Negotiating and the Three Ts: Trust, Time and Tactics

by: Mark Hunter (reading – 7.11. - 13.11.)

Successful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be. At the core of the strategy is what I refer to as the "3 Ts of Negotiating: Trust, Time, and Tactics."

Trust - The more trust you and the other party have in each other, the less need there will be to negotiate. The risk is in knowing whether the trust is real or perceived.

- Trust only comes through time and the quality of interactions you have had with the customer. To gauge the level of trust you have established, consider what the other person has told you about their company. The more they tell you that is not known by others, the more trust they have in you.

- Perceived trust is blind and will get you in trouble very quickly. It often comes when the other party is a good communicator and is easy to get along with.

Time - The more time you have before it's necessary to finalize the deal, the greater your leverage. If time is of the essence to you, do not allow the other party to know what your timeframe is. A good negotiator will use it to their advantage by knowing timelines the other party is dealing with - without revealing anything other than what is necessary to help you close the negotiation.

Tactics - People use tactics to negotiate when they do not have an established level of trust with the other person or they don't have time working in their favor. The number and type of tactics a person will use is in direct proportion to the lack of trust they place in others.

One way of looking at the role these 3 Ts play in negotiating is to think of the sum of the three equaling 100%. If you have a high degree of trust in the other person and they have trust in you, then there is no need to use tactics or leverage time. In this case, trust might be 100%. On the other hand, if you have very little trust in the other party, then you need to rely on tactics and time to complete the negotiation. The worst case would be where you have zero time to negotiate and there is no trust between the two parties. In this case, the only "T" you have is tactics.

Your ability to increase the level of trust will always allow you to decrease the importance of time and tactics. Start today paying close attention to the level of trust that exists between you and each of your customers. I encourage you to really think about this, even if you are not currently in a negotiation situation.

Wise salespeople know how to assess each T with each customer. The more adept you become at this, the better negotiator you will become. Are the three Ts part of your strategy? They should be.

About The Author

Mark Hunter, "The Sales Hunter," is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit You can also follow him on (TheSalesHunter), on (Mark Hunter), and on his Facebook Fan Page, (The Sales Hunter).

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How diamonds are formed

by: Tony Clarke (reading – 14.11. - 20.11.)

Diamonds have been one of the most sought after and valuable gemstones for many years. Back when naturally mined diamonds were the only option, they were considered a great luxury and were sold for thousands of dollars. As of today, natural diamonds have some very real competition in lab created diamonds. But how exactly are diamonds created?

Let’s start with natural diamonds. These are formed and found about 100 miles beneath the surface of the earth. At this depth is where carbon rich rocks are provided with adequate heat and pressure to be melted. The high temperatures are generated by the earth’s mantle, a layer made of molten rock that is compressed by the pressure of miles and miles of earth on top of it. This layer continues to churn and when the conditions are just perfect, molten rock may move upwards and cool over time. These parts of cooled molten rock may contain diamonds. Needless to say, this is a process that takes hundreds and maybe thousands of years to complete.

It is common knowledge that lab diamonds don't take nearly as much time as it takes for a natural one to form. Scientists have discovered ways to recreate the high pressures and temperatures that are needed to replicate the conditions needed for creating natural diamonds. The process of creating diamonds in a laboratory requires a mixture of carbon and graphite and a small amount of seed diamonds. This mixture is then placed within a machine core that is pressurized up to 800,000 pounds per square inch at a temperature of over 1000 degrees. Once a diamond is formed, some manufacturers add a protective coating to enhance the stone’s light reflecting abilities. This protective layer is capable of hardening the diamond even further. As it is evident, the process of creating a lab diamond is pretty much the same as that of a natural diamond – save for a few additions from different manufacturers to provide added value to their products. In some cases, these additions are unique to the specific manufacturers. This ability to control the conditions makes it easier, much more economic and far less time consuming.

So far, we have discussed diamonds that can be found on earth. However, carbon, being a highly common element in the universe, diamonds may also be created in extraterrestrial environments. For instance, meteorites may contain diamonds. Meteorites are pieces of metal, rock and other elements that have entered the earth from outer space. When a meteor of considerable size enters the earth’s atmosphere, a large amount of heat is generated due to friction. In addition, the impact that is caused when they strike the earth will also create massive amounts of heat and pressure. Once again, when the conditions are just right, the crater that results from the meteor strike may contain small diamonds. In addition, diamonds may already be present on meteors and survive the impact. Of course, meteorite diamonds are even rarer than naturally created mined diamonds.

