Hypnosis And Memory – Hypnosis And Forgetting
January 25, 2012 | 
Author As a clinical hypnotherapist, I occasionally receive requests from my clients to help them remember something they’ve forgotten, or to help them forget something they no longer wish to remember. It’s not always possible or advisable to fulfill these requests. The idea of using hypnotherapy to manipulate memory is more complex than most people realize. The general public seems to have much confusion on the subject. I’d like to clear that confusion with this article.
Remembering
First, let’s talk about whether hypnosis can facilitate memory. People want to remember things they have forgotten for a number of often legitimate reasons. Here are some reasons I’ve heard:
oPeople want to remember where they left some item that they cannot find.
oPeople want to search through their past to discover the original cause of seemingly inexplicable and troubling emotions, thought patterns, or behaviors. This is often the case when people suspect they may have suppressed memories of childhood abuse, or when people want to explore “past lives”. Many believe that by uncovering the “cause” of the problems, they will be “cured” or at least they will understand themselves more fully.
oPeople want to remember what happened when they have a “gap” in time. For example, during a fever, or while inebriated, or under the effects of certain drugs, people may lose memory. When they recover their senses, they might wonder what happened while their minds were incapacitated.
oIn legal cases, people may want to remember the details of a crime they have witnessed, in order to give a more accurate report to the police or more complete testimony to the courts. In legal cases, forensic hypnotherapy is often employed by hypnotherapists specifically trained in eliciting information for legal purposes.
Can hypnosis really help in these kinds of cases? The answer is “Well, sometimes yes and sometimes no.” It is a myth that the human brain stores every memory of everything that has ever occurred to the individual. There is no scientific way to prove that every memory is stored intact for a lifetime. It is far more likely and logical to conclude that the brain maintains memories based on whether they are recent, useful and frequently recalled, and eventually deletes those that are not. This theory makes sense due to the fact that most of us forget far more than we remember. It would simply overload the brain to have to remember every detail of every waking moment of our lives.
Another myth is that memories are stored accurately and intact. Memory erodes and changes over time. Memory is almost never completely accurate. The mind retains bits and pieces of memories and then fills in the rest. Memory blurs and changes over time. The ability to accurately remember is affected by many variables, such as the meaning of the event, and your mental and emotional state at the time. You might recall your vacation in vivid detail, if it was just last week. How well do you remember a vacation you took ten years ago? Just because someone “remembers” an event via hypnosis doesn’t mean the memory is accurate or complete.
Hypnotherapy may or may not be effective in retrieving a memory. One person may recover a memory in just one session of hypnotherapy, while another may require several sessions. The ability to recover a memory in hypnosis depends on a number of factors. One factor is the client’s degree of hypnotizability. Hypnotizability (the ability to access the hypnotic state) varies among individuals. Another factor is the motivation of the client. A client may be less amenable to hypnosis if he or she feels conflicted about recovering the memory. For example, suppose an individual want to remember the details of early childhood abuse at the hands of an unknown assailant, and at the same time, suspects or fears that the assailant may be revealed as a loved family member. A person wanting to reveal what happened during a “gap” in time may worry that he or she will remember something embarrassing or shameful.
Another factor is the skill of the hypnotherapist. Hypnotherapists do best when they can put their clients at ease, adjust procedures to the needs and preferences of the client, and maintain the flexibility to work with a wide variety of client personalities. Hypnotherapists must also have a repertoire of trance-induction methods so that if a client is not responsive to one method, another method can be used.
Finally, when it comes to recovering memories, the hypnotherapist must be careful with wording the instructions and questions to the client in trance. The hypnotherapist should make every effort to avoid “leading” instructions or “presuppositional” questions. Let’s say, for example, that during hypnotic regression, the client reports a memory of being in a room with an adult and feeling afraid. At the point, it would be inappropriate for the hypnotherapist to say, “Give me the name of this man” The instruction assumes that the person is a man, and that the client should know his name, when perhaps neither is the case. An example of a presuppositional question might be, “Where did he touch you?” when it hasn’t been established that the client was touched at all. A more neutral question would be “And then what happened?”
Careless wording in hypnotherapy may lead to a phenomenon called “false memory.” False memory occurs when the client produces a memory of something that did not happen, and believes it to be true, especially since it emerged during hypnosis. Just because a memory emerges in hypnosis, does not make it true. Some clients are very compliant in hypnosis and are likely to go along with leading instructions and presuppositional questions, producing inaccurate recall. Even with the most scrupulous instructions and questions, false memories can emerge. Sometimes clients want to remember something so badly that the mind actually fabricates a memory to satisfy the desire. A hypnotherapist should never vouch for the accuracy of truthfulness of a memory that a client produces through hypnotherapy.
In the case of remembering events that may constitute the origin of troubling behaviors, thoughts or emotions, there are additional considerations. First, when no memory emerges, it doesn’t mean nothing happened, and it doesn’t mean the individual cannot change. People make significant changes in their lives without always understanding the origins of their problems. Second, human problems might result from other factors, not just past events. Biology, cultural influences, brain chemistry, and genetics can play a role. Third, sometimes the basis of the problem is an omission–and no memory exists for something that didn’t happen. A lack of validation and affection can be as emotionally damaging to a child as criticism and belittling.
Finally, when it comes to lost memory, perhaps it is a survival mechanism that the mind can mercifully block out a memory of trauma or tragedy. I recently met a man who asked my professional opinion about this. His niece was assaulted in her home by an intruder, who beat her severely. After months of medical care and recovery, she is doing well, with no memory of what happened that night. Her psychiatrist concluded that it is unnecessary for her to recall the trauma, and to insist that she do so would be unkind and perhaps unethical. Did I agree? Under the circumstances, yes.
Forgetting
Next, allow me to discuss how hypnosis can facilitate forgetting and the ethical considerations involved. Over the years I’ve had a few clients tell they wanted hypnotherapy in order to forget something painful. It can be done. Again, hypnotizability, motivation, and rapport are all factors in how well someone can be hypnotized and how completely one will follow the instruction to forget something.
Stage hypnotists often give their volunteers instructions for temporary amnesia–say, failure to recall one’s address, or middle name, or the number between six and eight. As long as the instruction is not threatening, the hypnotized individual will often comply. At the end of the show, the stage hypnotist always tells the volunteer that he or she will once more recall the information.
Hypnotherapy is different. The goal is not to entertain, but to change people’s lives for the better. I’ve had mainly two types of requests for forgetting. One I often encounter is from someone who has just gone through a painful break-up. One man told me that the thought of his former girlfriend caused him so much anguish that he wanted to totally erase her memory from his mind. I’ve also met some people who have told me they want to forget that they ever smoked, so they can stop smoking and never be tempted so smoke again.
In every case, I have refused on ethical grounds. Here’s why. The mind stores information like a database stores data. Much of the information is cross-linked to other pieces of information. Delete one category of information and other, cross linked information becomes incomplete and confusing. Associative memories may be lost as well. Suppose Joe does forget Jane via hypnosis. What happens when he encounters her one day on the street and she begins to talk about her memories of their relationship? What happens when he finds a card or letter in his drawer with her signature at the bottom? Suppose Sam forgets he was ever a smoker, but can’t account for the lighters in his desk and briefcase. Will Joe and Sam think they are going crazy?
It’s not a good idea to purposely remove memories, even painful ones. Besides, there are other ways to get over a break-up or stop smoking. It’s still possible for hypnotherapy to help in both cases.
Conclusion
Tampering with memory via hypnosis is a delicate and uncertain business. There are no guarantees. Please understand this when you go looking for a hypnotherapist to help you remember something. Additionally, for your own piece of mind, don’t ask a hypnotherapist help you to forget something of vital significance in your life.
Employee Theft Investigation – A Practical Guide
Policies and Procedures – Have a written policy on disciplinary action if an employee is stealing.
Clearly define the theft. Sure, we know that when we see it, but sometimes people see as a “loan”. An example of such a policy statement to define the theft as “The unauthorized removal of the tangible and intangible assets.” Warning not to use the word theft. Theft requires intent. Effects for the completion of its intention is not a problem. For trial, which is the crux of the allegations.
