Magna Team Hip-Hops Its Way to The Top

Watching the charity television auction episode of NBC’s “The Apprentice” last week, we got ample evidence that in our celebrity-obsessed world, people will pay a lot to rub elbows with a little fame. And the more face time with a very famous face, the more people will pay.By episode eight, “The Apprentice” team head counts were even at five apiece, demonstrating that whether book smart, like the Magna team, or street smart, like NetWorth – the key is just to be smart.So Donald Trump engaged in some corporate realignment. Magna project manager Kendra and NetWorth team head Chris – neither of whom had led before – were told to choose two team members to send to the other squad. Kendra gave away Erin and Stephanie to NetWorth. And Chris handed over Tana and Craig to Magna.This task would put a premium on talent management and negotiation.The assignment for both squads was to produce a live music auction for the cable network Fuse to benefit The Elizabeth Glaser Pediatric AIDS Foundation. Each team got five big music acts, with whom they would negotiate a personal experience that would be auctioned off, live on television. The team that raised the most money would be the winner.NetWorth team head Chris handed negotiating prize packages with the artists over to John, who had some experience in the music industry. Unfortunately, John thought he was on an equal playing field as these mega-stars and entered each negotiation with his own war stories, which did nothing to stroke the egos of the celebrities. As a result, John got simple 45-minute play sessions from four artists and an invite to a CD box-set launch party from former Kiss leader Gene Simmons, despite Mr. Simmons actually offering more. John repeatedly shot down the suggestions of his female teammates that they try to get larger packages.By contrast, NetWorth’s Tana and Craig masterfully wheedled more elaborate prizes, including a television appearance with hip-hopper Eve, an around-the-world tour with Jadakiss, and a first-class weeklong tour and onstage appearance with Moby.When the auctions aired, NetWorth’s weak packages sold for $11,325, almost half of the whopping $21,654 that the Magna packages brought in.In the board room, Mr. Trump rewarded John’s contempt for his female teammates and inept negotiating skills with a trip from the suite to the street. John got the Trump-A-Dump.Episode Eight Turning PointsThe tone was set for a NetWorth loss when John said he could go solo in handling the task of negotiating with the five musical acts (Barenaked Ladies, Gene Simmons, New Found Glory, Simple Plan, and Fat Joe), though he decided to bring Erin and Stephanie along as “hot girls.” When Simple Plan said John’s idea of playing for 45 minutes at the winning bidder’s house was the same prize other contests offered, John said that his team would be happy with anything. Even though Mr. Simmons wanted an idea that would out-earn all other artists, John settled for an invite to the CD box-set release party.Magna was busy putting their best foot forward by knowing it was about “the stars” and not about themselves. Tana suddenly morphed into a hip-hop linguist of the highest order who connected with Magna’s artists Lil’ Kim, Lil’ Jon, Moby, Eve, and Jadakiss. When Tana said “in the hizzy,” “booya” and “we be talkin,’ ” her teammates just stepped back and let her do the talkin’. Her high-value prize packages won with the audience, and Magna scored a clear victory.In the boardroom, Mr. Trump’s henchpeople, George and Carolyn, both faulted Chris’s leadership. But Chris argued that his role in production was vital because the prizes were irrelevant if no one tuned in to watch. The Donald agreed and sent John packing.Lessons LearnedLESSON ONE You negotiate down – not up – and never from a position of weakness. NetWorth’s John failed to understand he had a strong offer for the artists – national TV, a great charity – and that he could ask for a lot. Magna’s Tana knew her strengths, connected with the artists, and therefore bagged big offers.LESSON TWO “Book smart” versus “street smart” means less than emotional intelligence. Tana’s brilliant, emotionally intelligent transformation into a hip-hop street linguist made the day for her team. In the Trump-O-Sphere, The Donald has often used a reading of his target customer’s emotional needs to sell his product.LESSON THREE In The Donald’s world, and the real world, the best ideas win. Mr. Trump has often noted that the ideas that have scored the best were not his, but came from his secretary, a teammate, a friend, a family member. Thinking his ideas were the only good ones, NetWorth’s John cut off a flow of better ideas from his teammates, and suffered the consequences.Next week’s contest features a mixed group of nine Apprentices. So now, rather than college kids against high school graduates, it’s every human for themselves. Stay tuned.Mr. Whitehead is a consultant specializing in workstyles and careers. Email your questions and comments to trumponomics@aol.com.

Magna Team Hip-Hops Its Way to The Top

Magna Team Hip-Hops Its Way to The Top

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