Monday, December 24, 2012

How To Open a Speech or Presentation

At a recent corporate storytelling workshop for Microsoft, I was asked a question that I hear frequently: "How do I open my speech?" Several others in the room agreed that the first two or three minutes of a speech are often the most awkward.

Is it that way for you, as well? Do you have a hard time getting started, but once you get going, you're all right? If so - welcome to the club.

In this article, I'm going to share what has worked for me and helped me build a lucrative speaking business. I'll also share the results of my research into what transforms a good speech into a Dynamite Speech.

How To Open a Speech or Presentation

I used to have a lot of anxiety before I gave a speech. I knew most of what I was going to say - not word for word - but in general. I knew what stories I was going to tell and what quotes I was going to use, and the overall sequence of things. What freaked me out was what I was going to say first.

I knew that telling a joke was out of the question because I can't remember jokes. Plus, any rule that is supposed to work for everyone - such as "always open with a joke" - is obviously a stupid rule! If there is one thing that I've learned from my own experience as well as from other speakers, it's that there is no ONE single way that works for everyone.

One day I was at the theater, sitting in the audience waiting for the curtain to go, and I had a revelation. I remembered all of the plays I had acted in and how the first line of each play was specifically chosen to set the stage for everything that came after it.

That got me thinking about the most powerful speeches I'd ever heard. They all started out with something meaningful. They didn't start with the speaker thanking anybody or talking about how wonderful it was to be in Buffalo, New York in January (because it's cold as heck). The first words out of their mouths were meaningful. They said something provocative or asked a provocative question.

I also realized that while I'd seen people start out with loud rock or disco music as they ran up the aisle from the back, for me, the most powerful openings were simple and direct.

Here are a few options for opening your speech, taken from my Dynamite Speech System.

Opening #1 - The Provocative Statement or Question Opening

Walk out to the center of the stage or room. Stand still and get centered. Let the silence sit there for a few seconds to build anticipation. Then, make a provocative statement such as: If you want your content to stick, emotion is the fast lane to the brain.

Another option is to ask a provocative question such as: When you give a speech, do you talk too much?

Notice how each of those statements is a bit contrarian. I love to combine two elements that are logical opposites. They make you think. The idea that you will get content to stick to the brain with emotion is illogical. The idea that you can talk too much while giving a speech is provocative.

What can you ask or say as your opening that will set up one of the main points of your speech? After you say it, pause. Let the statement or question hang there in space. Then move on.

Opening #2 - The Quote Opening

Find a provocative quote that seamlessly introduces your main point or premise.

Opening #3 - The Story Opening

Start by telling a story. Stories are an immediate attention grabber and activate your listeners' imagination. Make sure you choose the right story to open with. It can't be too dramatic or hilarious. Your Crucible and Imbroglio stories need to go in the middle of your speech. Choose a story that makes one of your main or the main point of your speech. You may begin the story up front, take it through to Step 4 - Encounter the Obstacle, and then stop. You can then close your speech with the resolution of the story, beginning with Step 5 - Overcome the Obstacle. Another option is to tell the entire story, make the point and then move on.

Opening #4 - The Rapport Builder Opening

If you've done your homework and used a pre-program questionnaire to discover the issues your audience is facing, you can open with a few statements that let them know that you understand their pain. Three or four sentences that address their current situation are all that you need to create a bond and let them know you're not going to give a generic rah-rah speech. Perhaps you can mention the name of someone in the audience who you spoke to on the phone before the meeting or conference. Then, give a speech that customizes your concepts and solutions to their needs and issues.

The main thing I want you to consider for your opening is to start strong. Know exactly what you're going to say. Don't waste time with chitchat about the weather or the city you're in. Get right to it. Surprise them. Shock them. Make them think.

I also don't believe that it's necessary or effective to thank the meeting planner up front. If you're going to do that at all, do it at the end.

What has worked for me is to memorize the first three or four sentences of my speech and to use the same opening over and over. Knowing exactly what I'm going to say and precisely how I'm going to deliver those lines, gives me confidence.

It helps that the words I say are part of my branding. If you've ever heard me speak, you know that there are a number of power phrases - provocative statements if you will - that are consistent from speech to speech and audience to audience. I don't make up something new every time and I don't mess with what works.

If you've been asked to deliver a sixty-minute keynote speech, every minute counts. The first sixty seconds is critical to how your audience perceives you. My advice is to write and memorize your opening. Deliver it the same way time after time. Tweak it when necessary until you have it down to the precise statement that creates the effect you're looking for.

Open strong and close with confidence.

How To Open a Speech or Presentation
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Doug Stevenson, president of Story Theater International, is the creator of The Story Theater Method and the author of the book, Never Be Boring Again. He provides keynotes speeches, corporate training and individual speech and story coaching.

His 10 CD - How to Write and Deliver a Dynamite Speech audio learning system, is a workshop in a box. It contains an 80-page follow along workbook. Learn more at: Dynamite Speech Home Study Course

Some of his clients include: Microsoft, Hewlett Packard, Century 21, Volkswagen, Oracle, The Department of Defense, GlaxoSmithKline, The American Medical Association, The Irish Management Institute, Amgen, The Denmark Ministry of Finance, UPS, The Internal Revenue Service, The National Education Association and many more.

Doug can be reached at 1-800-573-6196 or 1-719-573-6195 or at: http://www.storytheater.net

Subscribe to his RSS feed on his blog at http://www.dougstevenson.com

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Friday, December 21, 2012

Applying For an Infant Passport

Traveling with an infant brings unique challenges for first time parents. Car seats, diaper bags, changes of clothing and more become part of the new travel routine. Along with all of the standard baby gear, there may be one more thing to consider bringing along: an infant passport.

Passports are becoming increasingly important. Most borders cannot be crossed today without a passport, even the Mexican and Canadian borders. Infants are not exempt from this requirement. You cannot add an infant to a U.S. passport. Every citizen, including babies, must have his or her own passport. Anyone trying to cross a border with an infant who doesn't have a passport may be regarded with suspicion. Carrying a passport for an infant when you travel is just as important as carrying your own.

New parents often wonder when they should apply for an infant passport. The best answer is: as soon as possible. Obtaining a passport for an infant should be considered routine, just as applying for a birth certificate is. Even if you don't have international travel plans in your immediate future, it's still a good idea to apply for one. It usually takes about six weeks to have your application processed. Those who want to expedite the process and receive a passport in about two weeks can pay an extra fee of . However, by simply applying for it early on you can avoid this fee. You'll also avoid the stress of trying to obtain a passport while busy making travel plans.

Applying For an Infant Passport

Infant passports are obtained in the same manner as a child or adult passport. Infant passport applications may be downloaded from various travel service providers and government agencies. You may also obtain one in person from your local post office or immigration office. Infant passport requirements include:

*Presentation of your baby's birth certificate. If your child was born outside the United States, you must present the child's Naturalization Certificate or Certificate of Citizenship along with the birth certificate.

*Two official passport photos. They must be regulation size (2 inches by 2 inches) and should be taken by a professional photographer. Home-produced photographs are not accepted.

*The application fee, which is . Remember, it will cost an extra if you need to obtain it faster than six weeks.

The baby need not appear in person to be granted a passport. However, the person applying for it must be able to vouch for the identity of the child and present his or her own identification. Infant passports are valid for five years.

Traveling aside, it's useful to obtain a passport for an infant for other reasons. It is often the only form of official picture ID that a baby can obtain. Sometimes picture ID is required for registering for preschool or kindergarten, or may even be required for some domestic airline flights. Having official picture identification for your child is never a bad idea. Applying for it right from the beginning may save parents from unforeseen trouble down the road.

Applying For an Infant Passport
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http://travel.state.gov

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Monday, December 17, 2012

How to Calculate a Cost of Living Allowance

A Cost of Living Allowance (COLA) is a salary supplement paid to employees to cover differences in the cost of living, particularly as a result of an international assignment. The amount of COLA should enable an expatriate to be able to purchase the same basket of goods and services in the host location as they could in their home country. The basis for calculating a COLA is the Cost of Living Index (COLI) which indexes the costs of the same basket of goods and services in different geographic locations. COLA is a simple accurate method of measuring fluctuating salary purchasing power and ensuring parity.

