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How to Deal With Classic Chinese Negotiating Tactics | chinafilmbiz ??????

How to Deal With Classic Chinese Negotiating Tactics | chinafilmbiz ??????
By Robert Cain for China Film Biz
September 3, 2012
While preparing recently for negotiations with a Chinese distributor that wants to acquire a film I'm producing, I found myself nodding in agreement with advice offered by attorney Steve Dickinson in an article he wrote for the Harris Moure law firm's?ChinaLawBlog. Dickinson describes several business negotiating tactics that are often used by Chinese businesses to win major concessions from their foreign counterparts, and he sets forth a few rules foreign companies can follow to counter those tactics.
With permission from Dan Harris of Harris Moure, I have summarized several key points from Dickinson's article below.
In negotiating with Chinese companies, we often see the following tactics from the Chinese side:
  • The most common tactic is for the Chinese company to seek to wear the foreign side down. This approach has two variants. In the first variant, the Chinese side relentlessly introduces new issues as quickly as old ones are resolved, resulting in an endless negotiation. The second variant is for the Chinese side to make wildly unreasonable demands and then increasingly resist the objections and counter-proposals of the foreign company. Both variants are designed to wear down the foreign side in a war of attrition until they become exhausted and finally capitulate to the Chinese side's demands. Successful use of this strategy relies on the foreign negotiators' disadvantages with regard to time and expense. The foreigners are typically busy people with too much to do and who rely on costly attorneys to do much of their bidding, while the negotiators on the Chinese side are relatively low-paid functionaries who have no other job but to instigate and manage such endless negotiations.
  • Another effective tactic is the artificial deadline. Under this approach, at the very beginning of the negotiating process the Chinese side sets a fixed date for a public signing ceremony, at which high-level officers from both sides will participate amidst much pomp and circumstance. The date is set far enough in advance to ensure that parties negotiating in good faith would reasonably expect to reach an agreement. But then the Chinese side ensures that no agreement is reached, ?either by engaging in re-negotiations and other delay tactics, or by refusing to concede on key points. Then, just a day or two before the signing ceremony, the Chinese side announces that the contract must be revised on one or more key issues in a way that entirely benefits the Chinese side, often because of some eleventh hour "emergency" in the form of a demand from a "government regulator" or an outside source such as a bank or insurance company. The Chinese side explains by saying, "we don't want to go back on our word, but these other folks have forced us to do this." Again, the plan is that the combination of the pressure of the impending signing ceremony and the general fatigue of the negotiators will result in a crucial concession favoring the Chinese side.
  • A third technique is for the Chinese side to revisit the key issues after the contract has been signed. In this strategy, after much negotiating the Chinese side signs a contract, conceding on the key issues. With the negotiation now behind them, the foreign side's key negotiators, advisors and lawyers move on to work on other projects. After the agreed project has been started, and the foreign side has committed its people, funding, and other resources, the Chinese side then announces that certain key provisions of the contract?must?be changed, again, usually claiming this change is mandated by law, government regulators or banks and insurance companies. The only foreign personnel left at this point are the ones responsible for the project's success, who have a strong incentive to allow for the change so the project can proceed. Often, these people do not fully understand the implications of the change the Chinese side is now demanding. They typically present the change to busy upper management as a minor technical revision and it gets signed. Everyone remembers how the initial negotiation was so troublesome and nobody wants to bring in "legal" to start the process over again.
Though crude and obvious, the three tactics work wonderfully well, so Chinese companies can be counted on to employ them. There is one simple antidote for each tactic:
  1. If the Chinese side uses the "wear 'em down" technique, the foreign side should simply refuse to participate. The foreign side should firmly state its position and not bend unless and until the Chinese side agrees or at least moves closer to the foreign side's position.
  2. Never agree to a fixed signing date. Make it clear that the signing ceremony will be scheduled only?after?the contract has completed final negotiations. Never allow the Chinese side to use a deadline as a tool. This seems like obvious advice, but we see the rule constantly violated. Chinese companies love signing ceremonies and foreigners fall into the trap because they do not want to cause offense at the start. The Chinese have contempt for a sucker, so refusing to go along on this obvious technique will not cause offense: it will instead earn the respect of the Chinese side.
  3. Make it clear that there will be no changes to the contract after signing and any attempt by the Chinese side to change the contract will be treated as a material breach, leading to termination and a lawsuit for damages. Chinese companies are well known for using the signing of a contract as the?start?of a new negotiating process, not the termination. If the foreign party is willing to accept this approach, then a clear procedure must be instituted on the foreign side that brings back in the legal and China advisory team. The neutral players on the foreign side must make the decisions. The decisions should not be made by the foreign side players who have already become committed to the project.
When faced with the difficulties of language and cultural barriers, we sometimes forget ourselves and allow for tactics and behavior that we would never tolerate in our home territory. Bearing these simple rules in mind can help to reduce the frustration of a prolonged, seemingly unfair negotiation.
Remember too that your Chinese counterpart may have very different motivations than yours and a different context for the negotiation. I have sometimes found myself seeking a harmonious, "win-win" resolution only to learn that the Chinese side was operating under a "winner takes all" strategy.
As Henry Kissinger wrote in his superb book "On China," Chinese statesmen have a long and successful history of dealing with foreigners, one that is informed by the writings and teachings of such brilliant strategists as Sun Tzu, author of?The Art of War:
To Sun Tzu? the successful [negotiator] waits before charging headlong into battle. He shies away from an enemy's strength; he spends his time observing and cultivating changes in the strategic landscape. He studies the enemy's preparations and his morale, husbands resources and defines them carefully, and plays on his opponent's psychological weaknesses?until at last he perceives the opportune moment to strike the enemy at his weakest point. He then deploys his resources swiftly and suddenly, rushing along the path of least resistance, in an assertion of superiority that careful timing and preparation have rendered a fait accompli.?The Art of War?articulates a doctrine less of territorial conquest than of psychological dominance.
I'm not suggesting that every Chinese negotiation should be viewed as a battle of life and death. But neither should a foreign negotiator assume that their Chinese counterpart shares similar motivations,?values, or?business ethics. Anyone can and should benefit from Sun Tzu's sage advice, that foreknowledge and preparation are crucial to a successful outcome.
Robert Cain is a producer and entertainment industry consultant who has been doing business in China since 1987.?He can be reached at rob@pacificbridgepics.com and at?www.pacificbridgepics.com

