Negotiation: less than zero satisfaction

Django unchained is Quentin Tarantino’s 2012 blockbuster movie.
Let’s focus our attention to a negotiation going on inside the movie.


In 1858, a bounty hunter named Schultz seeks out a slave named Django and buys himbecause he needs him to find some men he is looking for. After finding them, Django wants to find his wife, Broomhilda who along with him were sold separately by his former owner for trying to escape. Schultz offers to help him if he chooses to stay with him and be his partner. Eventually they learn that she was sold to a plantation in Mississipi hold by Calvin Candie. There they go, indeed.

During dinner, Candie’s staunchly loyal house slave, Stephen, becomes suspicious of Schultz and Django’s motives. Deducing that Django and Broomhilda know each other from before and that the sale of the Mandingo fighter is a ruse, Stephen alerts Candie and admonishes him for his greed. Candie is angered at being fooled and having his time wasted, but contains his anger long enough to theatrically display his knowledge of phrenology, which he uses to theorize why the slaves have failed to kill their oppressors, despite ample opportunity.
Candie’s bodyguard, Butch Pooch, bursts into the room with his shotgun trained on the two bounty hunters, and Candie explodes in anger, threatening to kill Broomhilda. He offers to change the original deal, with Broomhilda taking the Mandingo fighter’s place at the same price, and threatens her with death should the deal be rejected.


Let’s see that clip. Remember that Christoph Waltz is Dr. King Schultz, the bearded German , and Leonardo DiCaprio is Calvin Candie, the owner of the house.


And let’s recall what happened.

After business appears concluded, Candie insists that the deal be sealed through a handshake, which Schultz initially refuses but eventually appears to concede. However, Schultz snaps and kills Candie with a concealed derringer pistol. Butch shoots Schultz dead and Django kills him in turn, and an full-scale gunfight in the mansion between Django and Candie’s henchmen ensues.


Now we can analyse the negotiation by using the negotiation path script.
The parse is:

  • each line for a state.
  • a description of the situation starts without any sign
  • a character state starts with a –


he negotiation description, for the negotiation path script.

Christoph Waltz is Dr. King Schultz and Leonardo DiCaprio is Calvin Candie. Dr. Schultz is helping Django to rescue his wife, Broomhilda, who is a slave in Calvin Candie’s house. Calvin Candie understands that Dr. Schultz wants to fool him, so he forces Dr. Schultz to pay an exorbitant amount of money to save Broomhilda.
– “Calvin Candie”, (80,00), “Candie has already won, but he feels stupid. He want to show that he’s the master. Schultz seems not to be defeated: Candie wants Schultz to be humiliated”
– “Schultz”, (20,00), “Doctor Schultz has lost almost everything: his plan has failed and he’s now forced to find money he doesn’t have to rescue Django’s wife”.
Candie insists that the deal be sealed through a handshake, which Schultz initially refuses but eventually appears to concede.
– “Calvin Candie”, (70,00), “Candie can show that he’s the master. He has to recall his authority by screaming, but now he forces Schultz to shake his hand as if it were a fair agreement. By screaming Candie loses authority (who has got, don’t scream)”
– “Schultz”, (-10,-10), “Schultz tries to negotiate: ‘Will you lose your money for a handshake, Mr Candie?’”
Calvin Candie treats to death Schultz for this handshake: Candie values his prestige more than the money. Schultz seems to accept.
– “Calvin Candie”, (90, 20), “Candie thinks there’s no way for Schultz to avoid the handshake. He’s satisfied with his strategy. He eventually wins. Now he can also collaborate a bit (but only a bit).”
– “Schultz”, (-10,-10), “Doctor Schultz values his honour, too. Schultz wants his revenge. He can always use irony, such in a so tensesituation.”
Gunshots between almost everyone.
– “Calvin Candie”, (-20,-20), “Candie didn’t expecte this end. He has lost everything.”
– “Schultz”, (80,-20), “Dr. Schultz’s last will is a statement: ‘do you think you can force me to do what do you want? It’s not so… . He dies, but proud.”

And it graphically explained



As you can see, in this case, we have and example of less than zero satisfaction.
This occurs when an actor gains less than he expected to lose (if the negotiation goes badly).
Similarly, in the negotiation path script, we decide to insert a possibility of more than 100 satisfaction. This is the case of a new and creative solution finding for the negotiation (as in the nonviolent conflict management).


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