A Holistic Approach to Lessons Learned

8EMBEDDING THE LESSONS IN THE ORGANIZATIONAL ENVIRONMENT

David is driving down the road. In a few minutes, he will enter the offices of Radan Engineering. He has made an appointment for a negotiation meeting with the potential customer and is keen to earn this business; David wants to close the deal. He does not yet know how to bridge the gap between what his company has proposed and what he presumes the customer is willing to pay. The company surely can benefit from this sale, and so can he. But can he pull it together? How can he compromise without the customer sensing that he really needs this deal and taking advantage of the situation?

The phone beeps. He parks his car. He still has 15 min to spare before the meeting. He checks his phone. ...