How to Negotiate when your Life Depends on it
Better Call Saul & Negotiation Tactics
Negotiating when your Life Depends upon it:
In Better Call Saul, Jimmy is captured by a drug dealer with the personality of a wrecking ball named Tuco.
Jimmy tries to talk down Tuco from killing him & his two associates tied up in the background.
Here’s how he does it:
In case you need a refresher on Negotiating Tactics, here you go:
Jimmy tries convincing Tuco to spare them because they have a working mom waiting for him. (Appeal to Empathy)
It backfires. So, he pivots.
Then he remembers, Tuco’s grandmother & how gentle Tuco is with her, so he labels Tuco’s response as justice.
Tuco planned on letting the two boys go earlier until they insulted his grandmother. When Jimmy says:
Jimmy: Back at your abuelita’s, you were going to let them go. The way I see it, it’s because you’re tough, but fair. You’re all about Justice. (Labeling the Emotion)
Tuco: That’s what I’m saying. (That’s Right)
Jimmy took Tuco’s rage and gave it a label: getting justice for insulting his grandmother.
This is a turning point in the negotiation. And now you're close to a deal.
Closing the Deal:
Jimmy has got Tuco’s ear. Now guide him to the least painful outcome.
Jimmy: These two shit-for-brains? These big mouths? You’ve already beat the living hell out of them. 10 years from now these kids will still be crapping their jockeys.
Tuco: It’s not enough…
Jimmy: Ok. Ok…. Then let’s talk proportionality. They’re guilty. Agreed (Accusation Audit). Now you have to decide the right sentence.
Tuco: Like a Judge.
Jimmy: Like a Judge. (Mirroring)
The boys are guilty & Tuco holds the power to decide the punishment. Jimmy doesn’t deny it.
So, he mirrors Tuco’s “Judge” sentiment to get psychologically closer.
Then Jimmy delivers his guiding line.
Jimmy: Ever hear of the code of Hammurabi? Let the punishment fit the crime? Eye for an Eye?
Goal: reasonable punishment to fit the crime.
They agree on breaking 1 leg each because the boys are skateboarders.
Jimmy cinches the deal with 1 line.
Jimmy: It’s tough but fair. (The F-Word)
He uses the word fair in a positive connotation to seal the deal & make Tuco think he came up with the sentence on his own.
It builds a reputations & earns Tuco’s respect.
Jimy argued a death sentence to 6-months’ probation.
Now that's a good negotiator.