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I wanted to cry.

"He says he can do a dinner meeting."

And then I remembered why I loathed him so much. But I was in a fragile state.

"Ok... I'll do it."

He chose a fancy restaurant at a five star hotel downtown. I suspected he hoped to end the evening in one of its rooms with me, but I had to get the deal.

I arrived on time. He was a few minutes late. We shook hands. He closed in for a kiss on the cheek, which I reluctantly allowed so as to keep him open to spending money. After some small talk and a first glass of wine, he got to business.

"Things must be pretty tough out there if you're having dinner with me the night before the quarter close!" he said with a smile.

A part of me appreciated the honesty, another part of me resented the insinuation that I was disadvantaged in the negotiation that was to follow.

"Look, the honest truth is that I'd like to give you this purchase but I like to feel comfortable with my sales reps, you know? And I don't feel like we're close. I need to feel like we're close, like I can count on you, you know?"

I nodded and started to explain that he can count on me. He interrupted.

"And I need to know that you feel you can count on me. You know?"

"Oh, uh, yes... yes..."

"Do you feel you can count on me?" he asked.

"Oh, yes, yes I can..."

He nodded.

"Good, well, look, I know you want this deal bad, and I want to give it to you. You really want the deal, right?"

It was insulting but direct.

"Yes... I do."

"Good, so look, I'm going to thank you for a wonderful dinner now and I'm going to go to room 815 where I have everything I need to sign for this deal, but I'm going to need you to dot some i's and cross some t's to get me over the finish line. Do you understand what I'm saying?"

He was saying he wanted sex for the deal. He had telegraphed his intention from the moment we'd met.

"Yes, I understand..." I said softly, looking down.

"Good, so are you ready to accompany me upstairs?"

I went through my mental rolodex one last time. Was there any stone I'd left unturned? Any corner I'd not checked? No. It was Tom Zivins or unemployment.


I hated myself, but I had to do what I had to do. He paused like the gentleman he was not to allow me to walk ahead of him as we exited the restaurant and entered the hotel hallway.

We arrived at room 815, an elegant room with antique-style furniture. He turned on some music and walked to his desk. I stepped inside the room but not much further.

He took a paper into his hand.

"Here it is" he said.

He held it up for me to take, forcing me to step further into the room. I walked over and he handed me the contract. It was a big, big order. It was an order like the whopper he'd given my predecessor five years ago.

"So" he said "is it to your liking?"

I nodded. It was a huge order.

In fact, the more I looked at it, the more I realized something.

I realized he probably needed the MXTs for his business pretty badly. Maybe as much as I needed his money!

It was time to make a stand.

"Look," I said. "I'm not going to have sex with you for an order."

He looked up, a bit surprised and a bit bemused. I kept going.

"I mean, look, I need this sale and you need those MXTs, so let's just do this deal and call it an evening."

He smiled.

"I see you're having second thoughts about our deal. Maybe we should wait until next quarter for this deal..."

I shook my head to call his bluff.

"I doubt you can or would want to do that. How old are those old units of yours now, five years old? You need these MXTs and you're getting the maximum discount. Let's be real. You don't want to wait. The quicker you get them in your shop, the quicker you're productive again. And you may not get this discount ever again!"

He raised his eyebrows as if to concede the point.

I was convinced I had won. He stayed silent a moment.

"I think you're right. We should get real."

Uh-oh, I thought.

"I don't know what kind of discount I'll get if I wait until next quarter, but I know this, someone else will be standing where you

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