From The Editor's Desk
The Dealmaker Newsletter is under new management!
Let me introduce myself: I have worked with The Dealmaker™ Programmes for over two years as a facilitator and am also Head Coach on The Dealdiva™ programmes. I run my own personal and team development company, have worked in the area of community development, parent two vibrant teenage girls with my husband, and love both reading and writing. I have written and published a book both locally and internationally, so it seemed a logical progression, given my association with The Dealmaker, to assume the role of Editor.
Thanks to our past Editors
We are grateful to our previous editors, Portia, Jean and Julie, for their excellent management of the Newsletter in the past and we hope to be able to keep them involved in the future.
New look
In the interests of saving you time whilst still giving you value, the Newsletter will introduce the topic with the first few paragraphs, then if you wish to read further we invite you to click on the link to continue reading the remainder of the article. We would greatly appreciate any feedback on the format as well as the content.
August is Women's Month
Along with the rest of South Africa we are using this edition of the Newsletter to focus on women. As a woman I think we deserve at least one month in the year! Although, I must confess, I will probably use my editorial power to ensure we get a lot more "airtime" than that!
Leigh Harrison
Remaining Open Programmes for 2009
If you would like to attend any of our fabulous programmes, or know of anyone you think would be interested, please contact Julie Purkis: tel: +27 11 440 0193; email: juliep@thedealmaker.com.
For more information on the courses please visit our website.
The remaining programmes in South Africa for the balance of 2009 are:
The Dealdiva™ - Women Only |
Venue |
17 & 18 Sept 2009 (Thurs,Fri) |
Johannesburg |
The Dealcloser™ |
Venue |
15 & 16 Sept 2009 (Tues,Wed) |
Johannesburg |
The Dealmaker™ |
Venue |
08 - 10 Sept 2009 (Tues-Thurs) |
Johannesburg |
15 - 17 Aug 2009 (Tues-Thurs) |
Johannesburg |
29 Sept - 01 Oct 2009 (Tues-Thurs) |
Johannesburg |
The Dealguru™ - Executives Only |
Venue |
14 & 15 Oct 2009 (Wed,Thurs) |
Johannesburg |
"Women Can Negotiate!" by Leigh Harrison
I looked at the price and felt smug satisfaction. I'd got that same pretty little clutch bag MUCH cheaper in Thailand. Yes, women love to shop. You can get a lot out of us for the price of a decent pair of shoes! But more than the joy of shopping we love a bargain.
However, here's the irony. Despite our love of bargains we are mostly wary of negotiating. I don't mean haggling - that tug of war tussle over price. I am talking about those important discussions in our lives where we seek to get value for our time, our work, our products, our money and our possessions.
Vicky Murray, the financial manager of a large corporate, agrees that women often don't negotiate to their benefit. She gives the example of salary negotiations. When asked what we want we suggest R80 000pa, when we know we're worth R1 million. Then when the powers that be accept it, we're peeved they didn't offer us the R1 million, especially if we know that's what John gets.
Growing up I was told when visiting someone else's house never to ask for anything and never to refuse what I was given. The message was, "Be happy with what you get" and "Asking is rude." This plays out in our negotiations when we simply don't ask for what we want, mostly because we're afraid of being perceived as rude, greedy, or demanding. And then we get disappointed we don't get what we deserve.
Read more...
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Work Diva: How to Climb the Corporate Ladder without Selling your Soul
by Kim Meredith |
How did the book come about?
In November 2007 Kim was approached by Oshun (part of Random House Struik - South Africa's largest non-fiction publishing company) to write a series of books for women in business, a la Suze Orman. The Managing Editor of Oshun had seen Kim presenting content from The Dealdiva™ programme at a women's conference. When she protested that she was not a financial guru, the Editor suggested she write about what she knew. The Work Diva book was born.
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Who is Kim Meredith again?
Kim is an internationally acclaimed lecturer, sales strategist, negotiator and dealmaker. She is Chief Executive Officer of The Dealmaker Programmes Company which is based in Mauritius. |
Since the late 1980s Kim has held executive positions in business. In her last corporate position she was responsible for global strategy including actively driving negotiations for strategic mergers, acquisitions and disposals. Kim currently lectures and consults in the USA, Latin America, Europe and Africa.
Kim can't cook, drinks too much, has never been brave enough to have children and shamelessly dispenses advice to all and sundry. Whenever she has the opportunity, she escapes the real world and heads for the bush with her husband Simon.
What is Work Diva about?
Work Diva examines the choices women face and decisions they need to make if they want to rise to the top of the corporate tree - from kids vs career, to developing mentors and life-long love affairs, to office romances and swearing in the workplace, and playing tea lady to male colleagues and bosses. In exploring these and many other subjects, Work Diva confronts stereotypes and holy cows alike, allowing the inner goddess in all women to be released.
Is it worth reading?
Kalahari.Net lists Work Diva as one of the "Business Books You Should Own", alongside Richard Branson, Robert Kiyosaki and Seth Godin. Kalahari.Net is Africa's biggest e-commerce platform.
In her review, Kate Turkington says that Work Diva "shows you the way to success with wit and style, and offers some very good practical advice along the way."
