Previously on "Mind Games"...
We research and deploy a psychological strategy.
We change people's minds without them knowing we did it.
- What the hell is she doing here? - Who's that?
- My ex-wife. - Our new office manager!
Claire calms me down, Ross. She's like a magic feather.
Everything... everything in here makes me think of Beth.
That was not the agreement.
I paid you to just disappear. You understand?
That's all of it. I don't want it.
I won't tell him about our deal.
It would be as bad for me as it would for you.
Really? Are you his brother?
Ross: Ever wish you could magically change someone's mind?
Get your spouse or boss to see things your way?
That special someone to fall for you?
What if you could not only change their minds
but do it without them knowing it had happened?
Well, now it's possible.
Dr. Clark Edwards is a world-renowned
influence and manipulation expert
who can tailor a plan to influence any situation
and solve any problem.
With his years of experience,
Dr. Clark can scientifically make your dreams come true.
A free consultation provides you
with all the tools you will need
to get your life in the direction it's supposed to go.
[ Click ]
What?
It's great!
I know I'm going to throw up,
and I know I'm going to kill you.
- I just can't decide on an order. - Yes, it's simple,
- but that is the type of message that we need to... - No. [ Snaps fingers ]
- Do you see that light bulb? That light bulb costs $27. - Latrell: It does?
Clark: Yep. Believe me... I'm well aware of your expensive tastes.
It's not about taste. It's about signaling, okay?
We spent a fortune we didn't have
pulling this place together, down to the last detail,
in order to reassure potential clients
that, while the business may sound dubious,
one look at our surroundings,
and they would feel confident that we were legit.
And now you go off and start running an ad
that looks like we're selling power crystals.
There actually was a pretty interesting study on power crystals.
- Miles. - Miles.
I've counted $675 in light bulbs, Ross.
We are a month late on the electric,
and we're standing under $675 in light bulbs?
They're actually really inefficient bulbs, too.
Claire: What kind of person just makes an ad
and starts running it without telling anyone?
The kind of person who's trying to generate business,
trying to get people in
so they can be mystified by these stupid light bulbs.
Then why are you running it
in the middle of the night when no one's watching?
Plenty of people are watching TV in the middle of the night.
Our people... people with problems,
problems that keep them up worrying,
wishing someone, anyone could save them.
And then along comes Dr. Clark.
Dr. Clark sounds like a children's dentist.
Megan: Guys, I'm not proud of it, but if I saw that ad
and I was up and I was desperate, I'd probably call.
Thank you. Finally, a voice of reason.
No, the ads are coming down. End of discussion.
Then how do you propose we tell people that we're here?
We don't! It has to be a secret.
They have to feel like they're discovering something...
exclusivity!
How exclusive is bankruptcy?
'Cause being a secret, that's what's gonna happen.
Excuse me. Hi. I'm looking for Dr. Clark.
I saw an ad.
[ Chuckles ]
Of course you did. Come right in.
My boss... her name is Cathy Stewart.
She's been with Bellerman Consulting
for over 30 years.
I've been her assistant for the last two.
She's sort of like having your mom for a boss,
if your mom could increase overall market share
and remember the names of all 437 employees and their kids.
The point is, she'll do absolutely anything
for the company, and people love her for it.
And for that reason, she was next in line to be our C.E.O.
But she's not gonna get it. They suddenly got cold feet
and brought in another candidate...
this young guy, Trent Hanes.
He's like a handsome mannequin, but with less experience.
Apparently, the board thinks his youth
would send a better message to Wall Street
about the direction of the company
than a more experienced, meaning "old," candidate like Cathy.
- See? Signaling. - Ross: Mm.
Anyway, what was supposed to be a done deal for Cathy
is now totally up in the air.
The board has formal interviews Thursday
and then announces their decision.
And I was up late, and I saw your ad,
and I thought maybe you guys can do whatever it is you do
to help make sure she gets the job.
[ Exhales sharply ]
Well, it would really depend on numerous...
we can absolutely help.
We specialize in exactly these kinds of cases.
I-I should warn you...
I haven't actually mentioned any of this to Cathy yet.
She might be a bit skeptical you can actually do what you say.
- We have light bulbs for that. - I'm sorry?
Chris, I'm confident that
once Cathy sits down with Dr. Clark...
how would you like it if I started calling you "Mr. Ross"?
Mr. Ross, can I have an apple?
Mr. Ross, will you please push me on my bike?
- Mr. Ross... - My apologies, Dr. Edwards.
All her doubts will completely evaporate.
Great.
Okay. I've got to admit, I'm a bit relieved.
You see an ad like that at 2:00 in the morning,
you have to expect to show up and find
that the office is a couple of card tables in a strip mall.
Huh. [ Elevator bell dings ]
We look forward to meeting her.
