《中国合伙人》谈判片段分析
In the negotiation of the movie, Chen Dongqin definitely is in a disadvantage situation. They did violate constitute infringement, and if they don't coordination, they will face legal sanctions and economic punishment.
Seen from the results, they accepted the infringing act, and shall assume the economic compensation, but in fact it is a sheer success.
Firstly, the tort is out of question, that is true, but their target is not admit tort, but rather in tort is the economic compensation, however they successfully cut lines to the affordable range.
Secondly, although they pay economic compensation, They won the favor of Wall Street investors, and prepared to expand and list on Nasdaq.
Last but not least, they admit infringement and assume compensation,Chen Dongqin also recites the whole constitution of the United States, this surely wins the love of opposite. It had built up a solid foundation and mutual trust for a deeper level of collaboration in the future.
As we can see in the table, although the Chinese side lost a lot of fortune in this negotiation, they also won the brighter future.
During the negotiation, we cannot just focus on winning, it is always about exchanging. We may sometimes lose something, but we must balance the lost and gain, pros and cons!
LOST the economic compensation ($15million) the favor of Wall Street investors built up a solid foundation and mutual trust for future collaboration THE OPPORTUNITY COST
GAIN cut lines to the affordable range