BCBusiness

58 BCBUSINESS SEPTEMBER 2017 "Asset managers are all too happy to pivot to a cheaper alternative." (Bloomberg, June 15, 2017) Traditionally, pivot means to change direction around a fixed point—who can forget the Friends episode in which Ross exhorts the others to "Pivot!" as they wrestle a sofa around a corner in a stairwell–or, in basketball, to swivel on one foot. In business it has come to simply mean change direction. U.S. entrepreneur Eric Ries, who popularized that usage in his 2011 book The Lean Startup, defines pivot as a "structured course correction designed to test a new fundamental hypothesis about the product, strategy, and engine of growth." In a July 2012 tweet, Ries explained, "A pivot is a change in strategy without a change in vision. You cannot have a pivot without vision (that's just wandering around)." pivot JARGON WATCH [from Old French pivot: hinge pin, pivot] than ever we need to be aware of what our actions are saying. Mastering body language is all about body awareness, Durante says. "Your posture, eye contact and handshake. Stand and sit erect; have your chin up with your shoulders back," she advises. Hands in your pocket and folded arms can send the wrong message. Durante knows of at least one company that makes a practice of observing the body language of job applicants not only during interviews but in the reception area beforehand. "They believe this will give them an understand- ing of how a potential candidate would represent their company when the boss isn't looking," she says. A common bit of advice is to avoid the limp-…sh handshake—o‡ering up your ˆaccid appendage to be squeezed like an overripe plum. Firm grips are always preferred. But how far do you go with that? Once again 2017 has provided us with a cautionary example by way of the White House. Among Donald Trump's favourite tricks is an aggressive hand- shake in which he seems to yank the recipient toward him. "This is a fantastic example of how body language can speak louder than words," Durante says. "The world isn't talking about what President Trump is saying in these greetings." How does one deal with this sort of behaviour politely? When you know such a tactic is coming, you need to practise your response. "Have someone role play to give you an idea of the feel and how you need to respond so that your actions demonstrate that you are calm, strong and able to hold your own." But don't overdo it. Newly elected French President Emmanuel Macron anticipated Trump's tactic and gripped his hand so tightly their knuckles turned white. "This encounter was a textbook example of what not to do from an etiquette perspective when shaking hands, from both parties," Durante says. "The white knuckles went too far and, in my opinion, showed aggressive assertion indicating battle instead of a calm, powerful con…dence." Can there be a middle ground between allowing oneself to be bullied and showing aggression in return? Very much so, says Durante, citing Prime Minister Justin Trudeau's visit to the White House. On his …rst meeting with the president, Trudeau remained balanced by bracing himself on Trump's right shoulder. In their second encounter, Trudeau controlled the handshake and was the …rst to disengage. "Both times Trudeau was calmly assertive and wasn't overpowered by President Trump's aggressive handshake," Durante says. "A very classy way to demonstrate strength." Ultimately, Durante instructs, you can only do you. "Remember that your body language says so much about you," she says, "and the actions of others say so much about them." And with that I o‡er you a damp and squishy hand of farewell. SATURDAY NOVEMBER 4, 2017 FAIRMONT WATERFRONT HOTEL PRESENTED BY IN SUPPORT OF 17 TH annual F U N D R A I S E R 65 RoseS GALA EVENT BRANDING AND DESIGN BY Featuring live and silent auctions, live entertainment and more! Purchase your tickets online at cfvancouver.auctionreg.org or call 604.436.1158 Early bird single ticket price of $275 and table of 10 for $2,750 available until September 15th. After this date ticket price is $300 per person.

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