Wow. You see that? One ad, and "boom"...
high-profile client, big paycheck,
the kind of thing that puts us on the map.
Now we get a C.E.O and an ad talking about how Dr. Clark...
- Where is Clark? - He's in his office.
Latrell's making him look at decorative compact fluorescents.
Did you say hello to Beth?
Oh, yeah. Hello.
Will you tell Clark she's here?
- Happily. - Okay.
- So, anyway, it's got two flats. - Yeah.
And it's summer in Kansas.
- And I don't know if you've ever been there in the summertime. - No, I haven't.
- Oh, it's so pretty. - Aw!
It's... I mean, it is. It's just...
- oh, it's just... - I'm sorry, but, um,
could I actually have a moment with Beth?
My office?
You will never pull this off.
You're not built for it. You will trip up.
Clark will figure it all out, you will take me down with you,
and that can't happen.
Look, you paid me to get Clark to fall for me.
You didn't say I wasn't allowed to fall for him.
I felt like that was implied
when we talked about you going away and never coming back.
Why are you so worried about me?
You've got the same secret to keep.
I've had a lot more practice than you.
Well, it's lying. I'm not learning to play the violin.
- I think I'll survive. - [ Scoffs ]
You're not from Kansas.
What? You're from Wisconsin.
- No, I'm from Kan... - I know you're from Wisconsin
because Clark and I are from Wisconsin,
and you telling Clark that you were also from Wisconsin
was one of the ways that you bonded in the first place.
You can't even keep your story straight
in a simple conversation with Claire.
You will never pull this off.
Hi, Beth!
- Hi! [ Chuckles ] - Hey!
What's going on?
Ross was just telling me how happy he is that I came back.
Oh. Right. Hmm.
- All right, let's go get my stuff, and we'll go. - Whoa!
You can't leave. We're right in the middle of something.
Okay, we'll be in the middle of something later.
- We're just going to lunch. - What if Chris calls?
We have no idea when Cathy's gonna want to see us.
Come on. This is the kind of case we've been waiting for.
We need to be... preparing,
not running off to lunch with our little...
Yeah, yeah, if you're busy...
- I'm not busy. - Yes! You are!
Ross, just because you have a parole officer
doesn't mean you get to act like one.
Well, just because your girlfriend's a child
doesn't mean you get to act like one.
[ Scoffs ]
Clark, come on. Come on. [ Sighs ]
I have two questions for you.
One... do you think that
that guy Chris was checking me out?
We have a Yoko, Miles.
Did I miss something?
We're on the verge of our break, and we have a 22-year-old Yoko
with fuzzy memories of Wisconsin.
Yoko Ono was from Wisconsin?
No, Miles. Apparently, she was from Kansas.
Ross, you've got to get Clark out of his office.
Chris was very specific about what time Cathy could meet,
and if we don't leave... five minutes ago.
Okay, well... well, never mind. We're already late.
This is crazy! I'm going in.
Claire said she needed a few minutes with him, Ross.
We ran out of minutes... first, Beth took them,
and then Claire took them, and now we're out.
- What we need now is Clark. - She said not to let you in.
This is your job now... to stand here and keep everyone out?
Not everyone. Just you.
Fine.
Whoa, Ross.
I wanted to apologize.
Uh... I do care about this business.
This is an excellent opportunity,
and I shouldn't have acted like it didn't matter.
[ Scoffs ] Okay.
Beth is also very important to me.
And I'm not blind.
I can see that you don't like her hanging around.
- It's just that work demands so... - No, but that doesn't work for me.
For my health and stability, I need you to find a way
to accept that she's a part of my life.
Can you do that for me?
Of course.
[ Both chuckle ]
Great. Let's go get this job!
Right. Yeah.
Miles, what do you know about C.E.O.s?
Uh, according to one study,
they have a higher incidence of psychopaths
- than any other profession. - Excellent.
Latrell, your job is to keep Miles from speaking
- during the meeting. - What exactly did you say to him?
Why do you want to know?
Because it was obviously more effective than when I yelled,
and I'd like to learn to handle these situations better.
Or maybe you're just afraid that your ex-wife has Clark's ear,
and you want to learn how to get it back A.S.A.P.
All right, forget it. I was just trying to call a truce here.
Oh, yeah, Ross, I'd love to believe that, but, see,
I learned the hard way what happens when I trust you...
not doing that again.
[ Elevator bell dings ]
- She's a little upset. - Cathy: You're late.
Chris, what have I told you I want to do
to people who are late?
- You've asked for a trapdoor leading to a volcano. - Asked repeatedly.
- There have been some feasibility concerns. - Oh, there you go.
You owe your lives to feasibility concerns.
- Good morning, Grace. - Good morning.
Ms. Stewart, we completely understand how important...
oh, you do?
You understand what it's like
to be told that 30 years' experience is great
as long as you don't look like you've had more than 10?
