Margaret Peake’s Office, 6 Years Earlier

Margaret PEAKE (sympathetically): I understand what a difficult position you’re in, Mr. Ritchie, but put yourself in my shoes. I’ve received a proposal similar to yours as regards to the product, but at a price 15% lower. I’m laying my cards on the table here. If you match that price, we can move forward.

Carl RITCHIE: Hmm. This might prove difficult. I’m not really in any position to lower my price, you see. It’s a product that’s in great demand and I’m already struggling to get hold of it for my customers so, as you might imagine, at the head office they really don’t look too kindly on demands for price cuts.

Margaret PEAKE (slightly irritated): You’re struggling to get hold of it for your customers? What do you mean?

Carl RITCHIE (unsettled): Oh, well, that’s just how it is. We just have to keep pushing.

Margaret PEAKE (with a piercing look): Quote me an example.

Carl RITCHIE (trying to change the subject): Oh, you know. We could discuss particular cases until the cows come home, I can assure you. No, in all honesty, I’ve put forward a very attractive proposal. Surely you must be able to see the benefits of our product?

Margaret PEAKE (calmly but firmly): Mr. Ritchie, I shall be expecting your final offer on pricing by tomorrow.