05 — Ethics Over Rules Principle — Stop Selling Fatigue and Start Selling Impact
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05 — Ethics Over Rules Principle — Stop Selling Fatigue and Start Selling Impact
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About this listen
In this episode, we unpack the Ethics Over Rules principle from Extreme Contracts, starting with a real case study where a supplier hid behind the fine print while the client actually celebrated the failure. We break down why massive, rule-heavy contracts create a dangerous illusion of safety in knowledge work — and how confusing "legal" with "ethical" leads straight to malicious compliance.
Along the way, we explore the hidden trap of hourly billing (hint: it financially punishes your best people), a value-based pricing case study involving a major Italian publisher, and the powerful concept of capping your risk with five-day iterations instead of six-month commitments.
You'll walk away with four concrete strategies you can use in your very next client meeting — from reframing proposals around business impact to finding the real decision-maker hiding behind layers of middle management.
Extreme Contracts is a framework for negotiation and collaboration in knowledge work, by Jacopo Romei.
Learn more: extremecontracts.com
About Jacopo: jacoporomei.com
This episode includes AI-generated content.
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