Thursday, September 23, 2010

A Simple Negotiating Tip - Concessions

Share this ARTICLE with your colleagues on LinkedIn .



Dear Friends:

When negotiating, if you must make a concession, or you must yield on a demand to your opponent, you should be certain to do the following things to maintain a perceived strength and negotiating advantage:

1. Never simply "give in" and say "no problem." Make bit of a fuss, hesitate, think about it, sit back in your chair, and after pausing to take exhale slowly, say, "I'm not certain I feel good about that. Why is it important to you?" If and when you do concede, it should always look like you've given something of value away, and made a painful sacrifice.

2. If you relent, prior to giving it up, say, "I'll try to accommodate you, but you are asking for quite a bit. I could only consider this if you _____________________ (request that your opponent give you some opportunity, advantage, or "exchange" for whatever you've sacrificed. Let your opponent think that he has won something of value, and made a payment, however small, in exchange for it. In brief, if you giveth, you must taketh something else away.

3. Hassle in this manner over small points, to take your opponent's focus off the important ones. In fact, after giving him a rough time over several such concessions, he will be more inclined to yield to you on one of the more significant points. After a number of small concessions, your opponent will be a bit fatigued, but will feel a bit victorious. When a point of significance finally emerges, you will be well positioned to say (after "giving in" on so many concessions), "this is becoming very one-sided, and I feel that you are have asked me for a great many things...in the spirit of making a deal, in in light of how much I have accommodated you, the least that you can do is____________________; and that's where you win your big concession and victory.

Negotiating is game that involves acting, misdirection and manipulation. Study all three. Your interactions with others are a series of negotiations.

Faithfully,

Douglas Castle

p.s. In the words of Francis Buxton, Jr., "My father says that everything is negotiable, Pee Wee."





Douglas Castle
Toll-Free Telephone: 888.317.6498
Facsimile: 914.517.5944
Become a Member Of TNNWC Group: http://bit.ly/JoinTNNWC

INSTANT MANAGEMENT - Douglas Castle's Crash Course

Share this ARTICLE with your colleagues on LinkedIn .



MANAGEMENT requires a plan, leadership, delegation of responsibility, some basic rules, communications, compliance, monitoring and enforcement -- as well as some genuine positive incentives directly related to successful performance. Now step forward and collect your diploma.

Yours,

Douglas


Douglas Castle
Toll-Free Telephone: 888.317.6498
Facsimile: 914.517.5944
Become a Member Of TNNWC Group: http://bit.ly/JoinTNNWC

Monday, September 20, 2010

The Entrepreneurial Trinity - Competence, Trustworthiness and Initiative.

Share this ARTICLE with your colleagues on LinkedIn .



"The Entrepreneur's Trinity:
Competence. Trustworthiness. Initiative.
Look for partners and teammates with these virtues, and win." - Douglas Castle 

Don't waste time trying to convert, coax, cajole and persuade people to partner with you or to join your team who do not possess all three of these key attributes. These are the raw material required, at minimum, to build business and to generate progress.

If you work with people who are lacking in any of these areas, you will find yourself working harder and achieving much less.

Again (join in the chant): Competence. Trustworthiness. Initiative.


Maximize your achievements by leveraging the Trinity. Anything less is less than satisfactory and less than what you need to accomplish great things in life. Don't recruit robots or sycophants -- recruit individuals who are better than you are at the skills for which they are demanded.

Always get the best.

--DC

Douglas Castle
Toll-Free Telephone: 888.317.6498
Facsimile: 914.517.5944
Become a Member Of TNNWC Group: http://bit.ly/JoinTNNWC



Membership is FREE!The NATIONAL NETWORKER™The NATIONAL NEWSPICKER™LEFT, RIGHT and CENTER™Financing, Credit and Risk ManagementEmerging Enterprises Venture Capital Program™Merchant Payment Processing SolutionsNews Releases, Publicity and Public RelationsBUZZWORKS™ - Branding and Social Media DominationMarket Research, Surveys and PollsAssessment ToolsBLOGWORKS™ - Expand Your Search Engine Presence, Positioning and CredibilityAdvertise with Us!Selected Service ProvidersInternational Connections Service - Go GlobalIntelligence and Information OperationsInstant Mobile Communications, Applications and Training
Visit Our WEBSITE for more!http://www.TheNationalNetworker.com
Capital, Traffic Building, International Customers and unique SERVICES.
The National Networker Publications™ produced by TNNWC Group, LLC
“Empowering Emerging Enterprises”

Thursday, September 09, 2010

My Brother's Keeper - The Precarious Line Between Being A Protector And Becoming A Prison Guard

Share this ARTICLE with your colleagues on LinkedIn .





