Rank: Forum user 
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Not entirely sure what I'm asking for here, but I have an appraisal objective to source some external assertiveness and / or negotiation training for safety professionals (other descriptions may be more appropriate?).
The basic aim is to make them much better at 'selling' safety and essentially persuading managers to do their bidding! We all know you have to have a basic talent for this if you are going to get anywhere in the profession, but some extra training never hurts....
I am a little vague about what to look for in this regard, so wondered if anyone else has ever done this - what worked, what didn't and are there any courses out there that are specifically targetted towards safety professionals?
Ta,
Stu
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Rank: Guest 
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Hello Stu
There's a course called Managing the 'tough stuff' - negotiation skills and managing conflict - it's a really good course run over four days.
We run the course at the Grange but it's available through other training providers too. Do a search in Google and you'll find lots more information about it.
Kind regards
Maxine Edited by user 26 September 2012 12:24:51(UTC)
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Rank: Super forum user 
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Hmm interesting. Has your company considered providing compliance training for managers? I don't like the idea that safety professionals have to 'sell' health and safety - it's a legal requirement and a moral imperative. However I do appreciate the need to be multi-talented in order to get the best out of people.
Assertiveness training? Sounds like Crufts is the best place to look - LOL!
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Rank: Super forum user 
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auntysmash wrote:Not entirely sure what I'm asking for here
Referring to the title of your post, you do a nice line in irony!
;-)
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Rank: Super forum user 
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I'd rather not commit to any comments if that's OK with everyone.
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Rank: Forum user
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The irony was unintended, but I completely see what you mean!
Yep, lots of compliance based training, but it's never as black and white as that where pushing best practice is concerned unfortunately - there is always a point of debate about whether best practice is ACTUALLY necessary, and how far to go with it, when talking to production guys :-).
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Rank: Super forum user
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Assertiveness and / or negotiation training is very common and relatively easy to find. I have done it and found it useful. Like a lot of ‘soft skills’ it is not specific to H&S but can used across a range of jobs. It is particularly useful when moving to a more managerial role from an operational role. H&S professionals will often find themselves dealing not just with people on the front line, but financial bods, lawyers, scientists, policy-makers etc. You need to be able to hold your own with these people without recourse to shouting, crying or quoting chunks of legislation.
Good Luck
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Rank: Super forum user
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Is 'essentially persuading managers to do their bidding' really 'selling'? Is it not much more likely to be recognised as manipulation, harassment or 'bullying'?
When I've observed a CMIOSH safety professional try doing what you describe, the reply he got from the managers was very simple, 'Safety you talk about isn't even worth laughing at!'.
If you want to unearth an effective trainer for selling services, first read 'Trust-based Selling' by Charles Green, a world-class authority on selling professional services; it's based on his experience as European Director of Deloitte Touche and on the book he co-authored, 'The Trusted Advisor' with David Maister and Robert Galsford.
You can also read the blogs avaialble free from Green and his colleague Andrea Howe simply by registering on their website.
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Rank: Forum user
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The soft skills - clear communication, relationship-building, influencing, marketing, selling etc. etc. - are key to any effective adviser, and should be part of the core competency, so that when people start in the profession, they are clear about what the role (should) involve, and the full range of tools and skillsets necessary.
I am surprised that Ray feels that H&S being a legal requirement and a moral imperative should magically make an impact upon management, without some intervention by a skilled practitioner. If it worked like that, why would safety practitioners be needed at all?
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Rank: Super forum user
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I am surprised that Ray feels that H&S being a legal requirement and a moral imperative should magically make an impact upon management, without some intervention by a skilled practitioner. If it worked like that, why would safety practitioners be needed at all?
Sadlass, you have misquoted me. However I did write that I have a dislike for 'selling' health and safety. I am also acutely aware that there is a need to be multi-talented or if you prefer, to be diplomatic. Indeed there are many different skills and attributes desirable in a practitioner. That said, do accountants, doctors, lawyers, etc 'sell' their practice? No, there is a requirement both legal and moral in society for their services.
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Rank: Forum user 
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Here's the shortest course in the world for how to sell what you got.
Ask questions and listen.
Your welcome.
Jeff
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Rank: Forum user
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Thought provoking post by the way (just in case my tone seemed dismissive).
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