Many people think the right way to compromise in a negotiation is to meet in the middle. And I think quite the opposite, that often the right solution to reach an agreement is to go to the extreme. And to illustrate that, I'd like to tell you the story of beets and broccoli. And so imagine what we have is a dinner and there's two servings of broccoli and two servings of beets. And we have two people at dinner, A who loves broccoli and B who loves beets. Now meeting in the middle would basically say, okay, each of us gets one serving of broccoli and one serving of beet. And that doesn't make any sense, right, because A likes broccoli more than beets and B likes beets more than broccoli. And so why is it that we should divide it up in the middle? Instead what we should do is pretty obvious, is go to the extreme. B gets all the beets and A gets all the broccoli, and both of them are better off. Now in this situation, a lot of times what people do is they try and convince the other party that what they think, what their preferences are, are wrong. And so imagine the conversation goes as following. We have it split up, each has half, and A says to B, you know, you don't really know how good broccoli is. It's amazing. It doesn't get stuck between your teeth anymore. It's high in antioxidants. It's really crunchy. This is some of the best organic broccoli you'll ever have. You've gotta try it. Or if you don't like this, how about broccolini? Its the mixture between Chinese broccoli and American broccoli. It's a good starter way of getting into it. Now imagine A is successful in convincing B that broccoli is worth another shot. Then what happens? The end result is B says, you know, you're right. I guess I'm going to keep my broccoli. In which case A is now stuck with a beet. And so the last thing you wanna do if you want somebody's broccoli is convince them how good broccoli is. Let's take this and bring it back to the Zinket case. So in the Zinket case we have Hassan, who really loves bonuses. A bonus for Hassan is worth $0.60 on the dollar because Hassan thinks the chance of success is 60%. For the buyer, for Zinket, they think the chance of success is only 10% and so a bonus cost them only $0.10 on the dollar. Therefore, every time we create a bonus we're creating $0.50 of value, because it's something that's worth $0.60 to Hassan and only costs $0.10. Now a lot of times what we'll see is the buyer will try and convince Hassan the probability of success isn't 60%, it's only 10. Well, if you do that, that's like trying to convince somebody they should like broccoli. Because in the end, as the buyer, I want Hassan to think the chance is 100%, it's 80%. Because the higher the chance Hassan thinks, the easier it is for me to pay him to go the extreme, give him a big bonus, and he'll think that bonus is worth a lot of money. To the extent the two parties have the same view of the world, then there's no ability to do a trade. There's no ability to give beets for broccoli. And so rather than argue with somebody about what their preferences are or how they see the world, instead agree with them. And say, great, if you think broccoli is terrific, I'm gonna give you lots of broccoli in return for your beets. If you think the chance of FDA approval is really high, great, then you should want a really big bonus and I'm happy to give that to you.