Negotiation case study ——Pirates of the Caribbean: at world’s end Team members : Wang yanhong Cai shanshan Wang shuxia Yang yuling Xiao qifang

content The Background 1 The Parties 2 The Elements 3 The Process 4

BACKGROUND OF CASE The case is from the film plots of Pirates of the Caribbean: at the world end The main story of the film is about how rescue Jack Sparrow back from the real world upside down at the end of the world and fight with Lord Cutler Beckett . The main story of the plots we analysis: Xiao（啸峰，周润发饰）takes Elizabeth as hostage and find Jack. Jack was rescued and they have lots of conflicts when they reunion. Jack was forced to negotiation with Lord Cutler Beckett, who want s to kill all the pirates . Because Xiao have the map to Shipwreck Cove（沉船 湾）,other people need to negotiated with him. 在啸峰的带领下，众人重逢了，驾驶黑珍珠号出了海面，Jack、Will 和Barbosa 都想争夺黑珍珠号，谈话间，Jack被啸带去见和 Beckett 谈判，啸、Will 和Barbosa等因信任问题又展开了谈判

The parties in negotiation 杰克•斯派洛 Captain Jack Sparrow 在我们选取的片段中： Jack was rescued but his soul was controlled by David Jones（海盗头领，一直想消灭其他的海盗，称霸海洋）, who cooperated with Beckett to kill other captain. David’s heart is in Beckett’s hand, only stab his heart can he die Jack want to find out D’s heart, kill him and get freedom . Lord Cutler Beckett ,卡特勒贝克特 on behalf of the East India company（东印度公司），who take advantage of David and Jack to kill all the pirates. He controls The flying Dutchman（飞行荷兰人号，Will的老爸被囚禁在里面）

The parties in negotiation 威尔·特纳 Will Turner Will wants to save his father in The flying Dutchman（飞行荷兰人号） Lied to Elizabeth about his true purpose to save jack , he just want get the black pearl（黑珍珠号，只有黑珍珠号能赶上飞行荷兰人号）to save his father 伊丽莎白·斯旺 Elizabeth Swann In order to save herself and the crews in the peal, cheating on Jack which in result Jack lose his freedom She wants to save Jack and help him get back his freedom because of guilty.

The parties in negotiation 赫克托•巴博萨 Captain Hector Barbosa He wants the peal （黑珍珠号） He and other pirates captain have to get together in Shipwreck Cove（沉船湾）to release Calypso（卡里普索女神）, who has the power to kill David. David is going to kill other the 9 captains. 啸峰,Xiao feng The king Singapore pirates One of the most influence captain He have the map to where other pirates have to go He wants to the black peal He takes Elizabeth as hostage to find Jack because he mistake Elizabeth as Calypso He and Jack had history of hostility（积怨已久）

Elements—Goals and Strategy The goals of Beckett are to get more information about the Brethren Count like the purpose of the nine pieces of eight and so on Jack hope Brethren can help him to square his debt with Jones, to guarantee his freedom and at the same time, he want Brethren should keep Barbosa, the belligerent homunculus and his friend with the wooden eyes, and especially Will, and the rest go with him on the pearl. Beckett’s goals are linked to the other party, Jack’s goals. The linkage between the two parties’ goals defines an issue to be settled and is also the sources of conflict.

Elements —interdependent According to the film plot we cut, there are two main interdependent relationship: One is between Jack and Beckett. Jack wants to kill David and Beckett can help him Beckett wants Jack help him to kill other pirates. The other one is between Xiao feng and other pirate captain, including Will, Barbosa, Elizabeth and her father. Xiao feng has the map to Shipwreck Cove, but he would not give it out without  consideration（对价） The other party want the map and let Xiao take Elizabeth as hostage to get the map

Elements—Goals and Strategy After their articulate goals, they move to the second element in the sequence: selecting and developing a strategy. They use strategy to accomplish their own goals in the negotiation and the action sequences that will lead to the accomplishment of those goals. So, the Beckett show his own wonderful compass to Jack，Sparrow, which will point to whatever he want. They enhance the relationship by using a joint problem-solving approach to the issues, and in order to collaborate with each other to accomplish their goals-- --to get to the Shipwreck Cove （沉船湾）and to square Jack’s debt with Jones and guarantee his freedom.

Elements —— collaborative negotiation The collaborative negotiation not only focuses on interests but also the moral principle. Beckett want Jack to be his informant. During the negotiation, Beckett used the BATNA that nothing can satisfy your debt to the good captain except me who can offset the debt for you as long as you regard the Brethren Court in exchange for compensation. But he didn’t know that it is impossible for Jack to gain his personal interest on betraying his pirates who regarded his mortal principle more valuable. That is why Beckett failed in the end.

Negotiation processes—Common interest 。 Common interest is one of the most critical elements to cooperate between parties in the process of negotiation. If Jack and Barbosa don’t have the common interest to rescue their pirates, they could not cooperate with each other. it is the win-win outcomes that Barbosa need jack to sail them to the shipwreck Cove. Jack need Barbosa to fight David. Just as the vivid saying about interdependent : we are all in the same boat, in a stormy sea, and we each other a terrible loyalty. Both of them need each other to accomplish their goal.

Negotiation processes—Communication Communication can be a weapon in a strategic negotiation which play a vital role in the course of process. Take Elizabeth and Will for example. Will said it was his burden to bear to free his father when Elizabeth queried, he has no choice but doing it. It is a good skill in negotiation , especially in mitigation circumstance.

Negotiation processes—hardball tactics Understanding not only who we rely on , but also who rely on us can make us in an advantage position. Beckett said to Jack there is nothing can satisfy his debt to the good captain except me which used a highball that you have no choice but to comply with me. And using threaten that if you don’t make a deal with me , you will suffer from the revenge of the David. Beckett used Jack’s fear for David as a chip. it is obvious that Beckett is in overpower, but Jack also has the chip that he knew all the information about the Brethren Court ,which was used in exchange to acquire his debt with David and guarantee his freedom.

Negotiation processes —Authority More power you have, more influence you have and more probability to get desired outcome. When Xiao feng knew he was cheated by Beckett who had promised to give him the black pearl , the only hope he has was the Calypso（卡里普索女神） who has the appeal and power, that is why most people purchase the power. On the contrary, when Will asked them to release Elizabeth, there was no respond because he lack of the real power of the captain

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