Techniques d’influences et de persuasion

Ismael DIATTA

MBD 1

Techniques d’influences et de persuasion

Mr. Gabor Nagy

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Glengarry Glen Ross

Release date : January 13, 1993

By: James Foley

Genre: Drama

• Al Pacino as Richard Roma
• Jack Lemmon as Shelley "The Machine" Levene
• Alec Baldwin as Blake
• Alan Arkin as George Aaronow
• Ed Harris as Dave Moss
• Kevin Spacey as John Williamson
• Jonathan Pryce as James Lingk
• Bruce Altman as Larry Spannel
• Jude Ciccolella as the detective

Synopsis: This is a revolution at Mitch & Murray, a large real estate company when a senior executive, anonymous and insulting, announces the sellers a major restructuring of the workforce. The best will remain and will be entrusted with the marketing of a lot of land particularly coveted, the others will be purely and simply transferred. Then begins an excessive war among the sellers who all want to keep their place.

I choose Ricky because he is my favorite character and the most interesting in this movie.

His goals are:

• Sell the maximum of contracts to all possible customers
• Get new ones
• Stay on the top on the sales board
• Earn a lot of money
• Win the Cadillac

Ricky’s first goal is clearly to seal contract and he is good at it.

To convince these customers, Ricky uses emotions. Indeed, he understood, like Shelley, that an aggressive or rare sales technique almost no longer worked. Ricky approaches his clients in a setting such as a restaurant or bar where they feel comfortable. He sympathizes with them before making an offer. He does not insist and makes them believe that it is in their interest to sign this contract.

With his client, Ricky immediately understood his personality, needs and fears. He positioned himself in the role of a family member, a very close person, he understood the need for his client's virility and power and did everything to prevent his client from thinking about his biggest fault, which is his wife.

He does not hesitate to play on words, misunderstandings and unspoken words to achieve his goals, as when his client comes to ask for the cancellation of the Ricky contract remains vague. He plays on words and timing to be able to keep the chord anyway. He shows us his techniques well but this time in vain, he proposes to go to a place more favorable to negotiate, he tries to provoke a burst of pride and virility in his client, he also tries empathy by reminding him that they are good friends. This sequence is interesting because we can see Ricky in an unusual situation. In addition, external events are involved in the negotiation; the police, the manager, a colleague. This makes it more and more difficult for Ricky, despite this he manages to turn the tide until his manager discredits him by affirming the very opposite of Ricky's speech about his client's contract.

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