Sometimes using your head in a time of negotiation and keeping your cool in a time of nervousness, aka a poker face, pays off in dividends. Such was the case with Juan when he faced the biggest fish of them all, Mr. Kipling, his owner and boss.

He lived as he rode his horses: alert and precise. His resilience to winning was his endurance and determination to leave the jockey lifestyle and enter the horse business.
"I am feeling it this year," he hollered to the feeder before the owners arrived. Juan knew they would be pleased as punch that he won the derby. Then again, Juan knew all the glory went to the horse, primarily, and then to the owner, so the jockeys were almost invisible in the winning team equation.
He figured he had given countless hours and a considerable part of his life to reach this moment; he couldn't have been more conflicted. Did this mean he could retire from riding and move to the business side now? Should he let it be known, he’s tired of riding the horses in big races?
He pondered these thoughts in the winner’s circle as he held his glass of milk.
Juan’s mind swirled with the factual information that filled his head as a twenty-five-year-old man barely nearing his career's prime. The average racehorse lives to be twenty-seven. Jump jockeys leave the sport when they are thirty-five compared to flat race jockeys, who, on average, retire at forty-five.
Most of these problems result from health problems and concerns because the wear and tear of the sport on the body causes premature retirement in most cases. Sadly, most jockeys retire without ever reaching the winner’s circle.
Juan accomplished mastery so young and entered the winner's circle without thinking of hanging up his racing pants. Indeed, Juan would utilize the business negotiation tactics he and his wife practiced for this occasion. Maria-José taught Juan to be a negotiator since he was an excellent observer and saw his parents negotiate daily when he was young at their family business.
Juan faces many decisions now. He surely would meet with the owner today. A tradition after winning the Horse Racing–15.30 Timico Cheltenham Gold Cup Chase, the meeting remained at the forefront of Juan’s mind. He developed an excellent counterplan to meet or supersede the owner’s plan. His thoughts returned to the negotiation skills he learned from practicing with Maria Josė.
The owner, Gerald R. Kipling, arrived at the winner's circle and took his rightful pose with the horse and Juan. Kipling, on cue, asked Juan to come to his office immediately after the photo opportunity. Juan immediately felt a pit in his stomach. His nerves caused his stomach to upset, and he felt as though they reached into his throat and might squeeze his air passage closed until he struggled with every breath. He took his time to get to Kipling’s office because he didn’t want Kipling to believe he had no interest from other owners.
But after he arrived at Kipling’s door, Juan took a few minutes to straighten his head before he went inside. The racing in his head caused crazy thoughts to roam freely. Gerald R. Kipling looked up from his documents and removed his glasses.
"Juan, I can’t thank you enough for winning today! You were phenomenal.”
“Yes, skill and hard work got me there, along with Piper, your horse, of course.”
“Yes. Juan, I wanted to discuss your future with you here racing for me. I wonder if you will stay with our organization or if you consider leaving. I only ask because I saw other owners hovering around you at the winner’s circle, and it took you some time to get here.”
“Thank you, Mr. Kipling. Sir, with respect, I have some points I would like to discuss with you too. You are correct. There were owners out there looking at me.” Juan held up his hand, waved it like a slice, and said, “All in good time. I’d like to begin with the obvious to learn if we agree on jockey matters. So, I begin. If a jockey isn’t on the horse’s back, the horse can’t win the race. Would you agree?”
“Yes, of course, Juan. Everyone knows that.” Kipling laughed nervously.
“Great, we both agree there must be a jockey on the horse when it crosses the finish line.”
“Juan, of course, we agree. Why would you think we wouldn’t? What is going on here? Where is this conversation going, Juan?”
“Yes, sir, please, sir, bear with me. We both know jockeys make money by winning races. Maybe you don’t know that making a living as a jockey is tough because we don’t receive payment for trainers when we work out horses in the mornings. This is how a jockey learns mounts in races, and often, a jockey will work out four or five horses every morning for no pay. Were you aware of this? And would you agree?”
