Negotiations

For Professor Teply's Negotiations class - example of "competitive style".

My favorite television show is The West Wing, a show broadcasted from 1999-2006 set in the West Wing during the fictional Democratic administration of Josiah Bartlet. While reading the chapters on negotiating styles, I couldn't help but think of this show and the examples of negotiating it provides. The scene I've selected is the best example I could find that illustrates the dangers of competitive negotiation. The Democratic White House is at odds with a Republican Congress that is looking to run the table. In this scene, President Bartlet is arriving to agree to a continuing resolution on budget negotiations. They've previously agreed to a 1% cut, but the new Speaker of the House changes the terms last-minute and gives President Bartlet an ultimatum.

Category:

Education

Tags:

• negotiations
• teply
• west
• wing

[LittleVillage24]

I wish Obama had some balls like Bartlett.

[LeighMet]

@LittleVillage24 Well this was actually based on CLinton and Gingrich

[lekoman]

@JoseJimeniz It's like that on purpose. They shoot scenes like this hand-held (and in this case, it looks like they shot it with a long lens to get a nice tight close-up and get that much movement) because it helps build tension and makes you feel like you're in the room. You only notice in when the scene is out of the context of the whole episode. The psychology of cinematography. :)

[JoseJimeniz]

Steady the camera!



[YNot1989]

@LittleVillage24 Bartlett didn't have to deal with a Republican party led by infants and madmen.

[LeighMet]

Respond to this video... in 1995

[Gunman610]

The last two times the government was shut down with a Democrat in the White House and the GOP in Congress, the media really pushed that it was the Presidents' fault, but polling numbers showed voters blaming Congress.

[MarcoPolox74]

It's a better example of the BATNA - a key point in any negotiation.