Margaret Peake’s Office, 5 Years Earlier

Carl Ritchie is determined to clinch a sale without seeing the price eroded. Margaret Peake is not open to persuasion.

Margaret PEAKE: I’m unable to accept your proposal. Even at $152,000, I can’t sign up.

Carl RITCHIE: My initial proposal was $170,000, then I reduced that to $160,000, and now $152,000. I can go no further.

Carl Ritchie is convinced that his proposal is already competitive. He is disinclined to give ground, despite Margaret Peake’s insistence.

Margaret PEAKE: You’re not the only one interested in doing this deal.

Carl RITCHIE: We have one of the best quality/price ratios in the market! Please don’t ask me to slash my prices even more.

Margaret PEAKE: As I said, you’re not the only sellers interested, and we’re not the only buyers either.

Carl RITCHIE: We’re talking about a complex assembly comprising top-quality components. You’ll have no problem convincing your senior managers of the value of this product. No one will be able to criticize you for doing a deal with us.

Margaret PEAKE: I know that you have already sold this product to other buyers.

Carl RITCHIE: Yes, that proves how successful this innovation is, which in turn justifies the price asked.

Margaret PEAKE (after a brief silence): You still need to trim a little bit more off the price.

Carl RITCHIE: I’m sorry, there’s really nothing more that I can do. Put yourself in my shoes!