There will be people who make outrageous first demands, numbers that just couldn't possibly be right. How do you respond when somebody does that? >> I would say I don't understand how you could come up with that. Could you explain that to me? >> Okay. See, first of all, every demand that people make, they ought to be able to justify. >> Sure. >> If they can't justify it, it's worthless. So you start asking questions, how did you come up with that, why did you say that, I don't understand, help me. And then they've gotta come up with some well, then I've got to say well, arbitrarily I thought that'd be a good place to start. >> So, in particular, what you don't propose doing is coming up with an equally outrageous low number? >> No, cuz what that does, it throws you in the competitive mode. >> Mm-hm. >> And then you got a extra and then they get crazy and you get crazy. And the negotiation's gonna be so prolonged or break off. So what you want to do is say, on the way I usually tell the stories that I make up. This is where I exaggerate. I say In a way I was thinking about what you might come up with. I was thinking as I came over on a train or the cab and I said, I think he'll ask for this. No, then on the other hand I said no, maybe he'll [INAUDIBLE] I had somebody with me I said, so I asked him, what did you think? And we both said at some when you double that, we were both wrong. I was in a state of shock, how'd you come up with that? See? >> Yeah. And one of the things I've talked about is this idea, when somebody lights a fire, instead of meeting fire with fire your job is to put out the fire. >> Yeah. >> And so you can use humor. >> Yeah. >> As a response to that did you mean those are Australian dollars right? Those are Yen. >> Yes, yes, yes. >> Or help them out of it. So the question is they're in a little bit of a jam, cuz they've asked now for this very large amount. Let's say they've asked for two million, and the right number's really closer to 450,000, they've got a problem. And you probably have to help them in some way. Because how are you gonna help them come down from two million without losing face? >> You know, I'd probably say >> I think I understand why you would start with two million, in fact I recall that I've done exactly the same thing. >> Um-hm. You know, but I'm trying to facilitate this thing and the value of anything is what people are willing to pay. And we don't have that much. >> Mm-hm. So if we're talking about making a deal, I think you got to like reconsider that initial number. And so what about it? If there was a few people, I said you wanna like caucus meet with your partners and discuss this and then we could go on. >> Now are you asking them to make a concession without any reciprocity? >> Yeah, I will reciprocate then. They're making a demand now. The demand, if it's worth $400,000, they've asked for two million, what they'll do is they'll come down to a million. >> Mm-hm. >> Okay, which is still a problem. >> Yeah. And I would then make an offer. If I'm thinking well, my authority is 400, I would then say look I think that's way too high but I could I could go to, like, 285. >> Okay. >> And see what they say. >> And one thing I like is, you didn't pick a round number. >> No. >> So why did you not pick a round number? >> Because round numbers are not as credible. >> As, see, I would go $285, next number would be $45 more. The next number would be $25 more. >> Um-hm. >> The last number would be $12 more. I am signalling them. >> And you're, "Okay, I've reached in my pockets what are my final change, yeah I've got another 25 cents I can throw in >> Yeah, yeah. >> Do I have anything over here in this change, let's see.