NEGOTIATION ASSIGNMENT Harvard Case Solution & Analysis




The Walt Disney Company is an American multinational mass media and entertainment corporation. The Walt Disney is headquartered at the WaltDisneyStudio in Burbank, California. The company was founded in October 1923 as Disney Brother Cartoon Studio. The two brothers,Walt and Roywere the founders of the WaltDisneyCompany. Thecompany also operated with the name of Walt Disney Corporation and Walt Disney Productions until 1986 when it changed itsofficial name to the Walt Disney Company. The company thenexpanded existing business divisions, andfocused on new divisions such as theatre, radio, music publishing and other online media industries.

Walt Disney is the world’s largest independent media corporation in terms of revenue.Its competitors areNBC Universal and the Warner Media who are owned by telecommunication giants.

According to the financial report of 2017,Walt Disneyrecorded US$ 55.13 billion revenue with an operating income of US$8.98 billion. Moreover, the number of employees workingin different divisions of the company was 199000.


Lucas Film is a television production and an American film company. It’s headquartered in the Letterman Digital Arts Center, Presidio of San Francisco, California. Lucas Film was founded in 1971 by George Lucas. The LucasFilm Studio is best known for creating and producing the Star Wars and Indiana Jones franchises.

Lucas Film served worldwide with 5 different locations. Moreover, a total of 2000 employees worked indifferentdivisions of the company.

NEGOTIATION ASSIGNMENT Harvard Case Solution & Analysis


In June 2013,a huge acquisition took place in whichWalt Disney agreed to acquire Lucas Film by paying half in cash and half in shares of its stock.

Under the consideration of an agreement signed, value is based on the closing stock price of Disney on the October 2012. The acquisition took place at $4 billion. Disney agreed to pay approximately half of the agreed payments in cash and issuing approximately 40 million shares at the closing price. The final agreement is subject to customary adjustment of the post-closing balance sheet.

Through this acquirement, the Disney took controlof the Star Wars blockbuster franchise of the Lucas Film which covered both productions filmed and the enormous merchandising operations. Disney Company absorbed another growth due to this acquisitionas Disney acquired the special effects of the production business.

According to George Lucas, the president and CEO of Lucas Films; it is the biggest acquisitionin the entertainment world. Due to this, ‘StarWars’ has been passed from one generation of film makers to the next generation.

The Walt Disney Company had the experience and had the opportunity to create new markets, interactive media, television, theme parks and other consumer products.




In this deal, the integrative negotiation approach has been applied since both parties wereinvolved in increasing the problem-solving criteria relating to specific problems. Both parties were liable to get the benefit from this integrated technique. Also, the communicationin this approach is open and constructive.

Another plus point of the integrative negotiation is that it leads Disney to acquire the Special Effects Media in the process..............

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