You know, John, our last C.E.O., was two years older than me
when he took the job.
But, apparently, I'm aging in ways
that threatens stock prices.
I never thought to be embarrassed about my age
until someone suggested I should be mortified about it,
and now I am... so mortified, in fact,
that I find myself waiting around for an ex-con
and a bipolar Professor with psychological problems
- to save me. - Ms. Stewart...
what? You didn't think I was gonna look you up?
I know all your secrets.
The fact that I have to ask for anyone's help,
let alone yours... is embarrassing.
[ Sighs ] Come on.
Hi. Hello, Ms. Stewart.
I'm Clark, the, uh, Professor with the psychological problems.
Um, we were late today because of me. That's my fault.
It's one of my issues. Can I tell you what your issue is?
You don't seem to understand anything
about how decisions get made.
Oh, is that my issue?
Ross: No, no, no. What... what he's trying to say is...
Mm-hmm. Wait. No, it is!
Do you have any idea how complex the human brain is?
There... there are more connections
in a cubic centimeter of your brain tissue
than there are stars in the galaxy!
That makes 3 pounds of galaxies between your ears.
And you know what the crazy part is?
Most of it's out of your control.
The part that you think is you... the part that's
thinking and deciding and weighing all the evidence...
that part is so small.
It's like...
It's like a mouse in the belly of a 747
that thinks he's flying the plane.
Your problem is, you're telling the mouse
that you deserve to be C.E.O.
We know how to talk to the captain.
I can't tell if you're calling me the mouse,
the captain, or the airplane.
I'm asking you if you want to win.
Look around.
This company has been my home for most of my life,
these people... my family.
Yeah, I want to win.
But you know what I want more?
To lose because the other guy was better,
not because someone's counting the tree rings around my face.
We're not gonna let you lose.
Visual aids... part of the reason why we're late.
Um... Which one of these guys is better?
- What do you mean, "better"? - Just better. Who do you like better?
I don't know. I...
Go.
Now who's better?
I don't know. I...
- Maybe the middle one. - That is exactly what
over 80% of the people exposed to this study say.
When we're asked to make a decision
about two very different things,
your brain struggles with the problem,
but as soon as you have something
to compare one of the choices to,
your brain interprets the favorite among those...
as the overall favorite!
It's called asymmetrical dominance.
- What does this have to do... - You're going to win
because we're gonna add a third candidate to the race.
You're going to give me more competition?
Oh, no, no. No. No.
By adding a decoy candidate
who is essentially a lesser version of you,
we guarantee that you compare favorably to that person.
And because you win that comparison,
we virtually guarantee that you win the whole race.
It's fairly standard procedure.
Actually, as far as I know,
it's never been done under these circumstances. [ Sighs ]
You are horrible at accepting help.
Cathy: Say I believe this insane idea.
Where exactly do you find the decoy candidate?
Claire.
These are the people in your company
who are roughly your age and roughly your experience
but are still less qualified than you.
Clark: Adding any of them
should make the youthful candidate the outlier
and you the Victor via asymmetrical dominance.
This is crazy! I...
I know you're very smart,
but, uh, maybe I should just let the chips fall where they may.
- But... - Cathy?
I thought I told you
to send me everything from the second quarter, 2011.
Yes, and despite telling me instead of asking me,
I did it anyway, Trent.
I haven't received it.
Well, should I send Chris over to help you check your e-mail?
The same thing happens when my mom tries to send me something.
"I hit the buttons, Trent,
but the pictures are stuck in the Internet."
"Stuck in the Internet, Trent."
- [ Door closes ] - That's your competition?
All right, let me get this straight. [ Sighs ]
You are basically looking for the next most qualified
but underappreciated person at the company,
somebody who's been here forever
but still isn't getting the respect they deserve.
Exactly.
That's easy... Jim Clemons.
And I know how good he is
because I'm the one who put him in the current spot he's in.
And I know he's underappreciated
because I had to fight like hell to do it.
Clark: You know, he really is perfect...
experienced, loyal, older,
and way too boring to actually be in charge.
Hmm, now you just need to make him seem sexy enough
to deserve a last-minute interview.
According to Chris, there is one board member...
this guy, Walter Dickens... who spearheaded the entire search.
So he has the power to call Jim in all by himself.
Yeah, but all these analyst reports and news stories...
they're all about Cathy and Trent.
It's like Jim doesn't even exist.
If we could find someone who would at least name him
as a viable contender, then we could build
an inference strategy around an expert opinion.
[ Sighs ]
He was mentioned in one of these reports.
This one.
No, I read that one front to back. He's not in it.
What if he used to be?
What if I heard somebody leaned on the analyst
and had Jim's name taken out,
and that's the only reason it's not here?
