| Show E2 1lie Salt I hike Tribune BUSINESS Sunday February 1 2004 feel-gotakes not strategy Winning negotiations If a - ' 1440 --44 ) feel-goo- Companies led by women found to outperform peers aratQi4 ortAttos can find something you can make gender diversity and fill111Cial performance and it's statist Ica by significant "There is a correlation It's not random" she said For some that correlat ion came as a surprise "I expected to find no statist'- cal sign i trance" said I larvey Wagner a business professor at Kenan-FlagleSchool of Business at the University of North Carolina Chapel I till and an ad viser on the study "In studies involving TRS (total re turn to sharehol(Iers) which LS mostly influenced by the volatility of stock prices it's hard to find anything" of statistical significance he said "If you r !komitoLaom N Transmission Disease- - Infects elk cattle bison and other animals In cattle It can cause sterility In humans It can cause severe Itc por 2' -- 'lir Continued from El family near Boulder about MO miles south of :Yellowstone National Park " The sKond finding — Jan 20 All a feedlot near Worland in :north-centra- l Wyoming that also Involved cows that initially came from the Jensen herd -- - resulted In Utah requiring that all cattle from its neighbor be tested for brucellosis or certified to have been vaccinated Indeed assistant state veteri- r narian Earl Rogers said the outbreaks had prompted Utah law makers to tiraft legislation to 4 7 —a - - Va 22107 Drive McLean yvhtonitle441 00010 0 Dontboo's Muir' bonlino's Putt oississss -- Domino t Pluer Dom Imes Mire "'y 4ftmoolp ( 00 t a lot it'''''' a gam anraior I - -toy tr !o r z - - hominy's X '''!'s nosy' Super Bowl Sunday Is the busiest day of the year for the Domino's pizza chain as sales tend to double r GREFIKRIGuntirit NI7ON SITrire Pizzerias see big dough in Super Bowl BY KAREN DYBIS 7he Ddroit NM'S WESTLAND Mich — Despite competition from sub sandwiches and nachos as well as lower carb fare such as meatballs chicken wings and chili pizza still takes center stage during the Super Bowl This game-dagluttony translates into big profits for pizza parlors They say sales tend to double on Super Bowl Sunday and drivers like Domino's Pizza veteran Max Tesnow say the tips increase the same amount "People seem to be in better moods" said Tesnow known as "Batman" at the Westland Mich store for his speedy delivery and keen knowledge of local roads Not only is pizza tasty fast and filling it is a relatively inexpensive way to feed a crowd That's why days like Halloween and the night before Thanksgiving tend to rank among the busiest days for pizza delivery said Tim Brown owner of 14 Detroit-areDomino's franchises Ann Arbor-baseDomino's expects to sell 12 million pizzas nationwide on game day a 42 percent increase from a normal Sunday That translates into 300000 pizzas delivered each quarter of the Super Bowl Detroit-baseLittle Caesars will push its Party Pack promotion: four large pizzas for as little as $20 in some areas Little Caesars Pizza expects more orders to include extras like Crazy Bread and Caesar Wings providing a full meal for a d What is brucellosis? A: It is a contagious costly disease of ruminant animals that also affects humans t G Direct contact with Infected animals or an environment contaminated with discharges from Infected animals — Industry Impact — Losses have decreased from more than $400 million in 1952 to less than $1 million today !grin& it re cattle herds Anita Bruzzese can be reached co Business Editor Gannett News Service 7950 Jones Branch 44ioro144paz S CI: Cheyenne :detected in (Crown) $2295 partygoers said Linda Jaworski senior vice president of corporate marketing and communications And Papa John's expects its business will jump 70 percent in some areas dollar For exCompetition is fierce for the the Super Bowrs pregame ample Pizza Hut show and will air a commercial just seconds before the kickoff one of the most coveted advertising spots in the game The company is spending millions to unveil what it considers its biggest product idea in years: four square toppedto-order pizzas in one large pizza box which at $1199 costs about the same as a regular large pizza The company is calling it "tlforALL" because Mom Dad brother and sister r can each wolf down a personal pizza for the price of a single pie "This is our Normandy landing" said Peter Hearl president of Pizza Hut For all the pizza makers delivery is key Few Super Bowl watchers are willing to leave the TV and pick up a carryout order managers say Most orders come at half time but people will run to the phone during commercials or even during the setup for a punt In fact Brown's stores keep a TV near the phones to know when the rush might start The closer the game the higher the sales "To be honest I'm hoping for overtime" Brown said ' pizza-buyin- topped-to-orde- Brucellosis basics: The disease its economic impact Intermittent fever Brucellosis blockers respect of course but then find a way to get around them If you are interested in more information on negotiating consider Camp's book Start With No 40111irou00s percent Imre than Investors holding the 90 companies with the lowest percentage of female executives That wouldn't apply for any one company "With i n each of these groups there's a lot of variation" Wagner said And a lot would depend on the titne period For instance Enron is among the ein 0 pan ies studied with the highest percentage of women in top jobs It's crucial to not assume that the percentage of women in top management alone influences the bottom line "I don't think that any single best practice occurs in isolation" said Judy (Juan dean of Penn State University's Smeal College of Business "It's usually a pattern of best practices That's what I think we're seeing here" The study's authors agree "A company that