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.And maybe a lawyer or an accountant or two, it's difficult to tell.The meet-ing begins and a new offer is made.The offer is almost exactly what the fleahas guessed it would be: nearly two million pounds, with a big chunk held'in reserve'.It is a magnificent offer.Absolutely magnificent.Three timeswhat was offered by the EMAP elephant.For a while the flea does not respond.Instead, he talks about how wellthe magazine is doing, about the Australian edition, about the growth of theexhibitions.He also mentions that he will be launching at least one morepersonal computer magazine quite soon - one aimed at the personalcomputer trade itself this time.At companies who sell personal computersand personal computer software.It will be a business-to-business magazine,precisely the type of magazine the Dutch elephant specialises in.Eventually, the discussion comes back to the offer.The flea looks Graemeand Francis in the eye.He totally ignores everyone else present.He emptieshimself mentally and stares straight through them.He convinces himself thathe does not care what the outcome of these negotiations will be.He clingsto this illusion of emptiness while he negotiates.He doesn't care if hebecomes a millionaire or not.'The price is three million pounds,' he says, 'and only one twelfth can beheld in reserve.That is the price and it will not be changed.'There is consternation around the table, whether real or feigned it isdifficult to say.The flea nods to his lawyer, who collects his papers and putsthem in his briefcase.They both rise to leave.Just as they are leaving the fleastares once again at the two Dutch elephant managers, his mind and eyes asblank as a zombie.'Thank you for your offer, gentlemen,' he says.'As I said, the price isthree million pounds with only a quarter of a million pounds held in escrow.In addition, the buyer of Personal Computer World must permit me to launchmy new computer magazine to the trade.If I do not hear from you shortly,then my next price will be four million pounds.Good afternoon.'We walked out into the Soho sunshine and stopped at local cafe.Myhands were shaking as I spooned in the sugar.So were Michael's.'You're mad, my friend,' he murmured, shaking his head.'Utterly mad.Worse than that, you have been stupid.They will not pay that kind of money.Also, you have walked out on them, you have threatened them and you havemade a sudden, unreasonable demand.Are you really planning to launch aPC trade magazine?''No,' I admitted.'I only just thought of it while I was sitting there.Ihaven't got the money to launch anything.You know that.'We both sat sipping our coffee, Michael smoking one of his small cigarsfrom a tin.Ironically, they were Dutch cigars.I paid the bill, and while thewaitress was bringing my change, Michael tried one last time to persuade meto do the sensible thing, 'Felix, I am your lawyer and your friend.Let me goback and apologise.Two million pounds is an unbelievable sum of money.Idon't know of any new magazine that has ever sold for two million poundsin Britain.Listen to me and let me go back.You don't have to go yourself.'And I very nearly allowed Michael to do just that.But something heldme back.Something I had sensed but could not explain or articulate.Finally,I smiled a little ruefully and patted Michael's arm: 'Michael, their need willoutweigh my greed.I am sure of it.Let's wait and see.'So we waited.Before we bring the story to its conclusion, let us pause and reflect onwhat has happened here.O The flea has established to his own satisfaction the elephant's urgentneed.O The flea has learned to ignore flattery.O The flea has learned that an elephant cannot be your friend in negotiations.O The flea has learned he is not a good negotiator.O The flea has learned to 'empty' himself and make himself believe he docsnot care.O The flea has overcome his lack of skill by setting a price he will not devi-ate from.O The flea has hardened his heart and has walked away when the price wasnot met.O The flea has introduced a rogue element (the trade magazine) into thenegotiations.O The flea has weighed Greed vs.Need.He believes Need will outweighGreed.Of course, you know the end of the story [ Pobierz całość w formacie PDF ]