Happy Thaipusam

The Malaysians, including the Hindu are passionate about the religion and usually take extraordinary measures to display the devotion. A good instance is the Thaipusam festival.

"Thaipusam" is the feast for the son of Shiva, Lord Subramanya.

The celebrations of this festival are carried out at almost all the temples of Lord Subramanya.

This year, 8 February (Sun) shall be the day of Thaipusam in Malaysia.

However, the celebrations take place from 7 to 9 February (3 days).

Happy Thaipusam!

Senator Lines goes BUST

The global economic recession claimed its first major victim in the container shipping sector.

German carrier Senator Lines announced on 4 February 2009 that it would cease operations, effective the end of this month.

The Bremen-headquartered line, which since 1997 has been 80% owned by the Korean shipping operator Hanjin Shipping, said its shareholders and board had decided on the shutdown "as a result of the financial and economic crisis and − as a consequence thereof − reduced volumes together with overcapacity and extreme unhealthy competition, especially on the east-west routes".

According to the board of Senator Lines, there are no positive signals to be foreseen for 2009 and there are not even any freight rate improvements visible in the long term. All these facts have resulted in this painful decision."

The remaining shares in Senator, which was founded in 1987, are held by Bremer Investitionsgesellschaft in Bremen and shipping company F. Laeisz in Hamburg, with 10% each.

The line specialised in serving Far East-Middle East-Northern Europe trade lanes.

They used to offer a total of 14 liner services involving approximately 1,570 voyages per year.

They are a shipping company that specializes in slot chartering, mainly having chartered the space from the members of CYKHS (Cosco, Yang Ming, K-Line, Hanjin, Senator) Alliance. However, they do have space arrangement with Hamburg Sud, Hapag Lloyd, CSAV, MSC and MOL, too.

Source: Supply Chain Leaders Intelligence

A criminologist in USM

A criminologist, holding the position of senior lecturer at Universiti Sains Malaysia (USM) Dr P. Sundramoorthy PhD (South Dakota), MS (Minnesota), BA (Minnesota) has just been appointed Principal Investigator by the Inspector General of Police (IGP) of Malaysia YDH Tan Sri Dato' Seri Musa Bin Dato' Hj Hassan, to head the following nationwide research projects:-

1. "Crime Victimization"

2. "Public Perception on Policing"

The research works have already begun.

Dr Sundra, good luck! Cheers!

P/S: He taught me the subject on "Advanced Research Methodologies" at postgraduate level at USM.

Gong Xi Fa Cai 牛年行好运!

物流好，經濟好，大家一定好!

Logistics performs Well, Economy looks Well;

The people are sure Well!

May the year of Ox bring you and your family good health, peace, love and prosperity! Gong Xi Gong Xi... Cheers!

Intel in troubles?

The economic slowdown and slumping demand for personal computers, affecting the profit sharply!

Having received a news about Intel Corp...

The world's biggest computer chip maker, announced plans on Wednesday to close facilities in Malaysia, the Philippines and the United States?

This would affect more than 5,000 employees worldwide.

But, according to the news, not all employees would have to leave Intel, as some may be offered positions at other facilities.

In a manner corresponding, two assembly test facilities in Penang, Malaysia and one in Cavite, Philippines, additionally the wafer production facilities in Santa Clara and Hillsboro, Oregon would be closed down.

The closures, will take place between now and the end of 2009.

A spokesman mentioned the moves are to "align its manufacturing capacity to current market conditions"...!?

A particular degree to which, the logistics and transportation sectors especially the airfreight and warehousing acted as distribution hub, may be affected in terms of cargo inducement.

Hopefully, Intel Corp could revise the decision or preferably the news are not truth...


Source: Washington (AFP)

Sharing of Thoughts in Logistics & Transportation in Penang

The blogger, being part of the international professional body of Logisticians - CILT, having bred in Penang of Malaysia, has humbly shared a few lines of thoughts for the following Logistics and Transportation related editions of the journal "Penang Economic Monthly" of Socio-Economic & Environmental Research Institute (SERI), which is a think tank of Penang, to formulate strategic planning and policy recommendations.

1. Enhancing The Penang Logistics Industry To Promote Overall Competitiveness

2. Penang As An Integrated Logistics and Transportation Hub Under NCER
3. Penang Economic Report 2008 - Year End Review and Outlook For 2009 (Part II)

Be a responsible Professional Logistician in Malaysia, one must tries the best in sharing or discharging the learned knowledge and experience for a better tomorrow of all Malaysians, from the overall perspectives of international trade and economic development.

The Blogger, does hope the present state government of Penang could realize the importance of logistics and transportation sectors and the professionalism of trained logisticians, that could bring prosperity and vigorousness to the state, like Singapore.

Insufficient Number of Certified Logisticians globally!

The "Logisticians", particularly the certified or chartered ones have been in great demand and have been admired by the general public, in other developed or developing countries, such as US, Australia, Singapore, China/ Hong Kong, Canada and those European countries.

