Negotiations and Jobs

John Lasseter showed a great deal of immaturity. Compared to his future self, the difference was enormous.

At least when it came to confidence.

He might have shouted, "I believe Pixar will one day resound across the globe!"

But in truth, even he had no real idea.

Because Pixar had been nothing but a money pit all these years.

In the early 1980s, Lucas had to sell Pixar after his divorce left him with massive compensation payments. Jobs bought it for $5 million; over the following decade, Jobs poured another $55 million into it, yet it still amounted to nothing.

It lost money year after year.

Pixar's people had nearly had all their confidence worn away.

After the 1990s began, Jobs had repeatedly wanted to sell Pixar, but nobody was willing to take it off his hands. Everyone feared it would become a burden.

"Damn, I came back too late. If I'd traveled back a few years earlier, I definitely could have bought Pixar."

Zucker was secretly irritated, but he also understood that what was done was done. Toy Story was Jobs and Pixar Animation's all-or-nothing gamble. If it failed, they would perish; there was no way they would choose to sell at a time like this.

This time, I have to secure the merchandising rights for Toy Story at the lowest possible price! Zucker thought.

However.

The negotiations that followed went far beyond Zucker's expectations.

The person handling the negotiations was neither John Lasseter, the leader of Pixar Animation's five great generals, nor anyone else from Pixar Animation, and certainly not Jobs.

"Good morning, Mr. Wald. My name is Max Lee, from Dabell Negotiation Company," the middle-aged white man said.

[The Dabell Negotiation Company was a renowned commercial negotiation firm throughout California.]

"Uh..."

Zucker looked at Max Lee, who wore a black suit and seemed exceptionally shrewd, and his expression darkened.

Pixar and Jobs are really crafty! Zucker thought.

He had initially believed he could obtain the merchandising rights at the lowest price, but now it seemed impossible. He had completely underestimated them.

First, they let him see their poor business performance, then they let him see their determination to make a desperate stand.

What were they trying to do?

Establish dominance!

Zucker waved a hand and smiled. "It's fine. A negotiation is a negotiation. It doesn't matter who handles it."

"Of course. Thank you for Pixar Animation's trust, and thank you as well for your understanding, Mr. Wald," Max Lee said with a smile.

Zucker curled his lip in displeasure.

Zucker took out some documents and said, "Let me state my offer first. I want all rights to Toy Story-related merchandise in California, Nevada, Arizona, Utah, Idaho, and Oregon—a total of six states—including toys, character decals, stationery, posters, keychains, capsule toys, pendants, and so on. The licensing term will be ten years, and my offer is $500,000."

"No! No! No!"

Max Lee repeatedly shook his head and smiled. "Mr. Wald, your offer is too low. You should know that Disney's The Lion King last year received $970,000 for merchandising rights in California alone, and that license was only for five years."

"Mr. Max, as you said, that was Disney's The Lion King, not a Toy Story with an uncertain future."

Zucker could not help smiling as he added, "I'm taking a considerable risk as well."

Fine.

Zucker was being shameless too.

A licensing price of $500,000 truly did not match Toy Story's eventual achievements, but aside from Zucker, a transmigrator carrying a system, who could have known how insanely successful it would be after release?

Well, Pixar Animation did not know either.

The negotiation reached a deadlock!

"That's regrettable. Then we can only discuss it another time."

Zucker did not hesitate. He got up, said goodbye, and left.

Their ideal prices were indeed worlds apart.

Zucker had offered $500,000 for licensing rights in six states, while Pixar had asked for $4 million.

An eightfold difference!

How could they possibly keep negotiating?!

Both sides were fairly forceful in the first negotiation.

Zucker was not in a hurry either.

There were still several months before Toy Story's release. Besides, none of Hollywood's major companies thought highly of so-called 3D animated films right now. After all, Disney's The Lion King had crazily raked in $850 million at the global box office last year.

The first feature-length 3D animated film?

What the hell was that supposed to be!

Nobody being optimistic about Toy Story was precisely where Zucker's confidence came from.

Pixar Animation Studios.

Jobs's office.

That was right. Even before the negotiation had begun, Jobs, the major shareholder, had already been waiting in his office, showing how much importance he placed on Zucker.

"Boss, isn't $4 million for licensing rights in six states too high? Won't it scare away the investors?" John Lasseter asked worriedly.

At those words, Jobs's eyelid twitched, and he was momentarily speechless.

He might have been a crazy man, but to be honest, with hand-drawn animation's The Lion King setting the standard, Jobs did not think highly of the 3D Toy Story either.

He merely thought that if he could make a profit, he might as well make one.

If he could fleece one person, then he would fleece one person!

"Hmph! Isn't it just $500,000? If he walks away, then let him walk away!"

Jobs said disdainfully.

Fine, that was simply the kind of person he was. Even if he regretted it somewhat, he would never admit it.

"Uh... fine. You have the final say."

John Lasseter was utterly speechless, but he had no way to change Jobs's decision. After all, Jobs had absolute controlling interest, and his temper was terrible. If things went badly, he might start yelling.

"Alright, get back to work. It's only the first negotiation. I believe Zucker Wald will definitely come back," Jobs said with complete certainty.

Yet he was not very confident himself.

Jobs had once been so proud and arrogant, but ever since he had been kicked out of Apple and suffered consecutive investment failures, wasting several years away, his confidence had nearly been ground to nothing!

Not just him—anyone would have been the same.

In fact, Jobs had guessed correctly!

How could Zucker possibly give up Toy Story? It was a goose that laid golden eggs! If Zucker had enough money right now, would he have settled for only the merchandising rights to six states?

He would absolutely have taken the entire United States!

That evening.

At Zucker's home.

"Zucker, don't be so anxious. Just because you're no good at negotiating doesn't mean someone else can't do it. Find someone else!" James Shawn, Zucker's old neighbor sitting across from him, said with a smile.

"Someone else?"

Zucker laughed and cursed irritably. "I can't do it, so you think you can just by replacing me?"

Over the past few days, Zucker had gotten to know this old neighbor, James Shawn, quite well. Yes, Zucker had worked logistics for a small company in his previous life, so he was indeed somewhat lacking in negotiations. But James had nothing more than a few petty tricks. Sending him would be a joke.

"I never said I meant myself. I mean someone else!"

James said mysteriously.

Zucker became interested. "Go on."

"A few months ago, I was going door to door selling health supplements when I happened to meet someone. His name is Candy. He used to be a representative for Dabell Negotiation Company, and he was even one of their ace negotiators. He worked for the same company as the Max Lee you mentioned," James said.

Candy?

An ace negotiator?

"Uh... then his fees must be pretty expensive."

"If his fees are too high, I might as well do it myself!"

Fine, Zucker's first reaction was not to ask about Candy's skills, but whether his price was high.

"Haha, quite the opposite. Apparently, Candy was framed by a competitor at the same company and was kicked out during a business negotiation. He even spent three months in jail because of it, so he can't make a living in this industry anymore. But I can guarantee that he's extremely capable. Most importantly, he doesn't charge much. I estimate $2,000 should settle it."

James immediately burst into laughter, his face animated with excitement.

The first chapter is here. It's been a long time since I started a new book. Please vote with your recommendation tickets!