Firefly - Distributive Negotiations

Topic - Distributive Negotiations
TV show - Firefly, "The Train Job"

Scene Summary - Firefly is a space western that depicts the adventures of the crew of Serenity. The crew had been hired by Niska, a criminal, to steal a cargo. However, Captain Mal and the rest of the crew do not realize that they are stealing. When the realize they are stealing medical supplies away from a group that is needed, the crew of Serenity decided to renegade on the deal they had with Niska. In the scene, Mal is telling one of Niska’s lieutenants to take back the advanced money they were paid for taking on the mission.

Concepts - Distributive negotiations are characterized by win-lose mentality where one party gains, while the other loses. A strategy of distributive negations is the use of Hardball tactics, which are on display in this scene. One such hardball tactic is the use of intimation, which is described as an attempt to "force the other party to agree by means of an emotional ploy, usually anger or fear" (Lewicki et al. 57).

In this scene, Captain Mal is presenting his opening offers to the first prisoner. There are several ways to respond to hardball tactics including: ignore them, discuss them, respond in kind or co-op the other party (Lewicki et al. 57). Here, the prisoner responds in kind. He doesn’t back down or accept the offer. He uses the intimation tactic by making threats of his own toward Captain Mal. After Mal realizes he not getting what he wants, he pushes the captive, Crow, into the engine. This is an extreme example of hardball negotiation tactics. The prisoner pays with his life. However, it sets the tone for the next prisoner, who sees how serious Mal is, and how he won’t back down. The Captain will get what he wants or you pay for it with your life.

Then Mal offers up another prisoner the same deal, who immediately says, “Oh, I'm good. Best thing for everyone. I'm right there with you.” The 2nd prisoner realizes there are two choices—accept the terms as Mal has laid out, or end up like the first guy—kicked into an engine.