manages diversity well all the way through its top management probably manages many things well It's a sign of good management of talent and a hallmark of success" Lang said Previous research shows that "diverse teams Manage better They produce better results better decisions They aren't victimized by group-thinand they are more effective" Lang said In the United States overall women's presence In positions is slowly gaining Lang said On average about 16 percent of top executive posit ions were held by women according to a 2002 study by Catalyst That ranges from zero to 38 percent across companies In the current study "In some companies in some industries women are doing very very well" Lang said "and in others they're doing not so well" particularly the consumer-product- s financial-service- s and Industries Signs — Not visible by appearance but newborn weak calves or cows that abort are often indicators Boulder 10 Understand who holds the reins You want be to clear about who are the decision makers in a process and who will try to block you Show the 31 Twice in the past two months cattle herds in Wyoming have tested positive for the livestock ailment brucellosis and a boycott of the state's cattle is feared Infected animals are slaughtered iWyo !'2 -: Imagine a mutual fund with shares of 90 of the most gender-diverscompanies Investors of that fund would earn Brucellosis the other cow disease :Jensen "" (3c of money" SAN FRANCISCO Companies that promote women to top jobs don't just serve women or a corporate image: They give investors a better run for their money according to a new report On average companies with a higher percentage of women in top jobs posted a 35 percent higher return Oil equity and a 34 percent greater return to shareholders than firms with fewer female executives according to the study by ('atalyst a nonitrofit research firm seeking to advance women in business "On average companies vyith the highest percentage of vvomen in top management finallCially on companies with the lowest percentage" said Ilene Lang president of Catalyst Tim report analyzes 353 Fortune 5(X) companies f inancial performance from 1996 to 2(XX) The most gendercli verse companies filled about 20 pprcput their top jobs vilith women while the least diverse had an average of 2 percent of those posts held by women This Is not a study about cause and effect Lang said l'hat is the study didn't find that companies perform well because more women are in top jobs hut that there's a connection between friend" WYa 14outimosbas I BY ANDREA COON RES Sen ice k 'loth( ilithler about the deadline you've got to make because that puts you in a needy position and makes it appear you'll be more willing to compromise" Camp says 8 Always understand the final mission and purpose of the negotiation 9 You are not friends While "friendship hapadpens" Camp advises that you remember your socialize with don't if a friend not you is versary them outside of work So don't expect you will get a good deal from someone you might consider "a negotiation unless you can keep yourself under control You can do this by having a valid mission or purpose "and not trying to become Camp says "If you're genuinely trying to deal with the problems then you'll reduce your emotional state of mind" 4 Channel Columbo Remember the bumbling detective in the ratty overcoat? Try to present yourself as he did: more human not the smartest willing to ask questions and willing to make others feel more superior 5 Take notes Nothing makes someone feel more important than having what he or she said written down This also will help you keep the facts straight 6 Question question question Make sure you understand exactly what the other person is saying "What do you mean by that?" "Can you offer an example?" are good ways to get as much information as possible and make your opponent feel he or she is offering valuable insight 7 Don't focus on the ending You can't control the outcome but you can control your behavior and activity during the negotiation "Don't talk give you what you want negotiation lately feeling like you So what are some keys to successful negotiaJust sideswiped by a bulldozer it could tions? Camp says you should: that your tactics need a little refining Never ask for a "yes" Never Maybe you went to the boss to discuss a pay raise or promotion push the other side into immedi- or ptrhaps you were just an ately agreeing with you That only makes the other side feel like they for a better parking space Whatees e 14 are being tricked and closes the ever the reason if you emerged mind to offering solutions Believe it with less that what you wanted or not start your conversation by you need sonat advice from Jim a coach asking the other person to say no to Camp negotiation what you are proposing This makes First lees get one thing the other person feel safer with you straight Omit) doesn't buy into "win-winand even garners their respect a that of strategy ' 2 Identify the problem You must scenario When you are nego be brutally honest with yourself tiating you don't want to approach when you decide what will stop you your adversary worrying about in the pursuit of your goal It might what they get out of the deal ANITA B RUZZESE even be that you have offended And while that tnay sound ON TH harsh Camp says that making the someone or are holding another pert JOB son back State the problems clearly of her person feel good is not what to the adversary and ask how this person would negolia t ion is about Rather by designing a stratsolve the problem egy and sticking to it you emerge as a respected 3 Control your emotions Don't enter into any negotiator skillful at gt!tt ing the other person to you left tactics od AP restore mandatory vaccination for all imported cattle a provision that had been dropped in 1999 Brucellosis has been known since 