Cost of Living Index

Our cost of Living Indexes measure the cost of 230 products and services across 13 different basket groups in 276 cities across the globe. The data is gathered by a team of research analysts who survey comparable items that are available internationally. A minimum of 3 prices for the same brand/size/volume of product is used to determine the average price for each item in each location. The items are priced on a quarterly basis and tend to rise and fall with inflation. The 13 different basket categories are as follows:

How to Calculate a Cost of Living Allowance

Alcohol & Tobacco: Alcoholic beverages and tobacco products
Alcohol at BarBeerCigarettesLocally Produced SpiritWhiskeyWine

Clothing: Clothing and footwear products
Business SuitsCasual ClothingChildren's Clothing and footwearCoats and hatsEvening WearShoe RepairsUnderwear

Communication
Home Telephone Rental and Call ChargesInternet Connection and service provider feesMobile / Cellular Phone Contract and Calls

Education
Crèche / Pre-School FeesHigh School / College FeesPrimary School FeesTertiary Study Fees

Furniture & Appliances: Furniture, household equipment and household appliances
DVD PlayerFridge FreezerIronKettle, Toaster, MicrowaveLight BulbsTelevisionVacuum CleanerWashing Machine

Groceries: Food, non-alcoholic beverages and cleaning material
Baby ConsumablesBaked GoodsBakingCanned FoodsCheeseCleaning ProductsDairyFresh FruitsFresh VegetablesFruit JuicesFrozenMeatOil & VinegarsPet FoodPre-Prepared MealsSaucesSeafoodSnacksSoft DrinksSpices & Herbs

Healthcare: General Healthcare, Medical and Medical Insurance
General Practitioner Consultation ratesHospital Private Ward Daily RateNon-Prescription MedicinePrivate Medical Insurance / Medical Aid Contributions

Household: Housing, water, electricity, household gas, household fuels, local rates and residential taxes
House / Flat MortgageHouse / Flat RentalHousehold Electricity ConsumptionHousehold Gas / Fuel ConsumptionHousehold Water ConsumptionLocal Property Rates / Taxes / Levies

Miscellaneous: Stationary, Linen and general goods and services
Domestic HelpDry CleaningLinenOffice SuppliesNewspapers and MagazinesPostage Stamps

Personal Care: Personal Care products and services
CosmeticsHaircareMoisturiser / Sun BlockNappiesPain Relief TabletsToilet PaperToothpasteSoap / Shampoo / Conditioner

Recreation and Culture
BooksCamera FilmCinema TicketDVD and CD'sSports goodsTheatre Ticket

Restaurants, Meals Out and Hotels
Business DinnerDinner at Restaurant (non fast food)Hotel RatesTake Away Drinks & Snacks (fast Food)

Transport: Public Transport, Vehicle Costs, Vehicle Fuel, Vehicle Insurance and Vehicle Maintenance
Hire Purchase / Lease of VehiclePetrol / DieselPublic TransportService MaintenanceTyresVehicle InsuranceVehicle Purchase

Each basket category does not count equally and are weighted in the final calculation based on expatriate spending patterns.

In order to calculate an accurate cost of living index for a specific individual the basket items that are not relevant to the individual should be excluded from the calculation. For example if education and housing is provided by the employer these basket categories would be excluded from the cost of living index calculation. This increases the accuracy of the cost of living index and makes it possible for each individual to have their own customized cost of living index based on their specific arrangements rather than using an overall "generic" index which is likely to contains costs that are not relevant to the individual.

The formula for calculating the specific cost of living index for an international assignment is as follows:

Cost of Living Index = Customized Cost of Living Index for Host City / Customized Cost of Living Index for Home City

When moving to a higher cost of living host city, the index will be greater than 1 (positive). When moving to a lower cost of living host city the index will be less than 1 (negative). Where the index is negative it means that in real terms the cost of living in the host city is lower than the home city. This means that if the negative index where to be applied to the employee's salary, they would actually be paid proportionately less spendable salary in the host city. It is important to note that the majority of organizations do not apply a negative cost of living index because it makes it difficult to persuade an employee to take up an assignment as they tend to see it as a reduction in salary.

Examples of Cost of Living Index Calculations using our data:

Example 1) An Australian employee moving from Perth to London where healthcare and communication will be provided by the employer

More Expensive in London:
Alcohol & Tobacco +4.77%Clothing +21.85%Education +31.53%Furniture & Appliances +16.03%Groceries +16.35%Household +50.72%Miscellaneous +137.47%Personal Care +11.18%Recreation & Culture -6.82%Restaurants Meals Out and Hotels +34.99%Transport +19.80%

The overall difference in cost of living moving from Perth and London is +28.06%.

In this case the cost of living index is positive and would be applied as it is.

Example 2) A British employee moving from London to Mumbai where the employer will provide housing and education

More Expensive in Mumbai:
Alcohol & Tobacco -37.53%Clothing -9.58%Communication -44.92%Furniture & Appliances -19.31%Groceries -24.03%Healthcare -31.24%Miscellaneous -72.43%Personal Care -24.94%Recreation & Culture -35.73%Restaurants Meals Out and Hotels -33.11%Transport is -27.99%

The overall difference in cost of living moving from London Mumbai is -30.53%.

In this case the cost of living index is negative and would not be applied.

Net Spendable Salary

Differences in cost of living only impact the portion of the salary that is spendable in the host country. Items in the home country such as retirement funding, medical insurance and other home based costs are not impacted by the cost of living in the host country.

To determine the Net Spendable Salary establish what amount / portion of the current salary (in home currency) is spent in maintaining the employee's current standard of living / lifestyle. What will the expatriate need to spend their salary on in the host country? For example will accommodation be provided or will the employee pay rent, will healthcare be provided etc. Deduct all items that are either provided in kind or are spendable in the home country. Deduct the hypothetical amount of tax, social contributions and any other statutory deductions applicable in the home country from the Spendable Salary. What is left is the Net Spendable Salary.

Cost of Living Allowance (COLA)

The formula for calculating the cost of living allowance using the above inputs is as follows:

(Net Spendable Salary X Cost of Living Index X Hardship Index X Exchange Rate) less (Net Spendable Salary X Exchange Rate) = COLA

Examples of COLA Calculations using our data

Example 1) An Australian employee with a net spendable salary of AUD0,000 moving from Perth to London where healthcare and communication will be provided by the employer

(0,000.00 X 1.2806 X 1 X 0.4768) less (0,000.00 X 0.4768) = COLA of £13,379.44 (GBP)

Based on all the above factors a person would require a Cost of Living Allowance of £13,379.44 (GBP), in addition to their current salary of 100,000.00 Australian Dollar (AUD) to compensate for relocating from Perth to London. This Cost of Living Allowance compensates for the overall cost of living difference of +28.06% and the relative difference in hardship of 0%.

Example 2) A British employee with a net spendable salary of £18,000 moving from London to Mumbai where the employer will provide housing and education

Note: Because the Cost of Living Index is negative it is not applied.

(£18,000.00 X 1 X 1.3 X 67.2852) less (£18,000.00 X67.2852) = COLA of 363,340.32 Indian Rupee

Based on all the above factors a person would require a Cost of Living Allowance of 363,340.32 (INR ), in addition to their current salary of £18,000.00 British Pound (GBP ) to compensate for relocating from London to Mumbai. This Cost of Living Allowance compensates for the overall cost of living difference of [-30.53%] and the relative difference in hardship of 30%.

COLA Payment

The COLA is paid as a salary supplement (i.e. as an additional allowance) net of tax in the host country. If the COLA is a taxable allowance in the host country it should be grossed up in order that the full amount of calculated COLA is paid net of tax given that the basis of the calculation is Net Spendable Salary. The COLA is often accompanied by other allowances and benefits such as flights home, relocation / settling in allowance, and furnishing allowance.

Exchange Rate Fluctuations

Significant changes in the exchange rate can make a considerable difference in the COLA calculation. In 2008 some of the major global exchange rates changed by as much as 30-40%.