Communicate across the political orientation of new hires. Posters, newsletters, and blogs can help strengthen a gentle message. Make sure that all levels of society are linked to the policy of senior management.
Keep in mind that the precedents established with any termination. Ensure consistency in policy implementation. Management must set the tone and lead by example in matters of policy. If a manager takes a laptop computer so your child can do a PowerPoint presentation in class, why can not make any employee?
If there is not a formal department of internal investigations conducted by the formulation of a plan (in writing) which began an investigation and that it manages. Have a written policy on searches of vehicles, personal items such as backpacks, briefcases and backpacks.
Have a written policy regarding the refusal to allow a search.
Employees seeking
Warning! The ability to find someone (anyone) is a vital right for every business, but this should be considered very sensitive. Put in the position of the person being sought to understand the feelings of the process. There are many scenarios to justify the need for search, but this discussion will focus on workers and the implementation and management of the procedure.
Bag checks are common and must be accepted by the employees if you place and concerns addressed. If a company adopts a policy of requiring employees to submit to the pursuit of policy and procedure should be investigated with Human Resources, Legal, and Management. There are five rules that must be considered when formulating the policy:
Definition of “search.”
The searches are limited to anything outside the body. This includes bags, backpacks, brief cases, handbags, bags, etc. Do not touch anyone in the process. Do not search or undress. (yes, it happens).
The policy is in force for all levels of employees, including (especially) Management.
The consistency of the policy. Under what circumstances will be carried out a search?
Who has the authority to search?
Policies are only as good as people apply. Do not assume that a written policy created a written policy understood. Consistency in the application is the key. If, for example, there is a security person at the door and all employees are open to arrest and everything that they are carrying, including the president of the company or owner should. There must be a clear definition of how a search can be conducted. Which is defined as someone who can dig through it means a bag or a mere visual inspection is allowed? This is very important. A metal detector is suitable? If so how do you handle the activities?
Even with the best written policy from time to time someone is denied. These denials do not necessarily mean they are in the act of robbery, but they can be volatile situations, however, that can increase unnecessarily if handled improperly. What disciplinary action is available for an employee refuses to comply with company policy?
Unless there is a very compelling reason for not allowing the employee to leave if they refuse, then let them leave. First, however, one possible solution is to call a supervisor to remind employees of the policy. When the supervisor comes a discussion between the employee and the supervisor must be taken in an area that is as private as possible it could simply be to one side. If the employee continues to refuse to follow company policy after a quiet but firm discussion with a supervisor, and then allow the employee to leave. People who try to search should document the incident, whether it is possible to retrieve video and turn the matter to which the disciplinary action. If you have other witnesses, obtain their statements, too.
More points to consider are: What if something is discovered to actually perform the search? It is the discovery of drugs such as marijuana, a firearm or covered in the scope of the search? How are those handled? What if the search reveals something that is suspected of being of value to the company? What are the steps?
Controls
Audit of its own policies and procedures. These should be performed regularly and without notice.
Look carefully at everything that involves cash or other negotiable items. There should be a series of checks and balances in place to detect problems. Bank deposits are particularly vulnerable.
How are deposits controlled? Is there a notification if the bank deposit is a short or missing?
Notice to be someone other than the person who deposited the money?
Is there a review or notice of deposit to guarantee the deposits are made daily?
Is there a requirement that the deposits were made during the day only? This helps prevent employees from faking a robbery and stealing money.
It is the garbage disposal? Dumpsters are good places to hide the property only to return later and take it. How do you know what is in garbage bag? Tie the knot different.
If a company is not active, such as a laptop, there is a registration number and name of the product available.
Research
Warning! If a professional is involved, the research department, a private investigator, or simply a management or supervisor, the investigation of an employee for any reason is very serious. Researchers who have experience in internal affairs should be the first choice to conduct the investigation. There are companies that specialize in investigating white-collar crime that are available. Police departments are generally not equipped to properly investigate most of the thefts internally because they do not have the time to learn the inner workings of a company. They are definitely a resource to be used but will always be the conduit for the prosecution.
Immediately conduct a thorough investigation and if you learn of a theft. Document all research efforts.
Investigations are “sexy” to others. Remind everyone interviewed, not even a suspect, that the matter is confidential. Create a confidentiality agreement for signature, if possible. TIP: Employees often claim defamation after investigations. Keep all confidentiality agreements on notice about the sensitive nature. There is no real way to keep people talking about the investigation, but as long as researchers and management to maintain its confidentiality, the risk of a civil action is low. The termination should be possible if an action is broken confidentiality.
I am aware of a sexual harassment investigation when an entire department was interviewed on the basis of very detailed anonymous complaints. Each person was interviewed privately, and questions comments about or experiences with the department supervisor. The supervisor was fired but not admitted. After a defamation brought against the company. His argument was that people who knew nothing about the alleged activity now knew who was being accused of sexual harassment and that the termination confirmed the allegations. Prize: $ 17 million.
Testing is important. Business records, witness statements, physical evidence or video, should be preserved.
Thoroughly understand the laws on the use of polygraph tests and drugs. The use of the polygraph is governed by the Law on the Protection of Employee Polygraph and remains a viable tool when investigating a loss. If there are reasons to use a polygraph, my recommendation is to ask the police to do so. The employee can refuse that is their right. The results of the polygraph or refusal to undergo a polygraph is not grounds for terminating an employee. The entire investigation should be the basis for termination, not just solely on the results of the polygraph or the refusal to take the polygraph.
My experience with investigations into polygraphs is considerable but the results are mixed at best. I never had an employee refuses to submit to an estimate, however, I would only 95% never appeared. No one who allegedly committed a theft or who is alleged that have carried out a robbery was never found to be true. If a police department conducted the polygraph firstly, that he could not disclose the results. However, when I said they could not erase the employee as
a suspect, that in fact they gave me the results. Then conducted our own polygraph and, of course, has same results. Termination was based on a complete investigation. The polygraph is not the time but rather was a barrier to the findings. Failure to protect the assets of the company was common to talk upon termination.
Interview
Interview and interrogation is an acquired skill that is a mixture of recognizing body language, knowing that does not allow an offender to the top, be patient and know how and when to ask questions. There are two companies that offer instruction and training on conducting such interviews. WIcklander and Zulawski (www.wz.com) and Reid (www.reid.com). If the interviewer is unable, at least, should have established procedures for the rules to guide the non-research staff. The realization of “cold” that a series of interviews of people who are interviewed in the hope of obtaining an income, not for the novice. In other words, research must produce sufficient evidence and information to point to the real culprit (s). There is comfort in knowing what you know.
Here are some guidelines that must be considered. Be said that, regardless of skill level, extreme care is required of all interviews for research.
Interviews can be conducted with or without a witness present. Women workers should have seen this woman. A witness must sit outside the peripheral vision of the person being interviewed. The witness should not be an active part of the interview, but should take notes. If the employee diverts their attention to the witnesses to speak to them, simply redirect calm returns to the interviewer.
Be prepared. Create a description of how to present his case. They have their documentation and testing and preparation.
Props. Examples of objects: the bulk of file folders with labels such as “theft of Research John Doe” or videotapes with similar labels. A property is intended to give the interviewee the impression of evidence against him. My recommendation: Do not use. If your research has no merit alone then maybe the decision to talk to the employee should be reconsidered. Props to leave the theater.
Document the time of start and end of the interview and report on any offer of a rest for the use of a bath or drink even if it is rejected. Document the time of tenders and the acceptance / rejection.
Provide the employee a document acknowledging that you can stop the interview at any time and are free to leave at any time. They have to sign the document for your records. Do not put yourself between the employee and the door.
The most difficult part of an interview may just be starting. What do I say? If necessary, write a script and keep your hand as if giving a speech.
Being well aware of the duration of the interview. If an admission that has not been done in an hour, then it is unlikely that any will provide a discussion. It is important to understand that this does not mean that there is a standard length of the interviews suggest that neither precipitation is important. Simply keep in mind that the employee should never be given the impression that they will sit there until you confess or do not have the option to end the interview. However, my experience of more than 1,000 interviews for example tells me that is an hour at the edge of a reasonable period when interviewing someone and not have income.
