A Question of Trust

Never had Inés felt so uncertain about a business decision. She and her friend Leo had been planning to open a bakery for two years, and now, with the lease ready to sign, they disagreed about almost everything. Not only did they want different locations, but they also had different ideas about prices.

“It isn’t the rent that worries me,” Leo said. “It’s the fact that you never listen.” Inés looked at the contract. “What I want is a place people can find easily,” she replied. “And it was you who suggested the cheaper street in the first place.”

They had two options: a large shop on the main road and a smaller one near the university. Neither was perfect. Both were expensive, but the second was far cheaper than the first. “The more we argue, the less likely we are to agree,” Leo sighed. “We’re not as different as we think,” Inés said. “We both want the same thing.”

Hardly had she finished speaking when the phone rang. It was the owner of the main-road shop, who offered a three-month discount. “Under no circumstances should we sign today,” Inés said. “Only after we have compared the numbers will I decide.” Leo nodded.

They spent the evening with a spreadsheet. By midnight, neither of them was angry any more. What surprised them was how similar their figures were. In the end, it was the smaller shop that won, because it offered more than they had expected: lower costs, steady students and a big window for the bread.