- Indira Gandhi

The most significant gesture in business and in life is a handshake. In many cultures it is the unspoken message that accompanies our words. A handshake often takes place when you meet someone new, when you are greeting someone you haven’t seen in a while, when you leave a party or meeting, when you offer congratulations or when you agree on a contract or working arrangement.

Historians agree that the handshake was most likely developed several hundred years ago in England as a method to communicate that you were empty-handed and unarmed during a meeting. Weapons were often concealed in the left sleeve so shaking was done with the left hand. As more people began to travel without weapons it became common to shake with the right hand. Certain historical figures took liberty with shaking hands and created their own custom. George Washington decided that shaking hands was for the common people so he bowed when greeting people in public.

The intent in shaking hands is to make contact “”web-to-web”" with the other person’s hand. The web of your hand is that part between your thumb and forefinger. Extend your hand with your fingers together, in a vertical position, with the thumb up and slightly to the side. Once you make contact with the web of the other person’s hand, close your thumb over the back of the hand and give a slight squeeze with your fingertips. Here’s where so many people go wrong. Some move in for the kill and give a bone-crushing handshake that brings tears to the eyes of the other person. Then there are those who stop at the first hint of contact and never add the little squeeze that indicates there is life and energy in the body. The result is the “”wimpy”" or “”limp”" handshake, sometimes referred to as the “”dead fish.”"

Every country in the world has its own customs for meeting and greeting. Most cultures encourage handshaking more often than the United States. As always, you need to do your research on meeting and greeting before you embark on an overseas trip. If you are a woman, this is critically important since certain cultures do not allow women to touch a man who is not related to them.

Here are some of the most common handshaking rituals around the world:

* In Japan it is normal to shake hands frequently. Sometimes a bow is included or substituted.

* In Europe you shake hands whenever you meet someone even if you know them well.

* Russians tend to shake hands frequently but never while wearing gloves.

* A strong handshake and good grip are appreciated in South Africa.

* A vigorous, pumping handshake is normal for the Chinese.

* Men in Arabian cultures encourage a long and limp handshake along with a specific verbal greeting.

* People in Panama greet each other with eye contact combined with shaking hands.

* The French always shake hands in business meetings but all other greetings involve kissing the cheeks.

* In Kuwait shaking hands is only used for male strangers who meet the first time. Shaking hands with an unrelated female is considered inappropriate.

* Residents of Indian and Pakistan shake hands by grasping your hand in both of their hands and holding your hand briefly.

It is considered impolite to refuse to shake hands but be prepared in case you meet someone who says “”No”" to handshakes because of arthritis, joint problems or a communicable illness such as a cold. The person who is unable to shake hands should always offer an apology and a brief explanation so that the other person does not feel shunned.

You may occasionally encounter someone who does not respond in any way to your outstretched hand. When that happens, simply withdraw your hand and ignore the snub. It’s the other person’s problem, not yours.

Knowing when and how to shake hands is an important business skill whether you are working in your own office or if you are traveling to a meeting 5,000 miles away. Always give the impression of someone who is polite and confident by cultivating a firm, but not crushing, grip and always offer your hand when appropriate.

(c) 2007, Lydia Ramsey, Inc. All rights reserved. Reprint rights granted so long as article and by-line are published intact and with all links made live.

Lydia Ramsey is a business etiquette expert, professional speaker, corporate trainer and author. Learn from Lydia by using her four LIVE business etiquette broadcasts on DVD or by reading her newest book “”Lydia Ramsey’s Little Book of Table Manners”". You can purchase these business etiquette tools here.

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Tags: ethical, decisions, social, work, behaviour

In Justice Gomery’s final report, he observed that “only a handful of government officials failed to live up to (ethical) standards in the Sponsorship program”. Most of us in business or government have faced situations where our personal principles have come under attack yet, unlike that handful, we successfully resisted temptation. Further, some of us may have faced personal risk standing up for our convictions, taking responsibility, and holding ourselves accountable for our actions.

But is there a point where we might start to bend or even break as they did?

A 2005 global study of over 1100 managers and executives, commissioned by the American Management Association, (with which Canadian Management Centre is affiliated), identified the top three factors most likely to cause business people to compromise ethical standards. All three impact most of us from time to time, so it would be an unusual person who would not have experienced temptation. The factors, in order, are:

1. Pressure to meet unrealistic business objectives/deadlines

2. Desire to further one’s career

3. Desire to protect one’s livelihood

So here is a theory. Model the dynamics that put pressure on people’s ethics and you have an early warning of possible problems.

