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After all the arguing and bargaining, we

can all finally relax.

Robert: I heard the negotiations are almost done. How did it go with Marks Incorporated?
Camille: We were able to compromise on most things. We just need to iron out some details.
Robert: That’s good to hear. I’m glad you were able to reach a compromise. You did well.
Camille: Thank you. I appreciate the compliment, especially one coming from a master negotia-
tor.
Robert: I can’t say I’m an expert, but I have had some experience with uncompromising compa-
nies.
Camille: So, in situations where the company is not ready to negotiate, what do you do?
Robert: I give in a little, and then ask them to meet me halfway. I offer a little incentive.
Camille: That’s a good trick. I’m just glad the hard part is over, just a few more details to work
on.
Robert: You still need to address any and all concerns before the final contract is drafted.
Camille: Yes, we will be meeting again in 2 days to iron out the details. Then we can celebrate.

Robert: This is the fun part. After all the arguing and bargaining, we can all finally relax.
Camille: They were very amiable throughout the negotiations, so I want to make sure everything
goes smoothly.

Robert: Well, I’m just glad we were able to reach a compromise agreeable to both parties.
Camille: Yeah, me too. I’ll send the invitations to the celebration once we have the details.
Robert: Thanks! I appreciate that. I’ll certainly come and celebrate with the team.

1. How were they able to amiably finish the negotiations?

Sample answer:
To be able to amiably finish the negotiations, both parties must be willing to com-
promise. They should both understand that each side may have concerns and that
unwillingness to cooperate may lead to extended negotiation meetings, costing both
companies time and money.

2. What do you mean by “when dealing with an uncompromising company he
gives in a little and asks them to meet him halfway?”

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