In US...

The practice of logistics is a professional discipline. The SOLE's professional certification and recognition programmes recognize the professional stature and accomplishments of logisticians within commerce, industry, defense, international, federal and local government agencies, as well as in academic and private institutions. The adoption of a certification programme in October 1972 was a major step by SOLE to further the accreditation of professionals in the logistics field. This certification recognizes the functional interrelationships within the professional responsibilities of logisticians regardless of their occupational roles.

The title "Certified Professional Logistician" (CPL) is awarded to individuals of proven competence in logistics who pass an examination designed to test their broad knowledge of the entire logistics spectrum.

Effective 15 April 2004, Army officers/warrant officers in any branch/specialty that have been awarded the designation CPL by SOLE - The International Society of Logistics (SOLE) are authorized to add their CPL certification to their Officer Record Brief (ORB) and Official Military Personnel Folder (OMPF). This change to AR 600-8-104 (Military Personnel Information Management/Records) authorizes the inclusion of the CPL certificate in the OMPF.

The CPL joins, among others, the Certified Professional Engineer (CPE), the Certified Professional Accountant (CPA) and the Certified Professional Contract Manager (CPCM) as civilian-granted professional certifications authorized for documentation and recognition as specialized education and training. The CPL certification will be reflected in "Section X - Remarks" on the lower left portion of the ORB. Army National Guard (ARNG) CPLs can submit their documentation now to their State Military Personnel Officers.

The CPL programme and course syllabus was established in the United States many years ago. To qualify as a CPL candidate, individuals should have 9 years of professional experience in practicing logistics or, have a Bachelor's Degree plus 5 years experience, a Master's Degree plus 4 years experience or a Doctoral Degree plus 3 years of experience. In the United States the certification examination is ranked as the equivalent of a Masters' Degree for logistics managers and practitioners.

In Europe...

The European Logistics Association (ELA) introduced the standards, which form the foundation for the European Certification Board for Logistics (ECBL) to certify individuals who meet these Standards.

ECBL is an independent body consisting of member countries who voluntarily agree to share the Standards of Competence for Logistics and adhere to common levels of quality assurance procedures.

The European Certification Board for Logistics (ECBL) is the custodian of the Standards, and is responsible for updating the Standards as and when required.

The Board (ECBL) will be the sole authority for approving the award of a qualification, and no awards under this programme will be allowed without such approval. The Board will set up a system to monitor the performance of National Certification Centres to be established in each country, and will ensure that the Standards operating in each country are in line with the European directive. In this way, candidates for the qualifications from every country in the programme can be sure of the commonality of the Standards.

The Competence system - The ELA Standards of Logistics Competence reflect the expectations of workplace performance and the have been developed with and agreed by industry. The Standards are outcome-based and form the basis of assessment.

Assessment is independent of any learning programmes. The Swedish National Certification System in Logistics does not prescribe in any way the methods or courses by which candidates may attain or develop the knowledge and skills, however acknowledged programmes can contribute to the development of knowledge, skills and competencies required for ELA-Certification. The ability of candidates to meet the required Standards will be assessed by The Swedish National Certification Board.

ELA Certification – The European Certification for Logistics Professionals on three levels:-

EJLog – European Junior Logistician on the Supervisory/Operational Level

ESLog - European Senior Logistician on the Senior management level

EMLog - European Master Logistician on the Strategic management level

In Australia...

There are thousands of practicing and experienced logistics professionals in Australia. They range from executives, managers, senior managers of logistics or supply chain operations to probably, specialised IT experts for logistics and transportation sectors.

Professionals, like accountants have the CPA accreditation, real estate practitioners have the CPV and many other professional certifications. The Certified Professional Logistician (CPL) certification programme is now available in Australia, for all logisticians who are excellence in logistics and supply chain management, by both theorical and practicial assessments. Accreditation means something in a professional setting - it implies a focus on excellence and a commitment to personal development within the profession. Today, professionalism of a high standard is required to manage these complex, disparate functions in a seamless and integrated supply chain mode with a clear understanding of the need to track the physical goods flow, financial flow, and, of course, information flow.

The said Certified Professional Logistician (CPL) was launched by the Transport and Logistics Centre of Australia (TALC), that TALC grew out as a Commonwealth and NSW Government initiative aimed at building capability in the Transport and Logistics (T&L) industry, including road, rail, maritime, aviation and logistics. TALC, together with five industry or professional organizations ie. The Chartered Institute of Logistics and Transport in Australia (CILT-A), Supply Chain Logistics Association of Australia (SCLAA), Logistics Association of Australia (LAA), Australian Institute of Traffic Planning and Management (AITPM) and Australasian Production & Inventory Control Society (APICS), form the panel of CPL certification council, which is known as Transport & Logistics Certification Council of Australia (TLCC, Australia).