The cost of living index reflects the changes caused by inflation and exchange rates. In the short-term there may be disequilibrium between inflation and the exchange rate (the one pushes the other), however over time the cost of living index provides the most accurate view of the cost of living.

It is important to remind expatriates that when the cost of living difference is negative, and the negative value has not been applied, they have higher purchasing power in the host country than they would at home.

Where a negative cost of living index has not been applied (our recommended approach), and a change in the exchange rate indicates an upward adjustment in COLA may be required, it is recommended that the COLA should not be adjusted upward until the cost of living index becomes positive i.e. the cost of living reflects that there is a "real" increase in cost of living between home and host countries. This may mean that their would be no increase in the COLA as a result of exchange rate fluctuations for some considerable time. During this time the employee's purchasing power decreases. But it is important to remember that until the cost of living difference becomes positive, the individual will still have a higher purchasing power than they do in their home country.

It is advisable to stipulate a currency protection rule, rather than reacting to every fluctuation in the exchange rate. For example the rule may state that COLA will be reviewed if exchange rates or local inflation move by more than +10% during a year. It is important to keep in mind that the prices of goods and services are unlikely to drop in local currency. This would only occur in a period of deflation (negative inflation). Therefore the currency protection rule would normally make provision for upward adjustments in COLA and not downward adjustments during an employee's assignment. Downward adjustments to an existing COLA due to exchange rate fluctuations without a corresponding drop in the prices of local goods and services puts immense pressure on an employee's host currency budget commitments and can lead to the employee experiencing financial difficulty.

Using an independent service provider provides an independent, objective basis for determining an employee's COLA.

We recommend therefore that a COLA is calculated by applying the specific (customized) cost of living index to the net spendable salary at the beginning of the assignment and monitoring exchange rate fluctuations thereafter in addition to the annual salary review.

How to Calculate a Cost of Living Allowance
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Steven Coleman runs the most comprehensive international cost of living website available Xpatulator.com an internet service that provides free cost of living and hardship information for 276 global locations to registered users. The premium content calculators allow you to customise your own cost of living index by choosing your own basket groups and includes a COLA calculator. Follow us on Twitter http://twitter.com/Xpatulator

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Friday, December 14, 2012

The Best Barbecue in London

To a native Texan the idea of the Best Barbecue in London is sort of like looking for the best Pub in Dallas-you might find one, but even the best might not be that great. But the world is smaller than it once was, and London welcomes all kinds of diverse people and foods. So why not The Best BBQ in London?

Rather than do the actual research of wandering around London and eating bbq myself, I decided to just take the Top Ten according to Google. If they care enough to get top rank in Google, they must be good at something.

All the Barbecue Places in London look good to me, but then, I never met a plate of barbecue I didn't like. As always, these London thoughts are a means of narrowing down the vast and impenetrable city of London to places I'd like to go-or in this case, eat.

The Best Barbecue in London

Top Ten Barbecue Restaurants in London-

10. The Vibe Bar finds itself at number ten. When you click on the Food tab, it tells you they have some tasty Jerk Chicken and BBQ Grills. One of Brick Lane's finest and most interesting destinations, The Vibe Bar packs in a trendy indie crowd of musicians and fashionistas keen to enjoy cheap drinks and pounding hip hop and house music. Maybe the food is not why you go to The Vibe Bar-but I'm sticking with my Google plan.

9. The Chicago Rib Shack-Now this sounds more like what I had in mind. Ribs and Brisket and Whole Piglets and Steaks and even stuff for that poor vegetarian you dragged along. These are people that set out to create London's Best Barbecue place and judging from the website-they may have done it. Seems some people think it's not as good as the original, but then, what in life ever is?

8. Big Easy-The best Cajun restaurant in London? Could be. Over 15 years ago, Paul Corrett, our founder, opened Big Easy's doors in London. And right from the beginning, it's been the food, family, friends and music that have exhilarated guests and kept them coming year after year. BBQ Ribs and Chicken seems to be the barbecue of choice at Big Easy-with an all you can eat Barbecue Pig Gig every Monday. Looks like my kind of place.

7. The Ship-The Ship has been supplying fine ales, wines and food to its surrounding residents since 1786 when it was founded as a Thameside Waterman's Inn. The BBQ Menu has burgers, pork belly, and steaks. There's also the intriguing sounding Smoked Bacon and Red Onion Marmalade Sandwich. Crispy pig tails and ears with Aioli sounds just odd enough to whet my appetite. The Ship in Wandsworth has a beautiful outdoor dinning area, making it one of the best places in London to spend an afternoon.

6. Goodman Restaurant-This is a steak house, with such standbys as Irish Black Angus, UK Grass Fed, USDA Beef 120 Days Grain Fed, and Australian Grass Fed-these are some top quality steaks. Goodman might be the Best New York Steakhouse in London. Or maybe that should be the best Moscow Steakhouse in London. In either case, this seems to be the best steak to be had in London.

5. Cargo-Seems to be club that serves food, not that there's anything wrong with that. The menu has a few grilled items and the usual suspects of a free range jerk chicken sandwich. A couple of burritos mingle freely with the pasta dishes-nothing seems out of place here. Seems they have a barbecue in the beer garden. I'm sure Cargo is far too hip for the likes of me, but then, I never was all that trendy.

4. Bodean's BBQ-Back in 2002 Andre Blais had a dream - to bring the taste, the style, the soul of his beloved Kansas City barbecue to London town. Now this is what I had in mind-great KC BBQ in London. I wonder if I could get a work permit and work at Bodean's BBQ? I always wanted to be a Pit Boss when I grew up. Bodean's menu is straight out of any barbecue joint in America-burgers and hot dogs, ribs and pulled pork, and even burnt ends. Things like cole slaw, fries, corn bread, and BBQ beans round out that whole real barbecue feeling. The Best Ribs This Side of The Atlantic-so says Time Out.

3. City Inn-Barbecue seems means grilling to a lot of people in London, so I am guessing that the City Inn has a grill somewhere where they heat up some veg and cook the odd burger. But my idea of BBQ is Bodean's.

2. The Rising Sun, Epsom-Also has a grill where they do a nice barbecue, though I didn't much info on it. Maybe Google isn't always right after all.

1. Best Mangal - I have to admit that I like a bit of Turkish BBQ now and then as well. Mangal is the Turkish term for an open charcoal fire for cooking food on (a kind of brazier), and little brother to the ocakbasi, which is a long trough full of glowing coals with an extraction canopy overhead. The menu is long and filled with the usual suspects of a Turkish restaurant. Kabobs and hummus and salads and meats of all kinds on sticks.

The Best Barbecue in London
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http://ifyouwriteit.blogspot.com/

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Saturday, December 8, 2012

A Look at Punta Cana Weather

The weather in the Dominican Republic remains tropical year-round with the temperatures averaging around 25°C (77°F). The summer and winter seasons differ by only a slight variation in temperature. Visitors coming to the Dominican Republic, practically any time of the year can expect to be treated with extended periods of blue sunny skies -- ideal weather for getting a nice tan.

The best time to visit Punta Cana is during the "cool" season from November to April. During these months, the weather is pleasantly warm with relatively low levels of humidity and low precipitation. Temperatures along the coast are constant around 29°C (84°F) during the day and drop to a comfortable 20°C (68°F) at night.

The "hot" season runs roughly from May to October when the average temperature rises to 31°C (87°F) during the daytime and drops to about 22°C (72°F) at night. But with the high humidity levels during this season, the temperature feels much hotter. Rains do bring some respite from the heat during May through August, but usually this turns out to be no more than a 30-minute tropical shower. It is advised that travelers pack light and include a lot of cool and light fitting cotton clothing.

A Look at Punta Cana Weather

Despite such minimal difference between the temperatures in summer and winter, the climate tends to vary a lot from year to year due to the influence of the weather phenomena known as "El Niño" and "La Niña" among others. The greatest threat to the Dominican Republic comes from hurricanes. The Caribbean hurricane season lasts from June 1 to November 30. August and September are the more hurricane-prone months. The major resorts have become adept at getting back on their feet quickly after a hurricane.

