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Will You Add? - Workplace Conflict: FAQs -- An Interview with Judy Ringer
Two Ways of Handling Objections ome awareness to the situation. The awareness tells you how much of the emotion has to do with the current event and how much of it is from the past event. Once you know, you can choose how to utilize the energy. For example, with a huge emotion, you might be tempted to hide it or to act it out on the other person. When you get a sense about why the event is so charged, you’ll regain some balance and be able to make a wiser decision about how to (or even if you want to) have a conversation with the person instead.Handling objections can give salespeople problems. They feel they should have the answer for every objection the client throws at them. Let me share with you an analogy of two boxers.The first boxer, Joe Frazier was a big hulk of a man who went in fighting with all arms blazing and, through brute force, overcame his opponents. He wasn’t an elegant fighter and made hard work of his bouts. He could take punches but was usually strong enough to take them. Eventually he took a punch he couldn’t stop.Our second boxer, Sugar Ray Leonard, was very much the opposite. Sugar won his fights quickly and stylishly and left the ring unmarked and ready for more. He moved quickly during his fights, ducking and anticipating punches, using less energy and boxing more effectively. He often beat opponents who were much stronger than himself.The second boxer is the way we should handle objections. Do Acknowledge the other person’s feelings as well. Consider what story they might be telling themselves, and inquire about it. For example: “You sound upset (acknowledgment). Are you? Have I said something that caused you to react this way (inquiry)?” It just takes practice, like anything else. Q. Can you give five tips to managing a difficult conversation? JR: Most books on this topic, though they may speak differently about them, identify the same basic skills for handling difficult conversations: 1. Start with yourself. Acknowledge your feelings and gain control of them. Breathe. Identify your desired outcome for the conversation and try to guess at theirs. What do they want? What do you want? 2. Be curious. Inquire. Find out how they see t How To Write An Efficient Marketing Plan Does conflict disrupt your workplace environment? Read on! Judy Ringer answers some commonly asked questions on the subjects of workplace conflict, difficult people, and how to manage them more effectively.Planning, let’s not underemphasize the importance of this term at any stage in a business model (irrespective of size or nature). It is the most crucial aspect to be considered at any stage while managing an enterprise. Yes, yes I understand, have read too much about it. Tell me something I don’t know. If you’ve starting thinking like this than take a closer look because even a minor ignorance in this direction could lead to a dead end. Many promising small businesses faltered because they willingly perceived that planning is a notion meant for big and small ones, self operated businesses can manage without this tool. However, important case studies and practical experiences have since long proved that without hard core planning at all stages of a business enterprise can ruin you unalarmed. Therefore, it is better advised to impart the requisite gray cells towards planning before making a decision.Tho Q. What are some typical breakdowns in the workplace? JR: I wouldn’t call them breakdowns, but conflicts. A typical conflict is what is sometimes called triangulation. One person is upset with their coworker, and instead of speaking with the co-worker about their concern, they talk to someone else about it or many others about it. Office gossip starts this way. Different work styles, misunderstanding of roles, jumping to conclusions -- these are all ways that conflicts get started. Q. Why do people keep falling into the same traps in the workplace? JR: Our training is insufficient. We’ve been trained to deal with conflict in ways that are not useful. A typical myth about conflict is that it is negative. And so we see people around us either avoiding it or acting out their feelings. The triangulation example demonstrates this myth. I’m afraid to speak directly to you about a conflict, but I will talk to others about it. And so the problem doesn’t go away. In fact it often gets worse. We keep falling into these traps because we see others doing it that way. In spite of the fact that it doesn’t work, it’s what we know so we keep doing it, hoping for a different result. Of course that doesn’t work, and we keep having the same conflicts. Q. Please give some examples of disrespectful behavior. JR: This is an important question. It helps to understand that behavior that appears disrespectful to me may not appear the same to you. Did she mean to be disrespectful? Or is she just tired this morning? Or shy? Or preoccupied? (The list goes on.) On the other hand, ignoring a new supervisor’s request to perform a task differently can show disrespect, especially if you don’t communicate about it. Eye rolling, sighing, clicking your tongue, giggling conspiratorially with another coworker -- these often show a willing disrespect. Sometimes we don’t know we’re being disrespectful. It’s important