HOA SEN UNIVERSITY

Subject
Negotiation Skills

INDIVIDUAL ASSIGNMENT

OTHER PEOPLE’S MONEY

FILM ANALYSIS

Student’s name: Hoang Nhat Ha

Student’s code: 2150732
PART 1: INTRODUCTION

Other People’s Money was really romantic and comedy movie, which was about an
investor’s story named Lawrance Garfield. His job was re-buy targets corporations with
the most undervalued assets possible and acquires a controlling interest in them. In this
movie’s scenario, he wanted to procure New England Wide and Caple, which belonged
to possession of a conservative man named Andrew “Jorgy” Jorgenson. Certainly
enough, Jorgy did not want to lose his company on other hands. And to prevent
Lawrance Garfield from gaining his long-term-established company, he found
assistance from his stepdaughter, Kate Sullivan, a sharply-intelligent and attractive
lawyer. Generally, not only did the film comprise many scenes that all characters have
a meeting to enter into a negotiation but also it intermixed a number of emotional factors
in order to obtain what they wanted.

To be more concrete and precise, I am going to analyze five most favorable scenes
that contain mainly the prime content as well as the beauty of the negotiation based on
each figure’s ability and character.
PART 2: STRATEGIES AND TACTICS IN NEGOTIATION

2.1 Scene 1

In the first meeting, perhaps Kate had learned very well about Garfield, a rich, very
intelligent man, but still unmarried and quite passionate about girls. So, Kate knows she
has the beauty advantage, she goes to Garfield's office with confidence and pride. As
expected, Garfield was completely attracted to Kate, he agreed that he would give her
two weeks. The tactics and practices used by Kate and Garfield in this scene are:
- Be prepared: she understanded the characteristics of Garfield: his goals and
interests. Theresfore she always has a confident mind when talking to him.
- Goodcop / Badcop: Kate just asked Garfield to give her time by showing
her charm, advantage of her sweet voice, her sexy body to attract him.

- Bogey: When the first time, Kate wanted Garfield to give her a month but he
didn't agree, she threatened him to take him to court. She deliberately took
the weak point from Garfield's past to scare him.
- Chicken: Kate leaned on Garfield's weaknesses to make him afraid. But
Garfield bluntly replied, "I live in court." And Kate also responded by
showing that she could cause him problems despite his confident.
- Intimidation: Kate uses her nice voice and nice laugh, went back and forth
in the office during negotiations to stimulate Garfield's sexual desire. She told
 him that "I won not love you anymore" so that he could give her a 2-week
time. This tactic also shows her willingness to go away if the deal is not better
than expected.

I won’t love you anymore

- Communication about Process: Both chose PRO for the first time they met, Kate
and Garfield set posivite tone and always tried to improve the conversation / situation
to achieve their desires, while also learning to build rapport and relationship. However,
Kate also used CON when Garfield disagreed with her offer. She was willing to leave,
but this was also seen as the way she threatened him so he could hold her.
- Distributive Bargaining Situation

Garfield Lawrance
Walkaway point Target point Asking sex
(Selling stocks) (Getting the company)

Initial Offer Target Point Walkaway Point

(Buying back stocks) (Keeping the company) (Having Sex)
Kate Sullivan
Garfield demanded sex with Kate as a tactic to threaten to see if Kate was really scared
(chicken tactic). But Garfield's asking point is Kate's Walkaway point, so she takes
advantage of her charm to soften Garfield. Gradually, she and Garfiled did “give and
take”, she modified Garfield's perception: his target point was less attractive than his
love with Kate, and she pushed Garfield's asking sex close to her target point.

