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.”
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