One of the problem-solving techniques I utilized during negotiation preparation was to
demonstrate the differences between the game scripts of both companies. This technique
aimed to provide concrete evidence to Pixie, showcasing that Mukashi Games' game was
not the same as the one accidentally shared with them. The following steps outline how I
executed this approach:
I thoroughly studied and analyzed the game scripts of both Mukashi Games' Capital of
the West and Pixie's game, highlighting the key differences in terms of the story,
characters, gameplay mechanics, and overall game experience. This involved carefully
examining each element and identifying unique aspects that set the games apart.
Visual Presentation: To present my findings effectively, I created a visually engaging
presentation that showcased side-by-side comparisons of the game scripts. I included
relevant excerpts, screenshots, or concept art to highlight the distinguishing features of
Mukashi Games' game and emphasize the disparities between the two projects.
Mukashi Games Pixie
Historical Reference Mukashi Games' game is The Pixie Game is focused
centered around Emperor on the development of a
Kanmu's efforts to build a city by Liu Bang, an
capital city, Kyoto. important historical figure.
Gameplay Focus Mukashi Games' game The Pixie Game emphasis
focuses on decision- on decision-making and
making, city planning, resource gathering through
resource management, challenges from competing
and higher-level math nobles and generals.
skills.
Cultural Influence Mukashi Games' game The Pixie Game draws
draws inspiration from inspiration from Chinese
Japanese history and classical chess (xiangqi)
legends, incorporating and the Art of War for
elements like local gods strategic thinking.
and cultural
considerations.
Target Audience and Mukashi Games' game is The Pixie Game’s target
Educational Focus designed to teach history audience is not specified in
and decision-making skills the scripts.
to junior high schoolers.
The educational aspect is
a specific focus of Mukashi
Games' game
Levels and Gameplay Mukashi Games' game outlines The Pixie Game: describes
Complexity multiple levels with different levels with challenges,
tasks such as land acquisition,
city layout, palace construction,
decision-making, and
and city development. Mukashi strategic elements.
Games' game also introduces
progressively challenging
gameplay elements such as
higher math skills and strategic
planning using decision trees.
During the negotiation meeting, I provided a detailed explanation of the discrepancies between
the games, addressing specific elements where they differed significantly. I highlighted how
Mukashi Games' game had its own original content, style, characters, and storyline, which were
distinct from Pixie's previously shared materials.
Alongside presenting the evidence, I emphasized Mukashi Games' commitment to maintaining
a strong and cooperative relationship with Pixie. I expressed a willingness to address any
concerns, work together to find a resolution, and rebuild trust between the two companies.
Strategy
1. Call them out, ask for an apology, Japanese defamation law?
2. First - ask why is it similar? Prove the originality of the game
3. Set deadlines/Finish by 3 days - no extensions
a. (Resources from Mukashi, maximum deadline: 1 week, subcontractors’
expenses: up to 50%, staffing: 3 tech staff from Kyoto only 1 can speak Chinese
150,000 yen per person - long term or cover some of outsourcing costs - cheaper
than sending staff)
4. Agree to new business activity
5. Negotiation Strategy:
Pixie - mainly Japanese clients - they could lose all their Japanese clients
● Japan is China’s second largest trading partner
Arguments:
1) Kyoto History
2) Story games is our specialty
3) Question how they “accidentally” sent the files over - quickly sent it back
Mukashi Pixie
BATNA ● Lawsuit ● Lawsuit - burden of
● -$400,000 - (30% of proof
initialization fee) ● Reputation risk
● -$900,000 (ending ● Losing clients
relationship with Pixie)
● -$10,000 - $100,000
(looking for other
companies)
$910,000 - looking for other
company in Chengdu area
Interests ● Maintaining business ● Protection of
relationship intellectual property
● Avoiding legal ● Compensation
disputes
● Protect the reputation
● Meeting current
deadlines
● Compensation for
reputation damages
Stakeholders CEO CEO
Japanese Government Chinese Government
Reserve Point <$4,000 per week
GOALS:
1. Restart the business asap! (Deadlines cannot exceed more than a week from the
current deadline)
2. Public apology
3. Make new contracts
Mukashi Games Situation
Item Cost Manpower Duration Reason
Need to finish Some 1 week after Transfer
Build a city developers current developers to a
deadline different project
Manpower Game Director 10 days from Start logic
crunch Designer now testing for
2 engineers Nintendo
Initialization $400,000
Payment (30%)
Options
Item Cost Manpower Duration Benefit
Hire more Pixie Cost =
staff/subcontra $900-1500 per
ct week
Willing to pay
half
Sending staff 150,000 yen 3 technical staff
*3 = 450,000 - only 1 can
per week speak Chinese
Outsourcing Cheaper than Better in the
sending staff, long run
willing to cover
some
Other Chengdu $900,000 A month
Developers (ending
relationship
with Pixie)
$10,000
(starting new
relationship)
Others in China $900,000 Few months
or Korea (ending
relationship
with Pixie)
$50,000 -
100,000
(starting new
relationship)