Allocentrism • When I am getting ready to reason with a man I spend one-third of my time thinking about myself and what I am going to say, and two-thirds thinking about him and what he is going to say. — Abraham Lincoln • Many people view games egocentrically; they focus on their own position. • The insight of game theory is the importance of focusing on others— namely, allocentrism. • The skill lies in putting the two vantage points together: in understanding both the egocentric and the allocentric perspectives. • Added Value: Put yourself in the shoes of other players to assess how valuable you are to them. • Rules: Put yourself in the shoes of other players to anticipate reactions to your actions. • Perceptions: Put yourself in the shoes of other players to understand how they see the game.