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Source: http://consulting-world-news.blogspot.com/2012/09/communication-coach-how-to-deal-with.html

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Giveaway: New Relic Has Four More Free Disrupt SF Tickets For All You #DataNerds

422333_10151171803097495_1131828153_nIt's a good time to be a nerd. The "nerd economy," as we're now calling it, is slowly but surely paving the way for geeks and nerds and nerd-geeks to someday rule the world. At long last. For me, it can't come fast enough. Until that day comes, nerds will certainly rule at next week's Disrupt SF event. Not only will Facebook's very own Mark Zuckerberg be there, but many, many more incredibly wonderful and influential speakers will be as well. For starters: Jack Dorsey, Michael Arrington, Reid Hoffman, San Francisco Mayor Ed Lee, Marissa Mayer, Vinod Khosla, Ron Conway, Dave Morin, Jessica Alba, Marc Benioff, John Borthwick, Tony Conrad, Ben Horowitz, and tons more. You can view the whole speaker list here, as well as our updated agenda on the Disrupt site. It's going to be an amazing event.

Source: http://feedproxy.google.com/~r/Techcrunch/~3/U30cUvkimRU/

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Inexpensive World wide web Design Hosting Solutions: 5 Different ...

Net hosting solutions feature permitting individuals to obtain their internet sites on the World Wide Web. Net hosting companies give cost effective internet layout hosting solutions providing information hub along with colocation, thus helping a website to garner a great area on the internet. Usually, five various kinds of hosting are often provided to the internet sites. They feature:

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The devoted web servers likewise bring forth a great amount of internet website traffic to your website. It is necessary to comprehend that the devoted web servers, which are handled, give limited technical work as well as revolve around the onsite material. If you possess technical knowledge as well as you can dealing with the issues pertaining to your website, you can select the unmanaged hosting in devoted web servers.

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This type of internet hosting has the ability to divide the internet server websites in to little online web servers. These websites are then allocated in such ways that they do not have a direct effect upon the basic hardware. The online nonpublic hosting has emerged as a prominent cost effective internet layout hosting solutions of the others as this eliminates the issues that go along with devoted web servers.