There are pros and cons for taking notes. Respondents tend to be distracted when they find something written by someone. During the interview, try not to take too many notes. You return to the revenue later.
Audio or video recording of an interview is dangerous territory. If done, must be the full recognition and approval of the interviewee. I have an interview recorded in my career and was a witness, not a suspect.
Being aware of the lateness of the interview. Not be the only people around the building at 11:00 PM. Be aware that if the worker said he had an appointment and can not stand you may have to reschedule.
NEVER offer to negotiate the termination or prosecution. Do not offer if you just try not to “tell the truth or whether it just made the payments for loss” everything would be okay. ” Do not make statements implying that the investigation will make the morning news (perhaps) if you do not admit the allegations. Do not threaten to fire them if they refuse to take a polygraph.
Do not allow the interviewee to conduct the interview by demanding to take a polygraph. They can do that on their own if they wish, but it is not their decision as it relates to company business.
Show me the video! There is no obligation to show any video of the interview test. Note: If you say you have, make sure you do.
Employees have a hard time using the word “stealing, theft, intentionally lied.” Instead they use software such as “taking, provided, error, misleading.” Efforts should be made to clarify that they knew what they were doing was a robbery. While they were going to pay the money later, they were not authorized to take the money and do not belong to them. It is theft.
Expand the interview to understand how or where they learned he had the idea to do this. Sometimes employees are influenced when they see others do the same. This is especially true when a member of the leadership steal.
Obtain a written statement about the employee who committed the robberies. Request that includes the consequences of any other persons involved in the robbery. Ask them to be very specific about the allegations. They have dates, times, circumstances, and the property involved.
The conclusion of the interview should result in a written statement voluntarily. It must be written in the person’s own handwriting and signed by the witness as well. Paper times start and end of the drafting of the declaration. Obtaining a written statement is important, but is leaving the issue open to question the validity of the content. If at the end of the statement, which was left important facts or information, you may ask to write about it. OK, how the statement is written, bad writing, bad grammar, spelling and all.
Finally, we should not read his Miranda rights, unless they are interviewed by law enforcement.
Completion
Terminals for theft should not be handled in a manner different from any other termination of the facts. Completion is based on an established policy and procedure. Sometimes, however, theft is considered on a scale of value. Example: A bottle on a table was set up to collect money for a charity. An employee who need lunch money, stole (was going to return the next day) $ 2.00. The money was not property of the company, but the employee finished anyway. The theft of anything causes of loss of confidence and can not terminate a dangerous precedent.
Consult your lawyer or the Legal Department with respect to its investigation. Ultimately, they will have to defend the actions of the company when it comes to that. Nothing can prevent someone from filing a civil lawsuit. The most important thing is that actions are defensible in court and that the plaintiff did not prevail.
Consider ending the use of “Violation of Company Policy” in the theft. It is easier to defend because it does not require intent or suggested.
Industries that employ young people are very aware of parents in the termination of his son. If the child is an adult (based on the definition of State of adults), then the parents have no right to know anything about the actions of the employer. A minor parents have no “rights” which requires a company to analyze the employment of his son or any action taken. However, discretion is sometimes the best way and the case is discussed. What do you know the parent is often very different from the truth. Consult your lawyer before releasing any information.
Dealing with parents, guardians, spouses and friends is sometimes difficult. The hard fast
rule is that a company should not discuss with anyone inside information. Minor children hate
prospect of telling their parents who were fired for stealing, and therefore, information is withheld or watered down. There are times when I read the statement of the employee to the parents by telephone and, in most cases, and was surprised that is the end of the conversation. There are other times when parents are hostile and demand copies of the records, statements, and video and threaten to sue. I have no obligation to speak with them or disclose the contents of research and usually simply replied advice to talk to his son again, because they are not given any information. Never has taken any civil action because of my lack of communication with parents.
Suspension. Suspension before termination is highly recommended. This serves as a sort of cooling-off period to collect all the pieces of research together for review. While it may be a conclusion that the termination is carried out, remains a good practice.
OTP
In percentage, few employees are actually prosecuted for theft. There are many reasons why, but frankly, it may simply not enough evidence that a prosecutor would want to take the case to trial. Prosecution is rare in the full restoration of the company and if restitution is required, is the return over the life of his parole. Much of the roster will be used to prosecute an employee. Cost must be weighed. The argument is made that the prosecution does not set a bad example. The question we must answer is who knows that were prosecuted and who knows what the outcome was. It is not research?
OTP has a value but it is a business decision. Consider the following carefully to make that decision.
In most cases, call the police immediately is not necessary. While it may be more dramatic, there is no need to send someone to the door in handcuffs. It is better to make research and take it to the local police. Do not rush this part of their investigation. The criminal process is not as portrayed on television.
His case can be well documented, but the prosecutor may decide to plea bargain the case to a lower cost. Is out of your hands. His case may languish in the system because it is not a priority.
Loss of a criminal case may lead to a civil action based on malicious prosecution. You can have a confession for $ 1000, but it may only be $ 50. Charges may be accepted only on demonstrable $ 50.00.
Restitution and Civil Restitution
Restitution is an available option in any case. It is simply the employee is in agreement with what they stole back. Civil restitution is available in most states. Civil restitution is allowed, in general, through a civil statute, which basically said that a company can seek civil damages for the time and effort needed to investigate the incident. Every state has enacted what is known as the civil suit, has a range of damages that can be asked. In Texas, for example, damages up to $ 1,000 can be sought against one adult and up to $ 5000 against the parents of a minor. The monetary value of the theft is irrelevant. What is important to know is that restitution is a civil procedure. In essence, an employer may ask the trial, full restitution, and then file civil restitution. Check with your attorney about this and how to pursue this aspect. Regardless of the method chosen must have a written policy in place to adequately cover the practice.
If you try, you will receive restitution through the courts and for the courts as to the amount (if any) for payment and the amount of time to pay. If the prosecution is not then the return must be agreed and a promissory note must be created. I recommend a one-year period with equal payments every month.
Check with your attorney or human resources department and discuss how an employee may voluntarily waive final pay, vacation pay, profit sharing or other sources within the company for a refund. A document must be created, allowing the employee to use those funds for restitution. The form must be signed but need not necessarily to be notarized. This method provides the greatest opportunity to recover from a robbery.
After the action
This is the part that is often on the sidelines of an investigation: the analysis of root causes, or what happened and why we did not catch it before? Prevention is the key and connect gaps in their current way of doing business is a challenge. Prevention efforts will be successful about 80% of the time. A component of prevention is the fear of detection. It’s the old question of who would steal a million dollars if no one knew who did it. Some people will never steal. Some steal if given a chance, regardless of the possibility of detection. Group fears that middle managers who are outside. This screening process should be in place through rigorous monitoring of controls, policies and procedures. The arrest of an employee is the result of a failure somewhere along the way. Note that all procedures are written with a perfect world in the proceedings, but never followed correctly 100% of the time. Employees take advantage of the systemic weakness and human error. You can not have one without the other.
Review of each piece of the chain of events in connection with the robbery. Remember … you asked the employee how this happened. Make changes, but try not to go overboard and put safeguards in place that are beginning to hamper business.
Secrets to a successful employee theft Research
Even the most sophisticated financial crimes is limited to one thing: some “rule”, whether political, procedural law, act, or note on the time clock has been violated. While this may be too obvious, is important when it comes to the time of the interview. Stating that the employee understands the proper way to conduct their business will be the cornerstone of all actions. While pretending ignorance can be offered, it is extremely rare that the person did not know they were in violation, especially when it comes to theft. Researchers sometimes miss this great opportunity for discussion. The employee should be encouraged by the fact that they know how things are done properly and can recite it almost verbatim. However, it is a trap without realizing it, because his research showed that may have eluded them for protection. This method to dispel any notion of a lack of training.
The most important facet of an investigation is to learn what you do not know. His research can reveal all sorts of incriminating evidence, but that is what took place and it is likely that several events have not occurred. Too often, an employee is given a file and said “Tell me about this.” What’s the next question if the answer is “I do not know.” The fruits of the research will extend far beyond what is called the interview process if handled properly. The smallest admission of theft is the beginning of an interview that ultimately merely confirms what we already knew. The success of the interview always wins over what is known. The art is knowing how to get that information.