Dynamic A is Pressure. Sometimes the pressure to compromise comes at a person externally on vectors such as:

• Urgent timing, “I don’t care what the policy book says, I need your decision now.”

• Entrenched opposition that can be avoided, “HR won’t find out till it is too late”

• Superiors or colleagues, “If you don’t do this, we’ll all pay a price”

• Critical impact, “National unity is at stake here”

• Competitor’s tactics, “Competition gives them money under the table. We have no choice.”

Any single one of these, let alone a combination, can isolate a person on ethical grounds.

Dynamic B is Personal Benefit. Even scrupulous people generally look at choices through a lens of self-interest that includes:

• Financial gain

• Financial risk

• Reputation

• Career and stature

• Power and influence

The greater the personal upside or downside associated with a decision, the more internal pressure will build to compromise on honesty and ethics.

When you buy a house from a vendor with hundreds of thousands of dollars and their personal life plan at stake, who is represented by a commissioned salesperson, you know it is wise to get a home inspection done. Buying a used car? Take it to a mechanic you trust first. Interviewing a job applicant who is currently out-of-work? Check references.

These are commonplace, small town, daily examples of a recognized need for safeguards against unethical behaviour by ordinary people when pressure and self-interest intersect. We understand the need to watch out at that level. But when we learn that “a handful” of the participants in multi-million dollar transactions in the colossally critical and legacy-charged national unity debate behaved badly, we have the right to be dismayed but not surprised.

Millions of dollars spent on the Gomery Inquiry has yielded recommendations the country is glad to see. In the clear absence of a sense of personal accountability, the only solution is a body of constraints. But there is a danger now that associated bureaucracy will inflict cumbersome and stultifying rules and procedures on transactions in the matrix’s green low risk boxes. These transactions have neither materiality nor external pressure nor sufficient personal benefit to the buyer or seller to pose much of a risk.

As an
example of unnecessary procedure, in one recent situation, Canadian Management Centre was presented with a complicated federal government RFP that would have required us to invest days of preparation and would require the government people days of due diligence — all for a $6000 contract. We declined to pursue the RFP. There was no pressure and only incidental benefit, not enough justification to warrant the trouble of proving our qualifications beyond the shadow of a doubt

With over 40 years experience; Canadian Management Centre has earned the reputation as a trusted partner in worldwide professional development and management education that improves the immediate performance and long-term results of over 12,000 Canadians every year.

Continue here for more information.

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Tags: business, ethics, dilemmas, decisions

“‘Sustainability’ is the watch word in the current business climate and companies are increasingly being held to higher environmental standards. Often, the high visibility of procurement and purchasing practices puts them under particular scrutiny. But improving your company’s environmental buying practices may be simpler than you think. The following tips can save you money in the supply chain and boost your environmental profile:

1. Do your research- Find out to what extent your company already uses environmental purchasing practices. Any current systems can potentially be upgraded. Using 15% recycled paper? Why not upgrade to 30%? Buying fair-trade coffee? Why not try organic or bird friendly fair-trade options?

2. Screen your Suppliers- By requesting environmental information you are asking suppliers to become more accountable, and then the information you gather can be put into a balance scorecard to measure their performance, creating an incentive for them to improve.

3. Collaborate- By involving suppliers early and often in product, process, and strategic decisions that impact them, it is possible to reduce the potential negative fall-out from any changes. Add suppliers to planning teams to implement design for environment initiatives and, within your own company, seek to collaborate at multiple levels, involving the technical personnel who plan and manage day-to-day operations.

4. Buy Big- Just because you are a smaller company does not mean you can’t afford to go Green. Purchasing collectives allow small business to get the benefits of buying in bulk and economies of scale.

5. Buy Green- Purchase raw materials that contain fewer toxic ingredients, are recyclable, or utilize recycled materials. Increased use of recycled products supports the use of waste as a resource. Research suggests that 12 jobs can be created for every 1,000 tonnes of waste paper recycled. Visit this site.

6. Reduce and Reuse- Even better than purchasing recycled materials– reduce waste to begin with. A simple example is that instead of sourcing sustainable paper, you reduce your need for it by making scrap paper available and utilizing electronic documents.

7. Go Local- Sustainable procurement can mean more than just recycled materials. Purchasing from a locally owned company not only saves carbon when products are delivered, but also keeps money in the local economy and builds stronger communities.

8. Be Clear- Set clear, achievable goals and outlines for your green procurement strategy. Laying out guidelines in advance will make for smoother performance assessments and periodic reviews.

9. Go Slow- Take it one step at a time. Put your procurement plan through an initial testing phase to pinpoint and solve potential problems. Assume that it will take time for programs to take hold and to spread throughout all aspects of the company.

