In the Restaurant

Carl RITCHIE: But I tried every possible argument!

Margaret PEAKE: Carl, if you want to control discussions, you’ll never do it by arguing.

Carl RITCHIE: How do you do it then?

Margaret PEAKE: For a start, you need to listen, to observe, to decipher.

Carl RITCHIE: And to know when someone’s spinning a line?

Margaret PEAKE: Exactly. You also need to be the one asking the questions.

Carl RITCHIE: I see. You mean to get a better understanding of the buyers?

Margaret PEAKE: Yes, and sometimes to influence them, too.

Carl RITCHIE: Or even undermine them?

Margaret PEAKE: Yes, well, sometimes. Above all, though, you need to be the one who sums things up, puts things in a positive context, and directs the discussions.

Carl RITCHIE: In short, you don’t want to be the one who’s talking all the time, but the one who’s helping others to talk constructively.

Margaret PEAKE: I’m no expert on soccer, but I believe they call that “reading the game.”