The idea that the interviews and interrogations are mixed and arrogant is untrue. Professional investigators and hold a conversation with humor. It is not about the words spoken, but more about the body language. The investigation of crime of any kind requires training and experience. Evidence is not very difficult, but the success of the investigation ultimately links to the individual events. In cases where admission is not done, one must be prepared to act in the same test. An accusatory interview / interrogation will be a disaster if the employee returned to work. Do not rush into an interview without knowing the facts.
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Negotiation – Tactics, Tricks And Threats
Most successful negotiators recognise that the way people involved in negotiations behave does not always reflect their true feelings or intentions. We are going to look at negotiating tactics that may be used by you or on you. Whether or not you choose to use these tactics, it is vital to understand:
o Tactics work
o They can be being used on you, and can be used by you
o Once they are recognised as tactics, their effects are reduced, or eliminated
You may feel that there is no need in your particular case to negotiate or resort to tactics. in negotiation. This is a matter of personal choice.
In general, tactics are used to gain a short-term advantage during the negotiation and are designed to lower your expectations of reaching a successful conclusion.
There are many tactics available to negotiators. Here are some you may recognise.
Pre-Conditioning:
This can begin before you even get together, or start your negotiations with the other party. Let us take a sales example:
You telephone for the appointment and the other side says, aggressively:
“Don’t bother coming if you are going to tell me about price increases. You’ll be wasting your time and I will be forced to speak to your competitors”.
When you do arrive you are kept waiting in reception for half an hour, without being told why. As you walk through the door into the other person’s office they indicate for you to sit down, but they don’t look up. Instead, they sit leafing through your competitor’s brochure, in silence, ignoring your efforts to make conversation.
You are given an uncomfortable low chair to sit in that happens to be directly in line with the sun shining into the office. At this stage, how confident do you feel?
The Monkey On The Back:
Some negotiators have the irritating habit of handing their problems to you so that they become your problems. This is the “monkey on their back” that they want you to carry around for them.
A classic example is the person who says, “I have only got £10,000 in my budget”.
This is often used tactically to force a price reduction. Here is what you can do.
When one side says “I have only £10,000 in budget”, look concerned and say something like:
“That is a problem. As you are no doubt aware, the cost of our systems can be anything up to £20,000 and I really want to help you choose the best system that meets your needs. Does that mean that if one of our systems has everything you are looking for, but costs £20,000, you would rather I didn’t show it to you?”
The “monkey” has been returned and they have to make a choice. If the objection is genuine and the budget figure is correct, you must try to look for an alternative that meets your needs as well as theirs.
If they genuinely can only spend £10,000 that is not a tactic but the truth. In dealing with tactics the first decision you must make is whether it is a tactic or a genuine situation. If it is genuine, you have a problem to solve, rather than a tactic to overcome.
The Use Of Higher Authority:
This can be a most effective way to reduce pressure in the negotiation by introducing an unseen third party and can also be effective in bringing the negotiation to a close.
“I need to have this agreed by my Board of Directors.” “If they agree to the terms we have discussed, do we have a deal?”
However, be careful to use this device sparingly so that the other side does not begin to feel you have no decision making authority yourself.
One way of countering this tactic is to say before the bargaining begins: “If this proposal meets your needs, is there any reason you would not give me your decision today?”
If the other side still wishes to resort to higher authority, appeal to their ego by saying: “Of course, they will go along with your recommendations, won’t they? Will you be recommending this proposal?”
Nibbling:
Negotiations can be a tiring process. As the point draws near when an agreement is likely, both sides exhibit a psychological need to reach agreement and get on with something else.
You are very vulnerable as the other side reaches for their pen to sign the order form or contract, to concede items that don’t significantly affect the final outcome. “Oh, by the way, this does include free delivery, doesn’t it?” or “Oh, by the way, the price of the car does include a full tank of petrol?”
Nibbles work best when they are small and asked for at the right psychological moment. Like peanuts, eat enough of them and they get fattening.
Good negotiators will often keep back certain items on their want list until the very last minute when the other party is vulnerable. Watch out for this.
The Good Guy And The Bad Guy:
You may have come across this tactic before or else seen it used in films or on television. This is a tactic designed to soften you up in the negotiation.
For example, you are negotiating the renewal of your service contract with the Buying Director and his Finance Director. You present your proposal and the Buying Director suddenly gets angry and walks out in disgust muttering to himself about how unfair you have been and how the relationship is well and truly over.
You pick up your briefcase and are being shown the door when the Finance Director smiles at you sympathetically and says:
“I’m terribly sorry about that. He is under a lot of pressure. I would like to help you renew your contract, but he really will not consider the price you have suggested. Why don’t I go and talk to him for you and see if we can agree a compromise? What is the bottom line on the contract? If you give me your very best price, I will see what I can do”.
The best way of dealing with this tactic is to recognise the game that is being played and assess exactly what the quality of the relationship is. You may be able to say something like:
“Come off it, you are using good guy, bad guy. You are a superb negotiator, but let’s sit down and discuss the proposal realistically”.
If you don’t have this kind of relationship, stand firm and insist on dealing with the bad guy, or else bluff yourself and give a figure that is within your acceptable range of alternatives.
One way of combining good guy, bad guy. with higher authority is by saying things like:
“Well, I’d love to do a deal with you on that basis, but my manager refuses to let me agree terms of this nature without referring back and he refuses to talk to salespeople. Give me your best price and I will see what I can do”
Body Language:
It is important in negotiation to react verbally and visually when offers are made. You may have seen the more theatrical negotiators hang their heads in despair or accuse you of being unfair and souring a perfectly good relationship when you present your proposal. Human nature is such that we can believe and accept these outbursts against us and our negotiating position becomes weaker as a result.
Ensure the next time you are in a negotiation that you react to the other party’s offer. If you show no reaction, they may be tempted to ask for more and more and you will lose the initiative in the negotiation. Also, it is almost certain that their opening offer is higher than the figure for which they are prepared to settle, so it is important that you clearly signal your unwillingness to accept the opening position.
If you reach the point below which you will not go, it is important that you show this with your body language. News readers, when they have finished reading the news, have a habit of picking up their script and tidying up their papers. This tells the world that they have finished their task and are preparing to leave.
Similarly, when you make your final offer, it can be very powerful to collect your papers together and indicate with your body that it really is your final offer. Put your pen away, sit back in your chair and remain silent. Look concerned and keep quiet.
If your voice says final offer but your body is saying let’s keep talking, the other party will disregard what you say and keep negotiating.
The Use Of Silence:
During the negotiation, you may make a proposal and find the other party remains silent. This can be very difficult to handle and often signals disapproval to the inexperienced negotiator. Just as nature abhors a vacuum, so silence induces the need in people to talk.
If you have a proposal to make, make it and ask the other side how he or she feels about it. Having asked the question, sit back and wait for the answer. Whatever you do; don’t change your offer as this could seriously weaken your position.
The Vice:
A common technique used by negotiators when presented with a proposal is to say:
“You’ll have to do better than that.”
The most powerful way of dealing with this is to ask them to be more specific. Whatever you do, don’t weaken your negotiating position in response to the vice by giving anything away, too easily. This will only encourage repeat behaviour.
The Power Of Legitimacy:
People believe what they see in writing. We all assume that if a thing is printed or written down, it is non-negotiable. This is what can make price lists so powerful. If you have to present a customer with a price increase or you wish to encourage an early order to beat a price increase, show something in writing such as an office memo from your boss announcing the increase. This will have a far greater impact than just saying your prices are about to go up.
When presented with a price tag in a shop, ask to speak to the manager and make him an offer. You could be surprised at the results.
And Finally -The Low Key Approach:
Don’t appear too enthusiastic during negotiations. Over-enthusiasm can encourage skilled negotiators to review their strategy and demand more.
