pitch unfairly

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Cher Horowitz, 1995. Pitched unfairly, 2026.

Every grade is an opening offer. Same story, same numbers. Rebuilt the way we'd pitch it today.

Template: Negotiation deck

  • C+ to A-
  • 1 semester
  • 2 teachers matched
Play the 2026 deck Read the real story Steal the structure
1995 Negotiation deck

Cher Horowitz

Every grade is an opening offer.

Legend
Original craft
Unfair

The story→10 slides

It's a live deck. Press start, then scroll or use the arrow keys, or play it full screen.

Play the 2026 deck

Cher Horowitz's negotiation deck, slide by slide

Every slide opens the live deck right where it is.

  1. Cher Horowitz deck, slide 1: My report card is an opening offer. 01My report card is an opening offer.
  2. Cher Horowitz deck, slide 2: Mr. Hall opened with a C in debate. 02Mr. Hall opened with a C in debate.
  3. Cher Horowitz deck, slide 3: I want an A-minus. I walk away at a B. 03I want an A-minus. I walk away at a B.
  4. Cher Horowitz deck, slide 4: Teachers argue positions. I negotiate interests. 04Teachers argue positions. I negotiate interests.
  5. Cher Horowitz deck, slide 5: Make Mr. Hall happy and the zone opens. 05Make Mr. Hall happy and the zone opens.
  6. Cher Horowitz deck, slide 6: Don't split the grade. Grow the happiness. 06Don't split the grade. Grow the happiness.
  7. Cher Horowitz deck, slide 7: Open high. Trade every concession. 07Open high. Trade every concession.
  8. Cher Horowitz deck, slide 8: Every objection already has an answer. 08Every objection already has an answer.
  9. Cher Horowitz deck, slide 9: Same semester. C-plus to A-minus. 09Same semester. C-plus to A-minus.
  10. Cher Horowitz deck, slide 10: Deal closed. Every next step has an owner. 10Deal closed. Every next step has an owner.

Then · 1995

How it really went

Read the real storythe film by Amy Heckerling, via Wikipedia
  1. Mr. Hall hands out report cards in first-period debate: Cher gets a C
  2. At dinner she tells her father, a litigator, the grades are just a starting point
  3. A heartbreak story turns her PE grade from C to B
  4. She promises Miss Geist a letter-writing campaign for clean air
  5. Mr. Hall won't move: her debates lacked research, structure and conviction
  6. Cher and Dionne decide to make him happy: a sonnet, compliments, coffee for two
  7. Mr. Hall and Miss Geist fall for each other; grades improve across the school
  8. Same semester, C-plus to A-minus; her father is thrilled
  9. Later, Mr. Hall and Miss Geist marry, and Cher catches the bouquet

Now · 2026 · 10 slides

What we changed

  • The report card renegotiates itselfApply the heartbreak story, the tardy objection and the matchmaking, and watch the red pen go to work until the average lands on A-minus.
  • Positions flip to interestsPick Miss Stoeger, Miss Geist or Mr. Hall and flip from what each one says to what each one actually wants, with the move that serves it.
  • Mr. Hall's mood is a sliderDrag him from miserable to in love and watch his ceiling climb past Cher's walk-away until the zone of agreement opens.
  • The closet computer picks the optionsCher's outfit computer scores every option by who it makes happy, and finds the one that makes everybody happy: a match.

Steal the structure

Build your negotiation deck like Cher Horowitz did.

  1. 01 Frame Name the deal and reframe where you start: their first number is an opening offer.
  2. 02 Where we stand The current position in the other side's own numbers, and why it matters to you.
  3. 03 Target and walk-away Your anchor, the outcome you expect, the worst deal you will sign, and your BATNA if there is no deal.
  4. 04 Their interests For each person across the table, the position they state and the interest underneath it.
  5. 05 Zone of agreement Their limit against yours; if there is no overlap, show what would move their limit.
  6. 06 Options Options that cost you little and are worth a lot to them, scored by who each one helps.
  7. 07 Anchor and concessions Your opening ask and a ledger of planned concessions: what you give, and what you get for each.
  8. 08 Objections The pushback you expect, each with a rehearsed answer, and where negotiation will not work.
  9. 09 The agreement Before and after, in their units, so everyone signs the same thing.
  10. 10 Next steps A mutual action plan: owners on both sides and a date for each step.

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