The CPL is able to demonstrate that they have the capability to effectively master the technology and leadership skills required across the broad range of activities that today constitute logistics. The CPL is a professional certification in logistics that enables practitioners in this industry to develop themselves more effectively, and assists in defining the logistics profession. This CPL also signifies your commitment to a code of professional conduct and your respected professional integrity - ensuring the highest standards of ethics and professionalism.

A profession that is dealing with a freight task that is expected to double over the next decade. The demand for professionals, technical experts and executives will continue to rise. Australia's logisticians, along with an efficient and effective land, sea and air infrastructure, will contribute to the future export success of the nation.

The CPL becomes the benchmark of excellence for measuring capability and proficiency within the profession of logistics and supply-chain management. The CPL programme represents the hallmark of logistics professionalism in Australia.

In Singapore...

The Singapore Trade Development Board (TDB), in collaboration with the Infocomm Development Authority of Singapore (IDA) and the Chartered Institute of Transport in Singapore (CILT-S) launched Asia’s first professional accreditation programme for logistics professionals. The Certified Professional Logistician (CPL) programme is part of the overall plan to develop a critical mass of logistics professionals to propel the industry towards the e-logistics frontier.

A benchmark of excellence for measuring competency and proficiency within the profession of logistics and supply-chain management, the CPL programme represents the hallmark of logistics professionalism.

Those who are certified would receive recognition like their counterparts in the finance, medical and engineering professions.

To ensure that the CPL programme remains a defined benchmark of excellence that will be earned only by a selected group of logistics professionals, 16 leading practitioners from the academic, public and private sectors in the logistics field have been enlisted to form a CPL Qualification Review Board (QRB). These members will assess the competency of each candidate seeking qualification. To ensure consistently high academic standards, senior professors from NUS and NTU will undertake the role of setting and marking the CPL examination.

In China...

The logisticians' certification or examination in China, is handled and conducted by the China Federation of Logistics & Purchasing (CFPL), which follows the relevant national occupational standards, like the requirements for other professionals in the country.

There are three different levels:-

Junior Logistician: focus on basic concept and knowledge.

Logistician: focus on basic concept and knowledge as well as analysis.

Senior Logistician: focus on the entire train of though, analysis and strategic decision on logistics plan.

The candidate must possess at least a recognized bachelor's degree (Hon), in addition to some years of practical experience, before they are considered and accepted for the above professional cerification(s) or qualifying examination(s), from a Junior to a Senior.

In Canada...

Canadian confers "PLog", which stands for Professional Logistician, if you're qualified theoretically and practically. The PLog is conducted by the Logistics Institute, that was founded in 1990 by 12 leading logistics industry organizations or associations to foster and promote the profession of logistics and create a recognized certification programme.

The Logistics Institute was a sector council that received most of its funding from Human Resources Services Development of Canada (HRSDC). The role of a sector council is to work with industry stakeholders to develop human resources that are specific to their sector or industry.

In 1993, the Logistics Institute launched a recognized certification programme called the Professional Logistician (PLog). The designation is to strengthen the business skills of individuals in the logistics and transport. In 1995, 52 people were conferred the PLog designation. The number of logisticians and supply chain managers who have earned their PLog designation has increased to nearly 2000, of late. But still, the number of PLog holders in Canada is very far less than other professionals such as architects, lawyers, engineers and medical doctors.

a CPL conferred by TLCC, Australia

The blogger is greatly pleased to have been admitted to the qualification of Certified Professional Logistician, by the Transport & Logistics Certification Council of Australia (TLCC, Australia), that enables the blogger the post-nominal letters of "CPL".

Logistics or its related branches of the supply chain system, have been classified as indispensable in the international trade and economic growth and/or in making the globalization possible for a developed or developing country, such as Malaysia.

Henceforth, the blogger is very much in great desire to witness the increasing number of professional logisticians or FCILT or CMILT or CPL in Malaysia, regardless of conferment or certification by Australia, Singapore, China, Canada, United States, Europe or others. Of course it can be further enhanced with the effort, co-operation and support from the governments (local, state and federal) and professional bodies (local, regional and international) . The Chartered Institute of Logistics & Transport (CILT) is one of them internationally.

The CILT (UK) actively promotes "Humanitarian Logistics", too.

Serving the country through the professionalism of logisticians!

SIS is the Port Agent of TS Lines in Penang/ Malaysia

TS Lines starts calling the port of Penang.

The Welcoming Party, organized by Penang Port Sdn Bhd (PPSB), for the new service, namely China-Middle East-Express Service (CME) of TS Lines at Penang, was held on 2 January 2009 (Friday), at 1500 hours.

