Name: Analyzing Business Negotiation Scenes in Popular Shows Like ‘Friends’ and ‘The Office’
Uploaded: 2023-09-01T04:00:00Z
Duration: 9 min 20 s
Description: How well do characters in film and TV reflect successful negotiating strategies? Guhan Subramanian, head of Harvard Law School’s Program on Negotiation, analyzes the tactics displayed in “Friends,” “The Office,” “Entourage,” “Mad Men” and other shows. Photo illustration: Michael Tabb/NBC

https://www.barrons.com/client

Topics

Memberships

Tools

Customer Service

Network

Newsstand

For Business

For Education

For Advertisers

Account

About Barron's

bolded

unBolded

"We're trying to build an infrastructure at a pace the world has never seen before," Said Mike Intrator, CEO of CoreWeave. This interview was recorded on Jan. 21, 2026, at the World Economic Forum meeting in Davos, Switzerland.

https://m.wsj.net/video/20260130/9fefeb96-21f1-4462-b112-3aaca3722949/1/hls/manifest-hd-wifi.m3u8

CoreWeave CEO on Whether the AI Boom Is a Circular Economy

"The promise of AI is starting to get traction," said Mike Intrator, CEO of CoreWeave. This interview was recorded on Jan. 21, 2026, at the World Economic Forum meeting in Davos, Switzerland.

https://m.wsj.net/video/20260130/d1a78d1d-5153-453e-b4f6-6071639a1866/1/hls/manifest-hd-wifi.m3u8

CoreWeave CEO on the Future of the 'AI Economy'

"Nvidia has been an absolutely incredible partner for CoreWeave," said Mike Intrator, CEO of CoreWeave. This interview was recorded on Jan. 21, 2026, at the World Economic Forum meeting in Davos, Switzerland.

https://m.wsj.net/video/20260130/d8bc483e-3a75-466a-8e14-6c1712b12f14/1/hls/manifest-hd-wifi.m3u8

CoreWeave CEO on the Company's Relationship With Nvidia

Mike Intrator, CEO of CoreWeave, discussed the company's investments in self-built data centers, as well as third-party infrastructure. This interview was recorded on Jan. 21, 2026, at the World Economic Forum meeting in Davos, Switzerland.

https://m.wsj.net/video/20260130/3116ef6f-8fc2-43d8-a8e5-1c7b2aa839a4/1/hls/manifest-hd-wifi.m3u8

CoreWeave CEO on the Company's Data Centers

Mike Intrator, CEO of CoreWeave, explained why the company's relationship with Nvidia is "symbiotic but not equal," the future of the AI economy, and more as part of a conversation with Barron's editor at large Andy Serwer. This interview was recorded on Jan. 21, 2026, at the World Economic Forum meeting in Davos, Switzerland.

https://m.wsj.net/video/20260129/92afbff0-1175-4030-a383-f6a94b7dd910/2/hls/manifest-hd-wifi.m3u8

CoreWeave CEO on Nvidia, AI, and Building the Cloud

Joseph Dominguez, President and CEO of Constellation, discussed global aspects of the energy business. This interview was recorded on Jan. 20, 2026, at the World Economic Forum meeting in Davos, Switzerland.

https://m.wsj.net/video/20260122/dbf8069d-2eb7-4993-95e2-df86725f078f/1/hls/manifest-hd-wifi.m3u8

Constellation CEO on Transmitting Energy Globally

Joseph Dominguez, President and CEO of Constellation, discussed the future of the electric vehicle industry. This interview was recorded on Jan. 20, 2026, at the World Economic Forum meeting in Davos, Switzerland.

https://m.wsj.net/video/20260122/669e068f-d199-4ee5-9376-7eb2e8a83461/1/hls/manifest-hd-wifi.m3u8

Constellation CEO Sees Steady Growth for EV Demand

Joseph Dominguez, President and CEO of Constellation, discussed President Donald Trump's call for an emergency power auction. This interview was recorded on Jan. 20, 2026, at the World Economic Forum meeting in Davos, Switzerland.

https://m.wsj.net/video/20260122/52e7ac58-b132-4bcb-b752-a15c6e189bb5/1/hls/manifest-hd-wifi.m3u8

