HAVING SPENT THE AFTERNOON AT AN UNSUCCESSFUL MEDIATION....by Steve Duhl 
Monday, October 17, 2011, 04:55 PM
Posted by Administrator
Having spent the afternoon at an unsuccessful mediation, I thought it would be a good time to review two (2) situations frequently encountered during the course of negotiations:
I) The dumb-ass offer.
b) The character played by Edward G. Robinson in the Movie KEY LARGO, starring Humphrey Bogart (and Katherine Hepburn?).

But, since I have recently discussed the issue of the dumb ass offer to exhaustion, I will limit myself to the issues raised in the movie, KEY LARGO. I do not remember if I have ever seen KEY LARGO. I think Katherine Hepburn was in it but I'm not sure. Based on the portions of the movie, I do remember seeing, here is the plot:

Edward G. Robinson, a short, bug-eyed, 1940-50's character actor played a prohibition era bootlegger. Robinson's character used boats to smuggle booze from Cuba to South Florida. For some reason, he landed up at a hotel owned by Katherine Hepburn's(?) father on Key Largo. Bogart's character, a recently discharged American serviceman, was staying at the hotel---something to do with his being friends with Hepburn's now-dead-boyfriend??? Who knows. Anyway, Robinson's character takes over the hotel and holds the guests hostage. I do not know why he did this. Surrounded by police?

The scene in question takes place in an upstairs room in the hotel. Bogart, in front of Hepburn(?) and other guests, asks Robinson what he wants (from taking over the hotel). Robinson answers "I don't know what I want." Okay, the point of this entry is coming right now...

Bogart then says "I know what you want, Rocco, you want more." It is important to note that Robinsons' character in the movie is named "Rocco". Rocco then goes into a bug-eyetrance and says "Yeah, more. That's what I want: more."

So, there you are trying to settle a lawsuit, trying to buy off the woman whose car your son just hit with your truck so that she doesn't report it to insurance trying to get your soon-to-be-ex-wife to agree to what furniture she is going to take from the hosue.....and you realize...the person I am negotiating with doesn't really know what he/she wants....they just want MORE. What do you do?

To be continued...
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