In the Restaurant
Carl RITCHIE: It was awful, but what more could I have done?
Margaret PEAKE: Let us imagine that you are preparing for the same negotiation, but this time you set a specific target price, to take account of the market, your competitors, your production costs, and your sales policy.
Carl RITCHIE: Let’s say, $102.
Margaret PEAKE: You tell yourself that it will not be easy, but that is your target outcome.
Carl RITCHIE: As usual, I also calculate a minimum price—for example, $100—and a maximum price that I could present at the start of the discussions—$110, for example.
Margaret PEAKE: Then let us imagine that I start the discussions with the same statement as before: “Mr. Ritchie, you cannot be serious. You quote me a fantasy ...
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