INDIVIDUAL

ASSIGNMENT
NEGOTIATION
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Option 3: Analysis a negotiation scene

from a movie
1. Link of the negotiation:
This case is cut from Zootopia
Zootopia (released as Zootropolis in some countries) is a 2016
American 3D computer-animated buddy comedy adventure film
produced by Walt Disney Animation Studios and released by Walt
Disney Pictures. It is the 55th Disney animated feature film. The film is
directed by Byron Howard and Rich Moore, co-directed by Jared Bush,
and starring the voices of Ginnifer Goodwin, Jason Bateman, Idris Elba,
Jenny Slate, Nate Torrence, Bonnie Hunt, Don Lake, Tommy Chong, J. K.
Simmons, Octavia Spencer, Alan Tudyk and Shakira. The film details
the unlikely partnership between a rabbit police officer and a red fox
con artist as they uncover a conspiracy that involves the
disappearance of predator inhabitants of a mammalian metropolis.

https://youtu.be/27cNKK20fIY
2. Overall the context:

Lecturer: LA TH CM T

BI VN PH CLASS: FB0902 SN: SB60873 1

INDIVIDUAL ASSIGNMENT NEGOTIATION /2016

Judy Mrs. Chief Bellweth Mayor

HoppsOtterton Bogo er Lionheart
In a world populated by anthropomorphic mammals, Judy Hopps,
a rabbit from rural Bunnyburrow, fulfills her childhood dream of
becoming the first rabbit police officer in urban utopia, Zootopia.
Despite being the police academy valedictorian, Judy is relegated
to parking duty by Chief Bogo, who doubts her potential. On her
first day, she is hustled by Nick Wilde and Finnick, a con artist
duo.
The next day, Judy abandons parking duty to arrest Duke
Weaselton, a thief who stole plant bulbs. Bogo reprimands her,
but a female otter named Mrs. Otterton enters Bogo's office
pleading for someone to find her husband Emmitt, one of several
predators who have gone missing. Judy volunteers, causing Bogo
to fire her for insubordination. However, when Assistant Mayor
Dawn Bellwether praises the assignment and informs Mayor
Leodore Lionheart that Judy is taking the case, Bogo gives her two
days to find Otterton on the condition that she must resign if she
fails.
3. Analyze
Lecturer: LA THthe
CMnegotiation:
T

BI VN PH CLASS: FB0902 SN: SB60873 2

INDIVIDUAL ASSIGNMENT NEGOTIATION /2016

Specific analysis of scenes were cut from the cartoon "Zootopia".

The little rabbit Judy and the sheriffs Bogo are on the two
opposite sides of the negotiations. Judy wanted to become a real
police instead for a meter maid. She was trying to prove that
these tiny animals like her, can become a police arrest criminals.
Mr.Bogo is a police chief that full of prejudice and rigid. He did not
think a little rabbit like Judy can be a policeman that
overwhelming criminals. He is in negotiations with Judy with a
mindset that want to dismiss Judy and would not allow her to
receive any cases. His doubts about the capacity of the little
rabbit.
The negotiation began
with Mr. Bogo anger, he
could not accept that
Judy endanger a tiny
town just to fight a
bandit. Judy assures that
she caught a robber is a
proper action and should
do on behalf of a
policeman. She wants
Bogo recognized that she is a real policemen. The negotiation
seemed entered a standstill because the two perspective of Judy
and Bogo completely contradictory. This discussion forming a
distributive negotiation.

Lecturer: LA TH CM T

BI VN PH CLASS: FB0902 SN: SB60873 3

INDIVIDUAL ASSIGNMENT NEGOTIATION /2016

Bogo not want to change his opinion, he insisted that Judy

became the police was a
mistake. He ridiculed Judy's
dream and he wanted Judy to
giving up. Bogo dismissed all
efforts of Judy and not
listening to her explanation.
Bogo having the power of
position and applied that
power to suppress Judy. Judy does not have any advantage in this
negotiation.

Then the negotiation turned into a new side thanks to the female
otter named Mrs. Otterton enters Bogo's office pleading for
someone to find her husband Emmitt, one of several predators
who have gone missing.
Judy volunteers to solving
this difficult cases. The
witness of Zootopia
residents makes Bogo
could not refuse this.
Pressure from public
opinion was an advantage
for Judy. Judy has find
opportunities to prove her ability and she used her affirmative
action to overwhelm the Mr. sheriff Bogo.
Shortly after Mrs. Otterton leaving office, Bogo continued to use
his powers to get rid of all the efforts of Judy. Mr. Bogo completely
dismissed the negotiation with the angry and he decided to fire
Judy for insubordination. Judy cannot do anything in this situation
because she do not have any power against Bogo.
Fortunately, a new factor has appeared that directly impact on the
outcome of negotiations. Assistant Mayor Dawn Bellwether
Lecturer:
praises theLAassignment
TH CM T and informs Mayor Leodore Lionheart that

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INDIVIDUAL ASSIGNMENT NEGOTIATION /2016

Judy is taking the case.

In this negotiation, Mrs.
Bellwether is on the
same party with Judy.
Bellwether also a
herbivorous so she want
Judy become a
policeman to prove that
herbivorous can do the
things that predator can
do. With the support of Bellwether, Judy turn the outcome directly
to the way that good for her. Bogo cannot change the situation
because this was reported to
Mayor Leodore Lionheart.
Knowing Lionheart would be
furious if he discovers that
Judy's been taken off the
case, Bogo reluctantly allows
her mission to proceed, but
informs her that she only has
48 hours to complete it, or
she must resign. We can see that the deadline 48 hours is a
BATNA of Bogo to accept Judy investigate the case. Though
hesitant at first, Judy agrees.

4. Result:
- Judy was accepted to be a real policeman with the
assignment of investigating the case of missing otter.
- Judy have to complete the task within 48 hours; if not she
get fired.

Lecturer: LA TH CM T

BI VN PH CLASS: FB0902 SN: SB60873 5

INDIVIDUAL ASSIGNMENT NEGOTIATION /2016

Lecturer: LA TH CM T

BI VN PH CLASS: FB0902 SN: SB60873 6