One reader sums it up perfectly "Straight-forward, funny and comprehensive, this book puts all of Kim's extensive experience into an easily readable format. If you are 20 something and looking at a corporate career, this is essential reading. Or if you are half way up that ladder and wondering whether it's leaning against the wrong wall (to quote Covey), you too will find the answers you are looking for." Dr Elizabeth Chamberlain.
Are there Work Divas in Austria?
Peter Sicher is the Managing Partner of Innovate and Grow which is the Distributor of The Dealmaker™ Programmes in Austria. He is not a Diva himself but he's not afraid to talk to them! Peter gave a presentation at a monthly meeting of the Women Career Network in Vienna on the "Power of Persuasion." As part of his address he promoted Work Diva and the associated programme, The Dealdiva™.
Did you ask where you can get your copy?
Buy online at Kalahari.net and leading book stores.
Featured Programme: The Dealdiva™
The Dealdiva™ addresses the negotiation challenges and obstacles women face in business on a daily basis. Recent research shows that women have allowed themselves to fall far behind their male counterparts in terms of dealmaking expertise. The two day programme is suitable for women with any level of business or negotiation experience who are looking to considerably boost their skills and improve their assertiveness (or tone down their aggression).
We had an overwhelming response after our last programme with women not only gaining skill and confidence in the art of negotiation, but also experiencing significant personal growth.
There is only one more The Dealdiva™ for 2009. The programme is scheduled for 17 & 18 September in Johannesburg.
Delegates comments from The Dealdiva™ March 2009
"Gave me guidance on how to structure a deal to meet the goal I want, so indeed I will apply the techniques I learned in my daily deals." Paula Viegas.
"I learnt how to trade in a negotiation, to reach a value=value outcome." Shannon McLaren
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"The Real You" InterviewInterview with Anna Breytenbach
The Dealmaker™ Graduate |
Anna Breytenbach is a professional Animal Communicator who has received advanced training through the Assisi International Animal Institute in California, USA and has been practising for four years in America, Canada and South Africa with domestic and wild animals. Her conservation experience includes working with cheetahs and wolves in educational and rehabilitation programmes. In her communication and conservation work, she strives to live her personal mission of being a voice for the animals.
Anna attended The Dealmaker™ in June 2009. In her words the course "helped me to really partner with clients and service providers in the context of longer-term business relationships, as well as more clearly appreciate and stand up for my value."
1. When you were a child, who was your best friend? Why?
My best friend was my "imaginary" one - a farm girl named Valda. I envied her barefooted lifestyle and carefree spirit, and took great joy in playing out those possibilities for myself in my mind.
2. When you were six, ten and 16, what were your dream jobs?
Lion-tamer, spy and vet.
3. What was your first job and how much was your paycheck?
Copywriter trainee at the country's largest ad agency; paycheck R1 500 per month.
4. In one sentence, describe your current job to a five year old.
I help humans remember how to talk to the animals and hear their answers.
5. Where is the most interesting place you have ever visited? Why?
The Rocky Mountains in the USA, on a wild wolf tracking expedition for conservation purposes.
Read more...
Business Tips: What you will need to do at the top of the corporate ladder
Here is an abbreviated excerpt from Kim's book. It can be found towards the end of the book when Kim is dealing with what it looks like at the top and what it takes to stay there.
WILL YOU FIND A BOWL OF CHERRIES?
"Whenever you see a successful business,
someone once made a courageous decision"
Dr Peter F. Drucker (American management theorist and author; 1909 - 2005) There is an old cartoon that shows a man having just climbed to the summit of a mountain, saying to the cross-legged guru sitting on the top "That's it? Life's a bowl of cherries?" You've obviously figured out by now that life at the top of the ladder is anything but a bowl of cherries. Are you still determined to get to the top? Good for you.
Here is a list of the nine key attributes you will need to master when you are at the top of the ladder. This is not a list where you get to pick and choose what you will or won't do - this is a list of qualities you must demonstrate.
1. Lose The Right To "Rights"
As an executive you have to let go of your "rights" - your right to lunch times, to tea breaks, to paid overtime, to set working hours, to regular vacations. People who have a "rights" mentality, rather than a "responsibilities" mindset, don't do at all well in the boardroom.
2. Being Self Reliant
Not only must executives of large organisations give up their "rights", but they need to be self-reliant. This means that they are required to depend on their own capabilities and judgements. Alison Gomme, a leading British Prison governor, is quoted as saying "Being the boss anywhere is lonely. Being a female boss in a world of mostly men is especially so."
3. A Strategic Outlook
Executives usually earn a lot more money than the people below them. Why? Because they are paid for their ability to think strategically and deliver results based on these strategies. At the top of the ladder you get paid for your abilities to strategise, lead and build. Are you developing your strategic thinking skills?
Read more...
Be the Dealmaking Diva you were Born to Be
As women we have natural instincts and excellent communication abilities that enable us to be brilliant Dealmaking Divas. With some confidence, some skill and some guidance we can get more of what we want - whatever that may be!
Men, hopefully you have gained some insight into the female psyche, as well as some helpful hints for maximising your own deals.
Enjoy your dealmaking.
Leigh
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