„‚ CONDITIONS THAT HINDER EFFECTIVE COMMUNICATION

6. Dealing with the Consequences of Assertive Behavior
It is obvious that there are both advantages and disadvantages to any newly acquired
behavior; some people will like the change and some will not. Thus, the consequences
of assertive behavior should be discussed during assertiveness training. The most
effective method of leading such a discussion is to elicit the different consequences from
the trainees themselves. If they offer only reasons that assertiveness will not work
(disadvantages), the trainer can lead them to see the individual, group, and
organizational advantages through behavior modeling, role play, and self-appraisal.
Some of the most common consequences cited by trainees are as follows:
Disadvantages
If presently passive:
■ “People will think I’m pushy.”
■ “People won’t like me.”
■ “People will get mad at me.”
■ “I wasn’t brought up to act that way.”
■ “I’d be fired.”
If presently aggressive:
■ “People will think I’m weak.”
■ “People will think I’m insincere.”
■ “I’ll be out of control.”
■ “I’ll never get anything done that way.”
■ “People will walk all over me.”
Advantages
■ “I’ll feel better about myself.”
■ “I’ll get more cooperation.”
■ “It would help the team effort.”
■ “I won’t be under as much stress.”
■ “I can start being honest.”
■ “People will know where I stand.”
■ “It would show others that I care about them.”
The Pfeiffer Library Volume 6, 2nd Edition. Copyright ©1998 Jossey-Bass/Pfeiffer ❚❘ 351