10. Communicate the benefits. Sharing the positive environmental impacts of purchasing policies with suppliers and procurement managers can help environmentally conscious programs maintain momentum and ensure that your organization benefits from your greener procurement policies.

Richard Hatton is Managing Director of Adjust PS, a UK company specializing in procurement consulting to professional buyers and suppliers. Adjust PS works with organizations to promote Green Procurement and co-presents seminars to educate companies how to adopt Green initiatives and save money in the process. Adjust PS’ services are based upon constant discussion with a range of industries, governmental organisations, and small businesses combined with a continuous audit of the appropriateness and readiness of the latest technology offerings. Visit Adjust PS here.

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Tags: ethical, decisions, policy, work, procurement

You may be DJ’ing at many events were the hosts ask you if you would like to drink. You want to be very careful on how you answer this question.

To Drink or Not to Drink?

There have been many times I have been offered drinks at an event and I have just said “No Thank You.”

There have been also times when the owner of a corporation or an important person has asked/ requested that I have a drink with them. You do not want to offend them by saying you don’t like to drink on the job.

The best answer I have come up with is, “I have a lot to do now, but I will accept the offer later.” Many times they will forget to ask you again later, but if they don’t forget, it will be the end of the night and there will be a lesser opportunity for you to be offered more drinks.

You don’t want to offend the client by not drinking, but you also do not want to have a bad performance or make it appear that you came to drink.

Performing Unprofessional

When people see you drinking behind the DJ booth, they see you as very unprofessional. This can reduce your chances of getting more jobs or just make the audience not happy with you.

They may ensure you that it is “OK” to drink, but I highly recommend not drinking.

Remember you are the coordinator

One of the most important things you need to be professional is the way you approach CUSTOMER SERVICE.

Your business is all about the customers, and if you want to drink wait till the next night you are not working and go out and have a few drinks.

As a DJ you are a coordinator and you need to make sure you can function at your best during an event. You do everything from planning the music to coordinating when certain parts of the events happen.

You do not want to be intoxicated because you may forget to do certain parts of the event, and when the night over the people will be upset with you and not recommend you again.

You really need to ask yourself: “ARE YOU THE GUEST…OR THE WORKER?” Remember, you are the one getting paid to perform.

Drinking on the job will never get you good referrals, and it may cost you some future jobs.

-Brian-

Please check out more DJ info here for more tips and info relating to DJ’ing and businesses

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Tags: business, corporate, decisions, ethics, process

A common complaint bill collectors hear from debtors is that no one cares about us, or our finances or our situation. Just like someone with a negative attitude, many times debtors place the blame on everyone else but themselves, this includes the bill collector that is trying to collect the debt they owe their creditor. The bill collector, even if they are as nice as they can be, is immediately considered the evil enemy, just because they are what they are, a bill collector.

Not all bill collectors are evil and break the law but with the stories that have been in the news lately that is the continued perception our media is portraying. I have not seen one story yet that states not all bill collectors are violating federal and state laws, being unethical or helping a debtor. You only hear recordings of debt collectors that are breaking the law, swearing at debtors, calling at unusual hours that are not allowed and ex-debt collectors stating that they did break the law; they did try to ruin people’s day or do whatever it took to collect the money.

You don’t hear about the associations that have been trying to change this negative perception of bill collectors or the agencies and collectors that follow the law, help people and do things ethically. Yes, they do exist!

Based on this, expect consumer complaints about collection agencies to rise to extreme proportions. Obviously some agencies operate unlawfully and unethically, this has been going on for many years. In the last 10 years I know for a fact that there are more associations, more education, more books, magazines and networking going on in the debt collection industry to help educate not only debt collectors but consumers who become delinquent with their bills.

If the media would tell the “whole story” or at least “both sides” of the story, not meaning the bill collector and the debtor, but the bill collector and the bill collector. For every debt collection agency that has collectors that break the law there is an agency that follows the law and collects debts successfully while acting ethically, morally and in accordance to the FDCPA.

Another very important point to remember that has not been mentioned is that these collection agencies, whether they are breaking the law or not, are hired by someone to collect a debt. In my opinion when a creditor or business owner hires a debt collection agency to collect on any past due debts for them, the agency they choose is a reflection of that company. So if you are being harassed and called at work when you ask not to be, or getting calls at 3am, this is the agency your creditor chose and wants to represent them. Who is your creditor? Are they aware that their agency is breaking the law and thus giving them a negative representation?

