3. Negotiating (2)
A: Your restaurant has a dirty kitchen.
B: Well, we cleaned that situation up.
A: You got 17 citations for kitchen problems from the last inspector.
B: Those problems have been taken care of.
A: Do you have paperwork to prove that?
B: We can call the inspector to visit us again.
A: You have to post the letter B instead of the letter A on your window.
B: When the inspector returns, we’ll be able to put an ‘A’ on our window.
A: But meanwhile, customers see the letter B, which reduces the value of this restaurant.
B: So, you want to offer me less money?
A: I think the letter B reduces the value of the restaurant by 25 percent.
B: Well, I’ll take 10 percent less, but that’s it.
A: The kitchen in this restaurant is dirty.
B: It used to be dirty, but now it’s clean.
A: The health inspector gave the kitchen 17 citations.
B: We’ve taken care of those problems.
A: Can you show me paperwork on that?
B: I’ll call the inspector to visit again.
A: But meanwhile, the letter B is on the outside window.
B: After the next inspection, we’ll have an ‘A’ on the window.
A: But right now, customers don’t enter because they see ‘B’ on the window.
B: You think that’s hurting sales and value?
A: I think the letter B makes the restaurant 25 percent less valuable.
B: Well, I think it’s only 10 percent less valuable.
A: There are many problems with the kitchen in your restaurant.
B: Those were temporary problems that are now nonexistent.
A: The health inspector cited you for 17 kitchen violations.
B: All those violations are cleaned up.
A: Is there any paperwork to support your claim?
B: No, but I can get the inspector back out here to support my claim.
A: Your restaurant has the letter B in the window.
B: We’ll be able to change it to ‘A’ after the next inspection.
A: But the restaurant is losing customers because they see the ‘B’ in the window.
B: Does that mean you want to offer less money?
A: I think the restaurant is worth 25 percent less than you want.
B: I’ll accept 10 percent less than the original price, but that’s it.