The_Essential_Manager_s_Handbook

22 / UNDERSTANDING YOURSELF

Applying assertiveness

An effective manager needs to behave in an active and assertive

manner to get things done. Assertive managers are able to express

their feelings and act with appropriate degrees of openness and candor,

but still have a regard for the feelings and rights of others.

STATE YOUR CASE

Try beginning your

conversations with “I”

phrases, such as

“I think,” “I believe,”

or “I need.”

BE PREPARED

Prepare for tricky

encounters: have all the

facts on hand, and try

to anticipate the other

person’s replies.

USE OPEN

QUESTIONS

If you are finding it hard

to get a person to talk to

you, use open questions

that cannot be answered

with a simple “yes” or

“no” answer.

Becoming more assertive

Assertive behavior for

effective management

Most people fall between the extremes

of passive and aggressive. At these

extremes, passive and aggressive

behaviors hinder effective managerial

relations because neither encourages

openness. Effective managers need to be

assertive, express their ideas and feelings

openly, and stand up for their rights, and

all in a way that makes it easier for those

they are managing to do the same. The

assertive manager is always sensitive to

the needs of others; he or she does not

Understanding

personality types

Assertiveness and the ability to

express feelings are skills that people

possess to different extents. Some are

aggressive, direct, and blunt, and can

appear domineering, pushy, or self-

centered. Some people tend to be

passive, inhibited, and submissive; they

bottle up their feelings and fail even

to stand up for their legitimate rights.

Passive individuals seek to avoid conflicts

and tend to sublimate their own needs

and feelings in order to satisfy others.

US_022-023_Applying_Assertiveness.indd 22 30/05/16 3:00 pm