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Chapter 19: A Masterclass in Negotiation
Back at the community center’s meeting room, Leo shared Wexler’s proposal with Margaret, Frank, and the others.
Frank slammed his fist on the table after hearing it.
"I knew those bastards had ulterior motives!" he fumed, pacing back and forth. "They think they can buy us off with money? Dream on! Tomorrow, I’ll rally the union brothers to block the doors of City Hall. Let’s see who dares to tear down our home!"
Sarah, however, calmly opened her laptop.
"I looked into Alan Wexler’s background," she said. "He’s one of Pittsburgh’s top commercial lawyers, especially skilled in handling government-related land disputes. He’s never lost a case. He’s a master at using legal procedures to wear down his opponents."
Margaret remained silent, simply watching Leo, waiting for his decision.
Leo felt utterly drained.
The confrontation with Wexler had been more mentally exhausting than spending an entire day poring over research in the library.
He felt like an amateur boxer being toyed with by a seasoned professional.
Roosevelt’s voice echoed in his mind, calm yet firm.
"You’ve made the same mistake again, child."
"You tried to defeat him on the negotiating table with morality and reason. But remember this: the essence of negotiation isn’t about winning—it’s about guiding.
"Negotiation isn’t a life-or-death duel. It’s about making your opponent clearly understand that accepting your terms will cause him far less damage than continuing to fight you. This is a rational choice."
"The essence of politics is the art of compromise. The key lies in who compromises and who benefits."
Leo was puzzled.
"Compromise? Are we supposed to accept his proposal?"
"Of course not," Roosevelt replied. "Compromise doesn’t mean surrender. A smart compromise is about achieving the most important victory at the smallest cost. Now, let me teach you a real lesson in political negotiation."
"First: Reconstruct our narrative. Never let your opponent feel like he’s losing to you. You must give him a way out, make him believe that accepting your conditions is the smarter choice—not just for himself, but for his client and even for his unreliable ally, Mayor Cartwright."
"We’re not framing this negotiation as a victory. We’re framing it as a joint effort to solve a problem."
"Second: Create and leverage your bargaining chips. Your biggest ace isn’t that lunch meeting memo—it’s only useful as a final deterrent. Your real trump card is uncertainty."
"What Wexler fears most isn’t you, the student of reason. It’s the uncontrollable anger of public opinion—and Frank outside, ready to dismantle his tires. You need to use ‘Franks’ to make him believe that you’re the only rational player who can control the chaos. Only then will he be willing to negotiate solely with you."
"Third: Clearly define your non-negotiables and your tradeables. Before any negotiation begins, draw two lines in your mind. What are your core interests that you absolutely cannot compromise on? What are the things you can offer as bargaining chips?"
"You must make it clear: preserving the community center at its current location is our non-negotiable. There’s no room for compromise there. Then, proactively create some items you can trade, so your opponent feels like he’s gaining something in the negotiation. Satisfy his professional vanity as a negotiator."
Roosevelt’s three points illuminated Leo’s mind.
He finally understood how misguided his previous approach had been.
He had been fixated on how to "defeat" Wexler, while Roosevelt was focused on how to "use" him to achieve their goals.
Under Roosevelt’s guidance, Leo began crafting an entirely new negotiation strategy.
First, he approached Frank.
"Frank, I need your help with something," Leo said.
"What is it? Are we going to smash that lawyer’s office?" Frank cracked his knuckles, ready for action.
"No," Leo chuckled. "I need you to stay angry—and even angrier than you are now."
"What do you mean?"
"I need you to rally the union brothers. Starting tomorrow, every day, peacefully protest outside Summit Development Group’s headquarters. Don’t block the doors or cause conflicts, but make sure their employees see your signs and hear your slogans every time they come and go."
Frank immediately grasped Leo’s intent.
"So you want me to play the bad cop, and you’ll be the good cop?"
"Exactly," Leo said. "Wexler needs to believe that public anger is spiraling out of control—and that I’m the only one who can rein in this beast."
Next, Leo turned to Sarah.
"Sarah, I need you to help me draft a document."
"What kind of document?"
"A development plan for the future of the Steelworkers Community Center," Leo explained. "I want Wexler to see that we’re not just a bunch of backward protesters. We have our own vision for the community’s future."
Over the next two days, Leo and Sarah locked themselves in the office to work on the plan.
At Roosevelt’s direction, Leo deliberately included several ambitious, costly, and non-essential "upgrade" projects in the proposal.
For example, he proposed transforming the community center’s roof into a modern rooftop garden.
He also suggested adding a virtual reality history experience room, allowing children to immerse themselves in Pittsburgh’s steel history.
Additionally, he proposed hiring a famous architect to artistically renovate the center’s exterior.
Each of these projects would cost hundreds of thousands of dollars.
"What are you doing?" Sarah asked, bewildered by the increasingly unrealistic budget. "We don’t have the money for any of this."
"I know," Leo replied. "These are what I plan to trade with Wexler."
"We’ll voluntarily give up these things we never had in the first place in exchange for what we truly want."
All preparations were complete.
Leo picked up the phone and dialed Wexler’s assistant.
"Please tell Mr. Wexler," Leo said into the phone, "that emotions in the community are nearing a breaking point. I believe it’s necessary for us to hold a second meeting."
"This time, I’d like to come with a solution that benefits both sides—to convince those angry old workers."
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