As in most tropical areas, in Punta Cana too the menace of mosquitoes looms large. The mosquitoes usually appear after dusk but they are seasonal and more noticeable in the rainy season. Visitors are advised to wear long, comfortable cotton pants after dusk and use insect repellent sprays before venturing outside.

A Look at Punta Cana Weather
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Punta Cana Info provides detailed information about Punta Cana resorts, hotels, real estate, beaches, weather, and the Punta Cana airport. Punta Cana Info is the sister site of Cozumel Web.

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Sunday, December 2, 2012

Entrepreneurial Development in Nigeria

While these statistics bide well for the country's economic prospects, they also serve to reaffirm the vital importance of entrepreneurial development in achieving that potential.

Past Entrepreneurship Developments

People of the Ibo community in Nigeria are considered one of the oldest entrepreneurs in history, their expertise stretching back to times before modern currency and trade models had developed elsewhere on the planet. In the more recent past, Nigerians adapted their natural talents to evolve traditional businesses and crafts that have sustained most of the country's rural and urban poor for the better part of the last half century. While the oil boom of the '70s brought in billions of petrodollars, most of the country's population remained untouched by the new-found prosperity, thanks to widespread political corruption and catastrophic economic mismanagement. Because of these and other factors, the World Bank estimates that 80% of oil revenues benefited just 1% of the population.

Entrepreneurial Development in Nigeria

Most of Nigeria's current woes trace back to a historic overdependence on oil to the negligence of all other sectors, including customary trades and agriculture. Decades of non-inclusive policies alienated the vast majority of Nigerians, plunging the country into a miasma of extreme poverty and ravaging civil and political strife. The climate of economic stagnation spawned a mammoth informal economy that continues to sustain the bulk of Nigeria's 148 million people. It is a measure of Nigeria's inherent entrepreneurial capacity that this informal, unorganised sector presently accounts for 65% of Gross National Product and accounts for 90% of all new jobs.

All these factors have tremendous relevance for Nigeria's future prospects, even more so considering the extent of official neglect and lack of assistance and infrastructure that the country's indigenous entrepreneurs have had to overcome. Harnessing the informal economy and leveraging its full potential is a prerequisite for Nigeria to emerge from the shackles of its Third World legacy.

The Future of Entrepreneurial Development in Nigeria

It is not as if Nigeria's hopes of economic superiority rest on individual optimism and enterprise alone. Right after the reinstatement of democracy in 1999, the government of former president O Obsanjo unveiled ambitious plans to take the sub-Saharan nation to the top 20 world economies by 2020. Abuja is also a signatory to the UN Millennial Declaration of 2000 for the achievement of universal basic human rights - relating to health, education, shelter and security - in a time bound manner by 2015. Both objectives present mammoth challenges for Nigeria in terms of reversing past trends and evolving innovative strategy for sustainable and inclusive growth.

The primary focus of Obasanjo's policies centred on accelerated development through entrepreneurial education (which he made mandatory for college students of all disciplines) and the creation of conditions favourable to a new business regime built on innovation and adaptability. The federal government has since initiated successive programmes aimed at promoting enterprises through widespread use of technology and socially relevant business models. The extent of success of these and other measures, however, is still a matter of debate.

According to the 2007 Gallup poll, 69% of respondents planning new businesses had no intention of registering their operations, indicating they would still prefer to be part of the informal economy. In light of Nigeria's long-term goals, this is certainly bad news.

Obstacles to Enterprise Development

Disinterest in the formal economy reflects the status of Nigeria's policies and tax regime, which have long been deemed detrimental to the growth of viable enterprises. Even more disturbing is the fact that this continues to be the case despite the energetic reforms process initiated after the return of democracy. It is more than evident that piecemeal measures are unequal to meeting the challenges that Nigeria has set itself up to.

The following are the most important obstacles facing rapid entrepreneurial development:

o Absence of a pro-active regulatory environment that encourages innovative enterprise development at the grassroots level.
o Significant infrastructural deficits (especially with regards to roads and electricity) and systemic irregularities inimical to small businesses.
o The presence of administrative and trade barriers that curtail capacity building and inhibit access to technical support.
o Absence of regulatory mechanisms for effective oversight of enterprise development initiatives, especially those in the MSME space.
o Poor access to vocational and skills-development training for rural and urban youths involved in the informal economy.
o Rampant political and bureaucratic corruption, together with the absence of social consensus on important macroeconomic policy issues.

More than 73% of Nigerians featuring in the Gallup survey conceded access to finance was the single-most important hurdle in the way to setting up successful enterprises. More telling is the fact that about 60% of respondents claimed that current policies, despite the government's focus on enterprise development, do not make it easy to start a business in Nigeria.

Some Additional Factors to Consider

Forbes Magazine recently sat down with Lagos Business School's Peter Bamkole to discuss the current obstacles facing aspiring Nigerian entrepreneurs. The interview outlines three major problems:

* Constrained access to local and international markets that stunt entrepreneurial expansion and proliferation.
* Severe infrastructure deficits (mainly of power and electricity) that hamstring both new and existing businesses.
* Inadequate access to finance and the absence of a credit policy that addresses the specific needs of enterprises.

The road to Nigeria's emergence as an economic superpower is muddy and treacherous. More than just optimism, it calls for clever economic manoeuvring that will help turn the country's fortunes around for good.

Entrepreneurial Development in Nigeria
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Peter Osalor is a multi-skilled director, chairman of trusts, proprietor and consultant. Peter Osalor has been a successful entrepreneur since 1992 when he formed Peter Osalor & Co and which has since grown to a very large client base with a turnover of millions. He is currently a fellow of the Association of Chartered Certified Accountants (ACCA) and the Institute of Chartered Accountants in Nigeria (ICAN). Peter is also a member of the Chartered Tax Advisors and the Chartered Institute of Taxation in Nigeria (CITN).

He is a business mentor for Princess Trust in the UK. He is a member of the Inter Governmental Committee of ICAN and also a member of BCBC, which represents Black Church Membership of Christians whose responsibility is to ensure that the Christian businesses are not left out in the business opportunities arising from the 2012 Olympic Games In London.

Currently he is one of the professionals behind the Entrepreneur Revolution and Africa Entrepreneurs ([http://theafricanentrepreneurs.com/]). His TV program called success in your business (http://www.successinyourbusiness.com) has become a massive hit in Nigeria.

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Friday, November 30, 2012

Negotiation - Tactics, Tricks And Threats

Most successful negotiators recognise that the way people involved in negotiations behave does not always reflect their true feelings or intentions. We are going to look at negotiating tactics that may be used by you or on you. Whether or not you choose to use these tactics, it is vital to understand:

o Tactics work

o They can be being used on you, and can be used by you

Negotiation - Tactics, Tricks And Threats

o Once they are recognised as tactics, their effects are reduced, or eliminated

You may feel that there is no need in your particular case to negotiate or resort to tactics. in negotiation. This is a matter of personal choice.

In general, tactics are used to gain a short-term advantage during the negotiation and are designed to lower your expectations of reaching a successful conclusion.

There are many tactics available to negotiators. Here are some you may recognise.

Pre-Conditioning:

This can begin before you even get together, or start your negotiations with the other party. Let us take a sales example:

You telephone for the appointment and the other side says, aggressively:

"Don't bother coming if you are going to tell me about price increases. You'll be wasting your time and I will be forced to speak to your competitors".

When you do arrive you are kept waiting in reception for half an hour, without being told why. As you walk through the door into the other person's office they indicate for you to sit down, but they don't look up. Instead, they sit leafing through your competitor's brochure, in silence, ignoring your efforts to make conversation.

You are given an uncomfortable low chair to sit in that happens to be directly in line with the sun shining into the office. At this stage, how confident do you feel?

The Monkey On The Back:

Some negotiators have the irritating habit of handing their problems to you so that they become your problems. This is the "monkey on their back" that they want you to carry around for them.

A classic example is the person who says, "I have only got £10,000 in my budget".

This is often used tactically to force a price reduction. Here is what you can do.

