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It’s incredibly hard to keep engaged in a conversation while you know a plate of biscuits is about to be offered to you. You can sense the biscuits making their way up the table. You can hear other people pretending to be surprised by the biscuits by saying “ooh, biscuits!”. And here you are, pretending to speak to someone, feeling like an extra in a film. You can’t look at the biscuits, that’s not part of the game. Just have to fix your eyes on the person you’re speaking to, just have to hold your nerve steady until… “ooh, biscuits!”

i was negotiating with a big but troublesome customer once about a project they wanted us to give them a schedule for without any sort of financial commitment. after a few back and forths where they weren’t getting what they wanted, they tried a new tack:

“well let’s pretend we give you guys the go ahead. what would the release date be then?”

me: “well in that case we’d pretend to give you a release date.”

there was a few moments of silence. i wasn’t invited back to future calls.

/