In certain situations, shared hosting can wind up with sealed atmosphere; nevertheless, with the online hosting, you will certainly have a individualized answer for your website. The online internet hosting can be the greatest answer for some circumstances such as a instance where you need to find VPS containers amongst various web servers. The customers have the flexibility to access the bunch in a different online area, thus VPS comes to be the most customizable answer when it pertains to internet hosting.

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One of the newest hosting systems amongst the cost effective internet layout hosting solutions is the cloud hosting. This hosting implies offers the website owners a scalable, reputable, powerful hosting, which is based upon gathering the load-balancing web servers along with the utility invoicing. The aptness of this hosting solution originates from the fact that this hosting has eliminated the solitary point failings as well as asking them to pay just for the solution that they are utilizing. It is likewise known as "Cloud Computing".

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Source: http://internetresourcesa-z.blogspot.com/2012/09/inexpensive-world-wide-web-design.html

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The Trends Of Mobile Apps Growing More And More | Computers ...


Internet and Technology | Computers and Technology | * Written by GR Brains | Monday, 03 September 2012 00:01 | Word Count: 477

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Author of this article: GR Brains.

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ScienceSeeker Editor's Selections: Tipping, Chomsky, and Cartoon Psychiatry

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Helpful Tips You Can Use While Training Your Dog | Love My Pets ...

TIP! Although a harness might look comforting to your dog, they aren?t as controlling as a collar that cinches. When training your dog to obey in a harness, start by working him with a collar in addition to the harness.

Do not treat your dog as overly intelligent, as they lack the ability to think like a human does. You will be disappointed if you expect too much from your dog. However, you are about to learn how to properly treat your dog so you can train it.

TIP! Whenever you want your dog?s attention, use its name. You will have more control over an obedient, well-trained animal.

Get your dog ready for veterinary exams at a young age. Practice gently moving your hands all over your dog?s body and reward him for staying calm. It is important to get him used to having his paws touched and his teeth examined. Consider getting friends to help you out.

TIP! To train your dog effectively, you should figure out what forms of motivation work best for your dog. You need to learn what your dog likes, and what he responds well to.

Determine in advance what types of food your dog likes so that you can use it in the training process. Your dog will be more motivated and work harder if the rewards you use in training are his favorite things to eat. Pay attention to his reaction when you reward him.

TIP! Stay consistent with the words you use to command your dog. This makes it easy for your dog to learn what you are asking for.

Pay attention to how much time you spend training in one session. Spending too much time just on one aspect of training will bore your dog and waste your efforts. Try to keep the initial sessions limited to about 10 minutes.

Separation Anxiety

TIP! You need to leash train your dog. Not only is this safer for the dog and easier on your body, such a frequent activity mandates good self-control and reinforcement of the chain of command from training.

If your dog suffers from separation anxiety whenever you leave the house for work, training can help. It is quite possible that if your dog frequently barks unceasingly or damages your belongings when you leave, he or she is actually suffering from separation anxiety. You can help stop the behavior by teaching the dog to engage in other types of activity when home alone. Be sure to pay a lot of attention to your pet in order to relieve anxiety.

TIP! Accidents will happen when a puppy is being potty trained. Immediately clean up every accident for training purposes.

The tone of your voice is very important when you are trying to train your dog. Dogs can be very perceptive and can pick up cues from their owners about how the owner is feeling. If you want to correct bad behavior, try a disapproving tone with your dog.

TIP! When you begin training your puppy, create a bond with him by first teaching him his name. Use his name as often as possible, and help him learn to come when you call him by it.

Introduce new pets to your household with care and patience. Think of the pet you already have at home, before considering the adoption of a new one. You want all of your pets to have complimentary personalities so that bonding will be a breeze between them.

Bad Behavior

TIP! Teach your dog all of the newest training methods to keep him in line. Many owners believe that once training is over, the dog will be set for life.

If there are certain things that set your dog off causing bad behavior, then keep his mind focused on other things as you pass by what provokes this bad behavior. For example, if it is difficult for your dog to be around other animals, you should distract him with praise and entertainment in order to keep him preoccupied when you walk past animals during your walks. This will teach your dog that things he once feared or disliked have positive associations.

TIP! Give your puppy time to be okay with a crate by taking the training one small step at a time. Allow them to feel comfortable in their crate by closing the door and feeding them treats while praising them.

