A few nights ago, after reading about the recent death of the actor Robert Redford, I sat down to re-watch the cinematic classic Butch Cassidy and the Sundance Kid. I’ve long been a fan of both Redford and Newman and many years ago read Robert Redford’s biography by Michael Feeney Callan. My love of Westerns was passed down from my dad and Butch Cassidy and the Sundance Kid was a firm family favourite.
The final scene of the film is one of those that you never forget and a real movie classic. Paul Newman and Robert Redford, cornered and hopelessly outgunned, charge out of their hideout into a hail of bullets. The film freezes with Butch and Sundance in mid-stride leaving us with an image of defiance, loyalty and pure swagger.
From a negotiator’s perspective there was an interesting story behind the casting of this film. When the studio first put the film together Paul Newman was by far the more established star and they wanted him to play the bigger role of the Sundance Kid. The studio then offered the lesser-known Robert Redford the role of Butch Cassidy. Redford, however, pushed back. He wanted the grittier and edgier role of Sundance and typically in these circumstances, a younger actor insisting on better billing would be laughed out of the room, dragging a potentially tarnished reputation with him. Instead, however, Newman agreed and backed him. He saw the potential in Redford and felt the chemistry on screen would be better if their roles were swapped. The studio gave in and that decision didn't just make the film better, but it sparked one of Hollywood’s greatest screen pairings.
There are several things here that interest me as a negotiator. Firstly, and simply, the fact that against the odds, Redford had the courage to ask for what he wanted but he didn't fight alone. He had an ally with leverage and together they made a case that the studio couldn't ignore. Negotiating is an art and often so much more nuanced than simply making demands. It can sometimes be about building alliances and framing outcomes that benefit everyone at the table and sometimes a united front for the benefit of all will make people remember you long after the dust has settled.