that new employees understand the work culture and what does and does not constitute disrespect. Social skills are learned. One of the supervisor’s jobs is to help employees understand when their actions are perceived as disrespectful and to give them alternatives. A good supervisor is a good teacher. Q. How do I know if my boss is a tormentor or a teacher? JR: Ha! That’s up to you. You decide. You have that power. Our most difficult situations, coworkers, and bosses can turn out to be teachers if we choose to learn something about why we react to them. What would it take to change my attitude from making a judgment about them to being curious about them, or being curious about my reaction to their behavior? And I don’t mean to say that the boss is necessarily right or that his behavior is beyond reproach. What I mean is that I have to make some choices about how to handle what’s coming at me from this person. I could talk to him about the impact his behavior is having on me, the team, and our ability to get the job done. Or I could complain to others. Do I have the awareness and skill to notice my resistance, check out which of my buttons are being pushed, and make a wise decision about how to proceed? Maybe I find that if I change slightly I can regain some confidence and equanimity and be able to handle the situation more effectively. This is how a tormentor becomes a teacher. As I learn about myself I begin to have new options. Q. How can an employee create a win-win situation with a tormentor? JR: You begin by being curious. What would make a reasonable, rational person behave this way? The answer is usually something you can identify with. For example, an authoritarian boss usually has values around perfection, looking good, being in control, and getting the job done correctly. I certainly can identify with these intentions. The way the boss acts out the intention may be rough. But now you have the basis for a conversation. You’re entering in a more positive way, and you can talk about commonalities. Another way to create win-win solutions is by asking useful questions of the other person. What is important to them in this conflict? What would they like the outcome to be? One of the best questions I ever raised in a conflict was to ask the other person what caused them to be so upset with me, and what I might have done differently. She was happy to tell me. I learned a lot. Q. What are some tips to handle strong emotions in the workplace? JR: Begin by acknowledging the emotions. Take a minute and take stock of your own emotions. Name them. Are you angry, sad, happy, surprised, disappointed? Usually there are many emotions happening simultaneously. Acknowledge as many as you can. Next, identify the underlying causes. Often there’s a story connected to the emotion that’s causing you to react but has nothing to do with the current event. If you can identify the story (usually an old, familiar one), you can bring some awareness to the situation. The awareness tells you how much of the emotion has to do with the current event and how much of it is from the past event. Once you know, you can choose how to utilize the energy. For example, with a huge emotion, you might be tempted to hide it or to act it out on the other person. When you get a sense about why the event is so charged, you’ll regain some balance and be able to make a wiser decision about how to (or even if you want to) have a conversation with the person instead. Acknowledge the other person’s feelings as well. Consider what story they might be telling themselves, and inquire about it. For example: “You sound upset (acknowledgment). Are you? Have I said something that caused you to react this way (inquiry)?” It just takes practice, like anything else. Q. Can you give five tips to managing a difficult conversation? JR: Most books on this topic, though they may speak differently about them, identify the same basic skills for handling difficult conversations: 1. Start with yourself. Acknowledge your feelings and gain control of them. Breathe. Identify your desired outcome for the conversation and try to guess at theirs. What do they want? What do you want? 2. Be curious. Inquire. Find out how they see th Insurance Job Descriptions ng it that way. In spite of the fact that it doesn’t work, it’s what we know so we keep doing it, hoping for a different result. Of course that doesn’t work, and we keep having the same conflicts.In the United States, insurance plays an important role in people's lives since people use it to pay for medical bills, protect their property and to pay for unexpected expenses. This means that there is a big market that insurance companies can fill, using the help of insurance agents. These agents are the frontline personnel who sell the company's insurance policies. The career prospects for insurance agents can be considered to be bright, which means that people who wish to become agents can look forward to a fairly lucrative career. However, before taking the plunge, people still need to be aware of what to expect when they become insurance agents.General job descriptionThe main responsibility of an insurance agent is to sell insurance policies, which he does by helping individuals and companies select the kind of insurance that fits their needs, including health and property insurance. Q. Please give some examples