I'm not sure I know where you're going with this,
but I think I like it...
some sort of redacted-persuasion technique.
- I have no idea what that means, but, yes, I... - Beth: I'm sorry.
- Am I interrupting? - [ Paddle thuds ]
Beth, ohh, I'm sorry. I totally forgot to call you.
We've... we've got this big assignment.
- W-we're in the middle of trying to figure out... - Oh, it's okay. I understand.
- You do? - [ Chuckles ] Yeah.
Okay, um, I-it sounds like
you're talking about a combination
of inference strategy and confidential elevation,
which might be kind of genius.
Um, yeah. The, uh... the genius thing.
That's exactly what I was suggesting.
[ Alarm chirps ]
Excuse me. Excuse me, miss. Miss.
Uh, are you Beth Scott?
- Yes. Who are you? - I'm Justine Liford.
I'm a lawyer looking into an incident
involving you and one of your professors...
Dr. Clark Edwards... at the university.
I think it's time that you and I had a serious discussion.
Justine: Beth, I'm gonna put it to you simply.
You may not realize it,
but you're owed a significant sum of money.
What are you talking about?
What happened at the university was wrong.
You were preyed on by an older Professor
who abused his power and left you so distraught
that, ultimately, you had to drop out,
disrupting your education and leaving a lasting scar
that the university is neither acknowledging or accounting for.
W-wait. I'm not interested in any sort of lawsuit.
Well, women in your position often say that.
But situations like this...
universities know they're in the wrong,
and they're usually quick to settle.
In my experience, cases like this
are somewhere in the area of $200,000 to $300,000.
Now, I know that the thought of testifying against someone
that you are in a relationship with...
it scares a lot of women into silence.
But things like this,
where it's just so obvious you've been wronged...
they don't get that far.
It's not about testifying.
Clark and I...
You're gonna tell me you're back together with him.
Yes.
Oh, I know. It happens.
Your life is so altered,
and everything is so confused by the traumatic event
that you end up turning
to the very person that hurt you for comfort.
And, yes, to be honest, before we could proceed,
you would have to end that relationship.
Oh, I'm... - now, Beth, I'm not interested in your answer right now.
This is the rest of your life we're talking about.
Don't think about where you are right now.
Think about where you're really headed,
and then you get back to me.
[ Indistinct conversations ]
[ Exhales sharply ]
Okay, we're about to make Jim seem like such a big deal
that he goes from being a guy at the company
to a guy they want to interview to run the company.
The whole board is here, but the man in the corner...
Walter Dickens... he's the one we care about.
Megan, you're first up with the inference manipulation.
- The reporter bit. - Okay.
The rest of you, follow with the loss-aversion priming on my cue.
Did we discuss a cue? What is the cue?
Ohh. Okay.
[ Squeals ]
No, that's bad.
No.
I'm gonna tug my ear.
That might be hard to see from across the room.
It's supposed to be subtle. It's like...
What if we can't see it? What if you wipe your forehead?
Wipes his forehead? He's not gonna tell you to steal second.
Yeah, that's stupid.
- Well, I don't know. - No, guys, I will just raise my hand
and pretend like I'm waving at somebody.
- I'll just raise my hand. - Okay. Yeah, that's great.
- Don't. - What are you doing?
Spread out. Let's go.
- Scatter. - Come on.
Ms. Stewart.
All right, what exactly are you and I doing?
I believe you are vesting me with authority.
And how long does that take?
Just until Walter's seen it.
Oh, cheese.
Right there.
There! No, not you. Move.
Go, um, give... give the signal.
- Mr. Dickens? - Yes?
Hi! I'm Tamryn Shaw.
I'm doing a story on the C.E.O. vacancy.
I can't really comment on board policy.
Look, I don't need anything on the record.
I'm just trying to
cut through some of the rumors about Jim Clemons.
- Jim? - The whole Stillman report thing.
No, I'm afraid I don't know what you're talking about.
Well, obviously, a lot of people are talking about
how Jim would be perfect for the job
but he's not being mentioned publicly.
I guess that's where rumors come from. [ Chuckles ]
The real conspiracy theorists think it was your competition,
allied, who got his name taken out of the Stillman report.
- Why would they do that? - Because they want him.
But Jim's not going anywhere unless you give him a reason.
So allied paid to squash the name so you'd overlook him,
and they could use the slight to pry him out of here.
I can't comment, except to say that,
obviously, Jim is a highly valued member of the team.
Excuse me.
You're good, Walter.
These are so small.
- Can I just keep it? - Clark, Clark.
What?
Walter. It just makes more sense because they're...
- No. There's Walter. - Oh, yeah.
Positioning is perfect. Send him in.
Hey. I'm sorry to interrupt.
Can... can I ask you a question in privacy?
Sure. Excuse me. Thanks.