“Juan, this is stuff we already know and agree on. Where is this conversation going? I have an offer to show you; if you look, you’ll see it is more than fair.”
Juan looks. He shakes his head, remains strong, and continues his negotiations.
“Sir, a jockey gets paid for riding in a race. Winning jockeys in a race earn 10% of the 60% of the winning owner’s share of the total purse, while the losing jockey gets 10%. The winning trainer also makes 10%. The remaining purse money (40% of the total) gets divided among the owners of the second, third, and fourth-place finishing horses in the race. Do you agree with these numbers?”
“Yes, Juan, this is all true. But what does that have to do with us right here? Look, I’ll offer you this, which is better than fair. What do you say?” Kipling scratched an amount down on a piece of paper and shoved it at Juan.
Juan looked at it and then pushed the paper back to Kipling. “Well, Mr. Kipling, I have been doing my research, and depending on the race, a jockey wins and rides in—Jockeys can make between $600-$100,000. I am here to negotiate a winner’s circle salary.” Juan stayed silent and kept his eye on Kipling.
Kipling waited and sat, looking at Juan—the two locked eyes. Kipling smiled and said, “Yes, Juan, you’re right. Another thing that I know to be true is that hard work pays off in this industry, like you so aptly reminded me of.”
"I must tell you, sir. You are right. Other owners are showing interest in me. Now that I have a big win, I already have two offers." His fiery eyes looked magical as he spoke. This news took Gerald by surprise, and he gasped.
Kipling looked at his former offers, scribbled another number on the paper, and said, "This contract is guaranteed for another five years and covers races or not. I saw you have a family, so you must consider them now. The money will keep coming in even after an injury. So consider this offer with clarity."
Juan looked at the paper and calmly said, "Another owner offered me that and half that again." He stood to go without skipping a beat.
The astonished owner said, "Let me sharpen my pencil. Please, Juan, have a seat."
Juan took a seat, watching Kipling’s every move.
"Juan, you strike a tough bargain, but this will be my last offer. If this one is unsuitable, you can go to whoever offered you a better deal." He showed Juan his last piece of paper with the offer scribbled on it.
Juan saw the amount and could not believe his eyes. He kept his poker face and asked, “Does this get indexed after each year, sir, you know, for the cost of living? If it does, I'll take it," he added. "Where do I sign?"
Gerald, looking pleased and breathing a sigh of relief, said, "Right here, son. The same rules apply, as stated earlier. We will cover your medical bills and family for five years if an injury prevents you from racing. We'll care for you forever if you're severely injured and can't ride or race anymore. And yes, we will index for the cost of living.” Kipling shook his head, laughing.
Juan smiled, and they shook hands. Juan could not wait to share the good news with his wife. A steady paycheck was coming their way now, and they could, for sure, save for a home.
Gerald laughed and said, “Great job today on both fronts, Juan!”
“Thank you, sir.” The two men shook hands, and then Juan left for the barn. Kipling said he also had to see a few other jockeys and trainers. They walked out together.
As Juan returned to the stalls, where he could shower and change, he overheard some jockeys talking.
"The boss said that guy is golden; he wanted to scoop him up before someone offered him much more money. He said, ‘Juan was so poor he'd take the first amount offered because he is desperate.’"
Juan smiled to himself but kept his scheduled lawyer appointment anyway. He wanted to know if he had gotten an excellent deal from a legal perspective. He wanted a second opinion about the contract since that part was oral.
When the lawyer returned his call, Juan couldn't believe what the lawyer had to say.
The lawyer explained, “You got the most money a jockey has ever made in North America salary-wise; well done, Juan! With the benefits included, you have negotiated the best deal possible for yourself and your family.” The lawyer paused and asked, "Juan, how did you get so smart and learn the art of negotiation so quickly?"
Juan responded, "I thought he was more desperate than I was and told him, subtly, that I knew my value and worth. Like my parents taught me, even big fish need to eat! Mr. Kipling realized he was the bigger fish! And I was a better negotiator.”

THE END