Constellation CEO on Trump's Plan to Cut Mid-Atlantic Electrical Bills

This level of energy demand has not been seen "in a long period of time," said Joseph Dominguez, President and CEO of Constellation. This interview was recorded on Jan. 20, 2026, at the World Economic Forum meeting in Davos, Switzerland.

https://m.wsj.net/video/20260122/082972b7-68f3-4df5-978c-7da79ff3fd50/1/hls/manifest-hd-wifi.m3u8

Constellation CEO on What Hyperscalers Mean For the Energy System

At Barron's

"Your 9-5...is just not going to do it," Nick Magguilli, personal finance expert, said on Barron's Streetwise podcast.

https://m.wsj.net/video/20251216/e6897805-d131-4cc4-9c59-ca03b0c0b958/1/hls/manifest-hd-wifi.m3u8

How to Scale Your Net Worth

TJ Thornton, Head of Global Research Product Marketing at BofA Securities, talks to Jack Hough about his favorite stocks outside of AI.

https://m.wsj.net/video/20251210/f9c1a95c-5a0e-4349-9fe4-73b3ac53bfb8/1/hls/manifest-hd-wifi.m3u8

BofA’s Favorite Non-AI Stocks

Jack Hough talks to TJ Thornton, Head of Global Research Product Marketing at BofA Securities about diversifying stocks to hedge AI risks.

https://m.wsj.net/video/20251210/8e164ff7-1500-4c2f-8713-e891c640a0f4/1/hls/manifest-hd-wifi.m3u8

Evaluating Investing Opportunities Beyond AI

Steve Quirk, chief brokerage officer at Robinhood, breaks down the value of tokenizing stocks in different markets.

https://m.wsj.net/video/20251126/f86d65ea-bd8b-4777-b6b0-80f7bb12027e/1/hls/manifest-hd-wifi.m3u8

Unpacking Tokenization for Everyday Investors

Jack Hough talks to Steve Quirk, chief brokerage officer at Robinhood, about trends in retail investing.

https://m.wsj.net/video/20251126/a9cbdcc6-f060-4fc9-a15e-396924e25946/1/hls/manifest-hd-wifi.m3u8

How Robinhood Reshaped the Trading Landscape for an Entire Generation

Streetwise host Jack Hough sat down with strategist Scott Wren to discuss how the AI-fueled market run stacks up against the dot-com boom.

https://m.wsj.net/video/20251111/bd2e1a5b-1a6e-4543-8133-dcc63f69b5dc/1/hls/manifest-hd-wifi.m3u8

AI vs. The Dot Com Bubble

Bank of America’s Haim Israel shares what’s next for Nuclear Energy development.

https://m.wsj.net/video/20250930/ab4fc336-af44-4af2-8e40-9ae6f04a445e/1/hls/manifest-hd-wifi.m3u8

The Outlook For Nuclear

Jack talks to Lyft CEO David Risher about growth potential in the company.

https://m.wsj.net/video/20250929/ae62b70e-912b-4ce7-ae63-1b2652628bae/1/hls/manifest-hd-wifi.m3u8

Lyft's Ride to Profit

The stock market is expensive. What does that mean for your portfolio? Jack sits down with Franklin Templeton’s Matt Quinlan to talk dividend investing, and whether it’s a good move in a pricey market.

https://m.wsj.net/video/20250911/9c85e132-d710-4458-9467-aa69d4f25ae0/1/hls/manifest-hd-wifi.m3u8

Dividends and Capital Appreciation

Barron's Streetwise

Anthea Tjuanakis Cox, Morgan Stanley’s head of financial planning, discusses key trends that advisors should consider when offering clients financial advice.

https://m.wsj.net/video/20260127/2debf803-64bf-4584-81dc-c92da72b7ed3/1/hls/manifest-hd-wifi.m3u8

Five Trends ‘Coalescing’ in Wealth Management

Interviews with top wealth management professionals about topics including compensation, hiring, marketing, next-gen, and more.

