ASSERTIVENESS , ESSENTIAL TRAIT OF ANY MANAGER

1. ASSERTIVNESS
By : Kshitij S Deshmukh

2.  Michigan university conducted
research of most valuable
leaders and finding shows it is
essential trait of 74 % of
leaders.
 Assertiveness is trait which
enables us to look at solution
instead of looking at problems
 Many frictional and real life
examples
o Nickolas James
o M G Ghandi
o Steve Jobs
o Rancho from 3 idiots
Have shown extraordinary
achievement.
Why: Assertiveness
We all face challenges at professional and personal levels
Assertiveness will help us achieve desired results . It is positive belief !!

3. Confirming confidently, positively.
To defend one’s rights or opinions
Chambers Dictionary
Expressing opinions or desires
strongly and with confidence so
that people take notice..….
Oxford Advanced
Learners Dictionary
Definition : Assertiveness
Assertiveness is the ability to communicate your needs, feelings, opinions, and
beliefs in an open and honest manner without violating the rights of others

4. Case Analysis :
Case 1 : Handling non-performance/escalation at work
Case III: you were rushing for important meeting, coffee / tea gets spilled over
your shirt. What will you do.
Case II : Handling non-performance/escalation at Home
Father was regular in teaching Math's , Son fails to clear final exam
Ajay (Employee) :
Receives client escalation for lack of quality
deliverables, escalation copied to DH/COO
Amit (Manager) : How will you handle this?

5. When faced with difficult situations animals have two options:
Humankind has a third option:
Fight = aggression Passive
Assertiveness, which is essentially a
considered response to difficult situations
Four Behavioural options
Manipulative

6. Comparison of four behavioral type
Passive Assertive Aggressive
Style Not expressing
needs
Self-devaluing
Waiting to be led
Honest, open, direct
Recognises own
rights
Listens to others’
needs
Domineering,
insisting
Win / lose
Not listening
Non-verbal
behaviour
Small posture
Quiet, hesitant
voice
Little eye contact
Upright, balanced
pose
Firm, clear voice
Steady eye contact
Interrupting
Loud
Staring, pointing
Language Sorry to bother you
…
I can’t seem to …
It’s only my opinion
I believe/need/I’d like
No (when
appropriate)
Open questions
That won’t work
You can’t be serious
Your problem / fault

7. WITH WHOM CAN YOU BE ASSERTIVE?
SelfPersonal Professional
Your Family
Your Friends
Your relatives
Your Sub-ordinates
Your Manager
Your Team
Your Colleagues
When you want to give feedback
When you want somethingWhen you don’t want something
When you are happyWhen you are hurt
When you are angry
When you want to negotiate
When you face the criticism

8. Knowing What to talk ?
 Importance of Preparation
 Knowledge of Subject Knowledge
Knowing How to Talk
 Effective Presentation Mode
 Practice / preparation
Know Whom to talk
 Profile of the target Audience
 Their Expectation from Session
Know Why to Talk
 It’s sales pitch / Motivational talk
 A Session / Workshop
Know When to Talk
 Set up / timing
 Readiness of audience
Zaman's model for Assertive communication
# Make answer specific and to the point

9. 1. The most effective way to communicate assertively is
to prepare a script of what you want to say.
2. Plan it, write it out, fine-tune it, memorize it, and
practice it — then present it.
4 Step Process “Acronym DESC”
Helps you prepare and deliver successful assertive scripts
The DESC Approach to Assertive communication
D = Describe
E = Express
S = Specify
C = Consequences

10. Emphatic Listening

11. Gesture and postures

12. Positive body Language.
Eye Contact
-Passive uses
very little
-Aggressive
never drops
eye contact
-Assertive
person uses
about 50 % of
the time
Voice Tone
-Non Assertive
: Too Soft,
Hard to hear
-Aggressive:
Too Loud
-Assertive:
effective tone
modulation
Posture
-Passive: Fold
in themselves
and make
small fidgets.
-Aggressive:
Confront and
stand up.
Assertive:
Stand up tall
straight.
Position and
Space
-Respect
keeping on the
same level.
-Sit down if
the other is.
-Stand up
when the
other is.
-keep arms
distance
Facial
Expression
-Face should
reflect the
emotion being
expressed.
-“I am Angry”
needs serious
expression.
“Delighted”
needs a happy
expression

13. Say
”NO”
Passive NO – accompanied
by weak excuses and
rationalizations.
Aggressive NO - Done
with contempt
Assertive NO - is simple and
direct
Empathy : use I instead of You

14. Step 1: Maintain Record
•Maintain a log of all your
affirmations, goals,
ambitions, rights,
achievements etc
•Read and update this
record regularly.
Step 2 : Inspiration form
Idols
•Read up on all your heroes &
idols.
•Make a list of values,
affirmations and attitudes to
inspire you to follow.
Step 4: Look back
•At the end of each day look
back.
•Analyze the various aspects.
•Practice and rehearse
on the new responses.
Step 5: Meet Problems
Upfront
•Confront particular situations,
persons whenever possible.
•You will sharpen your
assertiveness skills and in
turn build up confidence.
Step 6: Compliment often
•List people who matter and
think 3 good things for each.
-Compliment at least 3 people
everyday..
-Make use of ‘I’ statements
Step 7: Get a Guru
•Find out one person whom
you really admire and request
his mentorship.
•Discuss your goals, ambitions,
objectives and problems with
your Guru.
Step 8 : Gather Feedback
•Make a list of people whom
you trust and ask their frank
and correct feedback.
•Ask about your strengths,
confidence, assertiveness.
•Work on them seriously.
Step 10 : Be at It
•Remember to practice your
assertiveness skills on all
occasions.
•Continual practice will help
gain confidence faster.
Step 3: Note to Analyze
•Think what you want.
•Script out what to say.
•Learn your script.
•Practice your script verbally.
•Practice your script with
appropriate body language.
Step 9 : Boost Confidence
•Make efforts to boost self
esteem by adopting image
enhancement measures.
•Work out to get in shape,
take care in your dressings
and personality traits.
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10 Step Action Plan-For Assertive communication

15. Propels your career
Helps have better
relations with others
Reduces stress
Minimizes
any unpleasantness
Makes you feel
better about yourself
Vaults you into leadership
position
Able to adapt to changing
social and professional
environments
Freedom from guilt
conscience as you
know that you are right
Benefits of Assertiveness :
It’s a win-win situation

16. We can and we will Make difference !!
Thank you for kind attention