Reading Between the Lines
行間を読む交渉
The meeting with Halden took place in a bright glass room overlooking the harbour, and the atmosphere was polite but .
Ms. Sorensen, who represented Halden, greeted them warmly, yet Kenji sensed that every word had been carefully chosen.
She began by saying that Halden valued long-term partners, which he understood to mean that trust still had to be rebuilt.
"We've spoken to several other providers," she remarked, "though of course we prefer to keep our options open."
Kenji recognised the comment for what it was: a gentle reminder that the deal was far from guaranteed.
"We completely understand," he replied. "We'd rather earn your confidence than simply be the cheapest choice."
Ms. Sorensen said that, while the price mattered, mattered even more to her board.
Reading between the lines, Kenji realised she was signalling that a lower price alone would not win them the contract.
Marco, eager to please, almost offered a discount, but Kenji caught his eye and subtly shook his head.
He had learned that conceding too quickly could make them appear rather than generous.
"Provided that we can agree on a realistic timeline," Kenji said, "we're confident we can deliver exactly what you need."
Ms. Sorensen mentioned that her colleagues had been concerned about the earlier errors, choosing her words with care.
Kenji assured her that new checks had been put in place, and that such a mistake would not be repeated.
"Even if problems do arise," he added, "you'll hear about them from us first, and honestly."
She nodded slowly, and for a moment her formal expression softened into something closer to approval.
"I appreciate that," she said. "Frankness is rarer than you might think in our line of work."
As the conversation went on, Kenji listened for what was not being said as much as for what was.
When she mentioned "budget pressures", he understood that she was quietly asking for , not charity.
Rather than dropping the price , he offered to adjust the so that the cost would fit their budget.
"That's a thoughtful suggestion," Ms. Sorensen admitted, and he could tell that the idea had genuinely interested her.
She said that she would need to consult her board before making any firm .
Kenji, careful not to push, replied that they would happily wait for whatever decision suited Halden best.
As they shook hands, she remarked that the conversation had been "more than expected".
Only later, on the walk back, did Marco ask how Kenji had known when to stay silent.
"Sometimes," Kenji said, "the most important part of a negotiation is hearing what people are too polite to say directly."
Halden had not yet agreed to anything, but the door, once nearly closed, was now clearly open again.