Ruan: My son was involved in something he didn’t understand. And he paid the price…. He’s got a good heart…. Not like our hearts.
Nathan on the other hand aptly made Ruan’s mournful mind in his use of negotiation. Nathan perceived that Ruan was desperate to know about and who made his son’s death. Nathan’s capture of Ruan’s desperation was the key to the successful negotiation.
Step4) Calculating the other party’s reservation value. Nathan’s level of negotiation skill is demonstrated by addressing this step. Ruan may have been thinking about other way to find out the killer without accepting such an foolhardy exchange if Nathan allowed days for considering. However Nathan prevented this by suggesting the appointment right ‘tonight’. By doing this Nathan was potentially eliciting the fixed-pie bias in Ruan’s mind by adding the time limit to make the meeting ‘tonight’.
Against the agreement, Nathan brought a company to take down Ruan and tried to shoot against him right at his appearance without a moment to say hi. After all Nathan was shot by Ruan and died from the fighting that night. (Punishment!)
Malhotra, D., & Bazerman, M. (2007). Negotiation genius: How to overcome obstacles and achieve brilliant results at the bargaining table and beyond. Random House LLC.
Thompson, L. (2001). The mind and heart of the negotiator. Upper saddle river, NJ: Prentice Hall.