Optimizing Negotiation Strategies for Antam in Integrated EV Battery Value Chain with the Korean Consortium

  • Fajar Angga Angga PT Antam Tbk
  • Yos Sunitiyoso
  • Sahat Hutajulu

Abstract

Antam as one of leading mining industry in Indonesia have strategic shift towards the EV battery industry, leveraging its position as the owner of Indonesia's second-largest nickel resource. The study explores Antam's role in supporting Indonesia's national priority program for EV battery ecosystem development. It focuses on Antam's initiative to segment the Buli-Serani IUP, dedicating part of it to the battery industry ecosystem, up to producing precursors. The research explores Antam's efforts to identify and establish a Zone of Possible Agreement (ZOPA) in negotiations with the Korean Consortium. It delves into strategies set to safeguard Antam’s interests within the burgeoning EV battery sector. Central to the inquiry is the optimal positioning of Antam to leverage its nickel resources, aligning with Indonesia’s national priority program for the development of the EV battery industry ecosystem. The analysis is instrumental in guiding Antam to navigate through complex negotiations towards achieving a sustainable and profitable venture in the global market.. This research, enriched by qualitative data from interviews and extensive case studies, scrutinizes equity distribution, conversion rates, procurement strategies, and financial terms. It identifies market volatility and regulatory dynamics as key risk factors influencing Antam's strategic journey. The findings culminate in actionable insights and strategic recommendations, guiding Antam towards a sustainable, profitable foothold in the global EV battery sector, thus marking a significant pivot in its business trajectory.

References

Thompson, L. L. (2020). The Mind and Heart of the Negotiator (7th ed.). Pearson.
Lax, D. A., & Sebenius, J. K. (2006). 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Harvard Business School Press.
Dispute Resolution Research Center, Northwestern University. (2002-2008). Cobalt Systems and SilverLight Electronics [Role-play case study]. DRRC, Kellogg School of Management, Northwestern University.
Ministry of Energy and Mineral Resources. (2019). Peraturan Menteri Energi dan Sumber Daya Mineral Nomor 11 Tahun 2019 [Minister of Energy and Mineral Resources Regulation Number 11 of 2019].
S&P Global Commodity Insights. (2022, December 22). Commodities 2023: Lithium prices likely to see support from tight supply, bullish EV demand. https://www.spglobal.com/commodityinsights/en/market-insights/latest-news/metals/122222-lithium-prices-likely-to-see-support-in-2023-from-tight-supply-bullish-ev-demand
European Parliament, & Council of the European Union. (2023). Regulation (EU) 2023/1542 of 12 July 2023 concerning batteries and waste batteries, amending Directive 2008/98/EC and Regulation (EU) 2019/1020 and repealing Directive 2006/66/EC (Text with EEA relevance). Official Journal of the European Union. https://op.europa.eu/en/publication-detail/-/publication/d0065c31-2ce3-11ee-95a2-01aa75ed71a1/language-en
Fisher, R., Ury, W., & Patton, B. (2011). Getting to Yes: Negotiating Agreement Without Giving In (p. 104). Penguin Books.
Ury, W. (1993). Getting Past No: Negotiating in Difficult Situations (p. 15). Bantam Books.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation (6th ed., p. 70). McGraw-Hill/Irwin.
Shell, G. R. (2006). Bargaining for Advantage: Negotiation Strategies for Reasonable People (2nd ed., p. 36). Penguin Books.
Published
2024-03-01
How to Cite
ANGGA, Fajar Angga; SUNITIYOSO, Yos; HUTAJULU, Sahat. Optimizing Negotiation Strategies for Antam in Integrated EV Battery Value Chain with the Korean Consortium. International Journal of Business and Technology Management, [S.l.], v. 6, n. 1, p. 157-171, mar. 2024. ISSN 2682-7646. Available at: <https://myjms.mohe.gov.my/index.php/ijbtm/article/view/25156>. Date accessed: 17 apr. 2024.
Section
English Section