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Negotiation powe moves: Ari VS Terrance analysis

I stumbled upon this negotiation scene on YouTube called "Ari Gold vs Terrance".

Of course, it's scripted footage with all the typical elements of Hollywood dramatization.

But we can learn a few things from it.

Watch the video and think of what Ari gold might have done wrong:

 

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The main mistake is that while Terrance is staging his obvious "false walk away", Ari Gold looks like he knows what he's doing.

And yet, he asks him "how much".

That allows Terrance to set his anchor point very high.

When Ari Gold goes to Terrance feeling like he owns the world, he is still the one moving to meet Ari.
And he is still negotiation under Ari's initial frame, going from 100 down.

What He Should Have Done: Set The Anchor Himself

Ari Gold should have let Terrance walk away.

Then he would have contacted him with a low ball offer.
Ideally, he would have Ari then go to him and he would have also avoided that dramatic "combative negotiation style" that works for TV but rarely in real life.

In any case, much research shows that starting low and going up is most likely to reach a lower number than when you start high and move low.

Ari felt like he owned the world, but in truth, he made a rookie mistake.

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