What technique(s) do the negotiators take in the following cases. United Artists wanted to cash in on the popularity of the singing group but was reluctant to go out on a limb because United Artists didn’t know how long the Beatles would remain popular. They could have been a fleeting success that fizzled out long before their movie landed on the screen. So, they planned the film as an inexpensively made exploitation movie and budgeted only $300,000 to make it. This was clearly not enough to pay the Beatles a high salary. So, United Artists planned to offer the Beatles as much as 25 percent of the profits. The Beatles were a such an incredible worldwide sensation in 1963 that the producer was very reluctant to ask them to name their price first, but he had the courage to stay the course. He offered Epstein $25,000 up front and asked him what percentage of the profits he thought would be fair deal. Brian Epstein assertively stated that they would have to get 7.5 percent of the profits or they wouldn’t do it. This tactical error cost the group millions in income when the director Richard Lester, to every one’s surprise, created a brilliantly witty portrait of a day in the group’s life that became a worldwide success. 2. When the British army and navy went down the Atlantic to recapture the Falkland Islands from the Argentinians, it was quite a rout. Within a few days, the Argentine navy lost the bulk of its ships, and the victory for the English was absolute. The evening after the Argentinian admiral surrendered, the English admiral invited him on board to dine with his officers and congratulated him on a splendid campaign. 3. We all had a real estate salesperson say to us at one time or another, “Do you realize you’re only talking 35¢ a day here? You’re not going to let 35¢ a day stand between you and your dream home are you?” It probably wouldn’t occur to you that 35¢ a day over the 30-year life of a real estate mortgage is greater than $7,000. 4. A top arms negotiator showed up in the White House, and the President declared, “What are you doing here? I thought you were in Geneva negotiating with the Russians.” “Well, yes, I was, Mr. President, but those people are so unfair. You can’t trust them at all, and they never keep their commitments. I got so upset, I just walked out.” Secretary of State Warren Christopher stated: “It’s okay to get upset when you’re negotiating, as long as you’re in control, and you’re doing it as a specific negotiating tactic. It’s when you’re upset and out of control that you always bound to lose.” 5. United Artists wanted to cash in on the popularity of the singing group but was reluctant to go out on a limb because United Artists didn’t know how long the Beatles would remain popular. They could have been a fleeting success that fizzled out long before their movie landed on the screen. So, they planned the film as an inexpensively made exploitation movie and budgeted only $300,000 to make it. This was clearly not enough to pay the Beatles a high salary. So, United Artists planned to offer the Beatles as much as 25 percent of the profits. The Beatles were a such an incredible worldwide sensation in 1963 that the producer was very reluctant to ask them to name their price first, but he had the courage to stay the course. He offered Epstein $25,000 up front and asked him what percentage of the profits he thought would be fair deal. Brian Epstein didn’t understand the movie business , and he said: “I don’t think they’d be interested in taking the time to make a movie, but if you’ll give me your very best offer, I’ll take it to them and see what I can do for you.”