Ari Gold: Super Agent? (Part four: Opening offers)

In the first three scenes, we see Terrence build his leverage. If the first, he shows Ari his 'deep pockets.' In the second, we see him use normative leverage to build an audience for his return to the agency. In the third, he 'declares war' and in this scene we see the two go to battle in the "war room."

Again, Terrence is quick to "cut to the chase." He's coming back, and Ari has no power to say otherwise. As established in the previous scenes, Terrence has all the power inside the agency. He reveals his true aims: Terrence wants back in the game.

Ari appeals to outside standards to make the argument for an extension on his contract. When Terrence says that he's "always been fair" with Ari, Ari communicates his own of fairness saying, "You were fair with me when you said you were leaving. You coming back is not fair to me, not now."

Terrence dodges the fairness argument by using the same tactic that he used to eject Ari from the staff meeting. He appeals again to normative standards saying,

"You know I have a policy never to extend active contracts."

In the end, Terrence combines the normative and financial leverage that he has been building with a new form of leverage: Negative leverage -- the power to make Ari worse off. We can see Ari is worried about this and on the defensive. He again shows his 'tell' (fiddling with his wedding ring).

Thus far, it's clear who has done better in this negotiation: Terrence is back in charge, -- effectively demoting Ari -- and Ari hasn't seen any concessions.

Category:

Entertainment

Tags:

• Entourage
• Ari
• Gold
• Agent
• Negotiation

[kamthewire]

"nothing!" ari got dissed big time.

[2percentLLC]

so when am i coming in as the guest queen... and i have more jabs

[2percentLLC]

so when am i coming in as the guest queen... im thinking a nice royalty. make me an offer jerry. ;)