Margaret Peake’s Office, 7 Years Earlier
For several minutes, Carl Ritchie has been fighting off repeated attacks from his buyer. Margaret Peake wants a 3% price discount. Carl Ritchie again repeats, “I cannot agree to such terms with you, it’s impossible.”
However, he spots an opening: If he could get an exclusive deal with this customer for that range, the 3% discount would be acceptable to his line management.
“OK, I’ll agree to 3%,” Carl Ritchie interjects suddenly, “but I’d like to sign an exclusive deal for that range.”
Margaret Peake’s face remains impassive.
“Great, thanks for agreeing to the 3% discount. And as for the exclusive deal, I’m certainly not opposed to that idea.”
She then adds, “As you know, I do not have the power to make ...
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