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It's August 1900 at Attorney John Snyder's office in Lancaster, Pennsylvania.

A seething Milton Hershey slams the door behind him as he and his attorney John enter a private room.

The two men have just excused themselves from a discussion with Daniel LaFine, owner of a rival candy firm.

LaFine has offered to buy Milton's highly successful Lancaster Caramel Company and initially offered $500,000, $18 million in today's money.

But Milton turned him down on the advice of his attorney John.

Daniel countered with an offer of $900,000 in cash and an extra $100,000 in stock.

But John refused that as well.

Daniel won't go any higher and Milton is worried that his attorney has pushed negotiations too far.

John, do you realize what you've done? You may have cost me $900,000.

Mr. Hershey trusts me he's bluffing. This isn't a game.

You've already managed to talk the fool into paying a premium and now you're just getting greedy.

If you undermine this deal, you can forget working for me again. You hear me?

I can find another attorney. There's plenty of you around.

This is just a negotiation tactic. I know LaFine well. He isn't walking away.

He wants Lancaster Caramel too much. I promise you. We can get more out of him and we can get it all in cash.

$900,000 is plenty and a million is more. Don't be soft.

Milton's face reddens at the accusation of being soft.

John realizes he may have gone too far and quickly tries to soothe his client.

Now, Mr. Hershey, why should we let him pay you anything in stock?

Caramel is a dying market, isn't that what you say?

You don't want those shares. We can get the million in cash.

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