The Fifth Element by Luc Besson and Robert Mark Kamen http://youtu.be/3oKwg6W05MU INT. POLICE STATION HALLWAY KORBEN Found him... AKANIT (tense) Send someone to negotiate! KORBEN Mind if I go? I'm an excellent negotiator. COP 1 Uh... Sure, go ahead. Korben gets ready. COP 1 We're sending someone in who's authorized to negotiate. 225 INT. POLICE STATION Korben walks quickly into the room, heads straight for Akanit, raises his gun and puts a bullet through his head. KORBEN Anyone else want to negotiate? COP 2 (to another Cop) Where'd he learn to negotiate like that? Very straight and to the point, showing the true nature of the cop world where "justice" is swift and immediate where ever possible; and also uses the element of surprise to at first make us think there might be a dialog. But this is Bruce Willis.

The Maltese Falcon (1941) Writers: John Huston (screenplay), Dashiell Hammett (novel) SPADE: Alright, I've got another suggestion. It may not be as good as the first one, but it's better than nothing. You want to hear it? GUTMAN: Most assuredly. SPADE: Give them Cairo. GUTMAN: (Chuckles) Well, by gad, sir... CAIRO: And suppose we give them you or Miss O'Shaughnessy? How about that, huh? SPADE: You want the Falcon. I've got it. A fall-guy is part of the price I'm asking. As for Miss O'Shaughnessy, if you think she can be rigged for the part, I'm perfectly willing to discuss it with you. CAIRO: You seem to forget you're not in a position at all to insist upon anything. GUTMAN: Now, come, gentlemen, let's keep our discussion on a friendly basis. There certainly is something in what Mister Cairo said. SPADE: If you kill me, how are you gonna get the bird? And if I know you can't afford to kill me, how are you going to scare me into giving it to you? GUTMAN: Well, sir, there are other means of persuasion besides killing and threatening to kill. SPADE: Yes, that's...that's true. But they're none of them any good unless the threat of death is behind them. You see what I mean? If you start something I'll make it a matter of your having to kill me or call it off. GUTMAN: (Chuckles) That's an attitude, sir, that calls for the most delicate judgment on both sides -- because, as you know, sir, in the heat of action men are likely to forget where their best interests lie and let their emotions carry them away. SPADE: Then the trick from my angle is to make my play strong enough to tie you up, but not make you mad enough to bump me off -- against your better judgment. GUTMAN: By Gad, sir, you are a character! (Cairo whispers to Gutman.) SPADE: (Looking at Wilmer) Six-two and even they're selling you out, sonny. (To Gutman) I hope you're not letting yourself be influenced by the guns these pocket edition desperados are waving around, because I've practiced taking guns away from these boys before so we'll have no trouble there. Wilmer here is... WILMER: All right! GUTMAN: Wilmer. Wilmer. WILMER! (Spade decks Wilmer. O'Shaughnessy grabs Wilmer's gun but Spade takes it away. Spade and Cairo carry Wilmer to the couch. Spade collects Cairo's and Wilmer's remaining guns, then returns to Gutman.) SPADE: There's our fall guy. Now, either you'll say yes right now or I'll turn the Falcon and the whole lot of you in. GUTMAN: Don't like that, sir. SPADE: You won't like it. Well? GUTMAN: (Looks at Wilmer, then sighs.) You can have him.