You should not initiate a training session unless you are in a calm and patient mood. If you aren?t patient, your dog will quickly lose focus and tire of training.

TIP! Be sure to have your dog spayed or neutered at six months. This should be happening roughly at the same time as the first obedience class.

If you are thinking about hiring a professional dog trainer, conduct a thorough interview and ask for referrals. Animal behavior professionals have differing opinions on what correctly training a dog entails, so you should make sure that your trainer is in line with your own ideology before using their techniques with your dog!

TIP! Training a new puppy can be much easier if everyone in the the family participates in the training. Although he will probably be working with one person more frequently, involving all family members helps to promote consistency and continuity.

Behavior problems that suddenly occur with no reason may indicate a medical problem that needs to be evaluated by a veterinarian. Behavior such as inappropriate waste elimination may indicate an underlining health issue. At times the pet may be in so much pain that he is unable to act appropriately. Because they cannot speak to let us know there is a problem, this is how they alert us to the fact that they require extra attention.

Disciplined leash walking is very important in dog training. This helps keep both you and your dog safe when going on walks.

TIP! If you are bringing a new pet into the family, make sure to introduce them to any existing pets slowly. Think about the pet you have at home, before considering a new addition.

If you use a clicker, you can reinforce obedience better. Using a clicker is simple. Use it to make a good association between the noise and when something good occurs. Attempt to click and treat immediately and do this several times for a few days. Slowly but surely, your dog will understand what the sound of the clicker means and you can shape his or her behavior accordingly.

TIP! Make a point to enjoy your time with your dog while you are training. Your dog will bond with you the more fun you have together, and this helps the dog give a positive response.

Destructive chewing is often a result of anxiety. Using a dog gate to set aside his own space or a crate to confine his nervousness may provide him with the security he needs while you are away, and adding a chew toy may redirect some of his destructive tendencies.

TIP! When guests come into your home, do not hesitate to instruct them on how to approach your dog. These behaviors may encourage your dog to misbehave and leap onto a guest or attempt to show dominance.

Keeping your dog active is an important part of successful dog training and is also good for their health. Dogs are not made to sit around. It is important for them to run around and be active to live a full and happy life. Sign up for an agility class, take your dog running, or teach it to catch a Frisbee. Do not allow your dog to become bored and keep it entertained by keeping it active.

TIP! Keep your dog on a healthy diet. If your dog isn?t getting what he needs from his diet, he will have a hard time concentrating during training.

After learning some helpful hints on how to get through to your dog and train it to behave to your expectations you simply need to follow what you have learned. After changing your dogs behavior to fit with the tips suggested you can properly train your dog

Source: http://lovemypetsgps.com/blog/2827/helpful-tips-you-can-use-while-training-your-dog/

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Stones to release 50th anniversary hits album

LONDON (Reuters) - The Rolling Stones will release an album of hit songs in November to celebrate their 50th anniversary, including their very first single "Come On."

"GRRR!" will be available in various formats including a three-CD 50 track version, a four-CD Super-Deluxe version with 80 tracks and a 12-inch vinyl box set, the group said in a statement on Tuesday.

As well as Chuck Berry's Come On, issued in June 1963, and chart-topping vintage Stones tunes such as "Satisfaction", "Jumping Jack Flash" and "Brown Sugar" there will be two new studio recordings recently completed by the group in Paris.

"These brand new recordings constitute the first time Mick Jagger, Keith Richards, Charlie Watts and Ronnie Wood have all been together in the studio since completing the exalted A Bigger Bang album in 2005," the statement said.

All GRRR! formats will feature a striking painting by American artist Walton Ford, who has created the latest in a long line of artwork for the band.

News about the release of the album comes on the heels of a Billboard report last week that the Stones are set to play a series of four concerts in November in New York and London.

Jagger, Richards, Watts and Wood will play two dates at London's O2 arena and two at Brooklyn's new Barclays Center, which has yet to be completed, Billboard reported.

News of the shows comes after the band members initially said they would not tour this year, then hinted at upcoming gigs during a book launch and photography exhibit in London over the summer marking their anniversary.

No representative of the band was immediately available for comment or confirmation.

A new documentary, announced earlier this month in Los Angeles, also is in the works. Called "Crossfire Hurricane" and directed by Brett Morgen, it promises new footage and insights from the band and will open in cinemas in Britain before being broadcast on the BBC and then HBO in the United States.