If you are in a negotiation and the other side is not responding to your proposal, recognise this could be a tactic and avoid giving concessions just to cheer them up. Salespeople like to be liked and will often give money away in a negotiation, if the other side appears unhappy.
For example, if you are buying a car avoid saying to the seller things like:
“This is exactly what I’m looking for. I really like the alloy wheels”.
Develop a low-key approach. Say things like:
“Well, it may not be exactly what I’m looking for but I might be interested if the price is right”.
Copyright © 2008 Jonathan Farrington. All rights reserved
Discount Louis Vuitton Handbags – Authentic Bags Available Online For Less
Discount Louis Vuitton Handbags can be found online for prices that you would never believe you could pay. You can buy authentic discount Louis Vuitton Handbags on the Internet for affordable prices. Prices as low as $100.
Believe it or not…discount Louis Vuitton handbags are available right here on the Internet for much lower prices than retail prices. Have you been wishing you could afford an authentic Louis Vuitton handbag? So have hundreds if not millions of other price conscience people out there who want to enjoy the luxury of owning a genuine Louis Vuitton bag without the genuine price.
That is where the discounted Louis Vuitton handbag comes in to play. There are authentic handbags that are being sold for wholesale prices on certain sites. You can find fabulous cheap Louis Vuitton handbags for sale on live auction sites that allow you to bid on these bags for fractions of the retail prices. For the prices that you would see on the LV website or eluxury.com, you are getting a bargain on authentic Louis Vuitton handbags online.
Louis Vuitton handbags usually start at around $595.00 and can go up to over $4000.00 retail. There are bags that are seasonal or specially made that go into the 5 digit numbers. Have you heard about the Louis Vuitton Tribute Patchwork? This handbag retails at an awesome $52,500.00. It justifies its price by being made from 14 different Louis Vuitton bags that were sewn together incorporating rare feathers and alligator skin. And, it looks like it should be sitting in a museum somewhere. It is gorgeous!
Once you think of how much Louise Vuitton handbags are being sold for in retail shops, the thought of just spending a few hundred seems so easy to do for most. Imagine for a moment the look of shock that came upon your face when you learned the prices of the LV bags. It probably sdidn’t take you long to realize that you may never own an authentic Louis Vuitton for as long as you live. But, if you do what more than 10,000 people have already done and shopped online, the thought of never owning an LV bag would be forgotten.
I am here to tell you that you can own LV handbags for discounted prices. You are sure to be able to find some of the most fabulous of all of the bags designed by just shopping online. There are many reputable online stores that offer genuine handbags for prices as low as $100. You can pay as little as $100 or go up to as high as over $4000. It’s up to how much you want to spend for luxury.
People are actually selling their vintage Louis bags or their not-so-used bags that look like new. You can even buy “new with tags”(NWT) items that have never been used and till have the original tags on them with garment bags and all. These bags are going to be a bit more costly, but most are still less than you would pay in-store.
Look for yourself and see what I am talking about. You will be amazed at the number of discounted Louis Vuitton handbags that are available to the public. When shopping through live online auctions, you are sure to find that discount Louis Vuitton handbag that you have always wanted, but thought you could never afford.
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The Best Business Laptop For Your Company
The little notebook computer or laptop is tailor made for business.
It’s the perfect communication tool. It’s the perfect record keeping
tool. It’s the perfect presentation tool. And if that wasn’t enough,
all of the above is neatly packaged into a small portable machine
that can be taken anywhere and everywhere.
For any size business, small to medium to jumbo, the notebook
computer is fast becoming an essential tool for business.
Savvy business people know acquiring the right tools is an important
factor in determining the success or profitability of any company.
Therefore, along with the regular outfitting of your company or
business – equal consideration should be given to choosing your
notebook computers.
Business owners should be aware that notebook technology is changing at
a blistering pace. Every two years or so, there is a whole new generation
of notebooks and notebook technology to consider. Notebooks are getting
smaller, faster, and better connected. They are also offering performance that
is matching or almost matching their desktop rivals.
Major reasons why, for the first time in history, notebook computers
are outselling their bigger cousins, desktop computers. Business
buying, no doubt, plays a significant role in all those sales. Large
corporate organizations are buying notebooks for their companies, sales
people and employees. It makes for a more competitive company in a very
competitive world.
But how do you pick a good business notebook computer? What’s the criteria
for judging a good machine? What’s the right laptop or notebook for your
company or sales staff?
Here are some important factors any business should consider when buying
a notebook computer or laptop for their company. General factors that
determine a good business notebook. Consider these…
Portability
Perhaps, the most significant factor and the main reason you’re buying
a notebook computer is portability. You can take it anywhere. You can
take your records, reports, presentations or products where ever they
need to be. For the business traveler or ‘road warrior’, the notebook
computer is an essential tool for their business.
When buying their notebook of choice, these ‘road warriors’ look
at the portability of their notebook. Size and weight are very
important. They want something that’s light and small, yet powerful
enough to do the job. They will probably look in the Ultra-Portable and
Thin and Light classes of notebooks to make their choice.
Notebooks in those categories are usually well under 5 pounds, around
10 by 14 inches in size and approximately an inch thick. Small enough
to throw in a briefcase or tuck comfortably under your arm. They won’t
drain your energy even if you have to lug it around all day!
Battery Life
You also have to look for a notebook computer that will last long
enough to get the job done. You want sufficient battery life for those
long plane trips. Fortunately, battery life is increasing, you can now get
up to 5 or more hours on high quality notebooks. Buy the highest
numbered cell battery, and buy any optional built-in battery extras
that will increase battery life.
Connectivity
You want something that’s easy to connect to the Internet
so connectivity is another important factor. Being in constant
contact with all your employees can be a determining factor in your
choice of notebooks. Communication is vital. Most high quality
notebooks come with Wi-Fi (Wireless Fidelity) connections,
many have a tri-mode 802.11a/b/g wireless system.
Some newer models, like the Sony’s New Ultra-Portable VAIO VGN-T350P,
are raising the bar, it has the world’s first ‘Built-in Cellular
Modem’. You can use your cell phone to connect to the Internet. This may
be a great advantage since finding a ‘Hot Spot’ in some parts of the world
can still be difficult.
Performance
You need to consider the performance level of your business computer.
Can it handle all your company’s demands, can it handle heavy graphics,
charts, diagrams, spreadsheets, etc. Check out the RAM — higher RAM will be
better for graphics and video. It’s generally agreed that you need at least
256MB for Windows XP and Mac OS X. You will only need 128MB for other
operating systems in Windows or Mac.
Most notebooks come with plenty of storage space, 60-80 GIG hard drives
are common. External drives are also available if you need extra
space.
Other tasks may be important to your line of business. For example, if
you need to take notes in the field, i.e. real estate agents, engineers,
doctors or medical personnel — then a slate or a convertible tablet
may be a better choice for your company.
Sturdiness
This is important if you want a notebook for a lot of road work or
business traveling. Your notebook should be sturdy or ruggerized to
be able to take a good pounding. Many notebooks have some novel
sturdiness features such as IBM’s Active Protection System which is
designed to protect the hard drive from falls and spills for those
accident prone notebook users in your company.
Security
Living in today’s world we need safeguards and security measures
in place to protect your company records and files. Not to
mention, to guard against the theft of your notebook computer itself.
Along those same lines your notebook computer should have advanced
security features. Many notebooks such as the IBM/Sonoma ThinkPad
series include an integrated fingerprint scanner for biometric
authentication that uses an Embedded Security Subsystem and Password
Manager.
Image/Style
At first glance this may seem like a superficial buying point, but
not really. In today’s business world, image or style does count and
contribute to your button line. Sad but true! You want a notebook
computer that matches the image of your company.
There is one to fit your needs, you have a whole range of styles
of notebooks to choose from, whether it be conservative black or
blazing race car red. Most businesses are ultra-conservative (nature
of the beast) and should pick a notebook along those conservative lines, other businesses may want to promote a sharper or cooler image
such as in fashion, creative arts, music industry…
Price
Economy or Deluxe. Similar to the style, another major buying
factor is price. You can go from inexpensive notebooks
to luxury models. It all depends on your company’s resources
and the image you want to project.