of disrespectful behavior. JR: This is an important question. It helps to understand that behavior that appears disrespectful to me may not appear the same to you. Did she mean to be disrespectful? Or is she just tired this morning? Or shy? Or preoccupied? (The list goes on.) On the other hand, ignoring a new supervisor’s request to perform a task differently can show disrespect, especially if you don’t communicate about it. Eye rolling, sighing, clicking your tongue, giggling conspiratorially with another coworker -- these often show a willing disrespect. Sometimes we don’t know we’re being disrespectful. It’s important that new employees understand the work culture and what does and does not constitute disrespect. Social skills are learned. One of the supervisor’s jobs is to help employees understand when their actions are perceived as disrespectful and to give them alternatives. A good supervisor is a good teacher. Q. How do I know if my boss is a tormentor or a teacher? JR: Ha! That’s up to you. You decide. You have that power. Our most difficult situations, coworkers, and bosses can turn out to be teachers if we choose to learn something about why we react to them. What would it take to change my attitude from making a judgment about them to being curious about them, or being curious about my reaction to their behavior? And I don’t mean to say that the boss is necessarily right or that his behavior is beyond reproach. What I mean is that I have to make some choices about how to handle what’s coming at me from this person. I could talk to him about the impact his behavior is having on me, the team, and our ability to get the job done. Or I could complain to others. Do I have the awareness and skill to notice my resistance, check out which of my buttons are being pushed, and make a wise decision about how to proceed? Maybe I find that if I change slightly I can regain some confidence and equanimity and be able to handle the situation more effectively. This is how a tormentor becomes a teacher. As I learn about myself I begin to have new options. Q. How can an employee create a win-win situation with a tormentor? JR: You begin by being curious. What would make a reasonable, rational person behave this way? The answer is usually something you can identify with. For example, an authoritarian boss usually has values around perfection, looking good, being in control, and getting the job done correctly. I certainly can identify with these intentions. The way the boss acts out the intention may be rough. But now you have the basis for a conversation. You’re entering in a more positive way, and you can talk about commonalities. Another way to create win-win solutions is by asking useful questions of the other person. What is important to them in this conflict? What would they like the outcome to be? One of the best questions I ever raised in a conflict was to ask the other person what caused them to be so upset with me, and what I might have done differently. She was happy to tell me. I learned a lot. Q. What are some tips to handle strong emotions in the workplace? JR: Begin by acknowledging the emotions. Take a minute and take stock of your own emotions. Name them. Are you angry, sad, happy, surprised, disappointed? Usually there are many emotions happening simultaneously. Acknowledge as many as you can. Next, identify the underlying causes. Often there’s a story connected to the emotion that’s causing you to react but has nothing to do with the current event. If you can identify the story (usually an old, familiar one), you can bring some awareness to the situation. The awareness tells you how much of the emotion has to do with the current event and how much of it is from the past event. Once you know, you can choose how to utilize the energy. For example, with a huge emotion, you might be tempted to hide it or to act it out on the other person. When you get a sense about why the event is so charged, you’ll regain some balance and be able to make a wiser decision about how to (or even if you want to) have a conversation with the person instead. Acknowledge the other person’s feelings as well. Consider what story they might be telling themselves, and inquire about it. For example: “You sound upset (acknowledgment). Are you? Have I said something that caused you to react this way (inquiry)?” It just takes practice, like anything else. Q. Can you give five tips to managing a difficult conversation? JR: Most books on this topic, though they may speak differently about them, identify the same basic skills for handling difficult conversations: 1. Start with yourself. Acknowledge your feelings and gain control of them. Breathe. Identify your desired outcome for the conversation and try to guess at theirs. What do they want? What do you want? 2. Be curious. Inquire. Find out how they see t P.S. I Want to Restate My Offer To You at power. Our most difficult situations, coworkers, and bosses can turn out to be teachers if we choose to learn something about why we react to them. What would it take to change my attitude from making a judgment about them to being curious about them, or being curious about my reaction to their behavior?Every sales letter needs a P.S. - don't even think about completing your letter until you've created one.The P.S. can make or break your letter.According to DM legend Ted Nicholas, the 