Archive for February, 2007

Negotiating in the Space Between Action and Reaction

I went to a Negotiation Course at York University‘s Schulich School of Business for a couple of days sponsored by my biggest contract – I negotiate on behalf of them with various independent contractors and agencies. It was a very good opportunity to hear about different negotiating strategies and tactics, and the instructor Dr. David Whitehead was very good. 

York is a commuter school in the North end of Toronto. The parking and layout of the buildings are frustratingly Kafkaesque, but once you get there, it is rather beautiful even though it is cold and awful out. The class was filled with a variety of business people, mostly men in their 30s and 40s and most of them in Purchasing or Sales from what I gathered through their personal style our lunch break chats. 

At one point in the course we were asked to examine what our natural style of negotiation was: dominating, collaborative, obliging or avoiding. I found that mine tends to be collaborative and obliging which is fine for some situations but not for others. For example, if there is a direct conflict of interest (eg. an argument over price) this style does not work.  Also, the more dominant technique does not work when people have a common interest, because if you are very dominating, you might not be able to uncover your common ground.

So – like many situations, the key is to analyze the situation, then respond in a way that is appropriate. It is the quick analysis (the space between action and reaction) that cues you not to react in the automatic or natural way, but act in a strategic one instead.

We did a number of different simulations during the course. In one at the end, we were to simulate a cross-cultural negotiation, where my opposing team was asked to act very aggressive (Western-style) and informal and my team asked to act politely and formal (Asian-style). During the time that we played those roles, we got absolutely nothing resolved – so it was obvious how challenging it is for people to negotiate when there are true cultural differences.

Classes like that (and being crestfallen back at work) make me wish I could be a student forever!

The Art of Flirting

Img_06101 I looked forward to seeing him every Friday night, even though it took us months to talk to each other. A couple of years ago, after a few years of partying, drinking and smoking, I got sick of it all and decided to get healthy again. It wasn’t easy, but looking back it was worth it. As part of my new discipline, I went on these late-night Friday swims at the local community center… to fill the activity void created by not going out anymore, and replace it with getting healthier.

Anyone who has done distance swimming knows that it is a pretty focused activity. Everyone is pretty much in their own world, some timing their laps, some measuring their distances, and some counting the minutes until they are in a hot shower. One night I started casually taking my breath between laps and I saw this guy diagonally across the pool looking back at me. And that was it.

The next week, we looked at each other again a bit between laps. A few weeks later, he came over to my lane and we swam together and at one point I got the courage (I am very shy in these situations) to say "Hi". And that was it.

A week later, we started talking in the pool on breaks and we did that for a while. One Friday, I was walking out of the pool and onto the street and a man came up to me and introduced his name. He said that he admired my swimming and hoped to see me again soon – I didn’t recognize him at first without his goggles, but it was the same guy!  Then I moved and never saw him again. I have since started swimming in that pool again, but he doesn’t seem to go there anymore. Too bad! 

On the other extreme, the other night I was at the gym and a guy kept looking at me in that hungry, intimidating way with a creepy, unblinking smile. As I went through the circuit of machines, he stared at me the way the Doberman down the hall stares at my cat (which is especially intimidating since my cat is 3/4 the size of normal ones). Of course I felt very uncomfortable with this guy at the gym and wanted nothing to do with him.

I wish that more people would realize that flirting is a back-and-forth. It is like an auction, where you keep bidding up and up. A look turns into a conversation and a conversation turns into a date etc. etc. Like an auction, sometimes it ends at just one bid (a look), sometimes the stakes get very high. But if the other person does not perceive the value in you and you go too far, you intimidate rather than attract.   

4 Reasons to Have a Local Website

As a Canadian E-Marketing Manager, I have worked as a Canadian sub-division of large American companies, and a Multinational Marketer for the International head office for a Canadian company. Since Canadians speak American (I mean… English) the question about whether or not a Canadian site should be exists, when there is a perfectly good American site, frequently comes up. I am sure that this is encountered in other regions of the world that share languages as well.

The main reason why you want a local site is if you can offer something that no one else can offer.  The first question that you have to ask is "would my users and/or advertisers benefit from having a local site". Reasons can include:

  1. Advertising space is limited. For example, on a high-traffic site, Canadian advertisers can be drowned out by American ones.
  2. Product offerings differ by country. A central site does not account for differences in distribution or customization by country. This can frustrate users who keep seeing what they can’t have.
  3. Local content is useful. In my experience, I have seen a lot of effort put towards creating local content, with rarely a reward. One good example of local content that I experienced was Canadian healthcare cost savings case studies, since our healthcare reimbursement system is dramatically different from the US, it made sense to have local studies instead of leveraging theirs.
  4. Regional Languages. Sometimes languages differ by region. Anyone who has tried to create one site for Quebec and France understands this (French is a very rule-bound language, but it is not only one set of rules!)

Ultimately I believe that one day new technologies will obviate the need for local sites. For example, advertisements, content and product offerings could be served dynamically depending on the location of the IP address (or language settings), modified slightly to account for regional language differences. For now, this is still an important issue.   

Still Has Things to Do at 93

Don Crowdis, Torontonian and one of the oldest bloggers alive at 93 still has places he wants to go and things that he wants to write. In his post It Bothers Me that I Have to Go he explains that even though he understands that he is old, he still wants to postpone death… to do the things that he always wanted to do.

I remember talking to my Grandfather, a British Royal Navy WW1 and WW2 veteran, about this subject. Even though in his 80s his daily life was simple (living with my Mum and having difficulty walking, seeing and hearing) he said that he didn’t want to die at all. He still felt he had something to live for, and he did, since he warmed the hearts of my family and everyone he came in contact with until he died last year.

