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{{a|psychology|[[File:Prisoner of War Parcel, British Red Cross.JPG|450px|thumb|center|Your parcel, madam]]}}From our “understanding the implications of {{t|behavioural science}} for {{t|contract}} {{t|negotiation}}” series — it is a short series at present — comes this oft-overlooked ''motivation'' for your counterparty’s apparently absurd negotiation demands: not out of any wish or intention to ''enforce'' them, per se, but to persuade its own, absurdly demanding clients, that ''it has done its best''. | {{a|psychology|[[File:Prisoner of War Parcel, British Red Cross.JPG|450px|thumb|center|Your parcel, madam]]}}From our “understanding the implications of {{t|behavioural science}} for {{t|contract}} {{t|negotiation}}” series — it is a short series at present — comes this oft-overlooked ''motivation'' for your counterparty’s apparently absurd negotiation demands: not out of any wish or intention to ''enforce'' them, per se, but to persuade its own, absurdly demanding clients, that ''it has done its best''. | ||
In our crazy, inter-connected world, much financial markets activity comprises of fattened [[Intermediary|intermediaries]] sitting cross-legged in a circle, passing around a parcel belonging, at some remove, to [[ultimate client|someone else]]. A | In our crazy, inter-connected world, much financial markets activity comprises of fattened [[Intermediary|intermediaries]] sitting cross-legged in a circle, passing around a parcel belonging, at some remove, to [[ultimate client|someone else]]. A pensioner, most likely. As it passes by, each one takes a nibble at it. | ||
Now each of these intermediaries needs to agree the ''terms'' on which it will take the parcel, and then hand it on. Its main concern, of course, is to hold on to it for just long enough to justify a good old chomp ''before'' they pass it on, but each needs also to prepare for the consequences of the parcel, when it comes time for it to be returned to its owner, looking a bit more careworn and ragged than it was when the intermediary first got it. The parcel might not, eventually, come back at all. As it completes its return trajectory around the circle of nibblers, each intermediary, having had a last loving peck, must be able to explain the state of the parcel to the person to whom she gives it. | Now each of these intermediaries needs to agree the ''terms'' on which it will take the parcel, and then hand it on. Its main concern, of course, is to hold on to it for just long enough to justify a good old chomp ''before'' they pass it on, but each needs also to prepare for the consequences of the parcel, when it comes time for it to be returned to its owner, looking a bit more careworn and ragged than it was when the intermediary first got it. The parcel might not, eventually, come back at all. As it completes its return trajectory around the circle of nibblers, each intermediary, having had a last loving peck, must be able to explain the state of the parcel to the person to whom she gives it. | ||