It would appear that the CFO knows that almost anyone asking for funding will ask for a higher figure than really required. This is all part of the game – part of the negotiation process.

The difference between 120 and 100 is not much – it is within the bandwidth in which it is reasonable to increase the figure. The CFO actually knows that someone asking for 120 is ultimately aiming at around 100.

However, the difference between 180 and 100 is quite significant – it is no longer within the bandwidth in which an increase is reasonable. 

So anybody who increases the figure within reasonable margins – which you might call ‘lying’, is still seen as trustworthy by the CFO. Someone who does not do that is not to be trusted.

There appears to be an implicit, tacit rule at play here: it is permitted to play with the truth – to lie – as long as it is proportional and therefore predictable.

This brings us to the answer to the dilemma we just saw.

You remain trustworthy, if you stick to certain rules.