Advisors who can successfully serve a family with starkly different priorities represents the "alpha" that deepens the value of financial advice, says Anthea Tjuanakis Cox, Morgan Stanley’s head of financial planning.

https://m.wsj.net/video/20260127/2fd71263-ad5a-47f3-b7b8-9f784fd5f557/3/hls/manifest-hd-wifi.m3u8

Reconciling Divergent Values in Multigenerational Planning

For younger clients, advisors should discuss immediate life goals, not just distant  milestones, says Anthea Tjuanakis Cox, Morgan Stanley’s head of financial planning. “‘Make sure that you bring in the things that are actually relevant now.”

https://m.wsj.net/video/20260127/a12a45bb-eb55-40ec-bdaa-03cf9e74c32c/1/hls/manifest-hd-wifi.m3u8

Generational Differences and Advising Digitally Native Clients

Anthea Tjuanakis Cox, Morgan Stanley’s head of financial planning, says that when providing financial planning, advisors should offer multiple scenarios to reduce client anxiety and ensure that all parties involved feel seen.

https://m.wsj.net/video/20260127/ffcd128f-79e9-4cdc-b902-43c7667db536/1/hls/manifest-hd-wifi.m3u8

Advisors Should Share ‘Multiple Versions of Reality’ With Clients

“When you are with a prospect, a client, or a center of influence—anyone who has the ability to connect you—use the word introduction or connection,” says Bill Cates, founder of Referral Coach International.

https://m.wsj.net/video/20260113/61e36ad7-2500-42fb-abff-a52ca20310e8/1/hls/manifest-hd-wifi.m3u8

Why Advisors Should Embrace the Word ‘Introduction’

Bill Cates, founder of Referral Coach International, explains how advisors can learn more about their clients and build trust in the process.

https://m.wsj.net/video/20260113/ce45e37f-bb13-4b0c-896f-c7068a9e3fa0/1/hls/manifest-hd-wifi.m3u8

‘Three Magic Words’ That Advisors Should Say to Clients

“True relevance is all about empathy and really knowing your market and really knowing the people you are trying to reach,” says Bill Cates, founder of Referral Coach International. “That builds trust.”

https://m.wsj.net/video/20260113/85e0ebeb-a785-4705-b6af-5525daba48fd/1/hls/manifest-hd-wifi.m3u8

Relevance, Empathy, and Trust

Bill Cates, founder of Referral Coach International, describes how financial advisors can distinguish themselves from competitors.

https://m.wsj.net/video/20260113/bcc0f384-0f4a-4f62-bce9-6526a43e8948/1/hls/manifest-hd-wifi.m3u8

What’s Your Differentiator?

Although the northeast is still a “very strong market,” advisors and wealthy clients have been moving to the Southeast since Covid, says Jeff Gonyo, head of Wealth Management at Steward Partners.

https://m.wsj.net/video/20251229/3365335d-5a6e-435b-8ac2-df76d0ebcb93/1/hls/manifest-hd-wifi.m3u8

Advisors and Wealth Are Shifting to the Southeast

Barron's Advisor The Way Forward

Emily Green, head of wealth management at Ellevest, discusses the company’s intensive approach to training advisors on alternative investments.

https://m.wsj.net/video/20260122/3a98e5d9-ae20-4526-ae91-8a3df74c93a0/1/hls/manifest-hd-wifi.m3u8

How Ellevest Works With Advisors and Alternative Investments

Clients are concerned with the timing of distributions and the after-tax return of a fund and focus more on the value they receive than a fund’s fees, says Emily Green, head of wealth management at Ellevest.

https://m.wsj.net/video/20260122/eef5dc96-9ac0-4f4b-9944-c36951d47e40/1/hls/manifest-hd-wifi.m3u8

The Things That Clients Care Most About

Emily Green, head of wealth management at Ellevest, says advisors should “show up” where women are, be sensitive about how they are showing up, and focus on helping clients achieve their goals.

https://m.wsj.net/video/20260122/33e77af3-1032-4891-9284-c455d900f9d2/1/hls/manifest-hd-wifi.m3u8

Three Effective Ways for Advisors to Reach More Women

Ellevest’s head of wealth management discusses how the firm is addressing the gender wealth gap and how its advisors are helping female clients with all aspects of financial planning.

https://m.wsj.net/video/20260122/7bcfe251-9b72-47e7-b6d2-46b70f68b77c/1/hls/manifest-hd-wifi.m3u8

Emily Green: Women, Investing, and the Great Wealth Transfer

The Ameriprise Financial Services private wealth advisor discusses the centrality of the advisor-client relationship, the shift to holistic planning, and reasons why the financial planning process should be simplified.

https://m.wsj.net/video/20251216/0763524d-fc27-4495-a779-bbb533e16abc/1/hls/manifest-hd-wifi.m3u8

