THE NATIONAL ACADEMY OF ENGINEERING

A Fine Line Between Optimism and Lying

A defense program has not yet been formally approved nor have the funds been allocated. Nevertheless, because it all looks good and you need to get started in order to meet schedule, you start negotiating with a supplier. What do you tell the supplier?

• A Fine Line Between Optimism and Lying: Answer A

  "This is a 'hot' program for both of us. Approval is imminent. Let's get all the preliminary work underway."

• A Fine Line Between Optimism and Lying: Answer B

  "The program is a 'go'. I want you under contract as soon as possible."

• A Fine Line Between Optimism and Lying: Answer C

  "Start work and we will cover your costs when we get the contract."

• A Fine Line Between Optimism and Lying: Answer D

  "If you want to be part of the team on this important great program, you, like us, will have to shoulder some of the start-up costs."

National Academy of Engineering

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