Game in the Brain

I’ve noticed a pattern when we deal with certain businesses: the argument about exceptions. the argument of exceptions is trying to nit-pick at your costing to lower their cost at the same time remove you from your own assumptions of cost.

Thats what happen when someone nit-picks at your cost proposal. When someone offers a price for their services, they have calculated the direct and indirect costs based on their own assumptions. Of course you allow for some flexibility, by pre-calculating some costs that may not be needed, or may be needed by a-typical clients.

ex.

Hope you can understand there is no fair method for us to accommodate all the indirect and direct cost you ask of us. So we can only give you a service cost for the stated duration.   

I then began to realize, that screwing with those assumptions may cause that biz to lose money than they intend to risk. Its all fair to ask about changes and exceptions but only within the providers own assumptions. I don’t argue, but others would.

I wondered if I do the same for myself: I hate being made to create extra ordinary exceptions. Exceptions that screw with my assumptions and costs. Do I argue with other biz regarding their assumptions?

Deals we make, are ideally in mutual benefit. The “sharks and piranhas” i’ve met believe it is a zero-sum game. They will bring the cost down to the point of “abusing” and “destroying” the other biz. We are all free not to deal with sharks and piranhas, we are free to do biz with people who want to cultivate a professional relationship where both parties grow.

I found a client who uses the term “grow with us” without really meaning it, it really means “give us what we want”. I try not to use such language, I’d rather use game theory and open up my hand to those who provide us with a valuable service and relationship.

Caring about the other persons biz helps provide biz intelligence/insight to understand their costs and understand where you both can benefit. Empathy allows you to understand someone else’s needs and