The characters, "born negotiators," quickly discard the "legal eagles" and get straight to negotiation. When Terrence makes his first concession offering ten million to Ari, the two quickly converge on an agreement. This 'offer dance' is typical in negotiations pitting two highly competitive bargaining styles against each other. By preparing to leave after Terrence's paltry offer of four million, Ari is choosing to end the negotiation rather than legitimize the offer and allow himself to be anchored by it. This is the "Getting to yes isn't always best" approach that Max Bazerman and Margaret Neale discuss in their book Negotiating Rationally. They explain, "Threatening to walk away from a table is better than agreeing to an unacceptable starting point." This is a good move by Ari, and one that pays off. At long last we see Ari stand up to Terrence. Using the bluff of deep pockets, Ari leverages Terrence's loss aversion and gets him to settle at a much larger sum than his original offer. Had Terrence called Ari on his bluff and relied on the courts to settle the dispute he could have probably outspent Ari, although such a legal battle would prove to be costly. Instead, a quick resolution emerged and Ari walked away with a handshake and $11 million. Ari's already got big plans for the money and was been spotted scouting out some big office space shortly after the meeting with Terrence. He's looking to open up his own agency, the "Gold Standard Agency."
Entourage
Ari
Gold
Agent
Negotiation
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