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The Five Golden Rules of Negotiation by Philippe Korda

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Carl Ritchie’s Office, 8 Years Earlier

Carl RITCHIE: I’m delighted to welcome you to our offices. I think it’s your first visit to us, isn’t it?

Margaret PEAKE: I have to say that superficially at least this new BB126 could prove an interesting development for us, hence our interest in being involved at an early stage.

Carl RITCHIE: Next year, the BB126 is forecast to represent 50% of our turnover, on a par with the BB52.

Margaret PEAKE: What terms are you offering on the BB126?

Carl RITCHIE: A 4% discount.

Margaret PEAKE: Only 4%, when I get 10% on the BB52?

Carl RITCHIE (after defending the merits of the new BB126 at length): I can offer you 5%.

Margaret PEAKE: You seem to be forgetting that yours is not the only firm active in this market, ...

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