7 most used P.S. types in successful sales letters are those which:1. Motivate the prospect to take action now==> Ex. "P.S. We will not repeat this offer in 2004. please act now. This offer expires on 12/31/03."2. Reinforce the offer==> Ex. "P.S. Apply today, and enjoy all the benefits of membership. Those listed here are just a handful of what's available..."3. Emphasize or introduce a premium or bonus==> Ex. "P.S. We've ordered enough FREE CREELS - we think - to meet the anticipated response. But they are likely to go fast, so why risk waiting months while we re-order? Since your creel will be shipped as soon as you pay for your subscription, why not get it i And I don’t mean to say that the boss is necessarily right or that his behavior is beyond reproach. What I mean is that I have to make some choices about how to handle what’s coming at me from this person. I could talk to him about the impact his behavior is having on me, the team, and our ability to get the job done. Or I could complain to others. Do I have the awareness and skill to notice my resistance, check out which of my buttons are being pushed, and make a wise decision about how to proceed? Maybe I find that if I change slightly I can regain some confidence and equanimity and be able to handle the situation more effectively. This is how a tormentor becomes a teacher. As I learn about myself I begin to have new options. Q. How can an employee create a win-win situation with a tormentor? JR: You begin by being curious. What would make a reasonable, rational person behave this way? The answer is usually something you can identify with. For example, an authoritarian boss usually has values around perfection, looking good, being in control, and getting the job done correctly. I certainly can identify with these intentions. The way the boss acts out the intention may be rough. But now you have the basis for a conversation. You’re entering in a more positive way, and you can talk about commonalities. Another way to create win-win solutions is by asking useful questions of the other person. What is important to them in this conflict? What would they like the outcome to be? One of the best questions I ever raised in a conflict was to ask the other person what caused them to be so upset with me, and what I might have done differently. She was happy to tell me. I learned a lot. Q. What are some tips to handle strong emotions in the workplace? JR: Begin by acknowledging the emotions. Take a minute and take stock of your own emotions. Name them. Are you angry, sad, happy, surprised, disappointed? Usually there are many emotions happening simultaneously. Acknowledge as many as you can. Next, identify the underlying causes. Often there’s a story connected to the emotion that’s causing you to react but has nothing to do with the current event. If you can identify the story (usually an old, familiar one), you can bring some awareness to the situation. The awareness tells you how much of the emotion has to do with the current event and how much of it is from the past event. Once you know, you can choose how to utilize the energy. For example, with a huge emotion, you might be tempted to hide it or to act it out on the other person. When you get a sense about why the event is so charged, you’ll regain some balance and be able to make a wiser decision about how to (or even if you want to) have a conversation with the person instead. Acknowledge the other person’s feelings as well. Consider what story they might be telling themselves, and inquire about it. For example: “You sound upset (acknowledgment). Are you? Have I said something that caused you to react this way (inquiry)?” It just takes practice, like anything else. Q. Can you give five tips to managing a difficult conversation? JR: Most books on this topic, though they may speak differently about them, identify the same basic skills for handling difficult conversations: 1. Start with yourself. Acknowledge your feelings and gain control of them. Breathe. Identify your desired outcome for the conversation and try to guess at theirs. What do they want? What do you want? 2. Be curious. Inquire. Find out how they see t Creating Professional Proposals an authoritarian boss usually has values around perfection, looking good, being in control, and getting the job done correctly. I certainly can identify with these intentions. The way the boss acts out the intention may be rough. But now you have the basis for a conversation. You’re entering in a more positive way, and you can talk about commonalities.By following a few rules of good design, and using Microsoft Office’s document formatting features, you can create smart proposals to make your first impression the right one. Whether you are pitching your product or service to a multi-national firm or to the start-up down the street, a professional image can make all the difference. In this article, we look at how you can use the formatting features within Microsoft Office to create professional proposals and quotes that put your best foot forward. Using Microsoft Word, we’ll walk through some of the formatting tips and tricks used by designers to give documents a professional layout and appearance (and you can do it all yourself for a fraction of the price a designer would charge.)Begin with the content To start, we need to look at what makes a proposal