Trust Building, Diagnosis, and Repair in the Context of Negotiation

Donald L. Ferrin, Dejun Tony Kong and Kurt T. Dirks

Chapter 6 in Negotiation Excellence:Successful Deal Making, 2014, pp 101-116 from World Scientific Publishing Co. Pte. Ltd.

Abstract: Hong Kong Disneyland, a joint venture between the Walt Disney Company and the Hong Kong government, was conceived during the Asian financial crisis as a strategy for making Hong Kong a major tourist destination and providing Disney with a foothold into the potentially lucrative China market. Unfortunately, the park steadily lost money since opening in September 2005. The Hong Kong Disneyland is the smallest of Disney's theme parks worldwide, having only four “lands.” Many visitors complain that it is too small, with too few attractions to attract them for a second visit. In fact, Hong Kong Disneyland reflects Disney's new strategy of opening parks in phases, rather than trying to build an extensive park all at once as was done in Paris and Florida…

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
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