Negotiation War Stories
The Gun On The Coffee Table
War story 5 of 7
The Challenge
I needed to cancel an evergreen Puerto Rican distribution agreement for fine fragrances, so Mr. Cardin could use whoever he wanted for his new Rose Cardin launch and for other brands.
The Counter
The distributor didn't like my opening proposal. He told me he collected cash in dangerous parts of Puerto Rico, and put his gun down on the coffee table between us. He proposed a higher figure.
The Solution
I took a deep breath. He wasn't going to shoot me. I stayed cool and made a counter-proposal which he accepted. Then I scarpered into a taxi to the airport.
The Moral is
Don't be bluffed.
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