Picture (1) – Plaque Giving Ceremony by PPSB to MV TS Qingdao, represented by Capt Wojciech Witold Nowicki and accompanied by the Port Agent - Sea Intergrated Services (SIS) and the Marketing Agent – Ben Line Agencies (BLA) of TS Lines in Penang:-

Pictured (from left): Mr Ghazali B. Jaafar (General Manager - Marketing, PPSB), Mr Steven Ooi (Branch Manager, BLA Penang), Mr Chang Kah Loon (Regional Manager, SIS Penang), Mr Obaid B. Hj Mansor (General Manager – Container, PPSB), Capt Wojciech Witold Nowicki (Master, MV TS Qingdao), Mr Roman Palyvoda (Chief Officer, MV TS Qingdao), Mr Sergiy Svitanko (Chief Engineer, MV TS Qingdao) and Mr Nazri B. Ismail (Head of Marketing, PPSB).

Picture (2) – The terminal operator PPSB, represented by Mr Obaid B. Hj Mansor (General Manager - Container) and the Port Agent of TS Lines, represented by Mr Chang Kah Loon (Regional Manager, SIS Penang) were duly invited to deliver the speeches at the ceremony:-

Pictured (from left): Mr Chang Kah Loon (Regional Manager, SIS Penang) and Mr Obaid B. Hj Mansor (General Manager – Container, PPSB).

TS Lines was established by Mr T. S. Chen in early 2000, primarily as an Inter-Asia Container Carrier with a full service range within North, South Asia, the Far East, India and East Africa. Mr Chen's energy and long-term knowledge of the regional trade has ensured both optimum reliability as well as rapid expansion of the range of service routes offered.

Peacefulness

2009 appears to be a very challenging year.

Malaysians, are to stay united working ahead of competitions and opportunities will surface

A new year!

A new start!

A new chapter!

A new surface of good opportunities...!

"How do we get the BEST out of life?"

Face our past, without regret!

Handle our present, with confidence!

Prepare for our future, without fear!

Keep the faith and drop the fear!

Don't believe your doubts and never doubt your beliefs!

Life is wonderful, if we know to live!

But, the keyword shall be "Peacefulness"!

Cheers!

Thank you for your kind GREETINGS!

Dear All friends & associates,

Thank you very much for your kind GREETINGS via sms, email, mail etc.

Heartily Appreciated & Reciprocated!

Happy New Year

"新年快樂"

Does the shipping industry need conferences?

As shippers and shipping lines debated the terms and conditions of a post-shipping conference Europe, The Container Shipping Manager advised both sides to seriously consider how the new system would look. We also questioned the importance of these mechanisms and whether Europe and the rest of the world really needed them.

The revealing information below is the result of a study we conducted back in September 2006...

The European Shippers Council (ESC) has long wished to see the end of the conference system. But their efforts may very well be an example of the old maxim: be careful what you wish for.

Shipping lines could stand to benefit from a non-conference system, according to our study of the peaks and troughs in freight rates for the eastbound Transpacific and westbound Asia to Europe trade lanes.

Assuming carriers on the European trade lane adopt a service contract dominated system similar to their transpacific cousins, they could find themselves in a better position. Shippers may cop the short end of the stick. These US contracts include conditions like Minimum Quantity Commitments (MQCs) and liquidated damages if the shipper fails to honour the terms of their contract. In fact, the non-conference system could limit the degree of flexibility shippers enjoy under the conference system.

Carriers may be the beneficiaries of the non-conference system.

Source: Container Shipping Manager, the publisher HKSG Group Media is one of the world's largest providers of shipping information.

Soaring costs to fuel hub and spokes model shipping world

Soaring operating costs and the trend towards bigger and bigger ships on the Asia-Europe trade as well as the lack of profitable backhaul cargo could see ports like Felixstowe completely removed from the port rotations of the major carriers in the near future, an industry insider told the Container Shipping Manager.

“It will just not be economical to call these ports anymore. At Felixstowe, the only backhaul cargo you see being loaded onto these ships is waste paper and scrap metal,” the industry insider said.

Instead, he believes that these ports would be served by feeder connections from larger ports in the area in the future.

“The main line operators will likely call at Rotterdam or Hamburg, and then feeder services will deliver the UK bound import cargo from Asia from one of the larger European ports.”

In this era of cost consciousness, carriers may be unwilling to burn extra fuel, which translates into extra dollars, for a non-profitable port call.

Source: Container Shipping Manager, the publisher HKSG Group Media is one of the world's largest providers of shipping information.

Can India and the Middle East fill the void in consumption left by US and European consumers?

China’s exports fell into negative growth in November 2008, marking the first negative month of growth since its accession into the World Trade Organisation, as news of further job losses and factory shutdowns persist.

The loss of its healthy and robust consumer markets in Europe and the US sent China’s exports into a nosedive for the month of November 2008, leaving many wondering, if China is the seller in the global marketplace, is there anyone else left to buy its goods and who is it?

Source: Container Shipping Manager, the publisher HKSG Group Media is one of the world's largest providers of shipping information.

Does it pay to be environmentally friendly during an economic slowdown?

Shippers are looking to adopt more environmentally friendly policies to “clean-up” their supply chains may soon find that consumers are unwilling to cover the costs that such actions may incur, especially in such economically-tight times.

