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    11 Commandments For Smart Negotiating1 - BE PREPARED. The more information you have about your market value and the prospective employer, the greater your likelihood of success. This is the first commandment because it's the most important. There's a wealth of information available on the Internet, at the public library and through professional a
    tle time to get hold of some of those tiny little air conditioners to put on the back of each one to cool them down ... you know, so they don’t burn the customers hands."

    He had guts, it was funny at the time but I tell you, the guy made us ship them anyway. It was a train wreck. I couldn’t get the CEO to override the manufacturing guy so our project was about to be put on hold to pick up these pieces.<

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    "When two trains are approaching each other at a crossing, they shall both come to a full stop, and neither shall start up again until the other has gone." That is a quote from actual railway law some years ago. We all know with what authority these bureaucracies are built. You will not succeed doing it this way.

    If you're trying to lead change in an organization overflowing with bureaucracy you'd better get ready for some fights. In one company where we worked to drive a big change project, the bad guys running the bureaucracy came bubbling out of the woodwork like a gusher of bad crude.

    It was the end of the quarter and the changes we were working on were far from complete. They weren’t even scheduled for completion for another nine months but that didn’t stop the head of manufacturing from driving sales orders straight out the back door whether the product was ready or not. Never mind the fact the handhelds we were working on didn’t pass the motherboard burn in tests, they overheated. In some cases, the heat was actually causing damage to the plastic case they were housed in. It was bad.

    In spite of the dogs of bureaucracy nipping at his heals the head of quality was sticking to his guns. That is until the manufacturing manager, who he worked for, turned ugly. He was told in no uncertain terms that he would ship those handhelds that were on hold or he'd find someone else who 'could get the job done'.

    It was an hour long tirade that brought the quality guy to his knees.

    "Yes, I understand and I can ship those new motherboards. But with that motherboard overheating like it is, I'll need a little time to get hold of some of those tiny little air conditioners to put on the back of each one to cool them down ... you know, so they don’t burn the customers hands."

    He had guts, it was funny at the time but I tell you, the guy made us ship them anyway. It was a train wreck. I couldn’t get the CEO to override the manufacturing guy so our project was about to be put on hold to pick up these pieces. The Law of Bake and Shark
    "La loi du Bake and Shark" was a phrase first coined by a Frenchman visiting visiting Maracas Beach, a popular spot on the island of Trinidad. Trinidad is the larger of two of the main islands that make up the Republic of Trinidad and Tobago.He observed that the majority of people on the beach bought a sandwich called "Bake and Shark" from one stall althoug

    r get ready for some fights. In one company where we worked to drive a big change project, the bad guys running the bureaucracy came bubbling out of the woodwork like a gusher of bad crude.

    It was the end of the quarter and the changes we were working on were far from complete. They weren’t even scheduled for completion for another nine months but that didn’t stop the head of manufacturing from driving sales orders straight out the back door whether the product was ready or not. Never mind the fact the handhelds we were working on didn’t pass the motherboard burn in tests, they overheated. In some cases, the heat was actually causing damage to the plastic case they were housed in. It was bad.

    In spite of the dogs of bureaucracy nipping at his heals the head of quality was sticking to his guns. That is until the manufacturing manager, who he worked for, turned ugly. He was told in no uncertain terms that he would ship those handhelds that were on hold or he'd find someone else who 'could get the job done'.

    It was an hour long tirade that brought the quality guy to his knees.

    "Yes, I understand and I can ship those new motherboards. But with that motherboard overheating like it is, I'll need a little time to get hold of some of those tiny little air conditioners to put on the back of each one to cool them down ... you know, so they don’t burn the customers hands."

    He had guts, it was funny at the time but I tell you, the guy made us ship them anyway. It was a train wreck. I couldn’t get the CEO to override the manufacturing guy so our project was about to be put on hold to pick up these pieces.<

    The Real World: Life after Law School
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    ales orders straight out the back door whether the product was ready or not. Never mind the fact the handhelds we were working on didn’t pass the motherboard burn in tests, they overheated. In some cases, the heat was actually causing damage to the plastic case they were housed in. It was bad.

    In spite of the dogs of bureaucracy nipping at his heals the head of quality was sticking to his guns. That is until the manufacturing manager, who he worked for, turned ugly. He was told in no uncertain terms that he would ship those handhelds that were on hold or he'd find someone else who 'could get the job done'.

    It was an hour long tirade that brought the quality guy to his knees.

    "Yes, I understand and I can ship those new motherboards. But with that motherboard overheating like it is, I'll need a little time to get hold of some of those tiny little air conditioners to put on the back of each one to cool them down ... you know, so they don’t burn the customers hands."

    He had guts, it was funny at the time but I tell you, the guy made us ship them anyway. It was a train wreck. I couldn’t get the CEO to override the manufacturing guy so our project was about to be put on hold to pick up these pieces.<

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    until the manufacturing manager, who he worked for, turned ugly. He was told in no uncertain terms that he would ship those handhelds that were on hold or he'd find someone else who 'could get the job done'.

    It was an hour long tirade that brought the quality guy to his knees.

    "Yes, I understand and I can ship those new motherboards. But with that motherboard overheating like it is, I'll need a little time to get hold of some of those tiny little air conditioners to put on the back of each one to cool them down ... you know, so they don’t burn the customers hands."

    He had guts, it was funny at the time but I tell you, the guy made us ship them anyway. It was a train wreck. I couldn’t get the CEO to override the manufacturing guy so our project was about to be put on hold to pick up these pieces.<

    Pre Employment Drug Screening
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    tle time to get hold of some of those tiny little air conditioners to put on the back of each one to cool them down ... you know, so they don’t burn the customers hands."

    He had guts, it was funny at the time but I tell you, the guy made us ship them anyway. It was a train wreck. I couldn’t get the CEO to override the manufacturing guy so our project was about to be put on hold to pick up these pieces.

    The debacle that day came about because we had a guy who pushed for what he wanted, not what the project needed or the customer or anything. He got his way. You cannot let that happen or you fail, like we did in this case. Unfortunately, it does happen all too often.

    As a change leader you must look out for people like the one described above. You must smoke them out long before you’re in a box like this one. In this case as well, the CEO, who was behind me driving the change, stood with the manufacturing guy so they could drive the quarter for Wall Street. The company later went down and those two with it.

    "Change is inevitable, except from vending machines." If you're driving change with a few vending machines for leaders, the you’ll fail. No question about it ... be careful and watch what you push for - you just may get it.

    Ed Kugler

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