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Negotiating with Mattie Ross of True Grit

By Victoria Pynchon

Please note that this is a combination of the dialogue from the Mattie audition videos on YouTube and the script online. 

I'd love to have the figures used in the lines where they're missing and the remainder of these two scenes from the Coen brothers script.

A Cliffs' notes for negotiators included all CAPS.

Mattie:  How much are you paying for cotton?

Cotton Trader:  9 1/2 for low-middling and ten for ordinary.

M:  We got most of ours out early and sold it to Woodsen Brothers in Little Rock for eleven cents.

C:  Well then I suggest you take the balance to Woodsen.

M:  We took the balance to Woodsen.  We got ten and one-half.

C:  Why did you come here to tell me this?

AN EXCELLENT QUESTION AND ONE NEGOTIATION STUDENTS SHOULD BE ABLE TO ANSWER.  LEAVE YOURS IN THE COMMENT SECTION.

M:  I thought we might shop it around up here next year but I guess we did alright in Little Rock.  I'm Mattie Ross, daughter of Frank Ross.

C:  Tragic thing.  May I say your father impressed me with his manly qualities.  He was a close trader but he acted a gentleman.

C'S COMMENT GIVES US A HINT ABOUT HOW MATTIE LEARNED HER BARGAINING SKILLS

M:  I propose to sell you back those four ponies my father bought.  

C:  That I fear is out of the question. I will ship them to you at my earliest convenience.

M:  We don't want ponies now.  We don't need them.  

C:  That hardly concerns me.  Your father bought those four ponies and paid for them and there's an end of it.  I have the bill of sale.

M:  And I want $300 for Papa's saddle horse that was stolen from your stable. 

MATTIE DROPS THE NEGOTIATION ABOUT THE PONIES; WHAT DO YOU THINK ABOUT THIS TACTIC?

C:  You'll have to take that up with the man who stole it. 

M:  You know Tom Chaney stole that horse while he was in your care.  You are responsible.

C:  I admire your sand, but I believe you will find that I am not liable for such claims. 

M:  You were a custodian.  If you were a bank and were robbed you could not simply let the depositors go hang.

C:  I do not entertain hypotheticals.  The world as it is is vexing enough.  Secondly, your valuation of the horse is high by about $200.  How old are you?

C ATTEMPTS TO DIMINISH MATTIE'S GROWING AUTHORITY . . . HOW DOES THAT WORK FOR HIM?

M:  If anything, my price is low.  Shylee is a fine racing horse.  She has won purses of $25.  I have seen her jump an eight-fence rail with a heavy rider.  I am fourteen.

C:  Well, that's all very interesting.  The ponies are yours.  Take them.  Your father's horse was stolen by a murderous criminal.  I have provided reasonable protection for the creature as per our implicit agreement. My washman had his teeth knocked out and can take only soup.  We must each bear his own misfortunes.

A WEAK MOVE BY C - TRYING TO TRADE POWER FOR SYMPATHY AT THE END OF A FAIRLY DECENT LEGAL ARGUMENT

M:  I will take it to law.

C:  You have no case.

M:  Lawyer Jay Noble Daggett of Dardenelle, Arkansas may think otherwise, as might a jury, petitioned by a widow and three small children.  We'll just see about that.  

C:  Who is this famous pleader, of whom I was ignorant minutes ago?

M:  You've heard of the Great Arkansas River Vicksburg and Gulf Company?

C:  I have done business with the GAV & G, yes.

M:  My lawyer forced them into receivership. They tried to mess with him.

THIS REMINDS ME OF THE RESPONSE BY A GRIZZLED OLD CLAIMS GUY TO THE QUESTION "WHAT WOULD MAKE YOU CHANGE YOUR CASE EVALUATION?"  ANSWER:  "THE SALESMAN"  MATTIE USES HER LAWYERS AUTHORITY HERE TO TRUMP THE AUTHORITY OF A MERE "ADULT"

C:  All right, come inside. Sit down. I will pay a total of $ to your father's estate when I have in my hand a letter absolving me of all liability from the beginning of the world to date!

M:  I want $300 for my father's saddle horse plus another $ for the ponies.

C:  The ponies have no part in this. I won't buy them back.

M:  I'll keep the ponies, and the price for the saddle horse will be $ .

MATTIE CONTINUES TO KEEP THE ISSUE OF THE PONIES OFF THE TABLE; CAN YOU SEE WHERE SHE'S GOING WITH THIS STRATEGY?

C:  I wouldn't pay that for Pegasus! Listen, as I will not bargain further. I will take the ponies back, keep your father's saddle for $ .

TRAP SPRUNG!  C PUTS THE PONIES BACK ON THE TABLE

C:  My lawyer would not wish me to consider anything under $ . That's for everything except the saddle. I would like to have that in writing, for what it's worth.

ACTING THE AGENT WITH A DISTANT PRINCIPAL WHO LIMITS HER AUTHORITY

C:  When I have it in my hand, I'll remit the extortion money.

M:  This is your release. You'll find it in order.

C:  You had that already written out

HUMILIATING THE LOSING BARGAINING PARTNER MAY NOT BE THE BEST MOVE BEFORE THE PRICE OF THE PONIES IS ESTABLISHED AND THIS IS NOT WHAT HAPPENED IN THE REMAKE

M:  I'll give you a cheque. 

C:  I prefer cash. One hundred, two hundred... ...three hundred.

M:  You'll find a buyer for those ponies very soon.

MATTIE IS TROLLING FOR INFORMATION ABOUT THE PONIES' MARKETABILITY NOW

C:  I have a tentative offer of $10  a head from the soap works at Little Rock.

TRAP SPRUNG AGAIN!  IF ONLY WE ALL HAD A SCREEN WRITER TO CHOREOGRAPH OUR NEGOTIATIONS

M:  Such a shame to render spirited horseflesh into soap. 

C:  I'm sure the deal will fall through. 

M:  Expect me back for my saddle.

C:  I'm sure I can

MATTIE LEAVES AND RETURNS

M: What do you hear from the soap man?

C: Nothing

M: I'll take one of the ponies. The black one with the white stockings. I'll call him Little Blackie.

C: What is your offer?

YOU CAN SEE THIS COMING NOW RIGHT?

M: The market price. The soap man offered you $10 a head...

C: That is a lot price. I paid you $ a head only this morning.

M: That was the price then.

Full post as published by Settle It Now Negotiation Blog on December 23, 2010 (boomark / email).