EXERCISE 5.2
Assertiveness
Ramp It Up
Purpose
To help build assertiveness in those who are reticent. It will push them beyond their normal comfort zones and make them stretch their capabilities.
Thumbnail
40 to 110 minutes
Individuals in coaching identify areas in which they need to be more assertive and then select one specific situation from the list. To practice the skill, they then role play until they feel more comfortable. Their follow-on assignment is to be more assertive in two real-life situations. Team members identify lack of assertiveness issues that impact the group’s effectiveness. They select the top two to three issues and role play to be more assertive. Their follow-on assignment is to take the learning back to the organization. The facilitator will need to be able to help more aggressive team members calm down so they use the skill of assertiveness with respect and so they model assertiveness effectively and respectfully to those who are not as assertive.
Outcomes
- Increased awareness of areas in which participants can be more assertive
- Overcoming barriers to being assertive
- Integrate the learning into their daily lives
Audience
- Intact team
- Individual working with a coach
Facilitator Competencies 
Moderate to Advanced
Materials
Team
- Role-play handout to be created prior to group exercise from template provided
- Flip charts, markers, masking tape
Individual
- Ramp It Up Handout
Time Matrix
| Activity | Estimated Time (Individual) | Estimated Time (Group) |
| Discuss assertiveness | 10–15 minutes | 10–15 minutes |
| Select areas and list barriers and possible remedies | 5–15 minutes | 20–35 minutes |
| Role play | 15–20 minutes | 20–30 minutes |
| Debriefing | 10–15 minutes | 15–30 minutes |
| Total | 40 to 65 minutes | 65 to 110 minutes |
Instructions
Individual
1. As a coach, you should guide the participant through this exercise, helping identify areas for correction, discussing why some behaviors are ineffective, and implementing corrective strategies during the role play.
2. Discuss the concept of assertiveness and why a lack of assertiveness can be an issue in the workplace.
3. Give a copy of the Ramp It Up Handout to the participant. Work through each step with the participant.
4. Based on issues raised, offer to role play some scenarios with your client.
5. Review the assignment at the end of the handout.
6. Set up a time to meet again with the participant and review how the assignment went. Ask questions such as:
- Which real-life situations did you select?
- Were you able to be more assertive?
- What was your comfort level while doing this?
- What results did you get?
- Will you do it again in the future?
Group
1. Prior to the exercise, identify those in the team who are considered to be assertive. You want the assertive people, not the aggressive ones. Ask them to help you with the exercise by sharing with the group their perspectives, techniques, and strategies.
2. With the group, discuss the concept of assertiveness and why a lack of assertiveness can be an issue in the workplace.
3. Ask participants to identify issues that impact the team’s effectiveness and write what they say on a flip-chart page.
4. Ask them which of those issues listed in Step 3 may be impacted by a lack of assertiveness. Record the responses on another flip-chart page. Stimulate thought with the following examples of problems caused by lack of assertiveness:
- A surgeon operated on the wrong body part because no one mentioned discrepancies between the documentation and the procedure that they noticed prior to the surgery.
- A company faced financial ruin partially because the people who noticed accounting irregularities did not speak up.
5. Have them discuss the benefits that could be achieved if team members were more assertive. Could problems be avoided or corrected sooner? Would morale improve because people would feel they had more of an impact on the organization?
6. List the barriers to being assertive on a flip-chart page. What stops people from being more assertive? Why do they hold back? Could they lack the skills to effectively express what they are thinking or feeling? Could they be afraid of repercussions?
7. Identify some ways to overcome the barriers. Do people need to enhance their communication skills, build confidence, or practice being assertive in a safe environment?
8. Tell the participants they will take turns role playing more assertive behavior. Ask them to form pairs and distribute the role-play handout.
9. Discuss with the entire group how everyone felt during the role plays.
10. Give the following assignment: Over the next two weeks, be more assertive in two actual work situations.
11. (Optional) Find a time after you have completed the assignment to review how it went with a partner or coach.
Instructions for Facilitator
Based on the feedback from the team, select an issue similar to one from Step 3 of the team instructions and create a role play. If you are already familiar with the team’s issues, you can select an issue yourself. Otherwise, you’ll need to do some pre-session research to find an appropriate issue from which to create a scenario. The scenario should include elements similar to the following:
- Person A identifies a problem and brings it to the attention of someone at a higher level of authority—Person B.
- Person B is initially not happy to hear about the problem.
- Person A perseveres by asserting the benefits of addressing the issue sooner rather than later.
The following is the template to be re-created as a handout with the specifics added in for the participants.
Person A = Hunter
Person B = Jordan
There is a problem with (problem area). Hunter notices it and is determined to make Jordan, the (title of person in authority) aware of it.
| Hunter: | Jordan, I’d like a few minutes of your time to talk to you about something. |
| Jordan (a little abruptly): | Yes, what is it? I really don’t have much time. |
| Hunter: | This won’t take very long. |
| Jordan: | Okay, let’s hear it |
| Hunter: | I’ve noticed that (description of problem) |
Jordan responds less than enthusiastically and doesn’t seem to be very interested in hearing about this.
Hunter must convey to Jordan the benefits of addressing the problem now rather than waiting until later, when it will be harder to fix. He should let Jordan know that his concern is to help the organization be as effective as possible.
1. Name a few specific situations in your personal or professional life when you have lacked assertiveness. It might be helpful to think of times when you regretted not speaking up.
2. Why did you lack assertiveness? What stopped you? Why did you hold back?
3. What are the barriers to being assertive? Do you lack the skills to effectively express what you were thinking or feeling? Are you afraid of repercussions? Were you conditioned as a child to be unassertive?
4. How can these barriers be overcome? Do you need to enhance your communication skills, build your confidence, or practice being assertive in a safe environment?
5. In which situations are you willing to be more assertive in your life?
Assignment
Over the next two weeks, in two real-life situations, act more assertively than you would have in the past.