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Allen TC n n n e r ' s
RULES OF GOOD BEHAVIOR*
FOR
BROADCAST NEGOTIATORS
1.
Your function is to emphasize agreement. You will do this by resolv
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0.
Nothing is worth selling that isn't worth buying.
4.
You are dealing with the most sensitive business enterprises in the world. Part of your obligation is to see to it that they are in respectable hands.
5.
A man who owns and operates a business develops a natural affection for it. Remember that when he sells, he is separating himself from a way of life as well as an enterprise. He wants to do this with dignity and in a friendly fashion.
6.
Every buyer with whom you do business may in time become a seller. He will judge your abilities by your consideration of his interests.
7.
You will spend more dollars than you make on some transactions. But this is a short-time loss; or rather, a long-term investment in good will.
8.
The man who deals in millions is no taller than the man who deals in thousands. Give to each a full measure of service.
9.
Learn the meaning of the term "business confidence". You will hear much more when you are not talking.
10.
"A good name is more to be desired than riches."
^Reprinted from a memorandum by Allen Kander to his executive staff.
ALLEN KANDER AND COMPANY
Washington New York Chicago
Broadcasting • Telecasting
April 15, 1957 * Page 121