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(1992) An Invitation to Personal Construct Psychology London: Whurr Caputi, P & Reddi, P (1999) A comparison of triadic and dyadic methods of personal construct elicitation Journal of Constructivist Psychology 12, 253 263 Cohen, J (1968) Weighted kappa: nominal scale agreement with provision for scaled disagreement or partial credit Psychological Bulletin 70, 213 220 Collett, P (1979) The repertory grid in psychological research in GP Ginsburg (ed), Emerging Strategies in Social Psychological Research Chichester: Wiley Cook, M (1998) Personnel Selection London: Wiley Cromwell, R & Caldwell, DF (1962) A comparison of ratings based on personal constructs of self and others Journal of Clinical Psychology 18, 43 46 Cronbach, LJ (1964) Essentials of Psychological Testing, London: Harper & Row Davis, H, Stroud, A & Green, L (1989) Child characterization sketch International Journal of Personal Construct Psychology 2, 323 337 Duck, S.

The REASON entity provides standard explanations of the variance to the inventory item's on-hand amount. Possible values may be "theft," "shrinkage," "unknown variance," and "ruined goods." The comment attribute in the INVENTORY ITEM VARIANCE allows additional non-standard explanations. For example, if the enterprise discovered that there was a loss of inventory items due to theft, it can record the date the theft was discovered, the amount of the product that was stolen, and the specific details behind the theft. This serves as an audit trail to account for any changes to the product's on-hand quantity resulting from transactions other than incoming and outgoing shipments.

During the observation period of 14 weeks, Cook took notes on the anesthesiologists interactions with the new devices and later transcribed and annotated his notes In both studies, the researchers gathered supplementary interview data More structured observational approaches are planned as non-obtrusive observations, and often rely on video material and detailed coding schemes Whereas in qualitative observations the precise focus of the observation often emerges during the observational process, in more structured observations observational and coding categories are developed before the onset of the observation Examples of more structured observations include a study by.

Some organizations are smart users of professional services firms, others rarely use external vendors, and still others squeeze services companies at every opportunity The type of organization you are dealing with will dictate your strategy to some extent Regardless, maintaining a focus on the long view is imperative No matter what sector your firm competes in, it s a small world and people have long memories, says Jim Jonassen of Riviera Partners If you give away the farm today, people will remember and expect the same treatment the next time around, which could be a month, a year, or five years later It s a tough position to retreat from.

That s not to say you can t reposition or make smart concessions, though, and the firm should consider a variety of factors in pricing engagements or work including: Establishing a relationship: If you re looking to establish a relationship with a new client who is in your firm s sweet spot and has considerable potential, get creative You can deliver on the project at a fixed rate that you know will fall short of desired profit margins, but you ve inserted your firm at the hourly rate you are seeking Or adjust the fee to weigh it more heavily on success criteria, such as project milestones, which will make the client feel better about the deal Other options are virtually limitless: taking equity in lieu of cash, providing guarantees, reconfiguring payment terms, bartering, and so on.

(1973) Personal Relationships and Personal Constructs: A Study of Friendship Formation London: Wiley Eden, C, Jones, S & Sims, D (1983) Messing About in Problems Oxford: Pergamon Press Edmonds, T (1979) Applying personal construct theory in occupational guidance British Journal of Guidance and Counselling 7, 225 233 Epting, FR, Probert, JS & Pittman, SD (1993) Alternative strategies for construct elicitation: experimenting with experience International Journal of Personal Construct Psychology 6, 79 98..

Reducing scope: Most proposals include at least a couple of nice to have deliverables And most client organizations can offer some level of assistance with a project These two approaches can be used to reduce the scope of the services delivered and, oftentimes, reduce the cost of the project Never reduce fees without some kind of commensurate concession by the prospect; it s bad business and will negatively affect your reputation When you ve pursued all of your options and still can t arrive at agreeable terms, the writing is on the wall and you need to demonstrate the courage to walk away It s not easy, but if done professionally, you can maintain the relationship and continue to mine it for future opportunities After all, different tools are appropriate for different jobs.