Julie Garrido Castro

International Negotiation
WALL STREET Movie
INDIVIDUAL TACTICS
Wildman arrives and confronts Gekko about the takeover of the steel company. After
trading some personal insults, the two men agree to a deal where Gekko will sell it
back to Wildman for a large cost. Some of the tactics used in this negotiation were:
Intimidation: used by Gekko. When Wildman enters the room Gekko starts to harm
his reputation by making fun of his position/name of sir, by referring to it sarcastically
and without respect. Then Gekko leads Wildman, Fox and Wildmans lawyer to a room
full of guns, where he shows Wildman his .45 pistol, a subtle threat and intimidation as
Wildman can be in trouble if something goes out of hand.
Stern: used by Wildman by imposing figure, being humorless and trying to control the
negotiation with a clear poker face and getting down to business, uninterested in
informalities or friendly actions, he subtly achieves to piss of Gekko by insulting him
and showing no emotions.
Low Ball/ High Ball: used by Wildman and Gekko respectively. Wildman starts with
an offer of $65, looking for a fair price Gekko ask Bud what is the value of the stock,
which he answers The breakup value is higher. Its worth 80. Then Gekko lowers the
price to $72, which Wildman doesnt accept and insults Gekko making him lose his
temper and decide to walk away, then Wildman make a second offer $71, which Gekko
listens and raises to $71.50. Wildman accepts the price, even though is higher than he
expects, and leaves.
GROUP TACTICS
Fox persuades Gekko to buy Bluestar. The Bluestar Airlines union leaders, including
Fox's father Carl, are invited to Fox's apartment in order to discuss the proposal.
Cowboys: Gekko, Fox and Gekkos lawyer use this tactic; while they negotiate they
seem like a unit but clearly when Foxs father leaves Fox can lead the negotiation with
him on his own making his father rethinking his decision by moving it to the direction
Gekko wants.
Jekyll and Hyde: After Gekko and Fox make their proposal, Blustar union group
seems to be more unified in their objectives. However, there are some differences
between Carl Fox and the other two union members, which refer to Gekko's proposition
to change the company's management. While Carl Fox shares some of the objectives,
hes hostile to the idea since he does not trust Gekko and feels that Gekko only wants
to liquidate the airline. Without consulting with the other union leaders, Carl insults
Gekko, shatters the paper proposal and walks away, immediately Ben Fox goes after
him in the attempt to persuade him to make the agreement.