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Are You Responsible for Building Trust?

 

As a manager or employee do you understand your responsibilities when it comes to reducing aggression? Or do you contribute to it?

Those of us who have been managers and employees over the past several decades have witnessed probably every conceivable reaction there is from the public.

 I know that during my Federal service and corporate career there were public meetings where I saw unempathetic and out- of-touch presenters who induced either lethargy or plain outrage because they stood up, read their scripts and then fumbled their way to the door. They never acknowledged nor recognized their contributions  to the public’s disinterest or outrage.

 

While serving as an “aide-de-camp” to a corporate CEO and a Colonel for the U.S. Army Corps of Engineers, I saw members of the public become so incensed at public meetings that I had no alternative but to ensure the safety of my charges by exiting them through the back door of the meeting facility.

 

So, is there a way that ahead of or during the meeting or the event that we can “predict” when someone may become physically violent or disruptive?

 

According to Dr. John Byrnes the answer is yes!

 

Byrnes, a violence prevention expert and founder of the Center for Aggression Management (www.aggressionmanagement.com), says there “are phases” that a person goes through before he or she reaches the point of acting out in an aggressive manner.

 

Although most people typically think or believe that aggression is simply an “explosion” of emotions, Byrnes says that his research shows that there are specific phases a person moves through that when understood allows us to diffuse aggression and the possibility of violence.

 

The Early Warning Signs

 

Byrnes says that a person is usually “triggered” by something in his or her environment. These triggers could be another person, an event, a situation or even an object.

 

As the person’s anxiety level begins to rise, their ability to think clearly and act rationally begins to lessen. Brynes says this is why it is critical to take notice at this stage of the process early on. Otherwise, the outcome can be an emotional explosion and possibly result in physical violence.

 

Most all people across cultures, creeds, sexes and age groups exhibit early warning signs, which serve as signals to you as an observer that they are feeling very anxious about something.

 

These warning signs include:

 

  1. Sweating profusely
  2. Pacing
  3. Nervousness
  4. Swearing (especially for those who don’t normally use profanity)
  5. Fidgeting excessively

 

As the aggression begins to evolve the person will also begin to lose verbal control — their words will become garbled or their sentences mixed up and unintelligible.

 

There are other clues as well. Look for such signs as:

 

  1. Twitching lips
  2. Shallow breathing
  3. Veins standing up on their necks
  4. Facial color changes (‘red’ with anger or ‘white’ with rage)
  5. Even barring of teeth!

 

When the person moves beyond these signs, they are most likely to become violent and lash out physically.

 

Early Recognition Can Prevent Violence

 

“It is important to recognize these early warning signs,” says Byrnes, who for the past 15-years has extensively researched aggression management. “When you recognize these early warning signs then you can take action where you can most likely be successful in getting the other person to talk about what’s making him anxious. If you are able to keep someone talking you may be able to keep that person from becoming violent.”

 

Byrnes notes that everyone operates at different levels of communications, and cautions that often times you must be exceedingly patient when dealing with people that are moving toward aggression and don’t speak as clearly as you do, or who aren’t skilled at saying what it is that is bothering them.”

 

However, if a person quickly escalates from these early warning signs to visible anger, assess your own situation as well and determine whether you need to ask someone to step in and help or exit the situation. – LDA

 

Sources: Center for Aggression Management and Safety Check. Dr. L. Darryl Armstrong is a certified aggression management trainer (www.armstrongandassociates.org)

Dr. Darryl

L. Darryl Armstrong

ARMSTRONG and Associates

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ICM Crisis News Annual Report Available

My colleague Larry Smith, President of the Institute of Crisis Management, has released his latest annual report on crisis news for the year ending 2007.

Not surprising the report notes the sub-prime debacle as one of the most far reaching crises of 2007. Overall business crises were down slightly in 2007, compared to 2005, yet still up considerably from the low crisis year of 2004.

ICM has been tracking 16 broad crises categories since 1990. These categories include catastrophes, environmental, class action lawsuits, consumerism actions, defects nd recalls, discrimination, executive dismissal, financial damage, hostile takeovers, labor disputes, mismanagement, sexual harassment, whistle blowers, white-collar crime, work place violence and casualty accidents.

You can read the report at www.crisisexperts.com

Dr. Darryl

L. Darryl Armstrong

ARMSTRONG and Associates

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Starbucks is Getting Serious Again About Customer Service

February 16, 2008 ldarrylarmstrong Leave a comment

Starbucks nationwide to close for emergency re-training Feb. 26

Sarah Gilbert hits the mark with her latest post. The issue of customer service is at the forefront of one of the nation’s biggest coffee bars. For a company that has been praised by Joseph A. Michelli in is book The Starkbucks Experience: 5 Principles for Turning Ordinary into Extraordinary the company is now hurting from its failure to follow-through and ensure exemplary training of all its employees. Two weeks ago I had my first unacceptable customer experience at a Starbucks near Tullahoma, Tenn. Sure enough the youngsters there were more interested in listening to their music than fixing a decent espresso. In fact, it was the worst cup of coffee I had had in a long time! Maybe the Feb. 26 shutdown for re-training will turn the company around. If not, like so many companies we may have to give them our “Stinking Fish Award” and that would truly be sad for a company we once thought set the standards for exceptional customer service.

