Dealing With Difficult Negotiators

Screaming, yelling, ranting, raving, cursing, throwing items across the table, hanging up the phone in your ear … Many of us have difficulty with negotiators who do these things.

These outrageous behaviors can shake us up, intimidate, scare, or upset us.

Why? The most common explanation is that our fight-flight response is evoked. Fighting rarely gets us moving toward a meaningful agreement. Fright can cause us to make compromises or give concessions we would otherwise never entertain.

Why Do They Do It?

Why do some negotiators rely on outrageous behavior to get their way? Because they can … or because they have in the past.

But, we don’t have to allow this behavior to cause us to give in.

Feigned Emotion

Some negotiators act as if they are emotionally upset when they really are not.

Usually, this negotiator is the sophisticated, high level, manipulator who is looking for an advantage. His intention is calculated. The results sought are pre-planned.

Tantrum Behavior

The overwhelming majority of screamers are just stuck in a tantrum behavior pattern. As a child, they threw tantrums and got what they wanted. As an adolescent, they pressed the bounds of behavior. As an adult, they just act like big babies who must have what they want!

What Can We Do?

Whether the outrageous behavior is fake or real, we can deal with it without making serious compromises.

Silence is first. Not engaging a screamer … letting the screamer go uninterrupted works many times. Some negotiators simply want to be heard. Genuinely upset, some negotiators become quite compliant after they have vented. In fact, sometimes the boomerang effect can set in … that is, a screamer after venting will accept whatever is offered, and may even give more than expected.

Avoid Taunts. Many times we fall into taunting behavior as a defense, “Are you finished?” … “Yell a little louder!” … “Who do you think you are talking to?” These responses do not help. We must avoid these taunts, secure in the knowledge that our objective of a negotiated agreement is primary. Mirror Behavior. This probably sounds contradictory (and probably is) but sometimes shouting back can be the answer. This technique has limited utility but when effective is best used as an out of character response. People who almost never yell can use mirroring effectively on really important issues.

Feel, Felt, Found. The feel, felt, found technique works well with outrageous behavior because at its core, this technique seems to validate the unaccepted behavior … and then provides enlightenment. Feel … “I understand how you feel.” This is the validation or commiseration phase. Felt … “Many people in your position would have felt the same way.” This is the generalization phase. Your irate counterpart is in league with many other (ill-informed) people. Found. “But understanding … (Point A, B, C) … most people have found our position is quite reasonable.” The A, B, and C are the features, benefits, and additional appeals that support our position.

Positive Outrageous Behavior. Give them a reason to laugh. Goofy behavior, funny statements, and strange responses that cause laughter can many times disarm the worst tantrum behavior pattern.

Good luck dealing with difficult negotiators … we all need it!

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Indoor Air Quality and Mold: Past, Present and Future Considerations

Mold and Moisture Susceptibility

Indoor air quality (IAQ) is a term referring to the air quality within and around buildings and structures, especially as it relates to the health and comfort of building occupants. Indoor air quality, like energy management, is a fairly young industry. In fact, many of today’s IAQ issues stem from the energy-conscious building practices used in the 1970s. Structures were built virtually airtight in order to conserve electricity, causing ventilation problems and, thus, breeding some of today’s IAQ concerns.

Continuing media attention given to the health effects of toxic mold, the outbreak of infectious diseases such as swine flu, and the increase in chronic respiratory diseases such as asthma have resulted in a growing interest and attention to indoor air quality in homes, commercial buildings, schools, and hospitals.

IAQ can be affected by microbial contaminants such as mold and other bacteria, or any mass or energy stressor that can induce adverse health conditions. Indoor air is becoming more of a health threat than outdoor air. Determination of IAQ involves collecting air samples, monitoring human exposure to pollutants, collecting samples on building surfaces, and computer modeling of airflow inside buildings.