The real challenge for the Walmart's of the world is to find ways to be environmentally-friendly, while cutting the end-cost of the product, or at least increasing the end cost for the consumer by as little as possible.

Global trade growth, as forecasted by the World Bank, is expected to fall to 4.5 per cent in 2008, down from the 7.5 per cent growth witnessed in 2007. This fall off in trade growth is due to the serious reduction in consumer spending in the consumer powerhouses of Europe and the US, as a result of the economic downturns there.

Source: Container Shipping Manager, the publisher HKSG Group Media is one of the world's largest providers of shipping information.

Oil Price forecasts cut sharply on slowing Demand

Analysts have further cut their 2009 price forecasts by more than $14 a barrel to an average of $58.48 for U.S. crude as recession dampens demand for fuel worldwide, a Reuters poll found on Tuesday. Forecast oil prices have fallen by nearly $60 in the past five months, but analysts still see prices rising early next year from this year's lows of less than $40 a barrel. The consensus forecast was for U.S. crude to average $49 in the first quarter of 2009, down from $64.57 in last month's poll, as analysts moderated their expectations of a price recovery.

The poll also forecast an average for European benchmark Brent LCOc1 in 2009 of $57.21. When oil hit a record above $147 in July, analysts expected U.S. oil to average nearly $116 in 2009, a Reuters poll showed.

Goldman Sachs was then the most bullish bank on prices, expecting an average $148 for U.S. crude next year. It has subsequently cut that same forecast by $103 to $45 a barrel.

"We believe that should the sharp deterioration in demand continue, spot prices will likely remain under significant pressure and may have to decline further to induce a reduction in supply," analysts at Goldman Sachs said in a research note.

Of the 30 analysts surveyed, 23 have lowered their predictions since Reuters last poll on 25 Nov. A crucial consideration in analysts' forecasts was the impact that output cuts made by the Organisation of the Petroleum Exporting Countries (OPEC) would have on prices.

"The OPEC cartel continues to 'bull the market with positive vibes' regarding their future production whilst the bears in the complex will eye the ailing demand outlook for oil across the Asiatic basin," said Robert Laughlin at MF Global.

Source: Reuters

Oil-Refining Margins Are Worst in Three Quarters, BP Data Show

Profits from turning a barrel of crude into oil products are the worst since the first quarter amid waning demand for gasoline and other fuels, according to BP Plc data. BP’s Global Indicator Margin, a broad measure of refining profitability, has averaged $4.84 a barrel so far this quarter through to 18 Dec, compared with $5.69 in the year-ago quarter, and $4.57 in the first quarter, Europe’s second-biggest oil company said on its Web site. Global margins have dropped 40 percent since the third quarter, and almost 80 percent in the U.S. Midwest.

The U.S. economy shrank in the third quarter at a 0.5 percent annual pace as the now year-old recession began to intensify, the Commerce Department said today. Consumers are cutting spending on travel and goods derived from oil, sometimes pushing wholesale gasoline below the price of the crude from which it is made. Northwest European refiners earned $7.76 a barrel so far this quarter, the most of the six regions surveyed, followed by the Mediterranean at $5.15, according to London-based BP.

The lowest margins were in the U.S. Gulf Coast and Midwest, at $2.30 and $2.20, respectively. Those two regions had the highest profit margins in the third quarter. European gasoline’s discount to Brent crude, the region’s benchmark oil, widened to $5.40 a barrel today, from $4.51 a barrel yesterday, according to broker PVM Oil Associates Ltd. Fuels usually cost more than their feedstock, to reflect the expense of processing. BP’s Global Indicator Margin is a generic number derived from third party data, using typical regional crudes and product yields, according to the company’s Web site.

Source: Bloomberg

Tighter Trade Finance Hits Shipping Lines

Demand for shipping is weakening because banks don't want to finance trade during a recession??? Seaborne transportation of goods such as washing machines and other household appliances fell the most in at least 51/2 years in November 2008...?!

In general, takes Nov 2008 for example, the movements have dropped approximately 12%, as compared to the corresponding period of last year.

Some, having issues with letters of credit.

The issue is exacerbating a lack of demand in individual countries' as the global recession takes hold.

World trade in commodities, from oil and coal to timber and grains, has already been hurt by a reduction in the sums banks are willing to advance to customers to ensure payments.

The key driver behind lower demand for container shipping is the sharp reduction in consumer confidence and consumer spending globally.

The cost of shipping containers has declined 'very dramatically' and at 'unprecedented' speed, Mr Deleuran said.

Source: Hellenic Shipping News

Let common sense guide you in negotiations

By Hal Becker

We seem to need rules for everything in life. Rules seem to go on and on. The rules for negotiating are simple.

There are no rules! Forget the rules, and concentrate on common sense. Think back to the stuff Mom and Dad taught you. This stuff is pretty basic, and sometimes we complicate life with a lot of nonsense. Keep it simple!

