“The smart action is somewhere between yes and no; the power of bargaining to get exactly what you want.”

“I´ll say it again then”, the writer replies as he leans back in his chair, “I´m not going to pay for your biscottis if you don´t give me more work.”

“That´s an interesting quid-pro-quo but consider the big picture–the ROI on your decision”, I reply as I lean back and turn my head to look out the window, “you are throwing away a lot to preserve a little.”

“That´s an interesting point that you bring up, boss”, he replies as he leans forward and picks up his coffee.

“I know.”

“So anyways”, he says as he takes a sip, “your proposition is full of doubt–it seems like an ROI in my favor on paper, but, in reality, which is where I live, the probability of the work panning out is slim to none.”

“That´s why we make contracts”, I reply as I forward and pick up my taza, “put on it paper–make it official.  I am comfortable with what I am saying–I will sign it.  But, you may not be taking the smart action.  Look at who has the leverage and how you can use, without abusing it, in your favor.  Certainly, your penguin migration help has made you indispensable to me–but you are still a commodity in my business that I can replace.  However, when I consider the cost to train a new writer, instead of negoitating a contract that is conducive enough to your demands, I mean considerations, to get you to sign; agree to the new terms.”

“I think that I have made it clear that my desire to have 19 biscottis everytime that we meet is reasonable.”

“I consider the big picture–that´s something that you can use to tilt the cards in your favor should you detest something that I do.  I like to work in good faith; your writing is in good faith.  I don´t believe that constitutes a reasonable demand that can be meet–I think that you are looking for a way to forfeit your commitments in the contract, should you desire, if you don´t get what you want in the bigger picture.  I am not referring to the biscottis–those are simply an easy way for you to get out of your contractual obligations should you need to cancel the contract.  I agree that we should have a breach in ethics clause–but not having enough of those delicious snacks is playing low ball to build in unreasonable leverage in your favor.  Remember that I can replace you, but you can´t replace this work, easily.”

“You are playing hard ball.”

“I never play with hard balls.”

“Ok.”

“Ok?”

“Ok.”

“So I have decided that how about we include expenses to be covered with preapproval for me–this way, you can get your biscottis, in a reasonable sense, if you want and I will inccur the cost.  But, it can´t be used as leverage to breach the contract.  I will sign on that.”

The writer pauses; it was just meant as a figurative play of power to get my real demands met, and over looked, in the contract.

“I´ll sign it”, he replies as he leans back and takes a sip of coffee.

“I will also”, I reply as I lean back and pull my telephone out of my pocket.

I swipe right to the app; I select it; I verbalize the change in contract; I hit send.

“You should be getting the updated contract within 24 hours”, I reply as I put the phone back in my pocket.

I pause; I feel like I should say something important.

“Consider this”, I continue speaking, “if I ask you to do something–it´s cause I want you to do it.  You have the leverage in the negotiation–consider that there´s 4 options that you can do:

➡️Replying yes immediately waves your power to negotiate

➡️Replying no is normally a knee jerk response to avoid the action; not necessarily, your best interest action

➡️Using the leverage to make unreasonable demands will make sure the other party is not on your side; it´s a sign of bad faith

➡️Look at what you can get out of your leverage–in a reasonable manner.  It will show that you take the request serious–as well, as signal that you respect the other party.  That will go far both for that action–and in developing a relationship moving forward.

Make sense?”

“Rarely.”

“Ain´t that the truth.”

The writer rolls his eyes; he puts his hand in the air to signal the waiter; he orders 19 biscottis; he turns his head to me.

“Thanks for the snack, boss.”

I roll my eyes.

“You need preapproval”, I reply as I tap my finger on the table at the cafe by the beach, “I´m not going to make any exceptions on this provision.”

Jamie Smith
therenegadeinc@gmail.com

It's all about the story, man.



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