Doug Messina: The Importance of Strong Client Relationships

In terms of business continuity, “We don't leave until the client says, ‘yeah, I'm comfortable with so and so now and I know how to reach you if I need you,’” says Doug Messina, private wealth advisor with Ameriprise Financial Services.

https://m.wsj.net/video/20251216/32c51a2b-7ac0-4867-a758-7dd04ed104a1/1/hls/manifest-hd-wifi.m3u8

Transitioning Clients to a New Financial Advisor

“If you’re only hyper-focused on what’s happening in the market, it’s not going to do a whole heck of a lot,” says Doug Messina, private wealth advisor with Ameriprise Financial Services.

https://m.wsj.net/video/20251216/d08e7cf8-15b2-4d7b-b911-be1fa6058a65/1/hls/manifest-hd-wifi.m3u8

‘You Have to Be Able to Connect With People’

Be honest, be yourself, and “put yourself in the client’s position,” says Doug Messina, private wealth advisor with Ameriprise Financial Services.

https://m.wsj.net/video/20251216/e3bd3c54-c3c9-4856-b27b-52e1f20f96b3/1/hls/manifest-hd-wifi.m3u8

3 Pieces of Advice for Younger Advisors

Advisors need to “invest in the younger folks,” says Merrill Lynch private wealth advisor Tony Carpentieri, who asserts that developing “energetic, new, up and coming, and emerging players is the most important part” of succession planning.

https://m.wsj.net/video/20251204/b5efe5ba-edf5-4dc7-9040-2739b43dd9c4/1/hls/manifest-hd-wifi.m3u8

The ‘Most Important’ Part of Succession Planning Today

Barron's Advisor Next Generation

Will Nvidia and other technology companies keep powering the stock market in 2026? We'll speak with two veteran money managers about their views on tech and their favorite stocks for the coming year.

https://m.wsj.net/video/20251212/5683d7a0-ed1f-4e3c-b913-bb3367ea3abd/1/hls/manifest-hd-wifi.m3u8

Finding Bargains in a Pricey Market

Explore what could go right for investors, and what could go wrong, in a year that will see the AI trade evolve, the Fed's leadership change, and global competition for resources increase in this 2026 Outlook.

https://m.wsj.net/video/20251212/573f5954-c4ab-43e9-804d-f1ea93fbb70c/1/hls/manifest-hd-wifi.m3u8

Meeting the Challenge

Stocks are expensive, risks abound, and AI is about to change the world. Other than that, building a calamity-proof retirement portfolio should be a cinch. Tune in as two veteran money managers size up the markets and share their investment ideas.

https://m.wsj.net/video/20250211/17a5e7d6-7c36-44b0-a35e-bf5ac3a24194/1/hls/manifest-hd-wifi.m3u8

Saving for a Sunny Day

Research shows that people greatly underestimate the healthcare costs they’ll face in retirement. Learn from experts how to estimate those costs, prepare for potential long-term care needs, and manage healthcare expenses in retirement.

https://m.wsj.net/video/20250211/e7c022d9-badf-4e95-8e7c-0b6fce9f7823/1/hls/manifest-hd-wifi.m3u8

Are You Fiscally Fit?

Surging power demand, new energy sources, and growing competition have spurred the utility industry to become more innovative than ever before. Our panelists will unpack the changes afoot and explore what lies ahead for companies, customers, and investors.

https://m.wsj.net/video/20240917/001ea098-1fcc-4da5-9f0e-a3b149bbb2fb/1/hls/manifest-hd-wifi.m3u8

Not Your Father's Utility

Modernizing America's grid will take creativity and money -- lots of money. Learn how players across the power sector can achieve their electrification goals and serve new customers without breaking the bank for consumers.

https://m.wsj.net/video/20240917/bd6bd43a-bb07-4b7f-9d1c-6ae04220bea9/1/hls/manifest-hd-wifi.m3u8

Ready for a Revamp?

The launch this year of Bitcoin ETFs has made it easier for investors to buy and trade the cryptocurrency. But is that a wise move, and if so, how much crypto should you own?

https://m.wsj.net/video/20240529/cbb77f15-ef70-445d-85ae-5f02c24ea1ef/1/hls/manifest-hd-wifi.m3u8

Investing in Cryptocurrencies

Bitcoin and other digital currencies reside on software networks that aim to revolutionize everything from finance to art. Barron's talks to industry experts about the outlook for blockchain technology and its potential uses.

https://m.wsj.net/video/20240529/8f60a5ea-6de4-4c3c-b7c2-12b11aaa99f3/1/hls/manifest-hd-wifi.m3u8

Is Crypto Really a Game-Changer?