Why should we complicate a simple process of listening? Ask questions, hear the answer, and then respond. Simple stuff works, and the job gets done more quickly and with less mess. I know you want some rules, so I will give you guidance. But instead of rules, I want to give you the qualities of a good negotiator:

Discipline
Discipline is what Navy Seals and Tiger Woods are made of, the internal focus that gives us the drive, desire and dedication we need to be at the top of our game. Discipline is what will give us the winning attitude. Without it, there is no motivation and no way to be at the top of your game.

Think of it as a diet: You need discipline to lose weight and even more discipline to keep it off. One problem for most people is that they only go a little way and lose some of the weight. Truly disciplined people lose all the weight and keep it off permanently.

Endurance
Also called "stamina," endurance is the ability to keep going when others have quit. People have always called Henry Kissinger and even Donald Trump incredible negotiators. They are the Energizer bunnies of negotiating. They are in the fight for all 10 rounds and never, never get knocked out. They keep going and going and going.

Respect
Know two things about respect. First, for the other party to respect you, you must earn it. Second, for you to respect the other party, you must do your homework and find out as much as possible so that they in turn have your respect. If you go through life being genuine, nice, and - most important - honest, you will earn a good reputation, which promotes respect.

Tell people upfront what your intentions are. Trust me, they already know, but by being forthright and upfront, you earn more respect at the negotiating table. Honesty and your reputation are key, and you cannot fake them! Also remember that you both have the goal of winning something valuable. Unlike football or baseball, negotiation can produce two winners.

Patience
You have heard that good things happen to those who wait. We are a pretty impatient bunch today, and a lot of us haven't developed the ability to tolerate adversity and to overcome frustration. That's what patience is, and to succeed at negotiating, there's no substitute for patience. You may need to overcome many obstacles to reach your goals.

If you persevere and add a sprinkle of patience, in most cases your outcome will be what you desired. Lots of publishers rejected my first book, "Can I Have 5 Minutes Of Your Time?" (After the 34th rejection, I lost count). But I was patient and never gave up, and that book is in its 14th printing.

Empathy
Do I still sound like Mom? Well, Mom is probably the greatest negotiator on the planet.

Think about it: She is constantly negotiating with her kid in the supermarket or in the toy store or even the playground. The kid wants everything, and Mom wants almost nothing the kid wants.

Empathy is the ability to view the other person's feelings and to put yourself in his position.

This is one of the most important traits to carry every day, throughout your life, no matter whom you meet.

You will be a great observer of human nature, and people will appreciate the fact that you truly put their feelings or concerns before yours.

Having empathy for others and observing their behavior require practice. They take years to learn and probably will never be perfected. Strive to be genuine. People can easily spot a truly genuine person - and just as easily spot a phony.

Humor
I am so tired of being politically correct. We can't make fun of anybody anymore. I miss the comedian Don Rickles. He made fun of everybody. His secret was that he always made fun of himself first. If you can first laugh at yourself, then it's OK to take liberties with others because they know you're having fun and aren't being mean-spirited.

And by the way, we need more fun in the workplace. If I'm going to spend two-thirds of my life somewhere, then I am going to have fun. In the boring business world, let's take a few liberties. I'm not suggesting you tell jokes, put a whoopee cushion on chairs or conceal a buzzer in your palm. Just smile and see the comical in things.

The more fun you have, the more fun the people around you will have. When we lighten up a little, so do the people around us. You don't have to wait for the next person to do it first. A smile can light up a room!

Source: Hal Becker, who's a known expert on Sales, Customer Service, and Negotiating. He conducts seminars or consults to more than 140 organizations a year. His client list includes IBM, Disney, New York Life, Continental Airlines, Verizon, Terminix, AT&T, Pearle Vision, Cintas, and hundreds of other companies and associations.

Hi there, Merry X'mas

Trade News - Air Transport

Dragonair

Dragonair celebrated its inaugural launch of a scheduled service to Manila to make the Philippine capital its 9th new destination in the last two years. The Hong Kong to Manila KA913 service will depart Mondays, Wednesdays, Thursdays, Fridays and Sunday at 2000 hrs and arrive at the capital at 2200 hrs. Flight KA912 will depart from Manila to Hong Kong at 1050 hrs to arrive at 1255 hrs.

Spring Airlines

Mainland China's low-cost carrier Spring Airlines has modified the schedule of the line linking central city Zhengzhou and Shanghai and has recommenced another line from Shanghai to Tianjin. The adjusted Zhengzhou-Shanghai flight service will now take off every day at 1615 hrs from Zhengzhou's Xinzheng International Airport, reaching Shanghai's Hongqiao International Airport at 1740 hrs. The return flight will leave Shanghai at 1345 hrs, reaching Zhengzhou at 1530 hrs. The resumed Shanghai-Tianjin flight takes off daily at 0730 hrs from Shanghai's Hongqiao Airport and leaves Tianjin at 2000 hrs on the return leg.