Posted Feb 13th 2008 7:46PM by Sarah Gilbert
Filed under: Starbucks (SBUX), Employees

I know I’m not the only one who’s complained that Starbucks baristas don’t know how to make a decent latte any more. Far from its roots as the reliable place to get coffee made exactly right, the chain has lately become famous for its automatic machines and the hit-or-miss quality of its products.

Howard Schultz is here to change all that: by shutting down Every Last Storenationwide for three hours on Tuesday, February 26. Starting at 5:30 p.m., baristas in the coffee giant’s 7,100 stores will learn how to do things better. They’ll learn how to make a perfect shot, how to steam milk, and (if we have anything to say about it) how not to burn coffee, and how to wipe the milk steamer before switching from dairy to soy milk. (Vegans everywhere will say thank you.)

While it’s doubtful that three hours of training will reverse years of gathering mediocrity, it’s certainly a symbol of a company that cares about quality. If Howard is serious about this change stuff (and it’s obvious that he is), he’ll consider switching back to manual latte machines, at least in some stores located in serious coffee markets (like certain neighborhoods in Seattle, Portland and San Francisco). Speed and convenience is no price to pay for really good coffee. Some customers will agree; others will probably mutter swearwords under their breath as they pull up to their local Starbucks only to find it Closed For Training in a couple of weeks. Which customer are you?

8 Steps to Finding and Hiring the Right Employees

Here is what you must do to find the right fit between you and the employee.

First, look and interview for “attitude,” which is reflected in personal attributes not innate personality traits such as being an extrovert.

Second, look for and interview for people who are passionate about their work and wanting to work with you. They should be passionate about wanting to work with their fellow employees as well to ensure that the entire team is providing memorable customer service.

Third, interview for employees that are versatile. I realize that some jobs require certifications or licenses yet you also can find employees who are accredited that are also able to adapt and work with job descriptions that go beyond the black and white words on the paper. In other words when interviewing pose problems, issues and questions that focus the interviewee and get the person being interviewed to explain what they would do above and beyond the call of duty, or above and beyond their written job description.

Fourth, please share your company’s vision at the outset of the interview. If you envision that your company will become the most desirable place for employees and clients to engage then make that very clear to your potential employee. If you don’t have a vision for your company’s future then it is time to sit down and develop one.

At ARMSTRONG and Associates our vision is to ensure that every client gets more than they expected from us and that they will be so pleased they will refer us to their associates. We will be seen as the resource for the best and most effective counsel at a fair and reasonable cost.

Your vision should project what you want your company to be within ten years and carefully articulate what you want to see your company to become known for.

Engage with the interviewees in a dialogue about your vision of the company and ask them how they will contribute to making this vision a reality.

Realistically candidates won’t tell you upfront if they don’t like your organization, however, when you engage in this discussion you will find out pretty quickly through nonverbals and verbals whether or not they want to join your company and make your vision a reality.

Fifth, listen to what they say and listen carefully to what your “gut” tells you about the person. When your gut tells you the person is not truly “buying into your vision” then move on to the next interviewee.

Just remember a candidate may have all sorts of degrees, training, experience and certifications or licenses but if they are resistant or hold back enthusiasm for the vision of your company move on to the next interviewee.

Sixth, it is wise to interview people in the real world. Although I have taken people into a quiet office to interview them, some of the best interviews took place when the business was going on all around us. This allows you to see how the candidate will react to being in the work environment. Take them to where they will do their work and immerse them and you in the interview process at that location and see and listen to how they handle the environment. Look carefully for nonverbal cues from the interviewee while under such stress.

Seventh, group interviews are also useful because if this person is going to work with other people they should be exposed to them right upfront. If the group as a whole has the chance to assess the person you will get even more valuable feedback to make your decision.

Bring different people from different parts of the organization into the group interview. When the interview is completed sit with these people and debrief about what they saw, heard or felt about the person and how they would feel about working with them daily.

Finally, exceptional companies these days revolve around the delivery of extraordinary and memorable customer or client service, simply if candidates aren’t relaxed and don’t smile during the interview process we would not hire them.

Following these few simple steps will help ensure that you are hiring the right people to fit into your culture. Take your time, don’t be rushed or pushed into hiring anyone, and if you are working with a staffing agency don’t turn over the entire process to them following the above guidelines even when working with staffing agencies is a wise and prudent business decision.

Dr. Darryl

L. Darryl Armstrong

ARMSTRONG and Associates

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Glenn Beck’s Hospital Video Should Put Every Hospital On Alert

Could it have come at a worse time?

Both political parties want to muck around in the business of health care. Every candidate has the solution and frankly no hospital or medical provider right now wants to be above the radar and yet conservative radio talk show host Glenn’s Beck’s butt surgery made You Tube and the national press and all the media, bloggers and pundits are having a field day with it.