The Princess Bride (1987) Writers: William Goldman Inigo knocks on the door. MIRACLE MAX: Go away. (Inigo continues knocking. A face appears through a small door on the main door.) MIRACLE MAX: What, what? INIGO: Are you the Miracle Max who worked for the King all those years? MIRACLE MAX: The King's stinking son fired me. And thank you so much for bringing up such a painful subject. While you're at it, why don't you give me a nice paper cut and pour lemon juice on it? We're closed. (He closes the door. They knock again.) Beat it, or I'll call the Brute Squad! FEZZIK: I'm on the Brute Squad. MIRACLE MAX: You ARE the Brute Squad. INIGO: We need a miracle. It's very important. MIRACLE MAX: Look, I'm retired. Besides, why would you want someone the King's stinking son fired? I might kill whoever you wanted me to miracle. INIGO: He's already dead. MIRACLE MAX: He is, huh? I'll take a look. Bring him in. (They enter and place Westley on the table. Max examines him.) MIRACLE MAX: I've seen worse. INIGO: Sir? Sir? MIRACLE MAX: Huh? INIGO: We're in a terrible rush. MIRACLE MAX: Don't rush me, sonny. You rush a miracle man, you get rotten miracles. You got money? INIGO: Sixty-five. MIRACLE MAX: Sheesh! I never worked for so little. Except once, and that was a very noble cause. INIGO: This is noble, sir. His wife is... crippled. The children are on the brink of starvation. MIRACLE MAX: Are you a rotten liar! INIGO: I need him to help avenge my father, murdered these twenty years. MIRACLE MAX: Your first story was better. Where's that bellows cram? He probably owes you money, huh? Well, I'll ask him. INIGO: He's dead. He can't talk. MIRACLE MAX: Hoo hoo, look who knows so much, heh? Well, it just so happens that your friend here is only mostly dead. There's a big difference between mostly dead and all dead. Please, open his mouth. Now, mostly dead is slightly alive. Now, all dead... well, with all dead, there's usually only one thing that you can do. INIGO: What's that? MIRACLE MAX: Go through his clothes and look for loose change. (To Wesley) Hey! Hello in there! Hey! What's so important? What you got here that's worth living for? Westley: True...love... INIGO: True love! You heard him? You could not ask for a more noble cause than that. MIRACLE MAX: Sonny, true Love is the greatest thing in the world, except for a nice MLT--- mutton, lettuce and tomato sandwich, when the mutton is nice and lean, and the tomato is ripe. They're so perky. I love that. But that's not what he said--- he distinctly said "To blave," and as we all know, "to blave" means to bluff, heh? So you were probably playing cards, and he cheated-- Valarie appears and goes at Max. VALERIE: Liar! Liar! Liar! MIRACLE MAX: Get back, witch! VALERIE: I'm not a witch, I'm your wife, but after what you just said, I'm not even sure I want to be that anymore. MIRACLE MAX: You never had it so good. VALERIE: True love. He said true love, Max. My God. MIRACLE MAX: Don't say another word, Valerie. VALERIE: He's afraid. Ever since Prince Humperdinck fired him, his confidence is shattered. MIRACLE MAX: Why'd you say that name? You promised me that you would never say that name! VALERIE: What... Humperdinck? MIRACLE MAX: Haah! VALERIE: Humperdinck! Humperdinck! Humperdinck! Humperdinck! Humperdinck! Humperdinck! MIRACLE MAX: I'm not listening. VALERIE: True love lies expiring, and you don't have the decency to say why you won't help. MIRACLE MAX: Nobody's hearing nothing! VALERIE: Humperdinck! Humperdinck! INIGO: This is Buttercup's true love. If you heal him, he will stop Humperdinck's wedding. MIRACLE MAX: Shut up! Wait, wait. I make him better, Humperdinck suffers? INIGO: Humiliations galore. MIRACLE MAX: Ha ha ha! That is a noble cause! Gimme the sixty-five. I'm on the job. VALERIE: Woo-woo! (Time passes. Valerie covers a huge pill with chocolate.) INIGO: That's a miracle pill? VALERIE: The chocolate coating makes it go down easier, but you have to wait fifteen minutes for full potency, and he shouldn't go in swimming after for at least-- what? MIRACLE MAX: An hour-- VALERIE: Yeah, an hour-- MIRACLE MAX: A good hour. Here. INIGO: Thank you for everything. MIRACLE MAX: Okay. VALERIE: Bye-bye, boys! MIRACLE MAX: Have fun storming the castle. VALERIE: Think it'll work? MIRACLE MAX: It would take a miracle. MIRACLE MAX: Bye-bye!! VALERIE: Bye.

Secretariat (2010) http://movieclips.com/2ZoT-secretariat-movie-diner-deal/ OGDEN PHIPPS: My accountants, they may be slow of foot but they are quick to calculate, and they tell me that you're in a rough spot. So I'll buy that horse of yours right now-- seven million dollars. All cash. PENNY: If he does what I think he'll do, his value will double, if not triple. OGDEN PHIPPS: You do know what you're saying. You're guaranteeing that this horse is going to win the triple crown. The Derby, the Preakness and the Belmont. Three races, three states, in just in five weeks. Hasn't been done in twenty-five years. PENNY: That is exactly what I'm saying. OGDEN PHIPPS: Eight million. PENNY: No. OGDEN PHIPPS: You're that stubborn? PENNY: I'm that right. TRIVIA: The words that Diane Lane speaks at the end of the film are from the book of Job, Chapter 39, when God is describing horses. Verse 22: "It laughs at fear, afraid of nothing; it does not shy away from the sword." This negotiation is a great example of Beginning, Middle, End scene writing. Beginning: Phipps seems to have the upper hand in this negotiation--Penny's in a tight spot, his offer will make her troubles go away. Middle: She politely rejects offer, she knows the value and potential of her horse and firmly asserts the horse's outcome. End: Phipps sweetens the offer, she rejects. But her calm self-assurance/confidence/sincerity earns Penny the deal she wants. As God described in the above scripture, Penny "does not shy away from the sword."