1843 originally as abortion disease and later Bang's disease for the Danish veterinarian who Isolated the organism Besides cattle carriers include elk bison swine sheep and other animals "It is a bad bug" said Terry Kreeger a state veterinary researcher "It hides from you It's very diMcult to treat and it doesn't to well respond vaccinations" A combination of inoculation testing and killing sick animals reduced the number of infected herds from 124000 in 1952 to 15 in 1998 In 2003 only three newly infected herds were diagnosed two in Texas and one in Wyoming The Agriculture Department Brucellosis infects elk cattle bison and other animals In humans it can cause severe intermittent fever CI: How serious is brucellosis in cattle? A: It can cause decreased milk production weight loss abortions infertility and lameness The rapidity with which it spreads and the fact that it is transmissible to humans makes it even more serious Q: What are the signs of brucellosis? A: There is no effective way to detect infected animals by their appearance The most obvious signs in pregnant animals are abortion or the birth of weak calves Q: How is brucellosis spread? A: Brucellosis is commonly transmitted by direct contact with infected animals or with an environment that has been contaminated with discharges from infected animals Aborted fetuses placental membranes or fluids and other vaginal discharges present after an infected animal has aborted or calved are all highly contaminated Q: how costly is brucellosis to the livestock industry? estimates that brucellosis cost America's cattle ranchers WO million a year in 1952 today losses attributable to the disease are estimated at less than $1 million "When you get down this close and then you have something break loose it's dealt with kind of like a foreign animal disease" said Cleon Khnberling an extension veterinarian at Colorado State University Jensen and other ranchers are not surprised by the latest discovery especially when many infected elk and bison roam in and near Yellowstone National Park The infection in Yellowstone is cited the state of 4 A: Annual losses from lowered milk production aborted calves and pigs and reduced breeding efficiency have decreased from some $400 million in 1952 to less than $1 million New casesof disease can have a serious economic impact on domestic livestock markets and potentially threaten exports markets 0: What is the basic approach to eradication? A: Identification of market animals for tracing surveillance to find infected ani- mals investigation of affected herds and vaccination of replacement calves in high-risareas Bison and elk near Yellowstone National Park are known to carry the disease and Montana kills infected bison that enter the state from the park (1: How is infection found in cattle? A: Two procedures are used to locate infection without having to test each animal In every herd Milk from dairy herds is checked two to four times a year by testing samples Animals from bison and cattle herds that do not produce milk for sale are routinely checked at livestock markets or at slaughter Some states also require adult cattle and bison to undergo blood tests for Montana as justification for killing bison that wander out of the cattle into Montana park country An investigation continues into the cause of the Wyoming infection but a herd of elk that gathers at a state winter feeding ground near the Jensen ranch is suspected Jensen said environmentalists are preventing wildlife officials from killing elk that have the disease "I'm Just getting sick and tired of the damn game and everything superseding the cattle industry" he said "There can be a common me dium where everything can still brucellosis upon change of ownership Q: What happens when evidence of disease is found by surveillance testing? A: Once an infected herd is located the infection is contained by quarantining infected and exposed cattle and bison and then sending them directly to slaughter at a plant The meat may still enter the food supply livestock officials say there is no danger provided it is cooked thoroughly Diagnostic tests are used to find all infected animals Federal and state animal health officials check neighboring herds and others that may have received animals from the infected herd Q: Can brucellosis in animals be cured? A: No Some animals may recover but more often symptoms disappear and the animals remain diseased and infectious Q: How common is human brucellosis in this country? A: The combination of milk pasteurization and progress in eradicating the disease In livestock have made it rare Reported human cases have dropped from 6400 In 1947 to 62 in 1998 — US Department of Agriculture Animal and Plant Health Inspection Service have their place but the cattlemen are outnumbered" Jensen said Joel Bousman another Boulder rancher said livestock producers have been worried for years that a cow would contract the disease from elk "We've understood that this is a time bomb waiting to go off" he said "This problem will never go away until it's addressed as to the source" But State Veterinarian Jim Logan said the issue becomes l mired in wildlife management squabbles and the very real possibility that 6onservationists would litigate against killing infected elk state-fetiera- Nancy Smith who runs a snowmobile business in Boulder with her husband Ken said the situation is pitiful "It is affecting people and it will come down to affect us because ranchers are our customers and I grew up with ranchers and it breaks my heart too" she said Kimberling said better identification methods to trace origins of ill cattle would help stem outbreaks of bovine diseases "It's coming but it has been slow" Kimberling said "I've contended for years if we had had a good identification program we would have eradicated brucellosis 30 years ago" |
