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Case Lens on Negotiation Skills In the Backdrop of Hollywood Movie, A Hijacking*

ORGANIZATIONAL BEHAVIOR, ORGANIZATIONAL BEHAVIOR
ET Cases, 3.34 Minutes
AUTHOR(S) : A. J. Swapna and Dr. Nagendra V. Chowdary

Teaching Note Preview

Case Lens on Negotiation Skills In the Backdrop of Hollywood Movie, A Hijacking

 

Synopsis

This Case Lens on Negotiation Skills, based on the Hollywood thriller, A Hijacking, sensitizes the participants about the nuances of negotiation. This case highlights how to handle a negotiation under extreme stress and with high stakes. The way Mikkel Hartmann (Mikkel) and Peter Ludvigsen (Peter), negotiate for the release of the crew over a period of over four months, offer enough insights into how one should negotiate in a personal and professional context.

Prerequisite Viewing/Mandatory Viewing

The students/participants need to mandatorily watch the movie A Hijacking, without violating the IPR laws. The temptation of either exhibiting the movie in the classroom or the students/ participants downloading the movie from any hosting sites should be desisted lest we set unwarranted precedents in violating mandatory IPRs.

Classroom Orchestration

This Case Lens (video consisting the introduction and the accompanying five questions) can be orchestrated in the classroom in the following suggested flow:

1. Asking the students/participants to view the movie 2-3 days before the classroom discussion
2. Playing/exhibiting the Case Lens video in the classroom
3. Ideally, faculty/facilitator should analyze the first warm-up question and the remaining four questions should be analyzed by the participants/students. The class should be divided into four learning teams and they should be asked to prepare for all the questions. After giving them about 15 minutes, the classroom discussion/analysis should be attempted. This can be executed either by asking one of the teams randomly to present their analysis or each team should be allowed to lead a discussion for each of the questions
4. Each question would take varying times [the suggested timings are given in Exhibit (TN)-I] and it is highly recommended that the last 5 minutes should be spent on debriefing and synthesizing. The debriefing segment should be used to synthesize the expected learning outcomes of this Case Lens

...............

Case Lens Positioning and Setting

This Case Lens can be used as a pedagogical tool in the following programs:

• MBA Programs – Conflict Management – Selling and Negotiation Skills – To understand the ways of handling a negotiation under highly stressful situations involving high stakes
• Executive Development Programs/MDPs – To sensitize the participants and offer insights into how one should negotiate in a personal and professional context

Expected Learning Outcomes

At the end of this Case Lens discussion/analysis, each of the participants/students should be able to understand/appreciate:

• The basic and broad contours of negotiation in a personal and professional context
• The role of Peter in leading the negotiation himself despite the caution from Connor Julian and other board members
• The six habits of effective negotiators and the importance of non-verbal communication – especially in a crucial negotiation as that of Peter, negotiating for securing the release of his company men

Assignment Questions

The assignment questions, as outlined in the Case Lens video, are:


I. What are the basic and broad contours of negotiation in a personal and professional context? How does negotiation manifest in our personal and professional lives?
II.............

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Product code: OB-7-0062, OB-7-0062A

Abstract

This Case Lens on Negotiation Skills is based on the Hollywood thriller, A Hijacking. A Hijacking is a gripping movie depicting how the CEO of a Danish shipping company, Peter Ludvigsen, (Peter) volunteers to negotiate for the release of 5 of his colleagues who are held hostage for a ransom by a group of Somalian pirates off the Indian Ocean. Peter’s strategy, his execution, his conviction and his way of managing the stakeholders in the midst of a crisis is quite a clinical study in place. Despite the expert advice of Connor Julian, a professional negotiator, Peter shoulders the emotional burden of negotiating the freedom for his employees being held captive.

Don’t we negotiate at our personal lives – for daily chores – and in our professional lives – with our colleagues & peers, with our superiors, with our facilitating staff, etc.? Of course we also get to hear adventurous negotiating stories at a very macro level when security forces negotiate with miscreants, etc.

Negotiation being such a part of our daily lives, how can we sensitize ourselves to the nuances of negotiation? This Case Lens alone wouldn’t be the only way to master the art of negotiation. What this Case Lens highlights is one way of handling a negotiation under extreme stress and with high stakes.

The way the two central characters Mikkel Hartmann, the hijacked ship’s cook, with the fear of being killed at any moment; and Peter Ludvigsen, negotiate for the release of the crew over a period of over four months, offers enough insights into how one should negotiate in a personal and professional context.


Pedagogical Objectives

  • To understand the basic and broad contours of negotiation in a personal and professional context
  • To analyze the role of Peter Ludvigsen in leading the negotiation himself despite the caution from Connor Julian and other board members
  • To sensitize the participants on the six habits of effective negotiators and the importance of nonverbal communication –especially in a crucial negotiation as that of Peter Ludvigsen, negotiating for securing the release of his company men

Case Lens Positioning and Setting

This Case Lens can be used as a pedagogical tool in the following Post-graduate Programs:

  • MBA Programs – Conflict Management – Selling and Negotiation Skills – To understand the ways of handling a negotiation under highly stressful situations involving high stakes
  • Executive Development Programs/MDPs – To sensitize the participants to and offer insights into how one should negotiate in a personal and professional context


*It should be noted that participants/ students are expected to see the movie before they participate in a classroom discussion/analysis of any of the CASELENS’ products



This Case Pack Includes:
- Abstract
- Case Lens
- Teaching Note (**ONLY for Academicians)
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