Persistent inflation means retirement savings don't go as far as they once did. We discuss the best inflation hedges, and how retirees can benefit from higher-for-longer interest rates.

https://m.wsj.net/video/20240429/69577ad6-cbaf-4d34-96f1-c42136e26aa2/1/hls/manifest-hd-wifi.m3u8

Protecting Your Nest Egg from Rising Prices

Barron's Roundtable

Whether you're leading a transition, building a scalable team, or just trying to stay ahead of the curve, this episode will give you practical insights to lead smarter and grow stronger.

https://m.wsj.net/video/20251010/fd26d60b-d1e6-409b-b51b-101da4aaa368/1/hls/manifest-hd-wifi.m3u8

Next-Gen Leadership Meets Smart Innovation

Electric vehicles sales are growing but not at the pace some expected. Some would-be buyers worry about the range of EV charging, and others are swayed by politics. But innovators from Detroit to Silicon Valley still envision a dramatic shift in how we get around. What’s going on and what’s next?

https://m.wsj.net/video/20240603/5784fa60-791c-47ad-9740-42e4553de5c4/1/hls/manifest-hd-wifi.m3u8

Forces Shaping EV Adoption and the Future of Driving

Success in improving the power grid to accommodate the electricity demands of the future will be a boon for companies doing the work and utilities that succeed. Explore the investing risks and opportunities.

https://m.wsj.net/video/20240522/2b825c69-2687-4d88-923b-0c8f523a2f67/1/hls/manifest-hd-wifi.m3u8

How to Invest in Initiatives to Bolster the Power Grid

Joanna Rotenberg, Fidelity's president of personal investing, discusses ways to make investing more accessible and how to bolster your own financial security.

https://m.wsj.net/video/20231025/8ad733df-ac90-41fd-9655-7761b3e0532c/2/hls/manifest-hd-wifi.m3u8

Mind the Gap: Demystifying Investing

Reshma Kapadia sits down with Cozy Wittman of College Inside Track to discuss how to tackle all things college, from what admission officers are seeking today, to navigating the different ways to funding higher education and evaluating the ROIs.

https://m.wsj.net/video/20230515/b7229011-05cc-42ec-9c16-1d7752ec668d/1/hls/manifest-hd-wifi.m3u8

Decoding the College Search and Financing Puzzle

Nicole Webb, financial advisor and SVP at Wealth Enhancement Group, shares ways to navigate the real estate market this spring whether you are a first-time buyer, a retiree downsizing or someone who is relocating or looking for a second home.

https://m.wsj.net/video/20230424/93eb00e1-caf0-4e83-9fc7-b502a57dc546/1/hls/manifest-hd-wifi.m3u8

Pro Tips on Buying and Selling a Home

Reggie Fils-Aimé, former president and COO of Nintendo of America, joins Barron's deputy editor Alex Eule to discuss his unlikely rise to the top, and the risks he took once there to beat the odds and achieve success.

https://m.wsj.net/video/20220630/61e2296d-ab1a-4216-ae65-24676447c616/1/hls/manifest-hd-wifi.m3u8

How Nintendo's Former President Disrupted the Gaming Industry

2050 Wealth Planners co-CEO Lazetta Rainey Braxton, Sequoia Financial Planners vice president Elizabeth Scheiderer, and MoneyZen founder Manisha Thakor offer tips on how to prepare for recession, inflation, caregiving needs.

https://m.wsj.net/video/20220617/a71025ce-518b-49b9-b098-21417863f8ce/1/hls/manifest-hd-wifi.m3u8

Financial Advice for the Inflation-Weary

Families and advisors have a lot to navigate when it comes to generational wealth transfer. Add sustainable investing to the list. Examine strategies to help close the generational divide. From the Dow Jones Energy & Sustainability event series.

https://m.wsj.net/video/20230210/85cbf3f9-b5ab-4bfa-93c6-f8e8a247d386/1/hls/manifest-hd-wifi.m3u8

Sustainable Investing and the Wealth Transfer

Barron's Events

Level Up

Barron's Explains

Back to Business

Great Investors

MarketWatch

Video Center - Barron's home

How well do characters in film and TV reflect successful negotiating strategies? Guhan Subramanian, head of Harvard Law School’s Program on Negotiation, analyzes the tactics displayed in “Friends,” “The Office,” “Entourage,” “Mad Men” and other shows. Photo illustration: Michael Tabb/NBC

https://m.wsj.net/video/20230920/2a1cdb6f-c0f1-4420-83b3-b385c3b10d86/2/hls/manifest-hd-wifi.m3u8

Analyzing Business Negotiation Scenes in Popular Shows Like ‘Friends’ and ‘The Office’

We are prepared to make you a very generous offer.

