) The most fundamental requirement for a rational, efficient agreement is he ability of the parties involved to determine their interest in the negotiation in question. How successful were Disney and the French government in:
a) Identifying their underlying interests?
The interests of each side were quite different.
In fact, those of Disney were mainly financial interests, whereas those of the French governments were political and economic.
The other distinction highlighted is that the French interests were linked together, whereas those of Disney were different interest without links in between.
Disney's interests were clearly defined. But they have a strategy that put forward another side for the future park: Barcelona. Disney was more attracted by the French proposal but put the two in competition. Then they hope that the French government will make some concessions. For that they make Barcelona more attractive than it really was.
They wanted:
? favourable land purchase terms : a direct investment basis (no licensing)
? a financial scheme that will reduce their initial capital investment
? to increase as much as possible the Disney's share of upside potential
? the French government to make concessions on tax
? the government to finance the improvement of the transportation infrastructures in the area
Their interests were well underlined. Indeed, concerning the investment question, the French site was really favourable as it is situated in the "villes nouvelles", which went only through one authority called EPA (Etablissements Public d'Aménagement). This element is crucial for the du ...