Movie: Star Wars Youtube: http://youtu.be/bosSsgzgenA Han Solo: Han Solo. I'm captain of the Millennium Falcon. Chewie here tells me you're lookin' for passage to the Alderaan system? Ben Obi-Wan Kenobi: Yes indeed, if it's a fast ship. Han Solo: Fast ship? You've never heard of the Millennium Falcon? Ben Obi-Wan Kenobi: Should I have? Han Solo: It's the ship that made the Kessel Run in less than twelve parsecs. I've outrun Imperial starships. Not the local bulk cruisers mind you, I'm talking about the big Corellian ships now. She's fast enough for you old man. What's the cargo? Ben Obi-Wan Kenobi: Only passengers. Myself, the boy, two droids... and no questions asked. Han Solo: [chuckles] What is it? Some kind of local trouble? Ben Obi-Wan Kenobi: Let's just say we'd like to avoid any Imperial entanglements. Han Solo: Well, that’s the real trick isn’t it? And it’s going to cost you something extra. (pauses) Ten thousand, all in advance. Luke Skywalker: Ten thousand? We could almost buy our own ship for that. Han Solo: But who’s going to fly it kid? You? Luke Skywalker: You bet I could, I’m not such a bad pilot myself. (starts to get up) We don’t have to sit here and listen… Ben Obi-Wan Kenobi: We can pay you two thousand now plus fifteen when we reach Alderaan. Han Solo: Seventeen huh? Ok you guys got yourself a ship. We’ll leave as soon as you’re ready. Docking bay ninety-four Ben Obi-Wan Kenobi: Ninety-four. Han Solo: Looks like somebody’s beginning to take an interest in your handiwork. Stormtrooper (talking to bartender): Alright, we’ll check it out. Han Solo: Seventeen thousand, those guys must really be desperate. This could really save my neck. Get back to the ship and get her ready. Ben Obi-Wan Kenobi: You’ll have to sell your speeder. Luke Skywalker: That’s OK, I’m never coming back to this planet again. Greedo: [In Huttese; subtitled] Going somewhere, Solo? Han Solo: Yes, Greedo. I was just going to see your boss. Tell Jabba I've got his money. Greedo: It's too late. You should have paid him when you had the chance. Jabba's put a price on your head so large, every bounty hunter in the galaxy will be looking for you. I'm lucky I found you first. Han Solo: Yeah, but this time I've got the money. Greedo: If you give it to me, I might forget I found you. Han Solo: [stealthily going for his blaster] I don't have it with me. Tell Jabba... Greedo: Jabba's through with you! He has no use for smugglers who drop their shipments at the first sign of an Imperial cruiser. Han Solo: Even I get boarded sometimes. Do you think I had a choice? Greedo: You can tell that to Jabba. At best, he may only take your ship. Han Solo: Over my dead body! Greedo: That's the idea... I've been looking forward to this for a long time. Han Solo: Yeah, I'll bet you have. [Han blasts Greedo, then heads out, tossing the bartender a coin] Han Solo: Sorry about the mess. Comment: These are 2 great back to back negotiation scenes. It introduces us to Han Solo, one of the great movie characters, and tell us everything we need to know about him through his negotiating tactics.

BAD SANTA (2003) written by Glenn Ficarra and John Requa https://www.youtube.com/watch?v=Tt8DoNerIPY GIN: Well, let's face the facts. Y'all are a couple of half-bucket small-timers. You, because of your physical attributes, found a niche, and I respect that. But you also been caught......by me. So this is how it's gonna be. I don't want to take over. I don't even want to change your scam. Whatever you guys do, it works. All I want is a taste. When the deed is done, we part ways. I'll buy a little ranch in Havasu, and you all take your little medicine show back on the road. MARCUS: How much? GIN:Half. WILLIE: No way! You don't know who you're fucking with. MARCUS:Back off, Will. I got this. I got this! Okay. Thirty percent. There's three of us. Thirty percent. That's fair. GIN:Half. MARCUS:I meant thirty three... GIN:I meant half. MARCUS:...and a third. GIN:Half. MARCUS:Thirty-five. GIN:Half. MARCUS:Forty. GIN:Half. MARCUS:Forty-two. GIN:(mouths “half”) MARCUS:Forty-five. GIN:Half. MARCUS:Forty-eight? GIN:Half. MARCUS:Forty-nine. GIN:Half. WILLIE: Well, what's one point? GIN:We split the dough right down the middle. Any merchandise you take, I get to look at and cherry-pick. MARCUS:No! Money's one thing, but you ain't gettin' the -- GIN:This ain't no Chinese menu, jagoff. I tell you how it's gonna be. This is pricks fix. WILLIE: “Pricks fix?” MARCUS:Ah, he's a fucking moron. WILLIE:Oh, really? Is that how you got the upper hand? MARCUS:Fuck you. WILLIE:Negotiating? MARCUS:If you don't like, next year, fuck off. I can always get another box jockey. WILLIE:I can get another midget, too. MARCUS:Yeah, where? You see us hanging off of trees like fucking crab apples? Even if we did, you'd never front your own racket. You know why, Willie? You got no discipline. You got zero fuckin' initiative. You'd fall apart without me. You're too pathetic for words. You're a fucking loser, and you fucking know it. Dialogue on dialogue: This scene gets a ton of comic mileage just from repeating one word - “half.” In terms of negotiating, notice how Gin waits until Marcus is beaten down before springing the coup de grace, his demand for pick of the best merchandise.