It's kind of embarrassing. I, uh...
you see, I have this drink, and I spilled on my shirt.
Oh. I mean, the whole board is here,
and I don't want to look like an idiot.
See that guy talking to Jim Clemons?
- Who is it? - He's a headhunter... works with gray and white.
They deal exclusively with executives for top-10 firms.
Guess the rumors are true.
Thank you so much.
I heard there's at least three firms after him.
I can't believe the board
would leave him so open to being poached like that.
No.
- What? - No!
What?
That tall guy... he can't be there.
He'll sub... subconsciously minimize Jim!
- Wait, wait. - No, no, no.
No, no, no.
Miles: I'm sure they'll at least interview him.
Latrell: They'd be crazy not to.
Hi.
I'm sorry, but you need to move.
I heard the board got his name pulled from the report
themselves so he could be their surprise candidate.
That almost makes sense.
Height is a form of dominance display
that... that subconsciously minimizes our subject.
- So just seeing you stand here means... - I don't know what you're talking about.
You're messing everything up, and you need to move.
- Is that clearer? - Just... just step over... hey.
- Would you excuse me for a second? - Sure.
- I'm so sorry. - Yeah. You look fine.
- Step over here. - Hey, hey, hey!
Is there a problem here?
This guy is messing up our whole strategy!
- Clark, relax. - I am relaxed! Look... hey, hey, hey!
He's not listening, okay? We can't be here right now!
Sir, sir, I need you to leave, okay?
- Don't! - [ Tray clangs ]
- Don't! Don't! I said don't! - You have to calm down, sir!
- Man: Calm down! - I am calm!
I can go out myself, all right?! You don't need to push me!
You need to go out right now. No!
Oh!
We nailed it.
A guy that tall is a walking-dominance display.
- He's distracting from... - All right, let me get this straight.
You... you were worried about a distraction.
You decided to solve it with a melee? Huh?
I asked him politely to leave.
- I thought you could handle this. - I was, Ross.
- Guys. - It was your job.
- What? - What, Miles? Behind you.
Ms. Stewart.
That was impressive.
- Ms. Stewart... - I may not understand the infinite complexities
of the human mind, Dr. Edwards,
but I understand that I trusted you,
handed you everything that was important to me,
everything that I've worked for, and you made me regret it.
We don't know that it didn't work.
Do you really think that Walter was still paying attention
to us after Clark started wrestling tall people?
Hi.
I'm looking for Mr. Edwards.
Um, which one?
It's fine, Latrell. I'll take this.
Would you like to step into my office?
So...
She didn't take the bait.
- She didn't believe you were a lawyer? - No, no, she believed.
She just wasn't tempted... at all.
- What kind of numbers did you throw out? - I was mentioning somewhere
in the neighborhood of $300,000 as a settlement...
no trial, nothing.
- She's in love, Ross. - Come on.
Not only was she not interested in a suit,
she threatened to hire a lawyer
and come after me if I did anything to hurt Clark.
I would say that she's a lot closer
to being your sister-in-law than she is to disappearing.
Great.
Well [Sighs] appreciate the help.
[ Chuckling ] Oh, God... not nearly as much
as I appreciate you thinking about me.
I mean, since I-I got out,
I've been trying to do the right thing, really,
but it's hard when your record is blemished.
Believe me... I am well aware.
So... I was thinking, with a job like this,
you know, something where I could use what I know
but stay out of trouble...
I'd love to help you out, but right now,
we can't even afford to pay for our light bulbs.
Chris just heard from Dickens' assistant.
They're making plans to bring Jim in for an interview.
That's great! Does Clark know?
What are you doing?
Oh, um...
I was getting, like, a high-five vibe, I thought.
I don't know. It... it... it seemed app...
thank you, person!
You see? I fit right in.
Hey! You heard?
This is good!
Mm... We got lucky.
I almost blew it.
But you didn't.
But I could have.
[ Sighs ]
Ross, I...
[ Sighs ]
I can't be responsible for other people's lives like this.
I'm barely managing mine. I...
You're the only reason the rest of us are here.
Who you are makes all of this possible.
Who I am is the problem.
You delivered what you promised.
That's what you do. That's who you are.
So, some drinks get spilled.
We'll get better at helping you manage that.
Never lose sight of the fact
that this is a win because of you, not in spite of you.
Huh?
Come on!
[ Sighs ]
Hey.
Want to go get something to eat?
Actually, I'd love to, but, uh,
got some other messes to clean up.
Beth: She said she was a lawyer.
- She said there were legal repercussions. - She wasn't a lawyer.
Yes, she was. Here, I have her card.
Justine was with me.
I hired her to talk with you.
[ Sighs ] There wasn't gonna be a lawsuit.
Given her history, she pretty much hates lawyers.
Are you kidding me?
