Negotiation Analysis: Frozen Movie

This essay analyzes negotiation and conflict resolution strategies using scenes from Disney's Frozen (2013) as a case study. It begins by defining negotiation and its everyday applications, then delves into two specific scenes from the film. The first scene showcases a less successful negotiation between Kristoff and a shopkeeper, highlighting the importance of understanding one's own limits and the opponent's temperament. The second scene, involving Anna and Kristoff, demonstrates a more successful, interest-based negotiation where both parties achieve their goals through compromise and mutual benefit. The essay concludes by emphasizing the importance of ethical behavior and clear goal setting in successful negotiations. The author uses the framework of 'Bargaining for Advantage' to support their analysis.

Name
College

Abstract
The following paper will be discussing negotiations and conflict in a detailed manner,
for this purpose we have gone through the negotiation scene present in the frozen (2013)
movie. As discussed in the class, I could deduce various inferences from the small clip and
have done my best to apply the theories which I have learnt in my class.
At first we will be discussing about the negotiation scene, then we will debriefing the
entire clip into smaller parts and understand how all the negotiation did and conflict took
place.
We will be analyzing the negotiation and conflict scenes provided to us in the you
tube video and then with reference to “bargaining for advantage we will justify our case,

Contents
Abstract......................................................................................................................................2
What exactly do we mean by negotiation?................................................................................4
What we saw in the clip?...........................................................................................................5
Analysis of the entire scene........................................................................................................7
Conclusion..................................................................................................................................9
References................................................................................................................................10

What exactly do we mean by negotiation?
Negotiation is something which every individual does day-in day-out. It can be
anything from securing space on a local train, asking the vendor for extra cheese, more
whipped cream for coffee or maybe more time required for completing once project. One
does negotiations with his family, co-workers, friends, and unknown people on things of
minuscule importance, life changing opportunities and other miscellaneous stuff (Levine,
2010).
It is important to realize that negotiation is not something which starts and expires
with single line or dialogue, it commences right from the time when two parties interact and
continues till both of them come to a conclusion and both parties settle over something.
It involves a concept of give and take, where the target of both the parties should be
to end at a resulting consequence which is a win-win agreement for both of them. One should
not think of the other person as an opposition or enemy and we are going to get no advantage
by going “one-up” against him/her. Instead one should think of weaving a situation wherein
exchange of values or commodity takes place which aids both the parties and they consider
the gained item as something valuable for the efforts they took.

What we saw in the clip?
The clip presents us three main characters and one yak. The characters being in need
of each other present a good negotiation scenario, first scene brings us the negotiation
between Kristoff (protagonist) and Oaken (Shopkeeper). We find that Kristoff enters the shop
on a really chilly night and looks as if he is in urgent need of help. Anna is also present when
the negotiation takes place and she merely tries to calm things down when negotiation turns
into a win or lose situation. We see that Kristoff has come to take few essentials and carrots
for his Yak, he then asks the price of these products over which we see an interesting
argument/ negotiation. The shopkeeper wants to negotiate at a desirable rate of 40 but to his
utter surprise, Kristoff counter negotiates with an amount of 10. Oaken politely tells him
about the problem of supply and demand existing due to the winters. Here we see that,
Kristoff again presents a counter negotiation and tells that he sells ice for a living and
presents an equally important supply and demand business. When Anna hears that Kristoff
has been to northern mountains and is again on his way, we find Anna to be in a position to
negotiate terms with Kristoff and she finds an opportunity just the very next moment. We find
that Oaken is undeterred as he is in a position of strength and he can dictate the terms of
negotiation which we will discuss in the analysis section.
Now when Kristoff is really frustrated from the current proceedings of the
negotiations he calls Oaken a “crook” which instigates Oaken and he pushes Kristoff out
from his shop.
This was the entire scene 1 from the frozen movie where we see peculiar case of one
sided negotiation from Oaken as he has better odds against Kristoff, but the next scene is
much more of a see saw and in the end it turned out to be a good negotiation as both of them
were equally benefitted. Let’s summarize the scene 2 for us and then analyze both of these
scenes.

In the second scene, we find that Anna is heading towards the temporary shelter
which Kristoff and his Yak have discovered and she acts really smart to win this negotiation.
She first tries to imprint her domination over Kristoff and asks him to take drop her to North
Mountain. As expected, Kristoff does not agree and here is the time when she starts her
negotiation by providing Kristoff with things he was in need off as she wanted to go North
Mountain and help people by stopping winter in the summer time. After getting the items,
Kristoff is shell-shocked and agrees to leave but in the morning, this is where she again
surprises him by bringing food for his animal and hence, a benefit for all the parties including
the animal. After this, she understands her position in the negotiation and demands for speedy
departure right away!

Analysis of the entire scene
First things first, one should clarify (to their own self) what do they need, want, goals
are justifiable and within reach. Al this might be different but will definitely help in
crystallizing one’s mind and negotiate in a much better manner. This will provide one with a
flexibility to take negotiation to different tangents but they would know their upper limit too
and realize when they need to stop (Levine, 2010).
What we can realize from the first scene is that, Kristoff was not sure of his
upper limit and he indulged in to a negotiation without analyzing the temperament of Oaken
or his own odds. This is why when he was supposed to be calm and negotiate soothingly, he
got frustrated and spoke ill for Oaken, instigating him and getting thrown out of his shop.
Secondly, t have clear thought before negotiation will give you clarity of thoughts and
you will gain the confidence to communicate your concern and resolve any unwanted
situation which arises during the negotiation. Your body language will convey a message that
you are satisfied and expect a lot from both you personally as well as from the
deal/negotiation (Richard).
Checklist to follow
 Think twice as to what you want from the deal
 Be optimistic but do not be greedy and set justifiable goals
 Hit the bulls eye in being specific
 Be committed to your goal and give everything for achieving it
 Carry this goal along with you when you go for the negotiation
Now when we talk about Anna, one can draw so many inferences form the negotiation
which she did with Kristoff that although she was a shy girl, but the manner and attitude with

which she came in for the negotiation exemplified her surety and oneness towards her goal,
that was to go to the North Mountain with the help of Kristoff. She was specific, had decided
her goals from the start and was ready to do anything for achieving this but yet she was a
good negotiator and did not make the negotiation one side. She helped him and his beast also
and was able to get her work done too, hence, in the end doing benefit to all. They settle for
more of an interest-based negotiation where both of them got what they wanted and no one
was left unsatisfied by the end. Even the animal had his share as it was the one who was
supposed to tow them (as it was given carrots to eat). Whereas I the first scene, we could say
that both shopkeeper and Kristoff could not resist their wanting and offered for prices that
were both unacceptable to both the parties. Kristoff wanted to outsmart Oaken and vice versa
and that is why in the end, the entire situation ended up in a big mess and Kristoff was left
frustrated while Oaken was ready to be instigated any moment. In the end, in the entire
negotiation no one gained anything from it.

Conclusion
One thing is clear that by displaying a superior and ethical behavior in each and every
situation or negotiation in which you are involved in as a victim, owner, professional or
friendship, you will always enhance your current reputation. You will be able to solidify you
your brand i.e. promises of value, within your regime. All this will help us in paving a path
for us to be even more successful and help others too by being of greater value than ever
before.

Bibliography
Levine, A. G. (2010). NEGOTIATION STRATEGY.
Richard, G. Bargaining for advantage.