A fine line between optimism and lying

Lockheed Martin GrayMatters Mini-Case 5

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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?

Potential Answers

A.

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

B.

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

C.

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

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."

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