Audiobook for Random House
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Here's another case in point. A few years ago, a client was dealing with a large Japanese corporation that had found itself in a tight situation that was shaping up to be very profitable for my client. A team of five negotiators was sitting in the room and Tokyo with a like number of counterparts. For the Japanese company, the silence was deafening, as they say, and the damnedest thing happened. The burden for the adversary to make a decision became too much for one member of my own team. And he blurted out then and there with no consultation with his teammates, much less with his bosses back home. But the Japanese could have a 2% discount. I don't know where and this was a $1,000,000,000 negotiation. 2% here, 2% there. And pretty soon you're talking about real money down the drain, all for the sake of making the adversary feel comfortable and saving them from taking responsibility for their decisions. The Japanese gladly accepted this offer. The meeting adjourned. All **** broke loose in the American camp and the team had to return to the table the following day and take back that 2% discount, which they did