In the Restaurant
Carl RITCHIE: I often wonder how I could have given so much ground on price and terms, only to end up missing out on that deal.
Margaret PEAKE: It must have been infuriating for you, I have to admit.
Carl RITCHIE: Whenever I made a concession, I had the impression that I was getting that little bit closer to the finish line.
Margaret PEAKE: You could have crossed that finish line, you know.
Carl RITCHIE: How?
Margaret PEAKE: Imagine if you had simply asked, “Apart from pricing, are we in full agreement about everything else, Mrs. Peake?”
Carl RITCHIE: And if you had said that we were?
Margaret PEAKE: You could have added, “Right, if we reach agreement on this issue, can I count on your order right now?”
Carl RITCHIE: You would ...
Get The Five Golden Rules of Negotiation now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