It is very cool that Don is blogging at 93, contributing to this giant sea of ideas. He is also inspiring me to get things done while I am still young (relatively ;) ). And lately, with these damn winter blahs upon me, I need all of the inspiration that I can get!   

5 Reasons Why I Blog – Tagged by Jeremy Jacobs

Hello, I was tagged by the Jeremy Jacobs, in the UK:

1. I adore writing and I want to get better – the only way to do it is through practicing and defending ideas.

2. To meet interesting people from around the world.

3. There are a lot of advantages to NOT writing anonymously – my picture, my name and the fact that my Mum has the URL forces me to be authentic in both my writing and my RL.

4. Because I want my own space on the internet – instead of being subject to the whims of an administration (that is what work-time is for, not after-work-time).

5. I crave a place to throw ideas against a wall to see if they stick.

Over to you Raywat, Netchick, Michael-Ann, Greg and Jean..

Reaching for Energy Independence – Linda McQuaig

Linda3200Linda8200Linda200 After finishing It’s the Crude Dude by Linda McQuaig (which I don’t recommend – see review on the left) I started thinking again on the track of energy independence. Although there are many flaws in McQuaig’s logic, such as ignoring  basic economic principles of supply and demand and glazing over historical events such as Saddam Hussein’s brutal treatment of his own people, she did have one shining good point… we have to find alternatives to oil to fuel our energy demand.

She states that the oil industry is actually subsidized in many ways, through:

  • government subsidies to the energy sector
  • car sector that encourages this mode of transportation over rail
  • tax advantages promoting the use of the car
  • billions of dollars on the construction and maintenance of roads (which outweighs the amount collected in gasoline taxes)

She also mentions the multi-billion-dollar invasion of Iraq as a hidden cost of oil. Whether you agree with McQuaig’s political views or not, at least one of the points above must resonate. Imagine if we leveraged even a fraction of those billions of dollars towards researching and distributing alternatives to oil such as hydrogen energy?  We would certainly be ahead of the of where we are today.

With the Global Warming Effect now nearly certain according to the Intergovernmental Panel on Climate Change (IPCC) reported by the BBC:

In 2001, it said that it was "likely" that human activities lay behind the trends observed at various parts of the planet; "likely" in IPCC terminology means between 66% and 90% probability.

Now, the panel concluded that it was at least 90% certain that human emissions of greenhouse gases rather than natural variations are warming the planet’s surface.

Why don’t we move our money and subsidies to non-polluting, renewable resources? I was happy to see at leat one US politician, Hillary Clinton, talking about the potential to move the US (who has 4% of the world population and produces 25% of the emissions according to McQuaig) in a direction of alternatives. 

This is another topic which it is easy to get discouraged by, but the fact that there are alternatives if we reach for them offers at least some optimism for our future. It also allows us to move to a world where we are relying on science for our energy rather than on a non-renewable resource at the center of many of our world conflicts.

Other Stuff Doesn’t Bother You When You Are Happy


Christmas Shopping at Night
Originally uploaded by Bill Smith1.

I was kissing a guy outside on a busy street corner the other night… and I forgot about the cold. It is rare to have such a cold night in Toronto, but this was it. The kind of cold where you can see frost forming on your eyelashes… the kind of cold where you are afraid to smile, because your teeth will freeze. But, after a great night out, of talking and laughing with great food and drink… with a sweet guy I stopped feeling the cold. Instead I just felt happy and enjoyed the moment and the kisses. It just goes to show that when you are really happy, the things that usually bother you get forgotten.

Happiness is Thinking in Greys – Cognitive Distortions


bear on ice
Originally uploaded by Marlis1.

Many of us crave thinking in black and white… but psychology offers little of this type of guidance, with its multiple theories and interpretations. One of the few black-and-white pieces of advice they offer (cognitive behavioral theory in particular) is to not engage in the 10 cognitive distortions. You can see a list here.

For example, statements like "never" or "always" are distortions. Someone could say "I will never get out of debt" – but of course, it is possible that they could. Even if they are not very good at saving money, they could somehow get a windfall in the form of a great job or an inheritance. They could also possibly find a bag of money on the street… or a myriad of other options. Who knows, but "never" is discounting many possibilities, so if someone is saying it, it means that their thinking is distorted.

Another example is when someone labels themselves as "stupid". Maybe that person has made some stupid decisions or is stupid in some or many areas, but they are not stupid in every single aspect of their life. Even if they are not genius in any way whatsoever, they are may at least be average in some areas.

At the heart of the distortions is illogical thinking – and this thinking occurs when we are under stress. So, anyone who values thinking rationally, will like the black-and-white rule of not indulging in the distortions… and will try to battle them whenever they come up for themselves and with others.

My friend and I have a little mnemonic device to remember the distortions (which will explain the polar bear ;) ).

It is: Polar bears fly over the globe while pretending to mind control. The end.

Or: Polar (Polarized thinking) Bears (Blame of self) Fly (Filtering-mental) Over (Overgeneralization) the Globe (Global labeling) while Pretending (Personalization) to Mind (Mind Reading) Control (Control fallacy). The End (Emotional Reasoning).

Okay, maybe not exactly inspirational, but at least it helps us recognize the cognitive distortions (which is difficult under stress), realize that they aren’t real (the definition of a distortion) and most importantly, combat them with logical thinking.

So, it seems that the black-and-white advice offered by psychologists… is to always think in greys. Leave it up to them to be so cryptic!