Air China & Sichuan Airlines

Air China and Sichuan Airlines are launching direct services from southeastern city Chongqing to Taiwan on 19 December 2008. Air China's service will offer a flight on every Friday using Boeing 737-700 aircraft. The flight is scheduled to take off at 1510 hrs from Chongqing and return from Taiwan at 2000 hrs.

Sichuan Airlines will also offer a weekly flight, but on every Sunday and using Airbus 320. The flight takes off at 1440 hrs from Chongqing's Jiangbei International Airport, arrives at Taipei's Songshan Airport at 1810 hrs, then heads back from Taipei at 1510 hrs and reaches Chongqing at 2250 hrs. Flight number is 3U8979/80.

Sichuan Airlines is also approved by the Civil Aviation Administration of China to launch another service to Taiwan, which is from Chengdu to Taipei. The Chengdu-Taipei maiden flight is also taking off on the same day. It is scheduled to leave at 1430 hrs every Friday from Chengdu's Shuangliu Airport, arrive at Taipei Songshan Airport at 1800 hrs, then return at 1900 hrs and arrives at Chengdu at 2240 hrs. Flight number is 3U8977/8.

Source: Shipping Gazette News (20 Dec 2008)

Hamburg Port welcomes two Chinese ships

The Port of Hamburg has received two very different types of Chinese vessel last month, one mammoth and the other ancient.

This comes as the 10,000-TEUs Cosco Indian Ocean docked for the first time at the HHLA Container Terminal Tollerort on her maiden voyage.

This 111,414-tons mega ship, owned by Cosco Container Lines, is the third of four identical ships built for Cosco at Hyundai's Ulsan shipyard in South Korea and has a draught of 14.5 metres.

Just 3,000 metres away from the Tollerort container terminal, a model of an ancient Chinese treasure ship has been on display at Hamburg's International Maritime Museum since mid-November 2008.

The metre-long model dates from the time of the Chinese explorer Zheng He (1371-1435), and was presented to the museum's founder, Peter Tamm, by Fujian province for permanent exhibition. Treasure ships were among the largest wooden ships ever built.

The junk's bow is ornamented with a dragon's head, and the sides of the ship are painted with eyes to ward off evil spirits. It was designed to demonstrate the power of the Ming emperor Zhu Di.

Container giants like the Cosco Indian Ocean are the modern equivalents of those ancient treasure ships - owing their appeal not so much to their lavish features as to the value of the goods that they carry between Asia and Hamburg.

Source: Shipping Gazette News (20 Dec 2008)

Shenzhen's SCT welcomes its first Taiwan direct call

Shenzhen's Shekou Container Terminal has received the first vessel of cross-strait direct shipping and held a ceremony to mark the historic occasion.

The maiden call was made by China Shipping's 8,500-TEUs New Africa, which is one of its newly-deployed ships. The vessel docked at SCT's new No 8 berth.

Over a third of the lines calling at SCT operate to Taiwan. Cross-strait direct shipping is expected to benefit SCT shippers by reducing sailing distance, transshipment time and costs.

Source: Shipping Gazette News (20 Dec 2008)

YML to build 4 Kaohsiung terminals

Yang Ming Line has signed a NT$16.2 billion (US$499 million) 20-year loan to fund Kao Ming Container Terminal Corp's four-container terminal complex in Taiwan's biggest port, Kaohsiung.

Kaohsiung is to expand capacity to challenge rival ports overseas, and the NT$18 billion Yang Ming Line scheme is one of 12 harbour projects recently unveiled by the Taiwan government.

Yang Ming Line, Taiwan's second-biggest container-shipping line, will operate the Kaohsiung terminals for 50 years under a build, operate and transfer lease from the government.

Source: Shipping Gazette News (20 Dec 2008)

Apology: More Power Than We Think

By Prof Darrell Puls

People Are Afraid to Apologize
In too many cases mediators aim only for settlement of the issues, believing that this will be the best that is possible when in many instances the clients are almost begging for recognition of their humanity or even reconciliation of the relationship. I have come to believe in the power of honest, sincere apology, for I have seen it break down seemingly insurmountable barriers to settlement and even lead far beyond mere settlement to forgiveness and reconciliation. I readily admit that what I will write here is something above what most mediators are trained to do, and also above what happens in most mediations. That does not lower the bar, however, but rather shows us possibilities far greater than most of us believe.

There are cases that are simply different perspectives on the facts and responsibilities where people sincerely believe that they did nothing wrong. However, research shows that people often do blame themselves for what has happened but are afraid to admit it because it will be used against them. They also fear embarrassment, public humiliation and becoming social and business pariahs.

I offer that the role of the mediator is to create a place where it is safe to apologize and that the mediator has the power to create that safety zone. This means requiring a written guarantee that the apology will not be used as a weapon against the apologizer. I require all participants to sign a very specific agreement that no one can disclose anything said or offered during the session without the prior written agreement of everyone, including the mediator, nor use what is said or learned as evidence. If anyone refuses to sign this agreement, I do not mediate. I as the mediator have the power to control how information is disclosed and I believe that exercising this particular power is one of the my stronger tools.