This incident highlights the very reason every organization must have a crisis management plan in place and have the necessary training and resources to implement it.

Young and inexperienced staff need to be trained and practiced and seasoned veterans need to be practiced and reminded of the principles of crisis management.

In case you haven’t yet read it you can read the fall-out from this entire Associated Press story at this link in USA Today -http://www.usatoday.com/life/television/news/2008-01-14-glenn-beck_N.htm?csp=34

If you have not seen his video where he details this experience I recommend you do so immediately! You can find it here: www.youtube.com/watch?v=bX1rLv_hNeI 

Or, simply go to www.youtube.com and search for Glenn Beck Hospital experience.

Then review your crisis communications plans against our FREE crisis communications planning guidelines available at our web site www.armstrongandassociates.org

Time is of essence and we don’t won’t our clients and associates to be caught off guard.

Dr. Darryl

L. Darryl Armstrong

ARMSTRONG and Associates

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Help the Client See You as a Source of Value and Not a Threat

January 12, 2008 ldarrylarmstrong 3 comments

(My apologies to all – the post I sent out last night had some spelling errors that have now been corrected. This happens when I write it on the road and forget to spell check and reread it. Thanks to Susan Gaffney-Evans for pointing this out. D.) 

BNA — It’s sometimes hard to do yet I highly recommend you not accept a client who doesn’t value your services or with whom you have a personality conflict. Frankly, and I know this from experience, these clients will create more problems in the long run no matter how hard you try to be of service to them.

When working with the client’s staff, you will probably be perceived as a threat. You can reduce the degree of the threat feeling by ensuring that the client properly introduces you and explains your role. You can further reduce the threat by communicating the fact that you want to work with the staff to ease the tension and motivate them by showing how their role will benefit them as well as the company.

Your continued success will greatly depend on your ability to bury your own ego and let the key players in the client’s organization get recognition for your accomplishments. Those who are important for future business referrals will know that you are responsible for these achievements.

Don’t allow your relationship with a client to deteriorate into one which is adversarial. Your role is to serve the client first and only. Keep your lines of communication open and honest. If they do deteriorate, stop providing services until the communications are patched up.

Always be viewed by your clients as giving the most you can give. Always give them extra value – or what we call lagniappe. You will benefit by having others understand that you will always give more than is expected.

Dr. Darryl

L. Darryl Armstrong

ARMSTRONG and Associates

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How to Handle Conflict and Tension with a “Driver”

October 28, 2007 ldarrylarmstrong 1 comment

So now you know you have a “driver” personality and/or management style person you need to deal effectively with — how do you do it?

First, remember these people don’t want you to spend a lot of time talking to them. They want you to focus on the “payoff” of the situation. So get to the point in as few words as possible.

Second, practice your presentation before you deliver it. Don’t spend a lot of time developing rapport. A “driver” personality not interested in your weekend, your family problems or your health.  Just get on with the discussion you need to have. If you go to their office to have this discussion don’t sit unless asked. Always be brief and succinct. Be rationale in the delivery of your messages and remember they don’t care about what you “feel” the problem is they want you to “think” about the problem.

Third, give them options, if you are proposing solutions or alternatives. Position the alternatives in the order you want them selected. Most drivers will only hear the first alternative presented to them.

Finally, show them how taking the alternative will deliver specific and immediate action. Then tell them specifically yet succinctly what you will do to fix the problem.

Also, if you can’t fix the problem or don’t know how to do something — don’t ever bluff them! Simply tell them you can’t do whatever needs to be done. They will respect you for your honesty and directness.

 Until next time.

Dr. Darryl

L. Darryl Armstrong

ARMSTRONG and Associates

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Identifying “Driver” Personality and Management Styles

So you think/feel that your boss, your significant other, or your employee is a driver.

But how do you know that they are drivers?

Well, let’ s look at some of the “descriptors” – those things that accurately describe “drivers”.

Marvin RunyonDrivers are “dominant” in their actions; they are high control; tend to want to manage process; are very self-reliant; like to direct things; are often over achievers and can be volatile.

If you compared them to an animal they would be elephants, and if you compared them to a vegetable they would be garlic. They are often “big mouths” – and can be seen as “Sherman Tanks” running over other people. They always want to “finish” it.

Now, bear in mind how you see them and how they see themselves are totally different. Drivers see themselves as being results-driven, action-oriented, very focused, direct and self-reliant.

However, if you have to “partner” with them you may seem them as intolerant, short-term, insensitive and always wanting to win and have someone else lose.

The greatest single fear a driver has is — failure.

Under tension they will lose control or fall back to being indecisive. And their response to tension is to dictate.

Do you know some drivers? Are you one?

Probably the most intense and “famous” driver I have ever personally known and worked with was Marvin Runyon, former chairman of the Tennessee Valley Authority.

Until next time.

Dr. Darryl

L. Darryl Armstrong

ARMSTRONG and Associates

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