You can choose from the relatively inexpensive but very capable
DELL notebooks…all the way up to notebook manufacturers like the
UK based Rockdirect notebooks which offers upper end products that
can be custom made to your specs. You can even choose your own color!
Like any company purchase, especially if you’re buying in bulk,
getting a good special volume price may play a role in your choice
of notebook. Always check with these notebook companies for a
group or company order — you may be pleasantly surprised at the
savings.
However, don’t sacrifice performance for a special price, make sure
the notebook computer you’re buying has all the desired qualities:
portability, performance, battery life, connectivity, security and style,
– all the features you want in your company’s notebook computer.
If you consider all these factors, your next business notebook computer
purchase should just be a little bit easier.
There’s no reason why you can’t put this little modern workhorse to work
for your business or company. Used properly, the business laptop can
make for a well organized and cohesive work force that will pay big
dividends down the road, delivering a great return on your initial
investment.
10 Ridiculously Easy Christmas Gift Basket Ideas
There are many themes you can use when crafting your own holiday gift baskets. However, the list below contains some traditional gift basket ideas as well as a few for special friends on your gift list. You can get most of your crafting supplies at local stores like Hobby Lobby, or if you shop on the Internet, simply type “gift basket supplies”.
Let’s start with one of my favorites to share with your inner family and close friends.
1) The Traditional Christmas Gift Basket:
Fill your basket with hot apple cider mix large mugs, homemade Christmas ornaments, a letter or poem on why Christmas is important to you, matching mittens, hat and scarf (or, depending on your climate you could substitute sunglasses, sun block lotion, a cool destination theme cap) some mistletoe and or other fragrant scents. You could even include a popular Christmas music CD, and for a super nice touch… some home made Christmas cookies – with the recipe included.
2) Christmas Decorating Gift Basket
Fill a basket with nativity set, assorted Christmas ornaments (store bought, but better if hand-made by you,) decorative lights, homemade candles or seasonal candles from your local craft store and a little traditional mistletoe and holly
3) Coffee Lovers Gift basket
Fill a basket with gourmet coffees, coffee mugs, novels, or books on coffee regions and making processes, dark chocolates, and a decorative bookmark that you make yourself)
4) Chocolate Lover’s Gift Basket
Fill a basket with, chocolate cookies (home baked is best,) chocolate bonbons, chocolate sauces, chocolate syrup, chocolate dipped coffee spoons and for a special touch wrap them in cellophane with a bow, hot chocolate mix, chocolate covered coffee beans, chocolate flavored coffee beans and some chocolate recipes from around the world
5) Christmas Survival Kit
Spray paint a basket white, then stencil the International Red Cross symbol on each side. Fill the basket with Tylenol – to take away the headache of overdoing, Tea – to calm, relax, and soothe away the tension, peppermints – to settle the tummy from overindulging, Slimfast – to kick off the diet you will need to start, pocket date book – to track all of the ‘to do’s, CD that includes soothing quiet music to listen to while wrapping gifts, tape – to use to wrap the gifts because you forgot to buy any, a package of gift tags that you made, your favorite quick and easy yummy cookie cookie recipe and last, but not least include some nice bath oil or bubble bath to soothe the weary body
6) Faraway Grandparent (or relative) Gift basket
Fill a basket with children’s artwork, gifts made by the kids, frames for family pictures (let the kids buy plain wooden frames and decorate them with stickers,) videos of the family, a long-distance calling card. Extras: fill out the basket with candy, coffee, tea, biscuits, Christmas ornaments, candles, etc. Include printed notes from the kids with “why I love you Grandma/Pa sentiments)
7) Golf Lover’s Gift Basket
For the golfer, fill a basket or a golf bag with golf tees, golf balls, a baseball cap, sunscreen, score cards, a small towel, a can cooler to keep a can of pop or beer cold. A nice touch is to personalize the towel or baseball cap (you can stitch on them, use fabric paints, etc.)
Fisherman’s Gift Basket
Find a large basket or, use a tackle box and fill with assorted lures, leaders, long nose fishing pliers, gloves, guide to local fishing, DVD’s on fishing tournaments, and gift certificate for a rod or reel
9) Baby Boomer’s Gift Basket
Fill a basket with books and magazines on men or women’s health issues, a variety of herbal teas, skin care lotions for maturing skin, hair care products with herbal scents, skin care accessories such as exotic sponges, brushes and loofahs, humorous coffee mugs, 60′s CD’s of great groups like the Beatles and of course… humorous articles on aging
10) Father/ Mother Gift basket
Fill a basket with subscription to his/her favorite magazine, favorite cologne/perfume, comfy warm slippers, a handmade coupon book… i.e., (take the day off Dad/Mom…I’ll mow the lawn this time, wash the car, run errands, paint a room, etc.,) a gift certificate to his favorite sports shop favorite cookies or treat, a personal letter (in your own handwriting) telling him why you love and what you admire about him/her, favorite popcorn spices, favorite movie, a nice picture frame (with the picture of the family in it)
OK! There you have it. But Wait! Here’s your bonus! Just kidding… I guess I’m watching too many infomercials. Your going to get several more great gift basket ideas, just because the Holiday season is all about giving. Here are two more great homemade Christmas gift basket ideas.
Idea #1 Executive Gift basket
Fill a briefcase with a Daytimer, business card holder (one for the wallet, one for the desktop,) pen and pencil set, business newspaper subscription, emergency shoe polish travel kit, reference books like a new updated dictionary, CD of business forms, coffee mug with gift certificate to Starbucks, etc.
Idea #2! Exerciser’s Gift basket
Fill a tote bag or backpack with microfiber towels, water bottle, workout DVD or magazines, power bars, sports drinks, sports socks, headband, and for a really good boss… a trial spa or gym membership
Take these Christmas gift basket ideas, mix them up and use them any way that makes sense to you. Just remember one thing. Everyone loves to receive a personalized gift basket. You don’t have to wait for Christmas or any other holiday. Just sit down and organize your ideas for each person you’ll be giving a basket to. Many times you’ll get a break by purchasing in bulk. Use this to your advantage and don’t go shopping and buy on impulse. You’ll end up spending more than you planed; become a smart shopper this season.
15 Steps to a Clutter Free Home
It’s time to get into the habit of letting go of excess stuff, rather than finding a place to stuff it. Having to walk around stuff or over stuff does not make for a peaceful living environment. Let’s go room by room and take care of some of the most common clutter problems.
1.) Kitchen: ask yourself what items do I use daily?
These items really deserve the primetime space in your kitchen. They should be within arms reach in the best location available. Watch out for space hogs in the kitchen such as multiple coffee mugs, plastic bags and cleaning products.
2.) Next ask yourself how many of each of these items you need to have a reasonable amount on hand.
Do you have 6 of something but only use one. This is a common problem. Setting limits will help you maintain an organized kitchen easily. Any broken, stained or chipped items need to go.
3.) Donate or discard your extra items, or in the case of glasses or dishes store them in long term storage until needed.
That is only if you have room in or for long-term storage. If you already have a long term storage problem go ahead and get rid of your excess, unless its an item that you can not replace like grandma’s good china, in that case get rid of something else and store grandma’s china. Remember to periodically go through cabinets and drawers to purge extras and replace worn out or damaged pieces.
4.) Clear your counters: the most visible part of your kitchen.
Start by clearing all items into boxes or onto trays. Take this opportunity to clean your counters thoroughly. Now put back only the items that you use daily. Ex. Toaster, coffeemaker, crocks of utensils. Only display decorative items on you countertop if you have plenty of space to do so. Otherwise decorations in moderation should be on the walls to save valuable real estate in the kitchen.
5.) Discourage paper piles from forming by creating a RAF file or as some people call it an action file.
A RAF file can be anything that can hold 3 files or folders. RAF stands for read, act, and file. As paper comes into your house you need to use your RAF file to place each piece either in to read, to act (meaning you need to do an action) or to file. Each piece of paper you save is important for one reason or another so you need to be able to find it quickly. Then of coarse there is the trashcan, use it regularly. You can also set up binders with clear plastic pages for things like receipts, recipes, take out menus, school information and frequently called numbers.