My Brother's Keeper -- The Precarious Line Between Being A Protector and Becoming a Prison Guard

Dear Friends:

I have been told that the road to hell is paved with good intentions. I remember being taught in elementary school that freedom is being "able to swing your arms as far and wide as you'd like, provided that you don't hit anybody else."

I was a kid in the 1960s, and I cried when I heard the song by the Hollies, "He Ain't Heavy -
He's My Brother." The sentiment, philosophically, in its purest form is beautiful -- if each of us, without exception, treated each other with respect, patience, acceptance...offering help, going out of our way to be giving and not looking for payment with interest, we would live in a utopia. We could truly be the proverbial global family.

Human Nature is such, however, that families constantly fight. When we say that we are offering help, we are too often actually seeking to control. It's a paradox -- like the notion of "protective custody." When we carry our own subjective idea of "protection" or "caring" too far, it invariably results in the deprivation of someone else's freedom.

I like the quaint notions of "live and let live," and "I have a right, if provoked, to protect myself by any means appropriate to meet the threat as I perceive it." I am willing to make my own decisions and live with the consequences; to take responsibility for my own actions, and let other people do the same. I don't want to be constrained by someone else's mandate or agenda, and I do not wish to impose my ideas or rules on anybody else.

Sadly, real freedom requires a great burden of self-sufficiency and responsibility. It requires that we sometimes intervene when others request us to intervene. And while we should be respectful of each other, one of us cannot truly set another free if it involves imposing our will upon them. You cannot spread freedom at the point of a sword or by an act of war.

I am empathetic, but I don't want to institutionalize every fellow Human I feel sorry for. I get very suspicious when someone wants to protect me from myself, or from others.

The bottom line: I believe that too many fearful people have come to equate protection or security with freedom .

The paradox: How can you protect me and keep me secure without depriving me of my freedom? Am I truly still free if I am living under your protection?

Freedom, to my mind, means protecting myself and not initiating hostilities against others. It does not involve living in a concrete bunker, or in a police state. It also does not preclude me from being empathetic or kind if I choose to be.

Here are some other notable quotes on the same subject:

A wise and frugal government, which shall leave men free to regulate their own pursuits of industry and improvement, and shall not take from the mouth of labor the bread it has earned - this is the sum of good government. - Thomas Jefferson, Writings, 1743-1826




I predict future happiness for Americans if they can prevent the government from wasting the labors of the people under the pretense of taking care of the people. - Thomas Jefferson, Letter to Thomas Cooper, 1802



One of the traditional methods of imposing statism or socialism on a people has been by way of medicine. It's very easy to disguise a medical program as a humanitarian project. Most people are a little reluctant to oppose anything that suggests medical care for people who possibly can't afford it. - Ronald Reagan, 1961



You know, there's a lot of talk in this country about the federal deficit. But I think we should talk more about our empathy deficit - the ability to put ourselves in someone else's shoes; to see the world through the eyes of those who are different from us - the child who's hungry, the steelworker who's been laid-off, the family who lost the entire life they built together when the storm came to town. When you think like this - when you choose to broaden your ambit of concern and empathize with the plight of others, whether they are close friends or distant strangers - it becomes harder not to act; harder not to help. - Barack Obama, Xavier University Commencement Speech, 2006



It is that fundamental belief, I am my brother's keeper, I am my sister's keeper that makes this country work. It's what allows us to pursue our individual dreams and yet still come together as one American family. E pluribus unum. Out of many, one. - Barack Obama, Democratic National Convention Speech, 2004 ... and LASTLY...



If I do not ask for your help, please do not be offended if I refuse your unsolicited offer of help. And if you insist, and you corner me, please do not be offended if I perceive your offer of "help," as a threat, and act accordingly. - Douglas Castle

-----------------------
Please give this some thought. It doesn't mean that we can't be friends, or that we can't collaborate and cooperate. It means that each of us is ultimately responsible for his or her own decisions and outcomes, and that we have a chance to kick ourselves for failing, or to rejoice in our success.

Faithfully,

Douglas Castle

Labels, Tags and Key Words: freedom, control issues, defending rights, responsibility, cooperation does not entail coercion, Articles by Douglas Castle, TNNWC Group LLC,

















Pictured Above: Ben.  Pictured Below: Uncle Doug
















Douglas Castle
Join my TNNWC Group, LLC collaborative business community (GICBC) at no cost by clicking on http://bit.ly/JoinTNNWC.


