Read Case $11\mathrm{.}2$: Presenting Price at the end of Chapter $11.$ Answer both questions at the end of the case as shown below. Number you answers to correspond to the questions. Refer to material from the text or other sources in your answers.

Assess the approach to presenting price. Is Rich's approach something Janice should emulate?

Rich will need to work very closely with Dianne and her people, and it doesn$$t appear that Dianne is happy about the sale. What could Rich have done to avoid this situation? How might this have gone differently if Dianne was the initiator instead of Alec?