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The Five Golden Rules of Negotiation by Philippe Korda

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Boardroom, 9 Years Earlier

Carl Ritchie is facing two people across the negotiating table. Margaret Peake is leading the discussions with great determination and combativeness. She raises some very tough demands:

Let’s be clear, Mr. Ritchie. It’s out of the question for me to agree to pay more than $72,000 for this product. Furthermore, I will not accept payment terms of less than 60 days. That’s how we operate and you’ll need to adapt to that; otherwise we might as well call this off right now.

The assistant buyer remains silent, just taking notes. When his boss raises her voice, he seems embarrassed and ill at ease. Carl tries to play his hand to the best of his ability. He offers to reduce the initial $87,000 starting price to $82,000, but ...

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