Ross, I haven't slept since that woman came over here,
- and the whole time, you... - Look, I needed to know if you were really here
for Clark or if you had some kind of number in mind.
At least if you'd been lying about being in love,
we'd be speaking the same language.
I have a lot of experience
dealing with liars who just want money.
Unfortunately, you seem to be telling the truth.
- I am. - Well, the truth isn't going to fix your back story
and the one that we created for you to get close to Clark
wasn't built to last.
And, obviously, you're already slipping up.
- Okay, so, what do we do? - We figure out the lies you've told.
We marry them to enough real details from your background
so you don't forget under pressure.
And you're going to teach me to do all of that?
I'll teach you what there is to teach.
What does that mean?
[ Sighs ] It means that lies are like boomerangs.
You throw them out as hard and as far as you possibly can.
But, eventually, they always come back.
When they do, you just hope that the people that are around
want to give you the benefit of the doubt.
I will give you a good story.
But eventually, if you really want to make it,
you're gonna have to make everybody love and trust you
just as much as Clark does.
So, this was in high school?
No, junior high. Why? Does it not work?
No, it's fine.
The stories should be true when they can be.
You just have to make sure that they connect up to the lies.
Okay, now, I-I'm curious, actually.
- Now, what did the coach do to you? - Oh, he confiscated the whole bag,
- and then we never heard about it again. - Of course he did! That's what they do.
[ Laughs ]
- Typical. Unbelievable. - Hey.
Hey!
What's... What's going?
Uh... Nothing. [ Chuckles ]
Uh [Clears throat] Beth and I, um...
Well, we kind of got off on the wrong foot,
thought we'd take a moment
to sort of get to know each other a little better.
I'm actually gonna head out,
so I will leave you two lovebirds on your own.
- Beth, I enjoyed the chat. - Beth: Me too.
- You. - Oh, God.
Hey. Hold on. One sec.
Hey.
[ Clears throat ] Hey.
I really...
It means a lot to see you doing this.
I really... I appreciate it.
It's no big deal. I was on my way home.
[ Cellphone chiming ]
[ Beep ]
[ Scoffs ]
They officially offered our decoy candidate, Jim,
the opportunity to interview for C.E.O.
Yeah, Cathy's as good as in. We already knew that.
He turned them down.
Miles: Cathy just sat down with Jim herself.
He says he knows he's not gonna win against her and Trent.
He doesn't want to put himself and his family
through the entire process for a hopeless cause.
We don't have time to trump up another candidate.
Our only chance is to convince Jim
that he's actually got a shot at winning this.
But you handpicked him because he has no chance of winning.
What kind of person doesn't want to be the boss?
The kind who's smart enough
to know they're never gonna get the job.
There you go... you dumb him down a little,
and you're home free.
[ Snaps fingers ]
That's actually a brilliant idea.
Was it actually an idea?
We're gonna need a very attractive female.
- Megan. - Older. Someone with gravity.
Actually, I might know just the person.
[ Elevator bell dings ]
You understand... this is a one-off deal.
- That's... - Can you please stop focusing on firing me
before I've even done anything?
This her?
Clark, this is Samantha Gordon.
[ Clears throat ]
Are you ovulating?
Um, that's a new one.
It would really help if you were ovulating.
You know, it occurs to me that you might have been a bit vague
about what exactly you wanted me to do.
Just put that on, and I'll explain on the way.
You'll see... it'll have something to do with science.
The human brain is essentially two parts...
the basal ganglia, which is the most primitive one
and guides your most primal, impulsive instincts,
then the prefrontal cortex, which is most recently evolved
and is responsible for your consciousness and reasoning.
Trick is... primitive one's driving the bus.
Of the higher-functioning part,
it can offer advice, opinions, cautions.
But the primitive one makes the final call
on whatever we're going to do.
So if we aim our approach at Jim's most basic instinct...
[ Whistles ] ...While quieting his higher brain,
he should do exactly what we ask him to.
The sexual instinct is the strongest
and most primal one we face.
In the presence of an attractive female,
men immediately experience a boost in testosterone,
find themselves driven to more thoughtless, risky behavior.
That's why I asked if you were ovulating.
It exacerbates this behavior.
The color red signals a sexual display
and demands one in return,
compelling Jim to try to be impressive.
You'll introduce yourself
as an executive salary-negotiation specialist,
which will imbue you with expert authority.
Our reasoning centers have been shown to largely
turn off when we're told we're listening to an expert.
We simply take in what they're saying without regards to risk.
Yeah, I'm getting a pretty good sense of how that works.
We've done our homework, Jim,
and you are a genuine diamond in the rough.
[ Laughing ] Oh, well, I'm sorry.
- I... I don't see it. - [ Chuckles ]
Well, that modesty is what makes people love you, Jim.
- Oh. - If I didn't think that you could actually win,
I wouldn't be wasting my time.