6.) Clean off your fridge!
Scale down or eliminate old refrigerator magnets or at least move them to one side. Clear everything off the front, put important items such as take out menus in a binder or in your RAF file. Save your kids best artwork in a plastic bin with their name on it, be sure to write their age on the back with an acid free pencil or acid free pen that you can find in the scrap booking section of any store. Once the fridge is clear, only put back current items.
TIP: Keep a wipe off calendar on the front of you fridge, update it the 1st of every month from you pocket calendar that you keep in your pocketbook or briefcase. That way you won’t miss any appointments or meeting or double schedule yourself.
7.) Bathroom: Clean out your medicine cabinets.
Dispose of expired medicines and toss bottles of perfume, lotion and nail polish that are almost empty. Keep on the products that you like and use. Don’t keep products that you either didn’t like or were not effective just because of what it cost you. In the long run they cost you more in space wasted.
8.) Clean out stuffed drawers.
Ok we have all done it at one time or another shoved one more item into an already full drawer. Now it’s time to change all that. Go drawer by drawer take everything out and ask yourself “Do I love this?” Do I need this?” Why am I keeping this?” The answers to these questions will tell you what you need to do. Then you keep it, donate it or toss it. By lightening up your drawers you will reduce stress and be able to find the things you need faster and easier.
9.) Clear bathroom counter.
It makes it so much easier to get ready in the morning and reduces stress when your bathroom counters are clear. This is also a time save because cleaning is a breeze. See tip #12 for the solution to where to put all the stuff you cleared off the counter.
10.) Use your wall space.
If you’re hard pressed for storage solutions look to your walls. There are many options to create storage and reduce clutter on countertops. Ask yourself is there anywhere that I can add a shelf or shelves? Maybe a wall soap dish or toothbrush holder. Look on EBAY for hotel towel holders they hold 2 bath towels, 2 hand towels and 2 washcloths each.
11.) Create a peaceful retreat.
Most bathroom tubs and showers seem to be over flowing with bottles of shampoo, conditioner, bath toys and body washes. Again start by removing all items; clean the surfaces well with a soap scum-removing product. Then only put back the products that you use on a daily basis. Consider getting a shower caddy if you don’t already have one and a stick on basket or bag for the kid’s toys.
12.) Make personal bath totes.
Each member of your family should have their own container to store and transport their own personal bath items. This container can be a small plastic crate, a wicker basket or any other small container that can hold your items neatly. Placing each family members items in their own container makes it easy to store these things under the bathroom sink or in the bathroom or in the linen closet until they are needed. This also keeps their personal hygiene items together making it easy to find their comb or hair detangler and its no problem to move to another bathroom when company comes.
13.) Create a peaceful haven.
Your bedroom should be a place where you can rest. It is not the place to do work or other stressful activities. Do not allow things not related to sleep to accumulate there. This room should contain a bed, dresser, nightstands, lamp and maybe a chair or bench. Do not over crowd your bedroom with furniture it will make it feel small and will not promote peace. Your nightstand should be clear except for reading glasses (if you need them), a book or magazine (just one, not a pile), alarm clock and maybe some tissues. Start by clearing the room of all excess stuff, only put back those items that promote peace and rest. Donate or store extra items elsewhere.
14.) Remember the one in one out rule.
Once you have your house down to where it looks and feels good for every new item that you acquire you will need to donate, sell or give away one item. One for one, it’s the only way to maintain the balance that you have achieved.
15.) Place 4 containers in your laundry room.
There are 4 containers every laundry room should have. Three of them can be boxes, bags, laundry baskets or whatever you have on hand. The last one is a trashcan. Label your containers, donate, mending, rags and trash. The donate box means that you continually separate out items that are past their prime but still have some wear or are too small. The mending means that you need to do a small repair. Rags means they have holes or bad stains so you can use them to clean or stain furniture, cotton or wool clothing make the best rags. The trashcan is for items found in pockets, dryer lint and other trash. This way it doesn’t pile up on your dryer eventually making its way to the floor.
There you have it 15 steps to a clutter free home.
The e-Marketing Plan – Brief Overview and Working Scheme
I. Summary of a marketing plan
The marketing planning (concretized in the marketing plan) is an essential organizational activity, considering the hostile and complex competitive business environment. Our ability and skills to perform profitable sales are affected by hundreds of internal and external factors that interact in a difficult way to evaluate. A marketing manager must understand and build an image upon these variables and their interactions, and must take rational decisions.
Let us see what do we call a “marketing plan”? It is the result of the planning activity, a document that includes a review of the organization’s place in the market, an analysis of the STEP factors as well as a SWOT analysis. A complete plan would also formulate some presumptions on why we think the past marketing strategy was successful or not. The next phase shall present the objectives we set, together with the strategies to achieve these objectives. In a logical sequence, we will further need to evaluate the results and formulate alternative plans of action. A plan would consist in details of responsibilities, costs, sales prognosis and budgeting issues.
In the end, we should not forget to specify how the plan (or plans) will be controlled, by what means we will measure its results.
We will see how to build the marketing plan, what is its structure: after we will see how to build the traditional marketing plan, we will take a look at the e-marketing plan and see how the unique features of the internet will require some changes in the approach of writing a marketing plan.
But, before we continue, we must understand and accept that steps of the marketing plan are universal. It is a logical approach of the planning activity, no matter where we apply it. The differences you meet from a plan to another consist in the degree of formality accorded to each phase, depending on the size and nature of the organization involved. For example, a small and not diversified company would adopt less formal procedures, because the managers in these cases have more experience and functional knowledge than the subordinates, and they are able to achieve direct control upon most factors. On the other hand, in a company with diversified activity, it is less likely that top managers have functional information in a higher degree than the subordinate managers. Therefore, the planning process must be formulated to ensure a strict discipline for everyone involved in the decisional chain.
II. The general marketing plan
The classical marketing plan would follow the following scheme of 8 stages:
1. Declaring the mission: this is the planning stage when we establish the organizational orientations and intentions, thus providing a sense of direction. In most cases, this is a general presentation of the company’s intentions and almost has a philosophic character.
2. Establishing current objectives: it is essential for the organization to try to determine with preciseness the objectives to be reached. These objectives, in order to be viable, must be SMART. SMART is an acronym and stands for “Specific”, “Measurable”, “Attainable”, “Realistic” and “Timed”. The objectives must also convey the general organizational mission.
3. Gathering information: this stage is based on the concept of marketing audit. After performing the audit of the macro-environment by analyzing the STEP factors (social, technologic, economic and politic), we should turn the focus upon the immediate extern environment (the micro-environment) and analyze the competitive environment, the costs and the market. Finally, we will conclude with the SWOT analysis, by this way we will have a general view upon the internal environment compared to the external one. The SWOT analysis combine the two perspectives, from the inside and from the outside, because the Strengths and the Weaknesses are internal issues of an organization, while the Opportunities and Threads come from the outside.
4. Re-formulating objectives: after the close examination of data gathered in the previous stage, sometimes it is needed to re-formulate the initial objectives, in order to address all the issues that might have come up from the previous stage. The distance between the initial objective and the re-formulated objective will be covered by appropriate strategies. We must ensure the re-formulated objective is SMART as well.
5. Establishing strategies: several strategies are to be formulated, in order to cover the distance between what we want to achieve and what is possible to achieve, with the resources at our disposal. As we would usually have several options, we should analyze them and chose the one with more chances to achieve the marketing objectives.
6. Plan of actions: consists in a very detailed description of the procedures and means to implement the actions we want to take. For example, if the strategy implies a raise in advertising volume, the plan of actions should establish where the advertisements will be placed, the dates and frequency of the advertising campaigns, a set of procedures to evaluate their effectiveness. The actions we plan to take must be clearly formulated, measurable, and the results must be monitored and evaluated.
7. Implementation and control: consist in the series of activities that must be performed in order to run the marketing plan in accordance to the objectives set by the marketer. At this stage, it is critical to gain the support of all members if the organization, especially when the marketing plan is due to affect the organization from its grounds.
8. Performance measurement: constitutes the last but not the less important stage of the marketing plan, since we can achieve only what we can measure. In order to measure the performances achieved through the marketing plan, we need to constantly monitor each previous stage of the plan.
