Negotiation Strategies and Conflict Resolution at Disney

Nakisha Owens Park University MBA 522: Organizational Behavior and Leadership Case study 11.1 - Conflict and Negotiation at Disney Dr. Greg Moore

Negotiation is the “process of reaching an agreement that both parties find acceptable” (Neck, et al., 2019, p. 315). Disney employs a distinct negotiation strategy by demonstrating a willingness to offer more money than necessary to the company they are collaborating with. This approach significantly increases their chances of achieving the desired outcome. In contrast to other companies that may attempt to deceive or manipulate their negotiating counterpart, Disney's CEO, Robert A. Iger, has effectively employed three strategies to achieve success in his talks. Bob's candidness may seem like he is revealing his true intentions to someone inexperienced or new to the situation. However, Bob firmly thinks that expressing your demands directly and honestly is really essential. Eliminating the strategic maneuvering of negotiation saves time and allows the other party to express their desired outcomes from the agreement (Macchiarelli, 2020). When the pursuing party is transparent about their expectations for the agreement, without any deception or ambiguity, it not only saves time but also allows the other party to understand the position of the first party and express their own desires. A crucial aspect of business success is maintaining honesty and authenticity, as these qualities have the potential to greatly propel the organization forward. Individuals who are dishonest and insincere are unattractive as business partners. Mr. Iger adopted this strategy when he purchased Pixar from Steve Jobs. He was transparent and forthright, clearly communicating his intentions for the company's future. Additionally, it is crucial to maintain focus on your objective and have a clear understanding of your desired outcomes in any business negotiation. Acquiring proficiency in understanding and maneuvering through business jargon, while also assuring the other party that they are receiving a favorable agreement, is the most effective approach to guaranteeing mutual satisfaction after the meeting.

Disney has achieved its current status as a dominant force due to its unwavering vision, which was established by Walt Disney himself when he founded the corporation. Disney, a highly renowned global brand, has successfully preserved its longstanding brand association that originated from the time when the visionary creator was at the head of things. While combining numerous other companies into their daily activities, they have successfully preserved the enchanting aspect of their brand (Neck, et al., 2019, p. 329). Disney's ability to maintain its core identity while embracing inclusivity has been instrumental in its success. Through strategic acquisitions and mergers, the company has expanded its reach and attracted individuals from diverse backgrounds, spanning animation, science fiction, superheroes, and enchanting narratives. Disney caters to a wide range of individuals seeking amusement. The corporate culture of Disney is closely intertwined with the culture of America. Nevertheless, the corporation achieves global success due to its organizational cultural features that enable employees to optimize their performance and enhance the company's profitability. The Walt Disney Company's focus on innovation inspires its people resources to actively contribute to the development of products that align with current trends in the amusement park, entertainment, and mass media business. The corporate culture facilitates the corporation's endeavors in effectively managing strategic expansion and associated opportunities (Williams, 2023).

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References Macchiarelli, M. (2020, January 20). Bob Iger’s two minute master class on negotiation. Saving Face. https://savingface.blog/2020/01/19/bob-igers-two-minute-master-class-on- negotiation/ Neck, C. P., Houghton, J. D., & Murray, E. L. (2019). Organizational behavior: A Skill-Building Approach . SAGE Publications, Incorporated. Williams, A. (2023, September 20). Disney’s Organizational Culture: An Analysis of Cultural Traits . Panmore Institute. https://panmore.com/disney-organizational-culture-excellent- entertainment-analysis

Unit 4 Case Study Disney

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