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!