When one side says "I have only £10,000 in budget", look concerned and say something like:

"That is a problem. As you are no doubt aware, the cost of our systems can be anything up to £20,000 and I really want to help you choose the best system that meets your needs. Does that mean that if one of our systems has everything you are looking for, but costs £20,000, you would rather I didn't show it to you?"

The "monkey" has been returned and they have to make a choice. If the objection is genuine and the budget figure is correct, you must try to look for an alternative that meets your needs as well as theirs.

If they genuinely can only spend £10,000 that is not a tactic but the truth. In dealing with tactics the first decision you must make is whether it is a tactic or a genuine situation. If it is genuine, you have a problem to solve, rather than a tactic to overcome.

The Use Of Higher Authority:

This can be a most effective way to reduce pressure in the negotiation by introducing an unseen third party and can also be effective in bringing the negotiation to a close.

"I need to have this agreed by my Board of Directors." "If they agree to the terms we have discussed, do we have a deal?"

However, be careful to use this device sparingly so that the other side does not begin to feel you have no decision making authority yourself.

One way of countering this tactic is to say before the bargaining begins: "If this proposal meets your needs, is there any reason you would not give me your decision today?"

If the other side still wishes to resort to higher authority, appeal to their ego by saying: "Of course, they will go along with your recommendations, won't they? Will you be recommending this proposal?"

Nibbling:

Negotiations can be a tiring process. As the point draws near when an agreement is likely, both sides exhibit a psychological need to reach agreement and get on with something else.

You are very vulnerable as the other side reaches for their pen to sign the order form or contract, to concede items that don't significantly affect the final outcome. "Oh, by the way, this does include free delivery, doesn't it?" or "Oh, by the way, the price of the car does include a full tank of petrol?"

Nibbles work best when they are small and asked for at the right psychological moment. Like peanuts, eat enough of them and they get fattening.

Good negotiators will often keep back certain items on their want list until the very last minute when the other party is vulnerable. Watch out for this.

The Good Guy And The Bad Guy:

You may have come across this tactic before or else seen it used in films or on television. This is a tactic designed to soften you up in the negotiation.

For example, you are negotiating the renewal of your service contract with the Buying Director and his Finance Director. You present your proposal and the Buying Director suddenly gets angry and walks out in disgust muttering to himself about how unfair you have been and how the relationship is well and truly over.

You pick up your briefcase and are being shown the door when the Finance Director smiles at you sympathetically and says:

"I'm terribly sorry about that. He is under a lot of pressure. I would like to help you renew your contract, but he really will not consider the price you have suggested. Why don't I go and talk to him for you and see if we can agree a compromise? What is the bottom line on the contract? If you give me your very best price, I will see what I can do".

The best way of dealing with this tactic is to recognise the game that is being played and assess exactly what the quality of the relationship is. You may be able to say something like:

"Come off it, you are using good guy, bad guy. You are a superb negotiator, but let's sit down and discuss the proposal realistically".

If you don't have this kind of relationship, stand firm and insist on dealing with the bad guy, or else bluff yourself and give a figure that is within your acceptable range of alternatives.

One way of combining good guy, bad guy. with higher authority is by saying things like:

"Well, I'd love to do a deal with you on that basis, but my manager refuses to let me agree terms of this nature without referring back and he refuses to talk to salespeople. Give me your best price and I will see what I can do"

Body Language:

It is important in negotiation to react verbally and visually when offers are made. You may have seen the more theatrical negotiators hang their heads in despair or accuse you of being unfair and souring a perfectly good relationship when you present your proposal. Human nature is such that we can believe and accept these outbursts against us and our negotiating position becomes weaker as a result.

Ensure the next time you are in a negotiation that you react to the other party's offer. If you show no reaction, they may be tempted to ask for more and more and you will lose the initiative in the negotiation. Also, it is almost certain that their opening offer is higher than the figure for which they are prepared to settle, so it is important that you clearly signal your unwillingness to accept the opening position.

If you reach the point below which you will not go, it is important that you show this with your body language. News readers, when they have finished reading the news, have a habit of picking up their script and tidying up their papers. This tells the world that they have finished their task and are preparing to leave.

Similarly, when you make your final offer, it can be very powerful to collect your papers together and indicate with your body that it really is your final offer. Put your pen away, sit back in your chair and remain silent. Look concerned and keep quiet.

If your voice says final offer but your body is saying let's keep talking, the other party will disregard what you say and keep negotiating.

The Use Of Silence:

During the negotiation, you may make a proposal and find the other party remains silent. This can be very difficult to handle and often signals disapproval to the inexperienced negotiator. Just as nature abhors a vacuum, so silence induces the need in people to talk.

If you have a proposal to make, make it and ask the other side how he or she feels about it. Having asked the question, sit back and wait for the answer. Whatever you do; don't change your offer as this could seriously weaken your position.

The Vice:

A common technique used by negotiators when presented with a proposal is to say:

"You'll have to do better than that."

The most powerful way of dealing with this is to ask them to be more specific. Whatever you do, don't weaken your negotiating position in response to the vice by giving anything away, too easily. This will only encourage repeat behaviour.

The Power Of Legitimacy:

People believe what they see in writing. We all assume that if a thing is printed or written down, it is non-negotiable. This is what can make price lists so powerful. If you have to present a customer with a price increase or you wish to encourage an early order to beat a price increase, show something in writing such as an office memo from your boss announcing the increase. This will have a far greater impact than just saying your prices are about to go up.

When presented with a price tag in a shop, ask to speak to the manager and make him an offer. You could be surprised at the results.

And Finally -The Low Key Approach:

Don't appear too enthusiastic during negotiations. Over-enthusiasm can encourage skilled negotiators to review their strategy and demand more.

If you are in a negotiation and the other side is not responding to your proposal, recognise this could be a tactic and avoid giving concessions just to cheer them up. Salespeople like to be liked and will often give money away in a negotiation, if the other side appears unhappy.

For example, if you are buying a car avoid saying to the seller things like:

"This is exactly what I'm looking for. I really like the alloy wheels".

Develop a low-key approach. Say things like:

"Well, it may not be exactly what I'm looking for but I might be interested if the price is right".

Copyright © 2008 Jonathan Farrington. All rights reserved

Negotiation - Tactics, Tricks And Threats
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Jonathan Farrington is the CEO of Top Sales Associates and Chairman of The Sales Corporation - based in London and Paris. Jonathan's personal site The JF Consultancy, - www.jonathanfarrington.com - offers a superb range of unique and innovative sales solutions and you can also catch his daily blog at The JF Blogit - www.thejfblogit.co.uk

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Monday, November 26, 2012

Was The 'Rainbow' Division Tarnished By Its Battlefield Behavior In World War I?

World War I began in Europe in 1914, however, the United States remained neutral until 6 April 1917 when President Woodrow Wilson signed the joint resolution declaring that a state of war now existed between the United States of America and Imperial Germany. Three months later, in August 1917, U. S. National Guard units from twenty-six states and the District of Columbia united to form the 42nd Division of the United States Army. Douglas MacArthur, serving as Chief of Staff for the Division, commented that it "would stretch over the whole country like a rainbow." In this manner, the 42nd became known as the "Rainbow Division." It comprised four infantry regiments from New York, Ohio, Alabama, and Iowa. Men from many other states, among them New Hampshire, Massachusetts, Indiana, Michigan, Rhode Island, Maryland, California, South Carolina, Missouri, Connecticutt, Tennessee, New Jersey, Colorado, Maine, North Carolina, Kansas, Texas, Wisconsin, Texas, Illinois, Minnesota, Oklahoma, Nebraska, Oregon, and Pennsylvania also joined the division and became machine gunners, ambulance drivers, worked in field hospitals, or served in the military police.

The Southeastern Department commander recommended that the 4th Alabama Infantry be assigned to the 42nd. The commander of the 4th was Colonel William P. Screws, a former regular army officer who had served from 1910 to 1915 as the inspector-instructor for the Alabama National Guard. Screws was widely regarded as one of the major assets of the Alabama National Guard, and his reputation was likely a prominent factor in the selection of the 4th to join the 42nd. To upgrade the 4th Infantry to war strength, the transfer of the necessary numbers of enlisted men from other Alabama Guard units, including the 1st and 2nd Infantry Regiments and the 1st Alabama Cavalry.