2.2 Scene 2

After Kate used her tricks and intelligence to uncover Garfield's past disadvantages,
making him angry with her, she called to continue negotiating with him:
- Integrative negotiation process: Kate wants to exchange objective for
mutual understanding and wants to invite Garfield to dinner to create
favourable atmosphere for discussion.
- Knowing Garfield’s BATNA: Kate knew exactly his BATNA is her, she
believes she can use her beauty and charm to convince Garfield.
- Using positive emotion: She made him chill out by buying Garfield donut
and when he refused, she used the phrase "Since when you have to be a
donut" that he once told her to make him laugh, causing excited for him.
Since then, Garfield has also taken advantage of the situation and managed
to get Kate to his home, they gradually build up trust in relationships and
 emotional issues that grow better. This can be seen as motivation and
commitment factors so that both of them work together to solve the problem.
- Non-verbal communication: Garfield was fascinated by Kate's voice and
smile, which made him happy again even though the cause of his anger was Kate.
He understood that Kate wanted to be closer to him, and so he also facilitated
her to come to his home. Both did not express exactly what they wanted, but they
understood their intentions.
2.3 Scene 3
- Perception, mood and emotion
Garfield called Kate after she left from dinner at his home. Garfield was so emotionally
controlled that he could not sleep, so he called Kate and used the approach to resolve
the problem as Yielding. He accepted to sell all his stocks to Jorgy on the condition that
he hold a division of New England Wide and Cable.

Garfield had negative emotions because he couldn't get a perfect night date with Kate,
this feeling made him:
- Losing of his opinion: no longer matters business, he turned off the television, which
was showing the financial news and Carmen also.
- Accepting to become someone who gives up so that Kate can win against him: he
thought only about Kate.
But Garfield became positive after calling Kate, they behave warmly:
- Leading to intergrative bargaining negotiation: conceding to the opponent but he still
sets the condition to exchange for the company's division.
- Garfield created positive moods and attitudes by both sides towards each other: he
played violin, made Kate laugh, sing with him and apparently Kate had liked Garfield
right then.
From here, they also gave each other the confidence to have a deeper relationship.
Garfield narrowed options and evaluated the business problem based on his feelings to
Kate, so he made the situation become easy and take time to cool off. His main objective
changed and what he wanted is a relationship with Kate. However, he still kept himself
a condition of holding a division of the company to control the situation.
- Non-verbal communication: It seems that only by phone, the feelings that the two
send each other strongly and say that they really miss and love each other.

2.4 Scene 4
The dinner at Garfield's house

- Intimidation tactic: Kate deliberately dressed in sexy dress, she wanted to hit
Garfield's weakness, he really loved her and could not take his eyes and stop looking at
her, praising her: “You looks terrific”, “You have an exquisite neck”.
- Aggressive tactic: She bullied Garfield, she threatened him with Greenmail, and
didn't care if it was right or wrong. She just wanted to beat Garfield completely in this
negotiation, and she continued to demand that he sell his stock. Kate is a negotiator with
Contending approach, only care about what she wants, she played zero-sum game.
When unable to convince Garfield, she left before his surprise and what he had prepared
for her.
- Chicken tactic: Garfield did not agree with what Kate asked, although he pleaded
with her and challenged her if she sleep with him, he would change his mind. Both sides
scare each other and see who will give up first. And apparently Kate was also very
determined, she decided to leave with regret of Garfield. This is also Kate's strategy for
Garfield to miss her more, wanting her more and continuing to wait for her in another
negotiation.

2.5 Scene 5
- Misperception and cognitive biases, mood and emotion
As for Jorgy, he does not accept an agreement to give up part of the company's division
to Garfield:
Although Garfield accepted to sell all his stocks to Jorgy and only traded for a division
of the company, but as a stereotyping person with his stubborn, close-minded, Jorgy
acts:
- Disregarding Garfield's ability to win in the annual meeting.
- Do not assess information carefully, leading to further misperception.
- Jorgy became competitive and arrogant, he did not listen to Kate and Bill's advice.
- So that, Jorgy also caused a conflict between him and Kate, she even told him straight
away that "You deserve lose the company".
PART 3: CONCLUSION

Garfield uses integrative bargaining method in this film, he anticipates exactly what
opponent’s purposes and always choose a gentle approach to cope with. He has many
smart things that anyone should learn; either the factor that mentioned above or rather
than revealing all of the progressive thoughts or decisions, he is always being flexible
and creative to come up with a solution for each situation that opponent sets up.
Different from Garfield, Kate chooses to distributive bargaining strategy, she always
thinks of how makes Garfield fail with his purpose. She gives some alternatives to
approach purposely close to the most resistant point of Garfield as much as possible by
her intelligence and attractiveness with the hope that can change his decision. In
addition, the stubborn character Jorgy also brought many lessons, that in negotiations,
negotiators need to calm down and listen, absorb new information to make good
decisions.