The Stones, who last toured in 2005-2007 with their top-grossing "Bigger Bang" show, were formed in London in 1962 and are one of the longest-performing rock bands in the world. They have sold an estimated 200 million records worldwide.

(Reporting by Paul Casciato, editing by Steve Addison)

Source: http://news.yahoo.com/stones-release-50th-anniversary-hits-album-154612620.html

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Boy to Man: The Cycle of Abuse - Christian Drug Rehab

Domestic violence damages relationships. Any child witnessing abuse of a parent or being abused themselves suffers long-term consequences. Witnessing domestic violence emotionally abuses the child, so they suffer even if they are not hit themselves.

The Risks of Exposure Crisis Center, a national help center for victims of abuse, states that 7 percent of children are at risk of abuse. If domestic violence is present in the home, that risk rises to between 49 percent and 70 percent, depending upon other factors. The risk of becoming an abuser themselves is higher for men than for women.

Children experiencing domestic violence also suffer neglect as the male dominant personality pushes their needs to the background. The dysfunctional home life is carried through into adulthood and becomes the pattern upon which their future relationships and family are mapped. The emotional damage caused by learned interaction of abuse and violence inhibits the ability to create and sustain healthy relationships. Boys see their father beat their mother, and the pattern is set for them to become abusers.

Perpetuating Abuse

Men are socialised to be strong and on average are physically more powerful and larger than their girlfriend or wife. As children, men are taught to fight back if faced with violence and that to exhibit emotions is not a masculine trait. Although women are conditioned to passive acquiescent femininity, men are conditioned to active action. As children, this is not possible, but as adults, they have the size, strength, and ability to act.

Childhood immersion in domestic violence normalizes them to violence, and boys learn violence is an expected and natural part of a relationship. The victim of the violence becomes responsible for their victimization, and violence is seen as an inevitable result of anger and disobedience. Their mother is seen as submissive and obedient and becomes responsible for her victimization, whereas their father is seen as providing necessary discipline and control. The boy will learn that domestic violence is wrong only by example.

Dysfunctional family patterns are created within domestic violence situations. There is significantly higher probability of drug or alcohol abuse and of concurrent poverty and neglect. The child of such a situation becomes educationally and nutritionally disadvantaged as well as emotionally damaged. Forming and sustaining healthy relationships becomes increasingly problematic.

The adults in abusive relationships often believe their child is not aware of the violence. However, research by Crisis Connection Inc. showed that 90 percent of children living with violence were fully aware. Those children are also likely to act out such violence in their own relationships in school or at play. Male children of violent relationships are likely to become physically violent bullies in peer situations such as at school or clubs. They will display signs of being manipulative and coercive and will have a notably reduced ability to empathise.

Stopping the Cycle

Exposure to abuse in childhood does not make it inevitable that a man will become an abuser in adulthood. To end the cycle, he will need to seek help in addressing the affects of the abuse suffered. Counseling and therapy will teach the life skills required in controlling his emotions and actions appropriately and also how to recognise his personal triggers for provoking violence, equipping him to learn not to react violently to those triggers.

Alcohol and substance abuse are common in domestic violence relationships. Children will often develop similar addictions as those of their parents and will start the path to addiction in young adolescence. Such addiction is significant in whether the abuse is perpetuated. Seeking help for such addictions is an essential step in stopping the cycle.

It is vital to step in and question the situation if one notices signs of possible abuse. Asking a child if they are okay and if they have worries about home helps the child to open up about their fears and to understand the abuse is not acceptable. The roles of peers, family, and teachers in showing concern, providing alternative examples, in caring, and in teaching that domestic violence is not normal or acceptable will help break the cycle.

Child Help, the national help service for children of domestic violence that can be contacted at 1-800-4-A-CHILD (1-800-422-4453), states that only 30 percent of child survivors of domestic violence become abusers themselves. To break the cycle, adult survivors will need to learn what are recognised as appropriate child behaviors. Parenting classes will help teach skills such as recognizing reasons for babies crying, at what age children can understand levels of instruction, and appropriate forms of discipline. It takes time, but with help and guidance the cycle can end.

Source: http://www.christiandrugrehab.com/the-family/boy-man-abuse/

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Auto Insurance Discounts: How Much Can You Save?

