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 have signed?
Margaret PEAKE (smiling): Would you like a little more salad?
Carl RITCHIE (stunned): It all seems so obvious to me now!
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