guarantees and the importation of foreign labor
I. Environment clean-up
J. Royalty fee and management contract
3. Meeting Notes
In this negotiation, our overall goal is to establish trust with Disney and create a problem solving approach to form a strong coalition and gain a lion’s share of the project’s possible value. So we eventually want to give our stakeholders as much as satisfaction and to maximize both intangible and tangible profit for both sides through successful joint venture.
As a government, our main concern is to boost economy and create more works. We expect Disney could bring turnaround from the economic slowdown by attracting a lot of tourists all over the world. ....