If you have a bill collector calling you and breaking the law to try and collect on your past due phone bill, car loan or a credit card debt, look at the creditor. What kind of business hires someone like that? What kind of business wants to be associated with an agency that treats its customers that way?

Should any of us do business with that type of company? I think not. Let creditors also take responsibility for their actions and the agencies they hire to represent them, their company and their ethics.

Michelle Dunn, author of an award winning book has spent the last 18 years stepping into dangerous debt collection potholes. She shares her hard-won expertise on debt collection with the titles in her “Collecting Money Series.” She is the founder and president of Never Dunn Publishing, LLC and her 10 year old Credit & Collections Association with over 1025 members. She is a writer, teacher, and consultant that has a contagious passion for her work. Michelle started and ran M.A.D. Collection Agency for 8 years.

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Tags: ethical, decisions, social, work, behaviour

“Never get in the way of a customer who wants to buy something!”

It’s practical advice, don’t you think? After all, if they’re making it easy for you to profit, why slow them down?

Only a fool would do that, or so it seems.

For instance, in the car leasing business, there are some clients who want to have cloth seats, believing them to be cheaper, and perhaps more comfortable than vinyl or leather.

But on many models, having cloth seats actually makes leases much more expensive, because frighteningly few want to buy a used Cadillac with anything other than leather beneath their derrieres.

So, if the expected resale value is less, then the monthly lease payments go up.

Clearly, if the customer is driven by a need to save money, ordering cloth, is outright foolish, but the customer, particularly one waving cash in your face, is always right, isn’t he?

Does the seller have a duty to set him straight, to try to talk him out of his choice?

If he does, might it be risky? Could he lose the sale, entirely?

What, exactly, is the ethical obligation of a salesman when a customer wants to buy the wrong thing?

If he really wants it, can it ever be “wrong?”

Dr. Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service, and the audio program, “The Law of Large Numbers: How To Make Success Inevitable,” published by Nightingale-Conant. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC’s Annenberg School, a Loyola lawyer, and an MBA from the Peter F. Drucker School at Claremont Graduate University, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations in the United States and abroad. He is headquartered in Glendale, California.

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Changing the driving force upon which business decisions are based is crucial in order to not only restore ethics in business but to truly improve the lives of those whom they were meant to benefit: executives, employees and consumers. After all, weren’t business activities meant to improve the state of existence of human beings on this planet?

So what is this driving force that I am referring to? Well its the “fear of not surviving”. You thought I was going to say something like “the profit motive” didn’t you? Well the latter tends to derive from the former. Hence I would prefer to look at the deeper issue.

Is anyone surprized that the current state of business decisions and activities is ruled by this emotional factor? If you are an executive and look deeply within yourself I think that you will likely recognize it operating and living within yourself and also the CEO’s of many major corporations.

What impact does having such a force inside one’s self likely to have on that individual? Well if its powerul enough, and it can be quite powerful, as you can determine for yourself by recalling the last time you felt its effects operating, it can literally cause you to entertain decisions that could potentially undermine your self esteem, your integrity and the integrity of your organization.

For instance, when needing to survive at all costs becomes the main agenda then one’s health, one’s compassion for others and one’s personal and relational needs become distant and unimportant matters in one’s mind. So when this happens, what happens to you?

Well just think about it. Where are you without your health, without your family and frends, without the very thing that makes you a human being “the experience of the love in your heart”? Well you are essentially dead! Yes, even if you are still actually walking around you most likely feel, if you have the courage to feel what you feel, quite empty inside. That emptiness is a sign that “you are not present” to any great extent inside that body of yours. That’s what empty means!

So if you follow me so far, this fear of not surviving is paradoxically killing you, isn’t it? Additionally, if you wish to recognize it, it’s also making everything you are trying to accomplish rather meaningless because if you aren’t present then how are you possibly going to benefit from any outcome of your decisions? Well you’re not!

So how does one get out of this trap? Well it’s about re-establishing the courage to live and work from the deep core values that make you who you are, a human being. If you are having trouble remembering what these are you may wish to visit the web site link below in my bio.

Dr. Nick Arrizza is trained in Chemical Engineering, Business Management & Leadership, Medicine and Psychiatry. He is a Key Note Speaker, Author, Stress Management Coach, Peak Performance Coach & Researcher, Specializes in Life and Executive Performance Coaching, is the Developer of a powerful new tool called the Mind Resonance Process(TM) that helps build phyiscal, emotional, mental and spirtual well being by helping to permanently release negative beliefs, emotions, perceptions and memories. He holds live workshops, international telephone coaching sessions and international teleconference workshops on Physical. Emotional, Mental and Spiritual Well Being. Personal Website