On August 15 the War Department officially redesignated the 4th Alabama Infantry as the 167th Infantry Regiment, 84th Brigade, 42nd Division. The regiment comprised 3,622 enlisted troops and 55 enlisted medical staff for a total of 3,677men. The 1st Alabama Infantry had contributed 880 enlisted men to join the new 167th, the 2nd Alabama Infantry and the 1st Alabama Cavalry had provided enlisted men to bring the 167th to war strength, which was nominally 3,700 officers and men.
The Rainbow Division became one of the first sent to Europe in 1917 to support French troops in battles at Chateau-Thierry, St. Mihiel, the Verdun front, and Argonne. On 15 July 1918 the Division, acting as part of the 4th French Army, assisted in containing the final German offensive at the Battle of Champagne.

Was The 'Rainbow' Division Tarnished By Its Battlefield Behavior In World War I?

Let us set the scenario for the matter of alleged American battlefield atrocities on the part of the 'Rainbow' Division. On 15 July 1918, the Germans, in their final bid to end the war in their favor, launched a massive attack southward in the Champagne country of France. Although most of the defending troops were French, there were some units of the U.S. 42nd Division also involved in the defense and in the counter-attacks that ensued.

Concerning the battle participation of the U. S. 42nd ('Rainbow') Division in the Champagne-Marne Defensive battle of 15 July 1918, we read as follows in Donovan, America's Master Spy, by Richard Dunlop:

"The regimental commanders [of the U. S. 42nd Division] were instructed to post only a few men in the first trench line, which would easily fall. Most were to be positioned in the second line, from which they were also expected to withdraw as the Germans swept ahead."

"On July 15 at 12:04 a.m., the German artillery commenced one of the war's most tremendous barrages. When at 4:30 a.m. the artillery stopped firing as suddenly as it had started, the silence over no-man's-land was dreadful. The first Germans appeared wraithlike, running toward the American lines through the morning mist. Minenwerfers [large caliber German mortars] suddenly rained down on the defending Americana, and machine guns chattered death. The Americans who escaped the first charge scrambled back to the second line."

"The Germans found themselves in full possession of the American first trenches; they thought they had won. They shouted, cheered and broke into song. Then the American barrage opened on the trenches. Since each piece of artillery had been carefully zeroed in on the trenches when they were still in American hands, the accuracy of the gunfire was uncanny. Some of the crack Prussian Guards still managed to reach the second line of trenches, but they too were repulsed, after bloody hand-to-hand encounters. The Germans broke off the attack."

"To Donovan's [Colonel William J. Donovan, commanding officer of the 165th Infantry Regiment, from New York] disgust, the Germans resorted to subterfuge. Four Germans, each with a Red Cross emblazoned on his arm, carried a stretcher up to the lines held by the 165th. When they were close, they yanked a blanket from the stretcher to reveal a machine gun, with which they opened fire. The Americans shot them dead. Still another group tried to infiltrate the American lines one night wearing French uniforms. They too were shot. All told, some breakthroughs were made, but the Germans had been halted by the Americans. The Americans had not been defeated as the French battle plans had expected they would be. After three days of battle, the Germans began
to pull back." 1

On 18 August 1918 the following cablegram was received at American Expeditionary Forces (AEF) headquarters, Chaumont, France:

""A F August 18, 1918.

Commanding General, 42nd Division, Bourmont.

Following received from Washington:
"For Nolan. Condemned Associated Press Dispatch from London received by Cable Censor '0055 Monday Baumans Amsterdam accusation that soldier[s'] of 42nd American line Division enraged at losses suffered 15/7 near Rheims killed same evening 150 German prisoners is made by Wolff Bureau on "Creditable authority" and accordingly displayed in Saturday's German papers'. Dispatch held for assumed inaccuracy. Investigate and report." Make immediate investigation and report by wire this office. By direction.

Nolan

4.55 P.M. "" 2
A "Condemned Associated Press Dispatch..." is assumed to be an AP dispatch which was intercepted by the "Cable Censor" and deemed unfit for forwarding (if sent from F&F) or transmission (if originating in London) and thus was condemned. This action would also presumably be taken if the origin of the telegram or cablegram was thought to be spurious or even sent under false pretenses. The original copy of this message was most probably burned with the "Confidential waste" at AEF HQ Chaumont.

Pershing and his staff at Chaumont did everything possible to control the press and the AEF staff would quickly 'condemn' sources from reporters and reports that were not run through General Pershing's staff.

Regarding the day the telegram was received by AEF HQ on August 18, 1918, this would have been on a Sunday. "0055 Monday" in the telegram would refer to 12 August 1918. The telegram was received shortly after the Champagne-Marne Defensive Campaign, and while the U. S. 42nd Division was fighting in the Marne Salient during July and August of 1918. The "Wolff Bureau" was the Wolff Telegraph Agency in Berlin, a semi-official German new agency in 1918.

The G-2 (Intelligence Officer) of AEF Headquarters, Brigadier General Dennis E. Nolan took prompt action to investigate the alleged murder of German prisoners of war on 15 July 1918 during the Champagne-Marne Defensive Campaign. Nolan directed Major General Charles T. Menoher, commander of the U. S. 42nd Division to undertake an immediate investigation of the charge. The investigation was made on 20 August 1918 at the station of the U. S. 42nd Division, AEF, Bourmont, France.

The U.S. 42nd Division was composed of troops from Alabama, Ohio, Iowa, and New York. The troops that had contact with the German Army on 15 July 1918 were:

2nd Battalion, 165th Infantry Regiment (New York); 3rd Battalion, 166th Infantry Regiment (Ohio); 2nd Battalion, 167th Infantry Regiment (formerly 4th Alabama), and Companies E and F of the 168th Infantry Regiment (Iowa).

The force of the investigation fell on the 2nd Battalion, 165th Infantry, the 3rd Battalion of the 168th, 2nd Battalion, 167th, and Companies E and F of the 168th.

According to the "Report of investigation of reported killing of German prisoners of war," from the Division Inspector and to the Commanding General, 42nd Division, AEF, sworn testimony was taken from a total of thirty-eight officers of the 42nd Division, and particularly from officers whose troops were so stationed as to come into contact with the Germans in the Champagne battle of 15 July 1918. Twenty-three officers gave sworn testimony and fifteen company-grade officers were required to give depositions. The testimony was uniformly a denial that any atrocities were committed during the fighting that day of 15 July 1918.

According to the same report, "All the officers state that no German prisoners were killed by American troops nor were any mistreated; not did any officer hear anything to that effect. On the contrary the prisoners were treated well, the wounded cared for and carefully transported to the rear and the prisoners given food, drink and cigarettes. In at least one case a wounded prisoner was carried while one of our wounded officers walked." 3

The "CONCLUSION" of the report states: "That the statements contained in the telegram set forth in Paragraph II of this report are false and without any foundation in fact. That all prisoners taken by troops of the 42nd Division were turned over immediately to the French military authorities, and that, therefore, no troops of the 42nd Division had access to them other than those whose statements are covered by this report." 4
The "RECOMMENDATION" of the report states: "That no further action be taken." The findings were forwarded to AEF Headquarters and there the matter was dropped. 5

An unknown German newspaper purportedly published in Berlin, Germany, on Saturday, 17 August 1918 allegedly printed an article alleging that 150 wounded and captured German soldiers were summarily killed by soldiers of the U. S. 42nd Division on 15 July 1918. There were five newspapers published in Berlin on the date of Saturday, 17 August 1918: Deutsche Allgemeine Zeitung, Deutsche Tageszeitung Germania, Neues Preussische Zeitung, Nordeutsche Allgemeine Zeitung, Vossiche Zeitung. Searches of the mentioned German newspapers have been made by several historians. No atrocity articles have ever been located in these German papers.

