TERA-MERA MATRIX

                                                             TERA-MERA MATRIX

A jingle from an advertisement of mobile service operator inspired to write this blog. The original lines were- JO TERA HAI WOH MERA; JO MERA HAI WOH TERA!

 In real life situation, we meet and interact with all kinds of people; some selfish to core, others with an attitude of a philanthropist. Day in day out, we interact with many either willingly or unwillingly. Majority of these transactions have a specific purpose to achieve. The moment word transaction comes in; we talk of two parties. In business transactions, the backdrop is different compared to those transactions where one is not necessarily a winner at cost of other party.

We observe four types of transactions, which are put into four different quadrants. They are-

1-      Start/standoff point:-Mine is mine – yours is yours ( mera woh mera; tera woh tera)

2-      Exchange after successful negotiation:- Mine is yours –yours is mine ( mera woh tera, tera woh mera)

3-      Donation:- Mine is yours – yours is yours ( mera woh tera, tera woh tera)

4-      Exploitation:- Mine is mine, yours is mine ( mera woh mera, tera woh mera)

The matrix developed  is as under:-

1-MERA WOH MERA        TERA WOH TERA ( STARTING POINT FOR NEGOTIATION OR STATUS QUO AFTER NEGOTIATIONS)	3- MERA WOH TERA       TERA WOH TERA (DONATION- OTHER PARTY HAS NOTHING TO OFFER EXCEPT GRATITUDE)
2- MERA WOH TERA ( PRODUCT)         TERA WOH MERA (MONEY /PURCHASING POWER) (  EXCHANGE AFTER SUCCESSFUL  NEGOTIATION)	4- MERA WOH MERA         TERA WOH MERA ( EXPLOITATION – UNDUE ADVANTAGE OF OTHER PARTY TO OUR BENEFIT)

1-MERA WOH MERA + TERA WOH TERA:- As mentioned earlier, this is starting point for negotiation or stage of status quo after unsuccessful  negotiation.

Initially, both parties have something to offer to other party, which is of value to other. The only issue is perception about monetary conversion of that value. When both parties have feeling that, what other party is offering is of value to them; there is likelihood of agreement and exchange. However, as mentioned earlier, when both parties think that they cannot reach an agreement, they reach to status quo. Back to square one- find out another party for offer and negotiation.

2- MERA WOH TERA (PRODUCT) + TERA WOH MERA (MONEY/PURCHASING POWER):-Both, in business and in non-business situations, any exchange between parties include money, goods or services normally. What both parties bring to table should always be of value to other party. The other party must translate your value proposition into monetary terms if you offer something abstract; only then, exchange is possible. Today, when prices of most commodities are not stable, one of the two parties is always unsatisfied in spite of successful negotiation and exchange. Competition plays an important role and there must be some parity in judging the value proposition offered by competitors. Those who understand the golden rule        - WHAT APPEARS CHEAP IN SHORT RUN MAY PROVE COSTLY IN LONG RUN normally take right decision. In exceptional cases of barter, what other party offers may not be money but goods/services.

3-TERA WOH TERA +MERA WOH TERA:- Donations from an individual or CSR activities from a business organization fall in this category. TERA- the other party has hardly anything to offer except good wishes. Reasons behind donations may be manifold- ranging from getting relief from income tax , earning PUNYA (Hindu Philosophy) to -be known even after death (condition of naming of school/college/institute in name of donor or his/her father/mother). Crucial aspect of donation is- it should go to deserving persons/organizations. Indian philosophy says that if the donation is anonymous, its value increases. Organizations and individuals both- should be proactive than reactive if they are falling in this quadrant. Many- who are really in need are tough/dogmatic enough not to approach anybody with a begging bowl. Countries suffering from natural calamities have refused help on humanitarian grounds from other nations.

4- TERA WOH MERA; MERA WOH MERA:- In real life, we do find this situation which clearly falls under category of exploitation. When this happens among family members, relations collapse. In business situation, this cannot be a permanent scenario today –thanks to liberalization, and globalization. However, the exploited party is wounded, unhappy; and waits for an opportunity to hit back at an opportune time. Once, a person has bitter experience with other person or with an organization, he is much more careful while dealing next time. Those – exploited in some cases migrate to other places. Organizations exploited by the might of a larger organization find other partners/buyers for their products. In some business contracts, where fine prints of terms and conditions are not read and interpreted properly, organization lands itself in such situation.