Auto Insurance DiscountsPost Date September 3, 2012 - Auto insurance discounts are ?financial deductions to a car insurance policy customer whom meets specific pre-qualifications. These auto insurance discounts are built into the actual car insurance policy form and approved by your states Department of Insurance. ?Some of these auto insurance discounts can be as much as a 45% deduction from your policy. ?Many whom have switched to us have saved over 65% of what they are paying now.

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Today?s post will provide you with information on the auto insurance discounts offered by our agency. ?It?s important to remember, all car insurance carriers ?have their own way of applying auto insurance discounts. ?The following is the most common practices in which consumers would be able to enjoy discounted auto insurance rates.

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  • Defensive Driving Courses ? By completing defensive driving courses, you are showing your auto insurance company that you do know the do?s and dont?s in driving and that you are a better driver, hence, being less riskier for them to insure. As for young drivers who are being charged with higher premiums, they can also avail of discounts by completing driving courses.
  • Good Driving Record ? Maintaining a good driving record without any incident of claims or have maintained it at minimal can also avail of discounts as they renew their insurance policy. Good driving records do not only mean avoiding from auto accidents but as well avoiding traffic infractions.
  • Multi Car Discount ? Insurers offer discount considerations on clients who would insure not just one vehicle in their policy or would buy another type of insurance from them.
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The auto insurance discounts listed above are only a small list of the money saving discount available. ?Please call our Toll-Free Auto Insurance Hotline to find out exactly how much you can save.

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Fundraiser helps East Pennsboro mom battling cancer | PennLive.com

When Kim Eyster McMillen was given the news this summer that she had pancreatic cancer, she was devastated. Within weeks, her whole world had turned upside down.

?I have my good days and my bad days, my good cries and my bad cries,? she said.

The East Pennsboro Twp. resident was forced to take family medical leave from her job at Crump Life Insurance in Harrisburg to undergo chemotherapy sessions every two weeks, which lay her up for a week at a time. ?I?m completely out from Tuesday through Saturday,? she said.

Her husband, David, and her two sons, 12-year-old Nicholas and 9-year-old Garrett, have banded together to help her run the household.

?We?ve been doing chores for her ? doing a bunch of stuff,? Nicholas said.

The boys were looking forward to a summer vacation at Walt Disney World Resort that had to be postponed until their mother completes a year of chemotherapy. Instead, the family opted for a short vacation to Knoebels Amusement Resort in Elysburg. ?A friend of ours gave us a cabin to stay in,? David McMillen said.

The McMillens explain that accepting such generosity is difficult as they looked around in awe at the 500 people who showed up for a benefit for Kim McMillen on Aug. 25 at the Mechanicsburg Sportsmen?s Association.

?A friend of mind called me and said a lot of people wanted to help and they didn?t know how to approach me,? David McMillen said. ?We?re usually on the other side of this, giving rather than taking.

?Paying it back is impossible. There are no words we have to thank these people,? he said.

?Angels are friends without wings,? Kim McMillen said.

In the background, bands played ? one every hour during the eight-hour event ? all donating their time in support. There was plenty to eat as attendees chowed down on grilled chicken donated by the West Fairview Fire Company and delighted in an array of donated baked goods and other food,? all cooked and sold by volunteers.

David McMillen lists the many people who joined together to make the event possible ? his co-workers from Dura-Bond Pipe, the East Pennsboro football team, the West Fairview baseball team, Crump Life Insurance, local musicians, the West Fairview Fire Company along with friends, family and churches.

?They?ve all been awesome,? David McMillen said.

A variety of impressive gift baskets donated by those eager to help were raffled off later in the day. Kim McMillen made a blanket for one of the baskets. ?I?ve made them for others. I finally made my own,? she said.

The family looks forward to a cancer-free summer next year and is content to wait until Kim can join them on a trip to Disney World. She said, ?I told them they could go without me, and Nicholas said, ?It?s not a vacation without you, Mom.??

Nicholas, hearing this, chimed in, and said, ?We all know we can get through this together.?

Donations to the Kim Eyster McMillen Benefit Fund are being accepted at any Members 1st Federal Credit Union branch.

Source: http://www.pennlive.com/midstate/index.ssf/2012/09/fundraiser_helps_east_pennsbor.html

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