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Offering options probably won t deter some clients from asking for a lower fee or more generous terms, but it demonstrates your exibility and willingness to compromise Some sellers worry that any price negotiation can jeopardize a client relationship Sometimes, wrangling over fees does get tough You must decide what is more important, a client relationship or a pro table business Naturally, having both is preferable and possible But once you give up your pro t in a price negotiation, you re not likely to get it back And most lowpro t assignments don t go as well as planned Be mindful of the impact of all price concessions..

The Star Trek culture: You are boldly going where no one has gone before You are flying at the speed of light, driven, on a mission, and deadly serious The Willy Wonka and the Chocolate Factory culture: You are all about creativity and innovation and building a place of wonder Big smiles abound The Dead Poets Society culture: You are nurturing and developmental You are aiming for organic growth, with a focus on people and service to the greater good The Amadeus culture: You are thought of as a starkraving-mad genius who is larger than life You fill your team with raw talent and give them and yourself wide latitude The end result is more important than the means of getting there The Patton culture: Business is blood and guts You manage through intimidation but earn respect by leading the charge and inspiring success by example.

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The Millionaire Next Door culture: (I depart from the movie theme on this one) You are staid and steady, with your eye on the prize You are counting the beans and taking only the risks you are sure will pay off Hands-on hard work and determination are key A Willy Wonka culture is great for an ad agency but terribly inappropriate for an accounting firm The Patton culture may work great for a private security company, but it would be a disaster in a child care center There is no right or wrong culture for your business But it has to be authentic, and it has to be appropriate I admit I have some bias against the command and control culture, but I do have to admit it can get results at times I once had two key clients to whom I sold the same basic products.

and remember only the outstanding performance that commenced only recently. Stereotyping: As hard as we try, it s hard not to believe in stereotypes or preconceived notions of how someone believes or will act. You might, for example, be certain that women make better customer service representatives than do men. This stereotyping works to give female employees higher ratings, and men lower ratings. Comparing: It s hard not to compare the performance of two or more employees who you are rating at the same time. Your highperforming employees will naturally make your lower-performing employees look bad in comparison. In the same manner, mediocre performers are going to look good when stacked up against poor performers. Mirroring: This occurs when you fall into the trap of rating highly those employees who are most like you (same likes, dislikes, interests, hobbies, and so forth) and rating lowly those employees who are least like you. While the employees who are most like you will appreciate the favor, the employees you don t favor won t. Nice guy/gal: Many managers absolutely dread conducting performance evaluations because it forces them to acknowledge the failings of their employees and then talk to their employees about those failings. Most managers would much rather give their employees good news rather than bad, but sometimes bad news is all you ve got. But every manager must be prepared to give both if employees are to improve in their jobs and become more effective.

The account of the Minnesota wrestling camp can be found in the Morbidity and Mortality Weekly Report for February 9, 1990. Alan M. Kraut, Silent Travelers: Germs, Genes, and the Immigrant Menace (Baltimore: Johns Hopkins University Press, 1994) details the long history of blaming immigrants for disease, a habit that persists in America even today. The Rothschilds work on evidence of syphilis in human skeletons is described in Archaeology, JanuaryFebruary 1997. The account of cipro oxacin- resistant gonorrhea in Hawaii

Both had sales of approximately $5 to $10 million when.

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