Notes on Negotiation: When “The Force” Just Isn’t Enough

When “the force” just isn’t enough
Written by Marty Latz, Latz Negotiation Institute

Giving up on a decades long negotiation with area residents for permission to build a movie production studio on his Marin County ranch property, filmmaker George Lucas announced over the weekend his intention to withdraw his application from the County Planning Commission.  Neighbors, represented by the local homeowners association, opposed the project because of concerns about traffic and noise.  Lucas claimed the project would create 600 high-paying jobs.

Lucas also then announced his intention to sell the property to the Marin Community Foundation, an affordable housing project developer.  Time will tell if Lucas has indeed given up or if this is a last ditch attempt by Lucas to force an agreement by potentially limiting the attractiveness of his neighbors’ Plan B (a significant number of the neighbors in this high end community have objected to this by stating it might bring in crime, etc.).  Of course, Lucas could always summon Darth Vader for some good cop, bad cop negotiating.


Marty Latz is the founder of Latz Negotiation Institute, a national negotiation training and consulting company, and ExpertNegotiator, a Web-based software company that helps managers and negotiators more effectively negotiate and implement best practices based on the experts’ proven research.  He is also the author of Gain the Edge! Negotiating to Get What You Want (St. Martin’s Press 2004). He can be reached at 480-951-3222 or

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