The Power of Apology
Mr. Kichaven states that “apologies are not that useful anyway”. His reason is that they are not believed, ergo, why bother? Apologies are often initially rebuffed, but we need to explore the rebuff for what it truly represents. So what if the plaintiff’s attorney says they do not believe the apology is sincere? One role of the advocate is to posture to get as much as possible for their client. The rebuff may be nothing more than a tactic to show how strongly they believe in their position and the “rightness” of their cause. It may be just an attempt to explore what tangibles may become attached to the apology. That is just Negotiations 101. I see this rebuff as just another opportunity to delve more deeply into interests rather than staying stuck in positions. The fact that they say “no” does not mean it is a permanent “no”.

The answer may be that the apology did not go far enough
About six years ago, I worked with two physicians who headed a very large medical practice that was in danger of disintegration. I will leave the identifying details out, but it became clear as we progressed that each had been deeply hurt by the actions of the other. That hurt translated into anger and fear, which led to escalating responses. In the safe place of mediation, they each became aware of how deeply their actions had hurt the other, and were horrified. Both were very moral, ethical people, but in the crush of conflict they had acted in hurtful, even frightening ways to each other. Once they began to understand the devastating impact of their actions, they both began to offer full apologies and actually fell weeping into each other’s arms. (They do not teach you how to deal with that one in mediator school, do they?) We eventually reached a written agreement that focused on communication practices for the future, and they left.

I saw one of those physicians in August of this year. They had followed the communication protocols we established until they became habit, and still follow them. The practice has expanded and physicians have been added. They attribute it all to my making a safe place for them to talk, listen, understand, and apologize.

The problem may be that we each have a different concept of what constitutes a “full apology”, and we each have different needs that must be met before we can accept the apology and move on with our lives.

I went to South Africa last November as part of my doctoral research into forgiveness. It is one thing to read the transcripts of the victim and amnesty hearings of the South African Truth and Reconciliation Commission, but something altogether different to sit down with both victims and perpetrators and listen to their stories. I saw the scars on victims and the haunting pain in their eyes as they told their stories, but I also saw a deep peace in those who had found the way to forgiveness. Surprisingly, I saw the exact same feelings and emotional scars in a man granted amnesty for a murder and two bombings. I listened, I asked questions, and a pattern seemed to emerge. On returning home and burying myself in the empirical literature, I saw the patterns I first became aware of in South Africa replicated in various studies.

It seems that apology can be construed as not a single act but a continuum of acts on the part of the perpetrator. People respond differently based on their emotional makeup and the damage done. What is sufficient for one is insufficient for another.

The lowest level of apology is simply a confession where the perpetrator acknowledges what he or she did. Confession is an act of ownership for the deed and acknowledgement of the damage done. There is no expression of remorse. In other words, the victim hears the truth from the one who did the act. The simple and unadorned “I did it” stage is where the perpetrator takes ownership. Confession is sufficient for some, but not many.

The next level of apology integrates confession with expressions of remorse. Here the perpetrator acknowledges the act and the damage, and shows sincere regret through words and body language. The showing of remorse acknowledges that the act itself was wrong, damaging and painful, and the perpetrator regrets the act and the impact on the victim. This is the “I did it and I’m sorry” stage. Many more people will accept this apology than simple confession.

The third level of apology incorporates the first two and adds a repentance phase where the perpetrator states how this has affected him/her and changed him/her to lead a better life. This is the “I did it, I’m sorry, it will never happen again” stage. This stage must often be accompanied by visible, tangible proof of changed ways. Again, this form of apology is powerful enough to be accepted by a large number of people.

The strongest level of apology adds “justice” to the equation. In essence, here the perpetrator adds an open-ended offer of “what can I do to make this right?” This is where mediator creativity is paramount, for justice is a slippery issue. Justice for one is injustice for another. Here is where interests truly come to the fore. In one South African case, justice occurred when a black woman “adopted” the white murderer of her husband and son at his amnesty hearing before the TRC (think about the many implications of this before you react). The white police officer fainted on hearing her make this request.

Yes, there are cases where apology in any form will never happen, and some where it may not even be appropriate. It depends on what we are trying to accomplish through the mediation itself, which is dictated by the needs and desires of the clients. Are we looking for a settlement to a dispute where the parties will go their separate ways and never again interact? Then apology may not occur. But, if we are looking at a wounded relationship in need of healing, then apology appears to be the gateway.

Source: Prof Darrell Puls, who's an adjunct professor of conflict management at Trinity Theological Seminary and private practice mediator, trainer, and writer living in Kennewick, Washington. He holds a doctorate in conflict management, specializes in organizational and church conflict resolution, and has worked in the conflict management field since 1976.