Wait! There's one more strategy
that we want you to employ...
- rhyming. - Rhyming?
In study after study,
when information is presented in the form of a rhyme,
it boosts processing fluency
and is... is judged to be more accurate and persuasive.
Do you seriously want me to rhyme in a business meeting?
- Yes. - There were over 100 days of expert testimony
in the O.J. Simpson trial, all of which was trumped
by the most persuasive rhyme in history...
"if it doesn't fit..."
"You must acquit."
- [ Elevator bell dings ] - Trust me. This is gonna work.
The thing is, Jim, the bold end up with the gold.
Yes. Y-y-you keep saying that. [ Laughs ]
So show them that's you.
Let people see that you're a real leader.
You're the kind of person this company needs.
You're the kind of person this company deserves.
[ Laughs ]
[ Chuckling ] No, I... it's just never gonna happen.
Uh, between Cathy and Trent?
I'm... I'm sorry, but I don't want to put myself and my family
through something like this
when I know there's no way they're gonna take me over them.
[ Sighs ] Look, I really appreciate the... the visit,
but I don't want to waste any more of your time. I...
you know what, Jim? You know what? You're right.
You can't win.
Both those other candidates are stronger,
and one of them is absolutely gonna be the next C.E.O.
But here's the thing...
It doesn't matter.
You are gonna be a different person
just for interviewing for the job,
and having been a candidate for the top job
is something that a person like me can use
to get you a 30% bump to stay right
where you are the next time your contract is up.
You don't have to win. You just...
Have to be in... Jim.
Sam: Hey. Hey, guys, I'm sorry.
Okay? I'm sorry. It wasn't working.
I had to go with something else.
Confidence priming has been shown to be far more effective
than lose-win scenarios.
That's why we drew it up that way.
It's... it's not always an immediate effect.
You should have let him sit with it for a while.
Okay, look, I'm... I'm no scientist,
but I've developed a pretty keen eye for knowing
when someone's gonna take the bait, and Jim wasn't biting.
I-I don't know, like, the technical term for it,
but I do know that dollar signs let you point someone
in the direction that you want them to go.
So, Jim knew that he was gonna lose.
Instead of fighting it,
I just convinced him that losing still got him paid.
I-I-I did use a rhyme, if that's worth anything.
Yes, yes.
- I mean... - Uh, thank you for your help.
Hey, we'll see you back at the... at the office, okay?
Sam: Oh, come on. You'd have done the same thing.
And it's still gonna work.
I'm telling you, if you just give me a chance, I really...
I told you... I shouldn't be writing you this check as it is.
It's not about the money to me, Ross.
Look, I'm trying to be a good girl...
just looking for a lifeline here.
- When something changes... - Yeah, yeah.
- [ Ringtone plays ] - I know how this part goes.
[ Beep ]
Hello.
Really?
Ahh, no, no. [ Chuckles ] No. No.
I-I actually think that's a really smart decision, Jim.
Yeah, you know what? I'm, um...
I'm actually in the middle of a negotiation right now,
so can I call you back?
Great, great. Thanks.
[ Beep ] He wants the interview,
wanted to talk about what sort of salary demands
to make when he came up again.
I just won your case.
You're welcome.
Sam, why are you being this way?
I told you when you did it that it was a one-time thing.
But on the bright side, it's nice to finally
walk out of a meeting where I don't get the job
and feel like it's because the other person is an idiot.
[ Door closes ]
You sure that's a good idea?
Caffeine actually increases the speed
at which you process sensory information.
You think, act, talk faster.
Somebody gave you the impression you talk too slowly.
Miles: She got it?!
She got it! Chris just called! Cathy...
- got the job. We put it together. - Yeah! Mm! Come on!
- I didn't play sports. This is what I have. - Yeah!
I don't really know what to say.
Well, it was really asymmetrical dominance.
No, no, brains, planes, mice, asymmet... whatever.
You did it... All of you.
- [ Door opens ] - It means more to me than you can know.
- Thank you. - [ Door closes ]
Chris, did we get the champagne?
Uh, I'm sorry. There's a problem.
What?
It's Jim.
- They're letting him go. - What?
A-apparently, they discovered some inconsistencies
in his background...
lies about his education and the first couple jobs.
That's why he didn't want to interview.
Until we pushed him into it.
Look, this can't... you... you...
We... we...
[ Sighs ] We chose this strategy,
rather than attacking your opponent
specifically because we didn't want anyone getting hurt
while delivering you the job.
Ms. Stewart, you... you... you have...
you have to go say something. You have to go tell them that...
I already have.
You knew?
I was informed this morning. I urged them to reconsider.
- Urged them? You're the new C.E.O. - No, it's more complicated than that.
He did lie. There are issues of legal liabilities.
- Without a degree, he... - Stop, stop.
