Margaret Peake’s Office, 7 Years Earlier
The various elements of Carl Ritchie’s offer are now clear and the solution proposed meets his customer’s needs nicely. Now the discussion turns to the price.
Margaret PEAKE: You really need to do much better than that, Mr. Ritchie. For these products, your first offer is $100 per square meter, yet most of your competitors are offering prices below $96. Let me tell you quite bluntly: You really are going to have to sharpen your pencil.
Carl RITCHIE: It’s true that some of our competitors will do anything to gain market share, but that won’t last. (Margaret Peake remains silent.) Let’s see…I do want to make a deal, but anything lower than $99 really would be a problem.
Margaret PEAKE: Come on, Mr. Ritchie, ...
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