The Art of the Deal
In certain cases, you may need to obtain extensive information about your counterpart’s business before you can even approach a subject of negotiation. I don’t remember how it came about, but many years ago I got the crazy notion that I would like a discount on gasoline for my car. Over the years I had become friendly with my local dealer, Ahmed, and one day I simply asked him what the slowest day of the week for gas was. He thought for a moment and said, “Michael, that is a good question. Let me think. You know that Monday is very busy here with people filling-up after the weekend, Tuesday it slows down, and Wednesday is quiet. Then on Thursday and Friday people start filling up for the weekend and on Saturday and Sunday ...
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