In James J. Cooke's book, The Rainbow Division in the Great War, we read:
""The Rainbows also had developed a very real hatred for the Germans. During the German bombardment on 15 July 1918, the doctors and nurses moved what wounded they could to a dugout, and the once callow Lieutenant van Dolsen recoiled in horror at what he saw":

"Well we got down into the dug out and my dear mother such a shamble I never hope to see again. A long black tunnel lighted just a little by candles, our poor wounded shocked boys there on litters in the dark, eight of them half under ether just as they had come off the tables their legs only half amputated, surgeons trying to finish and check blood in the dark, the floor soaked with blood, the hospital above us a wreck, three patients killed and one blown out of bed with his head off. Believe me I will never forgive the bastards as long as I live."

Editor's note: Lt. van Dolsen, being an officer, was able to 'censor' his own letters, otherwise this type of comment would never have reached the home front. Van Dolsen's letter to his aunt, Occupation Forces, Germany, 19 February 1919, MHIA. See also Stewart, Rainbow Bright, 70-71.
"One Alabama private who was in the thickest of the fighting on 15 July wrote to his mother, "All of you can cheer up and wear a smile for I'm a little hero now. I got two of the rascals and finished killing a wounded with my bayonet that might have gotten well had I not finished him...I couldn't be satisfied at killing them, how could I have mercy on such low life rascals as they are?"
"A good bit of this hatred resulted from the Germans approaching American lines dressed in French uniforms taken from the dead in the first line sacrifice trench."

"The hand-to-hand fighting was especially severe for the Alabamians and New Yorkers, and many of their comrades were killed or wounded in the fighting for the second defense line and in the counter-attacks that followed. Adding to the confusion was the occasional round of friendly artillery fire that fell short and hit the Americans as they repulsed the enemy."

"The Alabama defense and decisive counter-attacks on 15 July was praised by all, and established the 167th Regiment as the best fighting regiment within the division."

"There had always been rumors of units of the 42nd Division taking no prisoners. Major William J. Donovan, in May of 1918, described to his wife the possibility of the Alabamians' of the 167th Infantry Regiment capturing and killing two Germans, and he ended his letter stating, "They [the 167th] wander all over the landscape shooting at everything."

"Elmer Sherwood, the Hoosier gunner, reported the story that the Alabamians attacked a German trench with Bowie knives. "They cleaned up on the enemy,
Sherwood recalled, "but it is no surprise to any of us, because they are a wild bunch, not knowing what fear is."

While in Germany on occupation duty with the Rainbow, Lieutenant van Dolsen wrote to his aunt back in Washington, DC, that the Alabams "did not take many prisoners, but I do not blame them for that."

"The New York regiment was also known for fierce fighting and taking few prisoners on the battlefield. This issue of battlefield atrocities by the U. S. 42nd Division would again surface after the severe fighting at Croix Rouge Farm, in the Marne Salient, where the soldiers from Alabama and Iowa were heavily engaged at close quarters with a determined enemy." 6

J. Phelps Harding, 2nd Lt., 165th Regiment, U. S. 42nd Division, AEF, wrote a letter home to his folks on 22 September 1918. His letter states, in part:

"I'm glad I had a chance to join the 165th-it's a man's outfit, and it has done fine work over here. One of the German prisoners, who met us here and at Chateau-Thierry, but did not realize we were at both places, said that America had only two good divisions - the 42nd and the Rainbow. He didn't know they were one and the same. I won't ask for any better men than the Irish in the 69th (165th). They are a hard hitting, dare devil bunch, very religious, afraid of nothing, and sworn enemies of the Boche. The regiment lost heavily at Chateau-Thierry - my company alone had 110 wounded and 36 killed outright - and every man has a 'buddy' to avenge. Lord help the Boche who gets in the way of the 'old 69th.' We are told to treat prisoners as approved by the war-that-was, when soldiers were less barbarous than they are now. After every action we see or hear of mutilation of our men - and there's many a German who suffers for every one American so treated. I don't mean he is mutilated - no American stoops that low - but I do mean that he grows daisies where, if his colleagues had been a bit more human, he might have been getting a good rest in an American prison camp.
Now I'll really stop - perhaps I should have stopped before writing this last paragraph, but it's said, so it stands." 7

Editor's note: As an officer Phelps was privileged to censor his own writing. An enlisted man, however, concerned about censorship, might have hesitated to write that 'after every action' soldiers found 'mutilation of our men' or to suggest that American soldiers killed German prisoners in reprisal. Boche is the French derogatory slang term for German soldiers during World War I.

In defense of the 'Rainbow' Division's behavior on the battlefield, here is a letter I received in 1997 from Clark Jarrett, grandson of Paul Jarrett, a lieutenant in the 166th Infantry Regiment. Clark Jarrett telephoned his grandfather (at his age of 101 years) and transcribed his father's conversation:

""I appreciated your letter very much. I did as you requested...I called my grandfather the night after I received your letter. We had a very good phone call. I read him your exact words and took notes during our conversation. Here is what he had to say:

"I never saw or heard of anything about atrocities in the Rainbow. I can say that the 165th (New York) was not prepared to go to the front when the entire division was ready. I heard personally that the "165th was not fit for service." They were considered playboys, not soldiers. My regiment, the 166th, served with the 165th as the 83rd Brigade. At the Second Battle of the Marne (Battle of the Champagne) I was informed by messenger that I should be aware of my left flank, as the Germans had entered the trenches of the 165th. I put my binoculars to my eyes and I saw that there was trench fighting going on down to my left. Thank God that the Germans did not break through. But I was aware that they might at any moment. After that, the 165th performed as well as any other unit in the Rainbow.

As for the 167th Alabama...the only time I every saw or heard of anything unusual was at Camp Mills, Long Island, New York, when we were in training to go to Europe. One night, we were called out to separate the 167th from a Negro unit. Apparently the white soldiers really got upset that black soldiers were in the division. Anyway, we had to part the two units...but I didn't see any specific violence. I heard that there was a pretty good fight going before we got there. It was the 167th I was going to help when I got my knee fractured during the fighting at the Ourcq River.""

I hope this will give you another piece of the puzzle, David. I quizzed him really hard about the facts. He, as you know, has a wonderful memory, and will not [I repeat] not, go along with anything, nor any memory of someone else just to satisfy that person. He will tell it just exactly the way it was."" 8

"On the fourth day, when the 69th and the Alabama continued to hold, the French general [Gouraud] said, "Well, I guess there is nothing for me to do but fight the war out where the New York Irish want to fight it." 9

Author of The Last Hero, Wild Bill Donovan, Anthony Cave Brown, tells us:

"And, Donovan was to admit, the Micks took no prisoners. "The men, "he wrote," when they saw the Germans with red crosses on one sleeve and serving machine guns against us, firing until the last minute, then cowardly throwing up their hands and crying "Kamerad," became just lustful for German blood. I do not blame them." Later when WJD [William J. Donovan] was required to sit in judgement on the German officers' corps for its conduct in World War II, he recalled this incident, realized that if World War I had gone the wrong way, he might have been arrested for having committed war crimes, and he refused to prosecute." 10
It is interesting to note that, during the fighting along the Ourcq River, and after the Champagne-Marne Defensive Campaign, the U. S. 42nd Division evidently again became involved with the matter of battlefield atrocities. We read as follows in Anthony Cave Brown's book entitled, The Last Hero, Wild Bill Donovan:

"In the fighting the Micks again began to kill their prisoners, and Donovan recorded: "Out of the 25 I was able to save only 2 prisoners, the men killed
all the rest." 11

Editor's comment: "Micks" is an ethnic slang expression for the Irish-Americans. Once again we have the situation where an officer in the AEF is able to write just about any comment at all to the home folks. One speculates as to what the average enlisted soldier would have written, had he been permitted to do so. Major General William J. Donovan, commander of the 165th (formerly 69th ) Infantry Regiment during World War I, was later to become the founder of the Office of Strategic Services (OSS) and "father" of the Central Intelligence Agency (CIA).