There are two procedures involved when IAQ concerns are raised: investigation and remediation. Mold investigation is the process of identifying the location, existence, and extent of a mold hazard in a structure; mold remediation is the process of removal and/or cleanup of mold from an indoor environment.

Mold as a Causitive Agent

The National Institute for Occupational Safety and Health (NIOSH) suggests that there has been a significant increase in public concern about Indoor Environment Quality. This is reflected both in the number and percentage of evaluations conducted in relation to Indoor Environment Quality by NIOSH over the past 20 years.

Recently, Underwriters Laboratories, Inc. (UL) conducted a survey to determine what level of concern exists for IAQ. The findings revealed that 95% of those surveyed thought air quality was important, compared to 41% in the previous year. Over 75% of those surveyed were concerned with the quality of air and potentially harmful emissions in residences, offices, and other buildings, and more than one-third of the respondents were very concerned. The study also found that 80% of respondents were willing to spend their own money on IAQ testing and improvements in their own homes.

The findings of the UL study indicate that the desire for good IAQ is present in all building sectors. Evidence suggests that markets for IAQ solutions are significantly under-penetrated compared with their potential, which means significant business opportunities exist. The UL study also found that certain IAQ markets like Memphis are five to seven years behind the adoption curve. This provides further evidence that IAQ markets in different metropolitan areas are nearly untouched and that the potential for IAQ investigations and remediation are prolific.

The World Health Organization and the Chelsea Group, a leading provider of consulting services to the engineering, architectural, and industrial hygiene industry, estimate that approximately 30% of all commercial buildings in the United States and Canada have significant IAQ Problems and that there is no lack of opportunity for IAQ services in the residential and commercial markets. It is estimated that they have the potential to grow up to five or six times their current size.

Mold-Help.org, a not-for-profit website dedicated to educating the public on the effects of indoor mold, maintains that over 25 million Americans suffer from allergic reactions caused by indoor mold exposure. Furthermore, scientists at Manchester University in the UK reported in 2005 that severe asthma attacks are often triggered by an allergic reaction to mold. This asthma link to mold has been confirmed recently by researchers at the Harvard Medical School. As national asthma rates among children and adults (9.4 % and 7.3 %, respectively) show no signs of subsiding, health-related mold concerns should continue to drive the testing market. Adding to concerns in the U.S and abroad, individuals have been forced to evacuate their homes, schools and offices due to growth of indoor molds. This, along with the detrimental health effects of black mold, amply demonstrates the market need for better and more cost-efficient methods for estimating mold levels and exposure in indoor environments.

Cost Effective Art And Photo Presentation

Everyone is looking for an economical way of presenting your art or photos in a professional manner.

One of the simplest ways to accomplish this is to take the most common sizes of regular and digital artwork and purchase pre-cut mats.  To make things even simpler stick to black and white mats or a combination of those colors that suit the sizes and art or photos you are presenting.

When you purchase your pre-cut mats, you can source them in single or double with options like regular mat board, conservation quality or 8-ply conservation board. Don’ t forget to add items you will also need such as backing boards, crystal clear poly bags or acid-free tape and dispensers.  Many of the suppliers for pre-cut mats will also supply packages that include everything you need.

The result is an incredible saving over buying the components separately – yet sacrificing nothing in the area of professionalism and presentation.

One of the simplest and yet professional presentations is the simple single white or black mat over your work – placed on a clean white backing board and presented in a clear poly sleeve that can be sealed and then opened and re-sealed as necessary if you need to remove the artwork to show or even to autograph for a buyer.

One of the best things you can do in presentation is to standardize.  By staying with certain sizes, you simplify your own process of ordering, stocking and presenting your work.  You will find that you same money as well as use your materials wisely.

Try to choose a final size that is considered standard will also make it easier for your purchaser to locate and add a frame of their choice from either an on-line supplier, art supply, frame shop or department store.

Present your work elegantly, yet simply and cost effectively.  Some samples of packages like this can be seen at http://www.matshop.com.