Douglas Castle
Join my TNNWC Group, LLC collaborative business community (GICBC) at no cost by clicking on http://bit.ly/JoinTNNWC.
 

Tuesday, September 07, 2010

INSTANT MANAGEMENT - Douglas Castle's Crash Course

Share this ARTICLE with your colleagues on LinkedIn .



MANAGEMENT requires a plan, leadership, delegation of responsibility, some basic rules, communications, compliance, monitoring and enforcement -- as well as some genuine positive incentives directly related to successful performance. Now step forward and collect your diploma.

Yours,

Douglas


Douglas Castle
Toll-Free Telephone: 888.317.6498
Facsimile: 914.517.5944
Become a Member Of TNNWC Group: http://bit.ly/JoinTNNWC

Friday, September 03, 2010

How The Big Boys Negotiate - A Bit of Blame-Shifting, and a Bit of "Friendly" Extortion

Share this ARTICLE with your colleagues on LinkedIn .






















HOW THE BIG BOYS NEGOTIATE - A Bit of Blame-Shifting, and a Bit of "Friendly" Extortion

Note: This article, written by Douglas Castle, originally appeared in TAKING COMMAND! (http://takingcommand.blogspot.com/)  on September 3, 2010 is reprinted with the author's permission.



Dear Friends:

The following article, taken from The New York Times, is as humorous as it was predictable.

The factual scenario is summarized:

1. BP, through its negligence and legendary risk-taking behavior creates (by its drilling) an ecological crisis of unsurpassed proportions.

2. The coastal states' wetlands and oceans are profoundly injured, as are all of the area businesses and the long-suffering economy. All is befouled due to BP's casual approach to offshore drilling and disregard for safety and the environment.

3. The US Government (in a tussle with State and local authorities), strikes a "good faith" deal with BP where BP will accumulate a fund from which it will pay out claims to injured parties. That fund, and any claims are supposed to be handled by an independent US attorney as Special Master in order to keep everybody "honest."

4. BP claims that it is acculmulating this restitution fund, but has dropped the issue of the Special Master's participation, and is spending a fortune on some TV commercials featuring BP hotlines to call about claims. This is like having somebody mug you, and then tapping on the shoulder and asking if you could have some of the money back from the wallet he stole so that you might have cabfare to a hospital. It's putting more power in the hands of the offending party. It's stupid.

5. Parties in the US want to continue to impose a ban on offshore drilling -- largely in response to the BP disaster.

6. BP claims that if offshore drilling (its favorite pastime and a substantial profit-maker) were to be limited, that it might not be able to make sufficient money to accumulate the victims' restitution fund (which it is still supervising and administering, wolf-in-charge-of-the-henhouse style, in its tradition of "integrity" and "good faith"). In basic terms, BP is very like the embezzler who is caught, and tried in court and compalains to the Judge, "How can I repay my victims if you send me to jail? If I can't continue to steal from new victims, then how can I make sufficient money to make my victims whole?

Yesterday someone mentioned to me that BP should change its name from BRITISH PETROLEUM to "BIG PIG." I added that the US government, at inestimable cost to its taxpayers and the victims of the "little leak," will provide the trough and the swill.

Oink!

Faithfully,

Douglas Castle
---------------
Breaking News Alert
The New York Times
Thu, September 02, 2010 -- 9:33 PM ET
-----

BP Says Limits on Drilling Imperil Spill Payouts

BP is warning Congress that if lawmakers pass legislation
that bars the company from getting new offshore drilling
permits, it may not have the money to pay for all the damages
caused by its oil spill in the Gulf of Mexico.

The company says a ban would also imperil the ambitious Gulf
Coast restoration efforts that officials want the company to
voluntarily support.

####

Key Terms, Tags and Labels: Conflict of interest, voluntary compliance, recriminations, circular logic, misplaced trust, BP, ecological disasters, paradoxes, shifting blame, shifting costs, economics, big business and big government, offshore oil drilling, negotiations, politics, posturing, propaganda, TNNWC Group, The National Newspicker, Left Right and Center, Blue Tuesday Report, Douglas Castle, trends, trending, confederation of dunces, conspiracy theory, victimization, juggernauts, oxymoron, farsical fossil fuels.

Douglas Castle
Toll-Free Telephone: 888.317.6498
Facsimile: 914.517.5944
Become a Member Of TNNWC Group: http://bit.ly/JoinTNNWC

BLOG ARCHIVE

Bookmark and Share