Background Summary of the Negotiation
I was approached by a recent college grad when visiting a burgeoning game house, which is a blossoming destination in the board game industry, called Parker Games. These locales are gaining momentum as “gamers” of all ages, demographics and intellect flock to play and spend time. Mox is a large building which houses thousands of board games and tables to serve upwards of 250 “gamers” that congregate to play or compete in loosely arranged spontaneous games or organized sponsored leagues. They also provide a restaurant, bar and no pressure atmosphere to sit and play for hours and hours without concern, which contributes and creates a warm environment.
I have a background in professional sports, running. I thrived in the most competitive environment in sports my whole youth, but strongly felt there was more to life and fulfillment by inspiring, not through beating another but by drawing out, inspiring and celebrating peoples’ wonder. I share this background, as it’s the culmination of twenty-one years in the making, so the stakes are set. I first came to Portland twenty-one years ago for my best friend’s wedding, and fell in love with Portland. I moved here working in private equity with aspirations of transitioning into a creative alliances role that fuels me and it has been a herculean transition to make. I gravitated to business development and technology and for a long time sought to make a transition into the creative elements of video-gaming.
A gaming executive recommended I visit Mox, at the same time I also received a letter from the recruiting executive at Wizards of the Coast inviting me to apply for a role based on the game companies I’d consulted. I went to Mox to learn about Wizards of the Coast and their game Magic of the Gathering. While I was visiting there and speaking with the owner about Magic, which is a very multi-dimensional game, I knew I would need a lot of time to ascertain the complexities to become proficient to play and serve the product strategically.
As we finished speaking a young man, Kevin Simms, told me he overheard my interest in Magic and their contacting me and would be happy to share his strong understanding of Magic to prepare me for the company interview. I asked him a few questions and learned his aspirations to find a role in a gaming organization, and that he described himself as a game maker.
We agreed to meet again, and which he brought one of the games he created, which was untitled. He showed me the game which comprised a (51) piece set of triangle pieces. The game essentially has one master piece and each player lays an ensuing piece one at a time to one part of the triangles played on the board. A winner is deemed when one successfully forms a triangle with their pieces unobstructed by another, and includes the red master piece as one side.
I listened to his goals and struggles to find an introduction to pursue a role in a Wizards-like organization. Upon understanding the context of the game, I was impressed with the game and I immediately starting thinking strategically of how I might be able to help solve his problem, by helping drive his game forward.
I further thought this could be fun and occupationally productive if able to help it to grow into a viable product. I was cognizant of establishing rapport and Cialdini’s influence tactics kicked in to establish credibility. In my relationships I look to approach and present my thoughts authentically and transparently, both professionally and personally and this has served me well.
I was aware of a current Grant made possible through the University of Oregon Entrepreneurial Program being offered, so I explained my background in consulting, strategic partnerships and serving as a mentor to University accelerators.
I told him this game is an opportunity and should be the catalyst to bring him the job and career he desires. I pursued establishing rapport and respect purposefully to be involved in this endeavor. To expand on Cialdini’s tactics, I decided to explore the opportunity to naturally involve each of the six pillars. I was aware since Kevin, the game creator, had observed my conversation with the owner of Mox that I immediately had his respect based on fact that I had been contacted by the company he desired to join.
In our initial talk I learned that he had not developed significant milestones and progress with his game. I shared my interest and the timing as a form of “scarcity” adding also my skills being the trifecta to hit the ground running and flesh out a plan and a path that could make this game come to life. I was deferential and listened to his hopes to make this vision for a product a reality, and developed a friendly rapport and felt I earned his “Liking”.
To build a connection I also