Listen to yourself. You don't even believe what you're saying.
You know where I'd be if people still focused on what I did
instead of what I'm doing?
Jim is your guy... you didn't fight for him
to get promoted because of his résumé.
You fought for him because you knew that he was damn good at his job.
- Yes, but what what ha... - Cathy, I know how much you want this,
how hard you've worked for it, but this isn't the way you want it.
You know Jim, really know Jim,
and if you don't stand up for him, then who will?
And if that is the person that you have to become
in order to get this job, you're not winning anything.
You're losing everything.
Ms. Stewart, the board is waiting for you.
[ Sighs ]
Don't let them do this to Jim or to you.
I'm sorry.
- I need to go. - [ Sighs ]
[ Sighs ]
Walter: After an exhaustive and thorough search,
it gives me great pleasure to introduce the person we feel
has all the tools to lead this company
to new levels of prosperity and success.
Ladies and gentlemen, the new C.E.O. Of Bellerman Consulting,
Mr. Trent Hanes!
[ Applause ]
- Congratulations. - You bet.
I don't understand. You were fired?
I believe they regretfully accepted my resignation
after I explained that if they didn't keep Jim,
- they wouldn't be keeping me. - Claire: That's not right.
- There are legal remedies we could look into. - No, no, no, no, no.
Once I locked eyes with that corner office,
I got away from myself. I lost sight of who I was.
- I'm sorry. - [ Laughs ] I thought I would be, too,
but I actually felt better turning in my security badge
than I did when they asked me to be C.E.O.
And it turns out
that saying no to a job you've worked your whole life for...
apparently,
it gives people the impression you're a bit of a Maverick.
Some bunch of college dropouts called me from Silicon Valley,
practically begging me to run their company for them.
- What? - Claire: [ Chuckles ]
Turns out that an older woman
who not only has experience, but isn't afraid to buck convention
happens to be exactly what they need
to make themselves legitimate.
And since none of them have degrees,
they didn't blink when I mentioned bringing Jim with me.
Clark: Oh, that's great.
Working with you guys has reminded me
that there's something nice
about being surrounded by people who are young and hungry.
[ Chuckles ]
[ Elevator bell dings ]
So, technically, we got you two jobs.
Yeah, but I'm still only gonna pay you once.
- We should celebrate. - Megan: Yes!
Drinks are on Miles!
[ All cheering ]
[ Rock music plays ]
[ Cheers and applause ]
[ Indistinct conversations ]
Let me get another shot.
Ah, that's a good band.
Thanks. Oh, thanks.
Hi. Hey.
So, uh, too late to say I'm sorry?
- For? - Hmm.
Can it, uh, be a blanket apology, just covers everything?
[ Chuckles ] I have issued a lot of those.
- [ Laughing ] Yes, you have. - ♪ Oh, she left you bloody
what you said to Cathy, Ross... I was surprised.
- ♪ On the motel lobby floor - Why?
- Well, the Ross that went to jail - [Chuckles]
- He didn't seem like the type... - ♪ Even though she took your money ♪
...to trumpet the value of relationships over money.
- ♪ Oh, you know she needed more - That Ross occasionally got confused,
ended up with a lot of time alone to think about it.
[ Chuckles ]
Whoo!
Hey, you know, I, uh...
I've been meaning to tell you that when Clark gets worked up,
there's, uh, a trick I used to use
- that I thought you may find handy. - ♪ I'll just take what I can get ♪
- Doesn't always work, but... - Hey! I know you!
- I don't think so. - Yeah, yeah. You're Beth's friend, right?
- ♪ I've got him where I want him ♪ - I live next door... or I did.
You borrowed a phone charger a few months back.
- Ross, right? - No, you got me mixed up with somebody else.
- [ Music fades ] - I don't know you.[ Chuckles ] I don't know.
Claire, Claire, wait.
Did I say something? What happened?
Just wait a second. Wait a second.
Look, she's crazy, that girl. I don't know who she...
your name... she knew your name, Ross.
And a week ago, I was standing there
when you claimed you met Beth for the first time in the lobby.
Okay, okay. Look... [ Sighs ]
The truth is that when I found out
that Clark was dating a student, I was worried,
so I went down to the campus just to check things out...
that's all. That's good. That's good.
No, that's very good. That's very believable.
You are like singularly talented at saying things
that are just indistinguishable from the truth.
[ Chuckles ]
- I'm not listening anymore. - Claire...
no. And you know what the worst part is?
The worst part is, is that I knew it.
I knew in my gut that this would happen.
And for one second, I thought you had changed.
[ Scoffs ] Look, don't leave, okay?
Everybody's waiting for us. What am I supposed to tell them?
Just...
Make something up.
- They won't know what hit them. - [ Exhales sharply ]
[ Exhales sharply ]
Corrections made by snarry.