The Business Negotiation Between Apple, Netflix and Samsung: An Interest-based Analysis

DOI

10.2991/assehr.k.211011.020How to use a DOI?

Keywords

Business negotiation, Patent negotiation, Interest-based approach, Apple, Netflix, Samsung

Abstract

Business negotiation plays an essential role in nowadays business world. Regardless of the business scale and industrial sector, every enterprise is required to come up with appropriate negotiation strategies to maximize its interests. This paper conducts two case studies between Apple, Samsung and Netflix to discuss how interest-based negotiation tactics are applied in the nowadays competitive technology field. For the first case, it reviews the patent dispute between Samsung and Apple and manifests that why interest-based negotiation strategies may not be applicable. As for the second case, it reviews the negotiation case between Apple and Netflix and delineates that how Apple has enhanced its strategies to reach a win-win situation. Following the above analysis and pertinent strategic negotiation models, the negotiation tactics of Apple are further discussed concerning how the interest-based negotiation approach can help obtain more competitive advantages. The findings of this study prove the significance of interest-based negotiation strategies and call for adopting an agile mindset when facing uncertainties during the business negotiation process. The results of the study are expected to shed light on the ensuing strategic business negotiations’ theoretical development and practices.

Copyright

© 2021, the Authors. Published by Atlantis Press.

Open Access

This is an open access article distributed under the CC BY-NC license (http://creativecommons.org/licenses/by-nc/4.0/).

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TY  - CONF
AU  - Jiaxin Li
AU  - Jinze Song
AU  - Chu Wang
PY  - 2021
DA  - 2021/10/12
TI  - The Business Negotiation Between Apple, Netflix and Samsung: An Interest-based Analysis
BT  - Proceedings of the 2021 6th International Conference on Modern Management and Education Technology（MMET 2021）
PB  - Atlantis Press
SP  - 107
EP  - 111
SN  - 2352-5398
UR  - https://doi.org/10.2991/assehr.k.211011.020
DO  - 10.2991/assehr.k.211011.020
ID  - Li2021
ER  -