And, we are prepared to reject that offer.

Michael, you haven't even heard.

Never accept their first offer. What is your second offer?

Stop for a second. It's just not, makes no sense to say, "I don't even hear your first offer. I hear your second offer." I'm Guhan Subramanian. I'm a professor at Harvard Law School, and Harvard Business School, and I'm the faculty chair of the Harvard Law School program and negotiation. We're gonna watch a few negotiation clips, and I'm gonna offer a negotiation perspective on some of the dynamics that we'll see on the screen.

What is your second offer?

$12,000.

Are you kidding me? That is insultingly low. I don't even want to hear what your first offer was.

I think, in general, you should put a first offer on the table, and so especially as a seller of the business, you should try to anchor the negotiation at a very high number, and that's by putting a first offer out there.

I'm sure you're scared. Probably in debt. That's the best offer you're gonna get. I'll see your situation, and I'll raise you a situation. Your company is losing clients left and right. You have a stockholder meeting coming up, and you are going to have to explain to them why your most profitable branch is bleeding.

As much of a buffoon as Michael Scott is. This is a really nice move. So, in negotiations there's some terminology we oftentimes use. The BATNA is the best alternative to a negotiated agreement. So, the BATNA, is "what will you do if you don't reach a deal?" And, equally important, their BATNA. What will they do if they don't reach a deal? Michael Scott does a really nice job of saying, "Look, you think my BATNA is so bad? Let me tell you about your BATNA. And, your BATNA is you're gonna lose your job if you don't get this thing done." So, it's a really nice display of pretty textbook, best practice negotiations.

How's about $60,000?

That's a 5x increase from its first offer. So, it does suggest that the BATNA assessment of Michael Scott was pretty correct, in that, he has to reflect that in the next offer that he makes.

My client is prepared to settle for 50% of the marital assets.

Obviously it's a farce. It's a nice way of trying to diffuse the offer that's being made.

Why only 50, Brady? Why not a hundred? While we're dreaming, why not 150?

So, in negotiations we've got a concept called ZOPA, zone of possible agreement. When you make a first offer you can anchor the negotiation in your favor. The research indicates that it shifts our perception of where the zone of possible agreement is. In this case, you go to the room, and think you can get 50% of the marital assets, but when the anchor is set at something more aggressive than that, you feel like I'll be lucky if I can get 25%. So, anchors shift our perception.

What's your bottom line?

Primary residence, 30% of remaining assets.

What are you nuts?

So, in general, repeat negotiators have to be more problem-solving with each other, because there's gonna be a next round

Brady, It's a negotiation.

Walking out of the negotiation is an appropriate tactic. To stay at the table in this context would signal, "I'll be willing to tolerate your antics," and you want to be able to signal, "It's just not acceptable." I often get asked, "Should I go to their office. or should they come to my office?" I recommend, and I know it's not easy, but go to their office. It shows some respect for their time that you're coming to them, they're not coming to you. If things really break down, you can leave.

65.

85, Ari!

I'll give you a 75, provided that after I do my due diligence, I don't find out that you screwed up everything I did here. Yes or no?

The midpoint of the first reasonable offer, and counter offer, is typically a pretty good predictor where the final deal's gonna end up.

85. That's my drop dead number, not a dollar less. I don't care what you think you know.

I think that's a potential problem. When you say things like "drop dead," "absolute best and final," "this is really my limit," it does reduce your credibility for the future. If you then agree to something much less than.

I'll need to hire my own team.

We can make that work.

The other firm said they'd lose the billable hours requirement.

We just want you working on the cases that you are passionate about.

She's playing them off each other, and sometimes it's very explicit. In my research, I do find that the competition for the deal or the perception of competition, can create a lot more leverage than just the back and forth across the table. And, this is an example of that.

