Tallahassee Democrat from Tallahassee, Florida • Page 51

Tallahassee Dec. 18, -19857 13D Author prefers to teach what Harvard Business School won't Briefcase By Gerald Graham Knight-Ridder news service I 11 II 1 1 I WA ImNUZ'M Hartung Orr Hoffman Dixon McEachern Ganyard Introduce yourself right off. And make your correspondence perfect no mistakes, pleasing to the eye. Sales and negotiations: According to McCormack, selling does not seem important enough today. Among his suggestions for improving selling: "Listen to the buyer," "Listen to your common sense" and "Be persistent." In negotiating with others, the author says it is important to make the other person talk and to bite your tongue so that you do not say a lot more than you mean to.

Also, it is much easier to negotiate round numbers than odd numbers, which seem more firm. Running a business: McCor-mack's advice for running a business is to "hire the best people to teach you what you don't know." Further, he cautions against being greedy for short-run market share and profits. Most managers dislike meetings. McCormack thinks that companies could delete about half of their annual meetings without negative impact. And meetings that start at an odd time, say 9:15, will more likely get people there on time than meetings that start at 9 or 9:30.

What can't they teach you at the Harvard Business School? "Street smarts: the ability to make active, positive use of your instincts, insights, and perceptions." At least that is what Mark H. McCormack, author and founder of the International Management Group, contends in his book, "What They Don't Teach You at Harvard Business School." Such as: People: "Business situations always come down to people," says McCormack. Thus, to be successful, you must learn to deal with people. Observation of others is very important. McCormack says that he will fly hundreds of miles to see how people dress, walk, talk and listen.

As an executive commented, "Over the phone he sounded like a professional announcer. In person he looked like Humpty Dumpty." While people might put on their "game faces" during meetings, they are most likely to let down their guard during the first several minutes and the last several minutes of a meeting. When meeting others, do not assume that they know your name. Awards Big Bend Transit Inc. has nampd as its Employees of the Month for October: in the Gadsden County area, Jimmie Griffin, transit operator and in Taylor Madison and Jefferson Counties, Betty Parsons.

Jim Dixon and Bob Ganyard, both employees of IBM's National Service Division, have been named recipients of the IBM Means Service Award. Appointments Wade Griffith has been named general sales manager at WTWC-TV. Griffith was formerly director of broadcasting at American Communication and Television. Susan D.M. Kelley, Ph.D., CRC, has joined the staff of Goodwill Industries-Big Bend Inc.

as director of Human Resources Rehabilitation Management Services. Formerly a faculty member at the University of South Carolina, Kelley has served as program planning and evaluation consultant to various educational institutions and health organizations. Dr. Ronald J. Hoffman has been appointed by Gov.

Bob Graham to a four-year term on the Florida Board of Chiropractic. Chip Hartung, president of Chip Hartung Associates has been appointed leasing agent for the downtown Barnett Bank Building. 7 Promotions Teresa Bishop, Bill Petrizzo and Cindy Harris have all been promoted to commercial-lines service agents for Rogers-Atkins Insurance Inc. J. Randall Graham has become a principal in the firm of Law, Redd Crona, P.A., CPAs.

Marianne S. McEachern has been promoted to vice presidentfinancial manager of Figg and Muller Engineers Inc. McEachern is responsible for all aspects of the financial department, five regional offices, two subsidiary companies and eight field sites. Wallace Orr, Florida's Secretary of Labor, has received the first Ameriserv Good Government Award in recognition of Orr's administration of job-training and job-creation programs. Julia G.

Smith, district manager in Tallahassee for the Franklin Life Insurance has qualified for Franklin's Centurion Club, which honors the company's most-successful sales associates. In addition, Richard Bond has been named the company's Area Manager of the Month. Nationwide Insurance has named Cliff Lumpkin of Lumpkin Insurance Agency its Agent the Month for October. Milestones Matthew R. Redding, account executive at Smith Barney, Harris Upham Co.

was been selected to participate in the company's Constellation Honors Program for his outstanding performance. New business Snappy Car Rental has opened its newest office, at 1217-A Blountstown Highway, telephone 575-8808. Scott Patton is the general manager. Sing Oil Co. of Thomasville, has opened its 10th convenience store-gas station in Tallahassee at Route 20 and Capital Circle S.W.

The store will be managed by Lewis Hall Singletary II, grandson of Sing Oil's founder, L.H. Singletary Sr. Merger Mooshie Associates Advertising and Financial Marketing Concepts have merged to become Mooshie Franceschi Hughes Advertising 404 E. Sixth Ave. Submit items for Briefcase by 5 p.m.

Friday for publication the following Wednesday. Pick up forms at the Democrat's newsroom, 277 N. Magnolia Drive, or mail information to Briefcase, Box 990, Tallahassee 32302. Only black-and-white photos are accepted, and you may pick them up two days after they appear. if Elections The Tallahassee Chapter of National Association of Women in Construction has announced their new officers and directors for 1986.

They are: Linda Barineau, president; Chris Vickers, vice president; Jean Bryant, secretary; Trish Nettles, treasurer; Dottie Speir, Julie Cowgill, Jackie Wilson and Sandi Atanis, directors. Special-recognition awards were also presented: Speir was named WIC of the Year; Trish Nettles, Rookie of the Year; and Jon Winchester, Executive of the Year. Laurence A. Canter, partner in the Sarasota law firm of Siegel and Canter, has been elected president of the Central Florida Chapter of the American Immigration Lawyers Association. Corporate directors' pay hikes slow down Associated Press Jeremy Bacon, a specialist in directorship practices at the Conference Board, a non-profit research organization.

However, Bacon said that companies were steadily expecting more from their directors and were willing to pay for it. The study said 43 percent of all companies boosted directors' pay this year. That was down from 47 percent last year! 11-percent 1984 hike. Pay for directors in financial companies expanded 5 percent after a 6-percent increase in 1984. In the non-financial sector, compensation rose 7 percent this year, less than half the 15-percent 1984 jump.

"Latest data suggest at least a temporary lull in the strong upward trend in directors' compensation that has been documented in these surveys over the last decade," said NEW YORK Corporate di-, rectors received higher pay in 1985 than the year before, but the gain was less than those recorded during the past decade, according to a Conference Board study. The study, which covered 956 major companies from a broad sample of U.S. businesses, showed that total pay for outside directors of manufacturing companies rose by a slim 0.5 percent this year after an.