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[MUSIC PLAYING]

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All right, so in this
negotiation scenario,

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we're peers.

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We're both on a
local city council.

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You are a longtime
public servant.

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You wanted to be in city council
ever since you were a teenager.

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I, on the other hand,
and some businessmen

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who recently sold this
business, made a lot of money,

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decided I want to give
back to the community,

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got myself onto
the city council.

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You, being a longtime
public servant,

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believe in the importance
of infrastructure.

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Roads, bridges, infrastructure.

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The businessman
is into education.

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I am into education.

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$50,000 has become
available for appropriation.

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It can't be split.

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And you and I have to talk
about how we're going to vote,

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whether or not we want a
deal for your infrastructure

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projects, or my
education projects.

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Any questions?

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No.

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All right.

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So Pam, we got a
challenge in front of us.

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$50,000, a lot of money.

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Right, we could use it.

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It could do a lot of good.

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Mm-hm.

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I know that I seem like some
Johnny-come-lately do-gooder

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who doesn't know anything
about government.

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I was out busy running
round in the private sector,

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probably ripping people
off, making my millions.

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And after I sheared people
and did all this stuff

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that they do in the private
sector, and I cashed out,

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here I am, trying to
tell everybody else

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how to live their life.

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Seems pretty
ridiculous, doesn't it?

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[SNICKERS] Yeah.

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Actually, yeah.

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It does.

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And I show up late,
and you've been dedicated

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to this your whole life.

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And I'm trying to
tell you what to do,

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and I'm trying to tell
you how to run the world.

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And I just got here, I'm an
intruder, I'm an invader.

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I don't know what
the hell's going on,

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and I think I want to go
run off with this money.

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Yeah.

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Exactly.

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So, what do you think?

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How do we work our
way through this?

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Well, I think that
the city needs to spend

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$50,000 on infrastructure.

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Our roads are a disaster.

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The bridges are coming down.

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I'm getting phone calls
about how people's property

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values are going down.

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So people are worried about
the current state of affairs

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because the government
hasn't been doing its job?

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Right, yeah.

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And now it's time to pick
it up, and for government

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to finally step
up and do its job.

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Right.

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So to throw a Band-Aid on it.

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Well, I wouldn't
say a Band-Aid.

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I would say to repair.

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Repair the roads,
repair the bridges.

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How does that
build our future?

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Well, people's property
values are going down.

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If we can get more
people to come here,

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property values go up,
property taxes go up.

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And then we can get more income.

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If property taxes go up.

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The roads are neglected, OK?

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So we're looking
for a solution

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that actually sort of continues
to reinvest upon itself.

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Because you said it's important
that we find a way to help

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bring property taxes, or bring
in more income for the city.

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Right.

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And so we're trying to bring
more value to the city,

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and we got to decide
where that value is.

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Right, yeah.

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What's the value
of human capital?

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Well, there is no
value on human capital.

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Right?

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Well, jobs.

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People who make more
money, pay more taxes.

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That's true.

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Is that a ridiculous idea?

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No, it's not a
ridiculous idea.

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So we have a tough call here.

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What is the greatest
return on investment?

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And without question,
infrastructure is a problem.

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Spend $1 on infrastructure,
and $1 on a road,

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and it takes care
of it till forever?

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No, not forever.

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Roads, constant upkeep.

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See, I think the overall
health of the community

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is really important,
that you wouldn't

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have done this for this
long if you didn't actually

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care about your community.

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Yeah.

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That's probably a very
unappreciated position.

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Well, I think so, yeah.

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It is.

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I did.

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I sacrificed a
lot for this town,

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but it's because I love it and I
want to see change happen here.

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And I want this to
be a great community.

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Well, we've got problems today
that have got us concerned.

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Well, I haven't
gotten any phone calls

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about the school or educational.

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I haven't received any
complaints about that.

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Right.

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So it's really, what's
the squeaky wheel here?

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Again, I'm going to
seem very selfish.

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I would offer to you
that the best investment

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for our community is the
investment in human capital,

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and bringing in more people
that will pay higher taxes,

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to bring it a year over year
return on our investment.

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I'm sure that
sounds very selfish.

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Well no, it doesn't
sound selfish at all.

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I mean, I guess it
does make sense.

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If we have better
education, then more people

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would want to live here.

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But it sounds like you
still have misgivings.

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I do.

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I have a few
misgivings about it.

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I don't know exactly how that
money's going to be spent.

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At least when you say, I want
to put this money into fixing

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the road, and then
the road is fixed,

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and you know that money's
been spent wisely.

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Well, you know
the money's gone

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to fix a problem that
is going to recur.

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Well, that's true.

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Yeah.

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So it's a tough
call, because we

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both got people that want
to hold us accountable year

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after year.

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What's it going to
look like in a year?

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What's it going to look
like in five years?

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How do we want things
to look in five years?

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I mean, in five years, we need
to get the roads redone again.

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The roads are still
going to be a problem.

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The real question is,
what's our capacity

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going to look like to pay
for the roads in five years?

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And are we willing
to pass that up?

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No, I'm not willing
to pass that up.

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And we can establish a
collaborative relationship,

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so we can continue
to work together

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to solve the community's
problems that keep them

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from recurring in the future.

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Make an investment in the
future so that next year

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looks better and the year after
that and the year after that.

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We have more of a capacity
to deal with the day

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to day problems.

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Sounds to me like you're
not opposed to that.

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I'm not opposed to that, no.

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So can I ask, with
your permission,

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we'll invest in the education.

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OK.

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So throughout this,
I know that I'm

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going to try to make a case for
a different view on how good

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the money's going to be.

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Mm-hm.

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And I've got a pretty good
idea where I want to go,

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and I want you to feel the least
amount of coercion possible.

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Right.

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So my question
to you is, did it

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feel like a
collaborative discussion?

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Yeah.

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It felt like-- well at first,
I thought it was interesting

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because you were disarming.

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You were like, I know
you think I'm a jerk.

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I'm some guy coming in here
doing this, doing that.

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But I felt like I
was softening up,

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because my whole goal
was just in the beginning

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like I want to win.

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I don't care what it
is, I want my thing

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and you can't have yours.

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And so then, as you kept talking
and I was like, well, no.

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And then I was like, well,
I guess this is silly.

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I guess that does
make more sense.

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And yeah, OK, I could see it.

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I don't know why I felt like
I did come around to it.

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And I was like yeah,
it does make more sense

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to put the money there.

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All right, very good.

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Yeah, I wanted you
to feel involved.

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Yeah.

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You didn't feel like you lost.

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No.

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And I didn't feel like I lost.

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But I was just like, oh,
that does make more sense.

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OK, yeah.

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All right, excellent.

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Exactly what I was hoping for.

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[LAUGHS]