I'll need complete independence. No supervisor, no staff meetings, no backseat driving.

You're great because you're you, Annalise

Early on, you want to think about the broad set of features of the job, your responsibility, who do you report to? What does the trajectory look like? Pay is important, for sure. As you get more senior, things like elimination of administrative tasks, you know, being able to focus on what you love. Less about mentorship and more about mentoring. Those things become more important in the mix.

I've been offered double that amount.

I find that hard to believe.

Call to check. I've got offers from Lindstrom, Shorish Group, Summers and Powers.

Summers and Powers is ranked the number one firm in Pennsylvania.

If it's a weaker firm, you might not wanna mention who it is, but you could just say, I've got another offer. If it's a competitor firm, or even a a better firm, you might wanna put that name on the table.

Give me a few days and I'll think about it. Lemme think about it. I'll think about it.

I think in this context to say, "Gimme a few days to think about it." That is entirely appropriate. Consult with your spouse, consult with your family. Think about what you want to do. It allows you to shop around some more. Now, on the law firm side, some of the lower contenders might have considered making what I call a shutdown move. When she says, "gimme a few days to think about it," the law firm might counter and say, "gosh, um, is there anything we could do right now that would make it easy for you to accept our offer? Right? That's the kind of thing you could try to do to shut it down and to get it done in the room, because you're aware that if she leaves the room, she's probably not gonna come back. In mergers and acquisitions and other contexts if you take a few extra days, the deal can get taken away from you. So, in general, you wanna keep the deal momentum going.

You take time to think about it.

I don't need to, it's not a good fit.

We just said yes to every one of your asks.

Well, that's because you're basically desperate.

You might consider saying, "Hey, I'm about to walk away. I think there's just no deal to be done, but, before I do that, gimme your best and final." So, to give them a so-called last look can be appropriate before walking away. But, sure, if there's six or seven possibilities, drill out one or two, they're just non-starters. That's entirely appropriate. The way she's deployed competition, and the perception of competition is really pretty terrific.

It's pretty good.

I brought in the popsicle account today, on my own.

Hey Ginger, did you hear about this?

I've gotta go.

So here, she does a pretty good job of saying, "look, here's what I do. Here's what I've done. Here's what I've delivered." And, because of that.

Freddy Robinson's office has been vacant for some time, I think I should have it.

It's yours.

Really?

The thing that gives me some concern is that she asked for something quite reasonable and I wonder is she under asking? Is she under advocating for herself? My recommendation would be being aware of what you're delivering, and then making an offer or asking for something that's reflecting the value you're delivering to the company. What's the ZOPA in this negotiation? And ask for it. I'm a little disappointed, and maybe this is just the inevitable given the context that she's in.

You young women are very aggressive.

Oh, I didn't mean to be impolite.

She's not being aggressive. She's asking something very reasonable. In the US, there's research indicating that women in general, on average, are less likely to perceive situations as being negotiable, than are men. And, as a result, they don't perceive situations as being opportunities to negotiate. Now, a further troubling finding is that there is a backlash when women negotiate. And, this guy illustrates that very clearly on the screen when he says, "you know, you're kind of a pain, you're being very aggressive." She asked for something, she got it. Hopefully today she could ask for a lot more.

How much is it?

$8,600.

We will give you $10.

Now, low balling is a version of anchoring. If it's reasonable, then it can be an effective anchor. If it's ridiculous, it has no effect. And, in this case, the $10 is clearly ridiculous. It has no effect.

Are you interested in this ring?

Yes, yes, but I can only pay $8,000.

Okay, I can let it go for $8,000.

This is a bit rushed. And so, when the guy says, "well what's your offer," to take a little step away, talk to Phoebe, come back and say, "Well, what do you think of $7,000?" To me, that would've been appropriate. To just come up with a number? That's when mistakes can be made. The only way to really reset when that kinda mistake is made is to change the players. Joey comes back the next day and offers 7,000 for the ring and they get it done at 7,500, and then he sells it back to Chandler for that price. Negotiations is a skill you can really work on and learn over the course of a career. Can you become Roger Federer? No, probably not. With all the tennis lessons in the world, I can't become Roger Federer. But, you can get really good, and I think that's true in negotiations as well.

Harvard Business Professor Analyzes TV and Movie Negotiation Scenes

Up Next