The marketing plan that has a feedback cycle, from 8th stage back to the 4th. That is because sometimes during the planning process, we might need to perform stages 4 to 8 several times before the final plan can be written.
III. The e-marketing plan
The e-marketing plan is built exactly on the same principles as the classical plan. There is no different approach, but there might be some formal differences given by the uniqueness of the internet environment. Many of these differences come from the necessity to ensure a high rate of responsiveness from the customers, since the e-world is moving faster and requires faster reaction from its companies, compared to the traditional offline marketplace.
Even though it is perfectly acceptable and is a common practice to use the 8-stage classic model for the e-marketing plan as well, you might want to consider the simplified version proposed by Chaffey, who identifies four major steps to build the e-marketing plan:
1. Strategic analysis: consists in continuous scanning of the macro- and micro-environment. The accent should fall on the consumers’ needs that change very rapidly in the online market, as well as on surveying the competitors’ actions and evaluating the opportunities offered by new technologies.
2. Defining strategic objectives: the organization must have a clear vision and establish if the media channels will complement the traditional ones, or will replace them. We must define specific objectives (don’t forget to check if they are SMART!) and we must also specify the contribution of the online activities to the organization’s turnover.
3. Formulating strategies – we do that by addressing the following essential issues:
- develop strategies towards the target markets;
- positioning and differentiating strategies;
- establish priorities of online activities;
- focus attention and efforts on CRM and financial control;
- formulate strategies for product development;
- develop business models with well-established strategies for new products or services, as well as pricing policies;
- necessity for some organizational restructuring;
- changes in the structure of communication channels.
4. Implementing strategies: includes careful execution of all necessary steps to achieve established objectives. It could refer re-launching of a website, promo campaigns for a new or rewritten site, monitoring website efficiency and many more.
Note: a common strategy to achieve e-marketing objectives is the communication strategy. The steps to built a coherent communication plan will be presented within a further article.
IV. The e-marketing plan (sample titles)
1. Executive Summary
a. overview upon present conjuncture;
b. key aspects of the strategic e-marketing plan.
2. Situational Analysis
a. characteristics of the e-market;
b. possible factors of success;
c. competitors’ analysis;
d. technological factors;
e. legal factors;
f. social factors;
g. possible problems and opportunities.
3. The e-Marketing Objectives
a. product profile;
b. target market;
c. sales objectives.
4. The e-Marketing Strategies
a. product strategies;
b. price strategies;
c. promotion strategies;
d. distribution strategies.
5. Technical Issues
a. website content;
b. website “searcheability”;
c. logging security (for customers and staff);
d. customer registration procedure;
e. multimedia;
f. autoresponders;
g. order forms and feedback forms;
h. access levels to online resources;
i. credit card transactions;
j. website hosting;
k. website publishing;
l. technical staff (size, requirements)
6. Appendix
7. Bibliography
What to Do at a Networking Event
Follow these simple steps for making networking a breeze.
1. Choose networking events wisely. Don’t waste time attending events that won’t serve you. Make a list of your top 5 networking event choices.
2. Research the group and event that you plan to attend so you have talking points and an idea of who else will be there. Keep notes on each event.
3. Get organized – bring your business cards and other helpful materials such as a notebook, pen, etc. What will you include in your networking toolkit?
4. Prepare ahead of time so you know what to wear, what to bring and how long it will take to get there. This way there is no last minute rushing to detract from your confident arrival. Create a pre-event checklist:
a. Is my outfit clean, pressed and ready?
b. Have I done my research?
c. Is my Networking Toolkit complete and in my bag/briefcase?
d. Do I have the correct address, directions and times?
e. How do I feel? (You will feel more confident if you are comfortable and feeling good.)
5. Bring a business card holder, notebook or folder to neatly hold material you collect from others at the event. It looks more professional and it shows respect for the work others have done to create their materials. You’re also less likely to lose an important name or number. You can make this a standard part of your Networking Toolkit.
6. Approach valuable contacts (remember quality vs. quantity and Centers of Influence) – it’s not a race, talk to people who appeal to you not just as many people as you can. Always begin a conversation with small talk rather than jumping right in to business topics. It’s more polite and a much better way to build relationships. What strategies will you use to approach people with whom you would like to become acquainted?
7. Don’t push your contact info on people you meet – make them want to ask you for it. This is where having useful information to offer them is helpful. You can also ask if you can contact the person in the future if you feel that they would be open to that. What are some ways you can put the value you have into a tangible article or piece of information that you can share with others? For example, write an article, create a list of resources or an assessment tool you can hand out. Remember to include your contact information on anything you share with others.
8. Debrief your experience of this event after you leave. Take a few minutes to write down some notes or comments about how you felt, who you spoke to, if you feel this was an effective venue for your networking, etc. What did you do or say that worked and what didn’t? What are the criteria with which you will assess networking events?
9. Follow up with anyone you promised to contact. Make the calls, send the emails and forward along any material in a timely fashion. This is an extremely important step. If you don’t think you will follow through on a promise, don’t make one. Not keeping promises will have a negative impact on your personal and professional reputation. Create a simple process for following up with networking contacts. Perhaps you will create a chart that you list networking promises on with a place for checking off completed items. Consider the model below:
10. Stay in touch with the important network contacts you meet consistently as you build your network. For example: you might decide to send a quarterly newsletter on your business to your network or send birthday cards to people in your network. Choose one or a couple of activities that you are comfortable with and do them consistently. How will you maintain contact with your network?
Pad Covers
One of the most popular gifts this season was the leather-covered pad. It holds the standard 8 1/2″ x 11″ lined letter sized pad. There are also pockets for your pen, business cards and additional papers that you may wish to carry with you. These cases are available in every type of leather from the inexpensive split cowhides to the elegant calfskins. They can be embossed with a company name or logo and make ideal corporate gifts. They also can be individually monogrammed for that personal touch. They are the perfect accompaniment to meetings, seminars, and anywhere note taking is useful. Mom’s can use them at PTA meetings, soccer coaches can use them at games, and busy executives always have one in front of them at a meeting. You’ll rarely see a lawyer without one. These handy pad covers fit inside your briefcase or attaché case. They also can be easily tucked under your arm and carried alone. There are models with zippered closures for just that reason. You’ll also find multiple file pockets in the zippered models.
These cases are available from many different brands and with many different leathers, features and pocket arrangements. These handy leather cases look great on your desk and when carried. Dilana Leathergoods makes a turned edge soft nappa case that is wonderful to the touch. Vantaggio makes them in a hand-stained polished Italian cowhide. Tumi makes them in their distinctive cowhide. Bosca makes both the zippered and regular versions in their many different leather finishes. Colors range from your standard black, to the newest of the cognac colors with everything in between. Ladies have a choice of many colors including pink and red, besides the standard blacks and browns. You can either match your briefcase or contrast. Lodis Leathergoods makes their ladies line of briefcases with matching leather pad covers in bright colors such as turquoise and caramel. These are certainly fun as well as practical. You can pack any of these pad covers in your lightweight luggage and use it to take notes on your trip.
Larger sizes that hold the “old” legal sized pads are still available. These will take the 11″ x 14″ size pad. Although they are longer, they will still fit inside most briefcases and attaché cases. These are available in larger zippered sizes and often have more pockets available. Some of these cases will have additional sections on the back. There are lots of organizational pockets in the larger versions. A smaller size is also handy. These hold the popular junior pads in the 6″ x 8″ size. They have a pen pocket and multiple places for receipts, etc. This is often one of your favorite travel accessories as you can keep track of your schedule and jot down time changes. There’s also plenty of room to keep important papers and write up your expenses later.
If you require a three ring binder, they are available in the zippered model of the leather pad cover or pad folio. This case can hold any loose-leaf paper inserts as well as photo pockets. They are very valuable to the home improvement industry as well as to anyone in the real estate field. The loose- leaf inserts can be changed as the need arises. Styles that have calculators inside are wonderful for contractors and decorators. It’s easy to see why these are so popular as gifts. Everything is handy and kept in one place.