I.B.M Program
(2018 Batch)
Academic year 2019-20
Semester 4
Negotiation and Selling Skills
Prof. Pavitra Mishra
1200 word Analysis report of movie
“Don” and “Night Crawler”
Prachi Bathwal
18020227
SCENE 1 FROM DON
Brief
Vijay wants to know what is his relation with the don. DCP shows
him the photo which is identical to Vijay. Vijay hints at him
becoming the don. Refuses to accept the offer due to the harsh reality
of murder/dangerous. He compares himself with don. DCP tries
convincing him. Vijay brings out the what if he dies situation of
accepting the offer. Deepu is highlighted. DCP tries showing the other
side by telling that don use kids like Deepu for drugs. shows
unfortunate events which hold Vijay responsible for not killing don
DCP brings out an offer of a guarantee of Deepu’s education in
exchange for becoming don. Vijay accepts but confirms that if he dies
Deepu will still continue studying. DCP promises for the deal
Vijay brings out the possibility that what if DCP dies leaving him
being the don.
Analysis
In this situation we will first identify the parties which are onethe man who looks like don and second is the police
investigator. These two parties are interdependent on each other
because both have something the other one desires thus there is
a tendency for this situation to result in a win-win situation.
They are involved in an integrative negotiation conversation
which would result into mutual gains. The investigator makes
the first offer to Vijay who looks like don to switch lives and
help the investigator reduce crime in the country but that’s
when the value differences arise. There is a difference of risk
tolerance because Vijay is scared that don keeps killing
everyone than how will he survive if he takes this deal. Thus
there was a sharp disagreement from Vijay side. This
disagreement was an intrapsychic conflict that even though this
offer was fascinating, he knew it was too dangerous for him. To
cope up with this conflict investigator tried to discuss to solve
the problem and move to a win-win situation. He showed Vijay
high concerns when Vijay said that he doesn’t even know how
to use a gun, the investigator told him that if they work smart
and be very careful they can achieve this easily. Vijay become
emotional and said that he personally has no problem with
becoming don but what will happen to the child deepu if he
dies. Vijay is seeking to reconcile his interests that is why he
shared his batna with investigator. vijay has come to this point
because the investigator build trust and shared information. But
there was a dilemma of honestly in the investigation and
dilemma of trust in vijay. The investigator tried to influence
vijay. He highlighted his potential losses than potential gains.
He says that kids like deepu are most likely to be victims of don
drug crime. the investigator applied the foot in the door
technique to increase the commitment of vijay towards his own
demands. He offered to educate deepu and that he could
become whoever he wants when he grows up, which vijay
wanted. Now the investigator was in coercive power when he
said that vijay could get all this for deepu if he wanted, he
added more resources so that both the partied can achieve their
objectives and they can expand their pie. Vijay said yes and this
current settlement was the batna. There was a post-settlement
settlement between the two parties to ensure a more satisfying
outcome where Vijay said that if he dies as don Deepu’s name
would not be cut from the school’s list, to which the
investigator replied that it was his responsibility and guarantee
that Deepu receives education. This how the investigator
negotiated by adjusting and readjusting one’s own moves based
on Vijay’s responses. Vijay expresses one more concern that
this secret is only known by the investigator what if he dies.
Thus they came to a conclusion that Vijay will help wipe of the
crime and the investigator will help with Deepu’s education and
future.
SCENE 2 FROM NIGHT CRAWLER
Brief
Lou breaks the news to Nina by revealing the news of Granada Hills.
He suggests her that it would seem as if she arrived to the scene
before the police for having the news revealed. He gives the tape to
Nina to decide the benefits of the tape. Lou takes it to his advantage to
not call it in as he wants to be at a better bargaining position with
Nina and make the tape a necessity for Nina. She asks for the price to
which Lou responds with $100,000. She questions again where he
decreases the price to $50,000. Lou reveals Nina’s interest and
excitement in the tape is far more valued than the offer she puts. They
negotiated their way where Lou reveals the other offers he has
received for the tape. However, due to limited resources (monthly
budget), Nina is unable to accept Lou’s offer. Lou tells it is an
uncomplete story which would continue giving Nina’s news channel
high TRP for the updates of this story. He explains the long-term deal
with the channel crediting the source. Lou makes an offer of a free
news as part of the deal with Nina.
Analysis
In the movie Night Crawler, a conversation between Lou and
Nina negotiates the price of a tape which can be used in Nina’s
television channel. The main point that arises from their
conversation is that Nina has limited resources which is a fixed
monthly budget, whereas Lou is looking to get the best price for
his tape. Lou’s aspiration price is as high as a hundred thousand
dollars and Nina’s aspiration price is as low as three thousand
dollars. There is not much interdependence in this case because
Nina is dependent on Lou but Lou has many other offers which
he can take up. Nina is looking for a win-lose situation by just
offering three thousand dollars for the tape that could earn huge
profits in terms of TRP on her news channel. Such an outcome
that Nina is leaning towards is a distributive bargaining which
involves only one winner, whereas when Lou highlighted the
fact that if Nina runs this tape on her news channel, she will be
able to increase her TRP and also her channel would become
the first spot that people got to if they are looking for news on
the situation because the criminals of this situation are still not
caught. He was leaning towards a more integrated negotiation
which would be a win-win for both. Later we got to know that
Lou’s reservation price of fifteen thousand dollars with terms
and conditions, and Nina’s reservation price was twelve
thousand dollars because of this, all was dependent on their
BATNA and the zone of potential agreement (ZOPA). Lou’s
BATNA was stronger because he had many other offers from
different news channels, such alternative offers gives Lou the
power to walk away. If he had no such alternative then he
would have less bargaining power. Whereas Nina did not have a
strong BATNA because she had limited resources of only
twelve thousand dollars to offer and it was very important for
her to get the video tape because her channel was underrated
and the tape could be used to increase the TRP. When Nina
changed her negotiation point from ten to twelve thousand
dollars, there was a concession made. There was a difference in
judgement about the future which was later clarified by Lou that
such a deal would only be beneficial in long term, but when
Nina refused to go above twelve thousand dollars, Lou showed
her sharp disagreement which was of interpersonal conflict,
which led to a decrease in communication. However, Lou had
skills to claim value of the highest price possible for his tape.
Analysing this situation in a descriptive bargaining process has
been given in the following exhibit photo attached. Nina caved
in the last minute and suddenly gave the deal.
Reference
 Don starting 42 minutes
 Night Crawler 1 hour 7 minutes
Time reference is in accordance with Netflix.