It is evident that lab grown diamonds are the most viable choice for the creation of diamonds. Aside from jewelry, diamonds are used in various industrial applications. Lab grown diamonds are the preferred choice for industrial purposes but jewelry designers are also seeing a world of possibility in pieces that are designed with these comparatively affordable, conflict free diamonds that are readily available.

About The Author

Tony has been a copywriter for the past 10 years and has written about a range of topics including automobile technology, fashion and lifestyle. Writing about simulated diamond jewelry and lab diamond rings is one of his newest interests.

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Building Confidence in Yourself through Activities

by: Brian Berry (reading – 21.11. - 27.11.)

There are plenty of us that have a difficult time with low self-esteem. Typically, it is as a result of something that has happened in our lives and it is not necessary something that we are born with. Different family conditions, problems that we may have experienced while we were youngsters or even having difficulties with our current lifestyle can all lead to our lack of self-esteem. It is always a good idea for you to have some confidence in yourself and if you're able to have a little bit of this confidence, you would be surprised with how quickly you will be able to build on it. Here are some activities that you can do in order to help you to gain a little bit of self-confidence. How far you take it from there is up to you.

The first activity that you should do is actually not an activity in itself. You should always have somebody that you can confide in and this is extremely important, especially if you are having a difficulty with self-confidence. Being able to confide in someone and tell them everything that is on your mind without having to worry about their reaction is an important stepping stone in overcoming your problems with low self-esteem. Although it may take a little bit of time for you to build up a relationship such as this, any effort that you have to put into it will be well worth it once it is in place.

There are also some excellent exercises that you can do which can help you to boost your self-esteem. Lacking in confidence is only bad if it causes you to stress in some way or another. Being overly confident, however, can also have a number of different problems of its own. That is why it is important for you to recognize the difference between these two and not to become overly confident as a result of doing some at home, self-help exercises. Try to strike a balance between the two and you would be surprised with how well you were able to get along with other individuals.

One of the best methods of building your confidence at home is by doing some role-playing exercises. Although it is possible for you to do some of these role-playing exercises by yourself, it is always better if you have a trusted friend or perhaps a family member to work on them with you. Not only will it help you to be able to see your lack of self-confidence is often unwarranted, it will also be able to help you to view yourself through other people's eyes. Having a realistic idea of what other people think about you is extremely important if you're going to build a self-confidence that you need in order to get along in life. Don't expect results to happen overnight, but with a little bit of patience and persistence, you would be surprised with how quickly the results will come.

About The Author

For more tips on public speaking and overcoming stage fright please visit

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Dogs with Jobs - The Truffle Sniffing Dog

by: Janet Hosler (reading – 28.11. - 4.12.)

I have a great interest in well trained dogs, especially those trained for specific tasks. Dogs with jobs are fascinating to me. I want to know if the job skill has to do with the breed or if there is any trait that can be trained up for a job. My first job curiosity is the truffle sniffing dog. Can any dog become a truffle sniffing dog or can only certain breeds be used?

There is a great demand for truffles, mostly because they are rare, hard to find, and thus very expensive. Pigs are instinctively drawn to truffles and love to eat them. The hunter has to be very quick to rescue a truffle from a 300 pound pig. The risks are pretty great! Apparently one can lose a finger or two in the process. So other means of truffle hunting evolved - that of the truffle sniffing dog who does not have the innate instincts to eat truffles.

The best dogs for truffle sniffing are dogs with a keen sense of smell, dogs who are calm, obedient, and are not easily distracted, and dogs who are sociable and have great endurance.

Some of the breeds successfully trained for this job include the Italian Lagotto Romanolo, Belgian Malinois, Labrador Retriever, Golden Retriever, German Shepherd, Dutch Retriever, Springer Spaniel, Poodle, Fox Terrier, and Dachshund. But this job is not limited to those breeds as long as the necessary traits are there.

Dogs can be trained as young as a few months, but young dogs around 8-9 months are desirable. These dogs are trained with a variety of methods, but training for the scent of a truffle is foremost. Some trainers use truffle oil to develop the scent. Others may use gorgonzola cheese and move to the truffle in a gradual process. Apparently gorgonzola cheese has a similar scent to a dog as the truffle. The truffle scented item is buried and the dog is trained to smell until it is located, then scratch the area until the handler can come and dig up the truffle.

Each time the dog successfully finds the buried treasure it is rewarded with a food treat or something else the dog loves like a game of ball toss.

Dogs who are successfully trained for this job are in great demand.

About The Author

After leaving the corporate world I started an internet business selling pet beds. I picked this product line because of my life-long interest in pets, especially dogs. Check out my business at Janet Hosler, Author

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