How Walt Disney Built Suspense When Negotiating In Business

If you’ve ever read “When I Stop Talking, You’ll Know I’m Dead” by Jerry Weintraub you may recall a story he shares about Disney. (In case you don’t know who Jerry Weintraub is: he brought back Sinatra’s career, took Elvis on tour, and virtually dominated the entertainment industry as a producer and agent single-handedly).

Weintraub had a meeting set up with Walt Disney in his early years as an agent where he was flown out to meet Disney in Los Angeles.

He arrives at Disney’s office and ends up waiting not 3 or 4 or even 5 hours. He waits 5 days until he is finally called in. Flustered and a bit intimidated by this point, Weintraub is sent through a long hallway, where all of Disney’s oscars are put up on display.

“You can design and create, and build the most wonderful place in the world. But it takes people to make the dream a reality.” – Walt Disney

He opens the door, enters Disney’s massive and spacious office to find a focused Walt drawing at his desk. The “negotiation” doesn’t last too long. Weintraub listens to Disney’s request, agrees, and he’s out the door.

In retrospect, Jerry couldn’t help but respect Disney for creating that reputation and placing hoops in front of him to jump through. 

So what does that mean for you and your social life, business, and relationships? No one who is easy to access is valued highly.

While I don’t think you should “fake” it, I do think it’s important to put a premium on your time and your attention. When you become more ruthless about your time and attention, this one strategy will make them, like Disney, seriously valuable commodities.

Source: Addicted 2 Success

Banner Photo Credit: Disney