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AUGUST 2014 Newsletter
Welcome to Ascend Training Solutions
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Hello everyone! 
This month our focus is on Listening, a critical skill in leadership, negotiation, learning, problem solving, decision making and, well, life! We've all heard the old adage "I have two ears and one mouth so I should spend twice as much time listening as talking." Its old, but so very true and a reminder we all need regularly. I find myself needing that reminder in my capacity as a school board member. It's far too easy to miss the opportunity to solve a problem if I don't listen deeply for the entire story and its related components. This is especially true if the person I am speaking with is upset or angry. I am like so many others in such a situation in which our defenses go up and our minds race for the right thing to say to calm the person down instead of listening for what is being said within the emotion. This is true in so many aspects of life and business though. It's so easy to fall into the trap of "listening with an agenda," instead of listening to understand. As leaders, we must remember to listen to understand in order to guide those for whom we are responsible. We must model good listening skills to ensure that they use them when listening to us and their coworkers. As the workplace hums back into full gear and new initiatives begin or we get back to ongoing projects in earnest, let's remember to listen more than we talk!
Warmest end of summer regards,
Sue
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TIP OF THE MONTH
Paraphrasing
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In communication, paraphrasing is an effective form of verbal feedback to use when listening, however, it is not simply repeating or "parroting" the message, but restating the speaker's statement in the listeners own words without changing its meaning. A listener typically paraphrases a speaker's message in order to gain deeper understanding, or to convey interest and understanding of the message. When an issue being discussed is complex or if the speaker is upset, paraphrasing is a particularly effective way for the listener to ... READ MORE CLICK HERE
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OUR SERVICE
Ascend Training Certifications:
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Competencies of Great Supervisors
Part 9 - Listening
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In our 2014 article series, Competencies of Great Supervisors, each month we've highlighted a different critical supervisory skill, one that is essential to being an effective leader. This month we continue the series with a focus on the invaluable skill of listening. Ok, so listen up!
A key determinant in the success of an individual and in the quality of his or her relationships, both personally and professionally, is the ability to effectively communicate  with others. When we think of communication skills, we often focus on how we speak to others, however, listening is a significant part of the communication process. Effective communication cannot take place unless a message is heard and retained thoroughly and positively by the intended receiver, and the receipt of said message is then effectively relayed back to the speaker. In other words, for communication to be truly effective, the speaker must feel genuinely heard and understood. Read Entire Article...
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Spotlight on Listening when Negotiating
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In addition to teaching "on-ground" courses, I teach an online course for The University of California, Irvine Extension. The course, Negotiation Skills, an elective course in the Business Administration Certificate program, is focused on the preparatory and analytical components of Negotiation. One of the things I've noticed is that students tend to be primarily focused on their own contributions, both verbal and non-verbal, to the process. They tend to be very thoughtful about the details of their proposal, how to frame it, when to present it and what they are going to say. We work quite a bit on trying to change that paradigm to one focused on asking questions and listening to their counterpart. There are so many opportunities to add value for all parties, ensure win-win outcomes and overcome or avoid "tricky" tactics by understanding your counterpart's point of view, true needs,  personal or business considerations and personality. You gain this understanding in a negotiation primarily by listening. The less you talk the more you learn. Early in a negotiation you should be focused on learning as much as possible about your counterpart's needs, limitations, expectations and goals. This is done by asking questions, listening, asking more questions and continuing to listen. Put yourself in your counterpart's position, identify additional points of value you can add to the offer that are meaningful to the counterpart, identify points of value that are meaningful to you which your counterpart may be able to offer. Your proposal will be considerably stronger if you have assumed nothing and have a thorough knowledge of what your counterpart wants, needs and expects - one of your most powerful tools in gaining this knowledge is LISTENING!
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