stand out. The content of your proposal should clearly state who Another way to create win-win solutions is by asking useful questions of the other person. What is important to them in this conflict? What would they like the outcome to be? One of the best questions I ever raised in a conflict was to ask the other person what caused them to be so upset with me, and what I might have done differently. She was happy to tell me. I learned a lot. Q. What are some tips to handle strong emotions in the workplace? JR: Begin by acknowledging the emotions. Take a minute and take stock of your own emotions. Name them. Are you angry, sad, happy, surprised, disappointed? Usually there are many emotions happening simultaneously. Acknowledge as many as you can. Next, identify the underlying causes. Often there’s a story connected to the emotion that’s causing you to react but has nothing to do with the current event. If you can identify the story (usually an old, familiar one), you can bring some awareness to the situation. The awareness tells you how much of the emotion has to do with the current event and how much of it is from the past event. Once you know, you can choose how to utilize the energy. For example, with a huge emotion, you might be tempted to hide it or to act it out on the other person. When you get a sense about why the event is so charged, you’ll regain some balance and be able to make a wiser decision about how to (or even if you want to) have a conversation with the person instead. Acknowledge the other person’s feelings as well. Consider what story they might be telling themselves, and inquire about it. For example: “You sound upset (acknowledgment). Are you? Have I said something that caused you to react this way (inquiry)?” It just takes practice, like anything else. Q. Can you give five tips to managing a difficult conversation? JR: Most books on this topic, though they may speak differently about them, identify the same basic skills for handling difficult conversations: 1. Start with yourself. Acknowledge your feelings and gain control of them. Breathe. Identify your desired outcome for the conversation and try to guess at theirs. What do they want? What do you want? 2. Be curious. Inquire. Find out how they see t When Using Pantone Color for Commercial Printing ome awareness to the situation. The awareness tells you how much of the emotion has to do with the current event and how much of it is from the past event. Once you know, you can choose how to utilize the energy. For example, with a huge emotion, you might be tempted to hide it or to act it out on the other person. When you get a sense about why the event is so charged, you’ll regain some balance and be able to make a wiser decision about how to (or even if you want to) have a conversation with the person instead.As a graphic designer, we have to consider how many color used in certain design. Why? Because the price of the color you take. More color you take more budget you get. For image color, of course 4 color you take. But for specially cases, you need Pantone Color to make your design looks better or exclusive.If you have more budget, combination between 4 colors and Pantone should be consider making a better look of your final output. But if you do not have more budgets, you can use Pantone color only to make a good final print, such as Monotone, Duotone, Tritone or Quadtone color.Many designers combine image and text with spot color of Pantone using Monotone or Duotone on Adobe Photoshop and other graphic software. Spot colors are special premixed inks used instead of, or in addition to, the process color (CMYK) inks. Each spot color requires its own plate on the press. Sometimes duotones are prin Acknowledge the other person’s feelings as well. Consider what story they might be telling themselves, and inquire about it. For example: “You sound upset (acknowledgment). Are you? Have I said something that caused you to react this way (inquiry)?” It just takes practice, like anything else. Q. Can you give five tips to managing a difficult conversation? JR: Most books on this topic, though they may speak differently about them, identify the same basic skills for handling difficult conversations: 1. Start with yourself. Acknowledge your feelings and gain control of them. Breathe. Identify your desired outcome for the conversation and try to guess at theirs. What do they want? What do you want? 2. Be curious. Inquire. Find out how they see the situation. Ask useful questions and listen. Don’t judge or make assumptions. Don’t take it personally. This is their story and they can tell it whatever way they want. Support them. 3. Acknowledge their story and their feelings. Validate their concerns. This doesn’t mean you agree. It means that you hear them. It’s a tremendous gift and moves the conversation in a useful direction. You get a gift, too. You learn a lot about what’s important to this person, which will be helpful when you begin to look for solutions. 4. Advocate for yourself. What is your story? What are they not seeing? Explain how the situation looks from your perspective. Go slowly and don’t assume. 5. Build solutions based on new understanding. As you begin to listen and talk, information comes out that will help you co-create effective solutions with your partner.
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