The meeting is going well for May. She's been offer a chance to work with Mike and become one of his suppliers.Next, they have to work out an understanding. Situations like this are not that uncommon, the buyer is in charge,and he gets to make the rules.That's the way it usually is. In the next part of the negotiation,Mary finds out Mike's ground rules and decides if she can live with the. Even though this sounds like instruction,it is a negotiation.
Mike:Well,that's why you'r here.
My source for big TV sets overcharged me on the last
shipment,so I need someone new.
I wanted to meet you to see if we can work together. I think
Mike:Fine,but before you agree, don't you need to know what
you're agreeing to?
May:I guess you're right.But like you said,you called me here to
check me out. I've been doing the same.
Mike:Ha,ha,ha!That's fair.How did I do?
I'm pretty sure you're demanding,but fair and honest. I feel
we can work together.
Mike:Good,well,here's what I need from you. Are you ready?
Mike:Well,I know you work for someone else,but as your client,
please,we have to get this straight between us.
I'm your client,not your company.
As your client,I expect you to be square with me at all
times. Can you do that?
May:I don't see a problem.
Mike:Good!Do you have any questions?