Take into account the case study described below:

A North American company had filed a lawsuit accusing a South Korean company of copying the look and feel of a phone when the Korean company created its own line of phones. The Korean company countersued the North American for not paying royalties for using its wireless transmission technology. Since then, the number of patents under dispute has skyrocketed, according to the Korea Times, as has the number of courts involved in various countries. The two companies have repeatedly accused each other of copying the appearance and functions of their smartphones and tablet devices. The companies showed some willingness to compromise in an effort to avoid going to court: at the California courts suggestion, they cut the number of disputed patents in half. Both sides had said they hoped to avoid a legal battle. Given that The Korean Company is one of the North Americans biggest suppliers, the companies had a strong incentive to move beyond their dispute and build on their ongoing partnership. Yet the two-day mediated talks between the CEOs ended in an impasse, with both sides refusing to back down from their arguments. The suit later went to trial twice, with the North American company ultimately winning more than $409 million. You are the South Korean company.

Question 4

Tactics means actions you take during negotiation. Consider the tactics you are going to use at the negotiation. Do you use distributive tactics, integrative tactics, persuasion approaches or a combination of them? Discuss upon your decision, providing specific examples.