Going back to the 167th Infantry Regiment (formerly 4th Alabama), Professor James J. Cooke, author of The Rainbow Division in the Great War, informs the author that:

"The matter of the atrocities concerned mainly the 167th Infantry and I was very concerned with it because of the investigation conducted by the HQ, AEF. There had been problems with the 167th being very aggressive in combat. But, when I searched for references in German papers, like you, I found none. It appeared that HQ got their information from reporters who simply heard rumors, etc. I do believe, however, that HQ was well aware of the hard fighting tendencies of units like the 167th and wanted to investigate quickly. I included the investigation mainly because it was HQ that ordered it done rather than from any German or poor sources. That is as far as I got when doing the Rainbow book. I did indeed research AEF records in RG 120 at National Archives II, especially the JAG [Judge Advocate General] and G2 [Intelligence] records, but found, like you, a brick wall as far as the origins of the reported atrocities. By the way, when I ran across "condemned" sources it was usually for reporters and reports that were not run through Pershing's staff. As you know Pershing and his staff at Chaumont did everything possible to control the press." 12

The soldiers of the 4th Alabama National Guard Regiment (167th of the U. S. 42nd Division) seem to have been a rather different 'breed of cat.' Many of them were backwoodsmen, avid hunters and crack rifle shots. It is said that many of them brought their personal Bowie knives over to France and that they used them in battle. 13

In a letter to the home folks, Ambulance Corps driver George Ruckle wrote, in part: "The Germans call us barbarians, they don't like the way we fight. When the boys go over the top or make raids they generally throw away their rifles and go to it with trench knives, sawed off shotguns, bare fists and hand grenades, and the Bosch doesn't like that kind of fighting. The boys from Alabama are particularly expert with knives and they usually go over hollering like fiends-so I don't blame the Germans for being afraid of them." 14

A young officer in the 42nd Division, made the observation in a letter home in early 1918 that, "the Alabamans, a rough, quick-tempered lot, always spoiling for a fight, lost their tempers." This comment was made in regards to an altercation between the men from Alabama and the French civilians.

Could the old adage that, "where there is smoke, there must be fire" apply here?
In placing all of these pieces of evidence of alleged battlefield atrocities committed by the U. S. 42nd Division on the scales of justice, how does it all weigh out? In the opinion of this historian, the 'Rainbow' Division probably stands guilty of some extremely aggressive battlefield behavior during World War I. It is also my distinct impression that the investigation conducted by AEF HQ was a total whitewash.

Americans are loathe to accept the idea that their soldiery, in any war, either enjoy killing their enemies or are capable of committing war crimes of any sort and specifically battlefield atrocities against enemy soldiers or civilians. Americans are always so shocked and horrified whenever their soldiers act (or react) like anyone else in the world, as if "our boys" occupy a moral high ground unique on the planet. But, if one is to be true to historical fact, one must accept the idea that American soldiers have not always behaved honorably on the battlefield. There is ample testimony to this effect from World War I, World War II, Korea, (e.g., the incident at the tunnel at No Gun Ri in 1950, where a number of civilians were allegedly massacred by American soldiers) Vietnam (e.g., the Mylai incident, where Vietnamese civilians were allegedly massacred under the command of Lt. William Calley), and from Iraq, where all too frequently some of our fighting forces are accused of having shot unarmed prisoners, or having tortured them in prison.

In coming down to the year of 2005, we have Marine Corps Lt. General James N. Mattis, known as "Mad Dog Mattis" to the troops he led in Afganistan and Iraq, publicly stating that "It's a lot of fun to fight, you know. It's a hell of a hoot. It's fun to shoot some people. I'll be right up front with you. I like brawling." The Commandant of the Marine Corps, Gen. Mike Hagee said, in part, "While I understand that some people may take issue with the comments made by him, I also know he intended to reflect the unfortunate and harsh realities of war." 15

The murder of surrendering prisoners is not unique to World War I. That has been a barbarous practice in all wars. However, one aspect of World War I fighting has been perhaps neglected; perhaps the murder of surrendering prisoners was more common in that brutal war than we would like to believe.

While brave, kindly and charitable acts also characterized World War I, we should not forget that it also produced its share of battlefield atrocities. A certain de-sensitization about the value of human life may be necessary to cope in the stress of performing a job that requires killing, a cold mentality that must be kept on the battlefield.

Perhaps the best tribute to fighting ability of the Guardsmen of the Rainbow Division came from their enemies. In a study made in post-war days, the German High Command considered eight American divisions especially effective; six of those were those of the much maligned "militia" or National Guard! When the German soldiers were asked which American combat division they most feared and respected, the reply was always, "the 42nd", and "the Rainbow." For some reason the Germans never made the distinction. 16

Editor's note: On German opinion of the 42nd Div., see e.g., The United States Army in the World War, XI, 410, 412-13; Thomas, History of the A.E.F., 221.

George Pattullo, a World War I correspondent for the periodical Saturday Evening Post, and accredited to American Expeditionary Forces (AEF) in France in 1918, wrote as follows in his article entitled, "The Inside Story of the A.E.F.," May 6, 1921:

"Just as it is impossible for an individual to view his family's relations with outsiders impartially, so it is beyond the capacity of nationals of one country to see anything except their own side in dealing with other nations. The tendency to attribute base motives and double dealing to a rival is universal; on the other hand, everything that one's own country does is great and noble and of pure purpose. And of course an enemy is always a scoundrel.

The extremes to which this sort of thinking will drive people are often laughable. I remember two nice old ladies from New England stopping a returned war correspondent on Fifth Avenue to question him about certain stories they had heard of war prisoners in German hands.

"Was it true that the Germans prodded prisoners with bayonets and kicked them, too, to make them walk faster?"
"Well, war's a tough game," answered the correspondent who was a bit fed up with
the whole business.
"It's dog eat dog, and every army has men in it who go in for rough stuff.

You have to, in a fight!"
"Oh!" gasped the ladies, all aflutter, "But not our boys!
They're too noble." 18
Howard V. O'Brien, an AEF officer stationed in Paris, wrote an illuminating statement in his 1918 diary:
"Acquaintance growing up among different regions of U.S. Oregon reg't and

outfit from Boston on same ship. Mass. boys at first dubious of "wild" Westerners-which had highest percentage of college men and generally bien élevé of any outfit I've seen. Most refractory bunch yet encountered, from Alabama. Pistol toters. G.O. [general order] ruled rods out. After that, all scrapping Marquis of Queensberry, and several good lickings helped." 19

Victor L. Hicken, in his book The American Fighting Man, states:

"As far as the fear of the German soldier for the American soldier in 1917

was concerned, there is some basis for this contention. A French officer, observing the Yanks, wrote: "He arrived a born soldier....I think the Germans are afraid of him." Rumor spread behind the German lines that it didn't pay to fight well against the Americans; for they seldom allowed the Germans to surrender after putting up a stiff fight. One American regimental history, that of the "Rainbow Division," substantiates this possibility by claiming that its men "fought to kill," and that few prisoners were usually taken. Indeed, the facts on the "Rainbow Division" show that, for the amount of fighting the division did, very few prisoners were taken." 20

A German is reported to have said:

"I did not meet the Americans on the battlefields but I have talked with German soldiers who did. These soldiers were against the Rainbow Division near Verdun and said they don't want such fighting as they encountered there. The Americans were always advancing and acted more like wild men than soldiers." 21

In Americans in Battle, we read:

"An historian of the Rainbow Division admits that its men fought to kill, an admission borne out by the mere 1,317 prisoners taken by the division." 22

Was The 'Rainbow' Division Tarnished By Its Battlefield Behavior In World War I?
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David C. Homsher, a veteran of U.S. Army service during the Korean War, and now retired, is a historian/author of and about the American soldier of World War I and his battlefields. Dave has traveled extensively over many of the battlegrounds of both World Wars and he is has written and published the first of a series of guidebooks to the American battlefields of the World War I in France and Belgium.

Copyright April 2007 by David C. Homsher.
85 Tilton Avenue, # 4, San Mateo, CA 94401
Tel. (650) 347-6073
Website: http://www.battlegroundpro.com AEF blogs: http://www.davehomsher-wwi.blogspot.com/
http://www.doughboydiaries.blogspot.com/
Email: daveh@battlegroundpro

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