Monsters are afraid of precision. Vague agreements are their habitat.
“The $10,000 covers design. It does NOT cover code revisions, server migration, or coffee runs. If the Kraken shows its head, the meter runs at $500/hour.” By drawing the island boundary, you contain the beast.
But there is a fourth fear. A primal one. It lives in the basement of every corporate headquarters and in the lizard brain of every salesperson. Its name is .
Monsters prey on weakness. You must enter from a position of strength , which often comes from having a solid (Best Alternative to a Negotiated Agreement). If you know exactly when to walk away, the monster loses its power over you. 4. The Five Stages of the Encounter