Professional

Development

Communication Styles
What Is Your Impact on Others?
By Stacey
Hanke

Many are
out of practice when it
comes to
face-to-face
communication.

or many, attending a professional development conference such as ASSEs Safety 2009,

slated to run June 28 to July 1 in San Antonio,
TX, is an event in itselfon a limited budget, the
opportunity to network face-to-face comes only
once a year. And in a world in which people are
inclined to connect with one another electronically,
many are out of practice when it comes to face-toface communication. E-mails, BlackBerrys and text
messages are not going away, but it is still important to know how to maximize your influence on
others via effective in-person communication.
The networking opportunities available at ASSEs
Professional Development Conference and Exposition
are listed in the sidebar on page 25. To effectively network, you need to know your impact on others. This
article discusses the various communication styles
and what each communicates to listeners.

We cannot not communicate. Nonverbal behavior speaks volumes. We have heard it before: Know
who you are talking to and adapt your communication style to your listeners style. As many times as
we have heard these words to be the key for creating and managing relationships, the opposite
appears to be true.
Whether observing a speaker or having a one-toone conversation with a client, it is clear that many
speakers convey messages about themselves, and
ignore their listeners nonverbal and verbal cues.
Imagine where you could take your relationships
with others if you took the time to listen to what
works for them.
We have preferencescertain skills and behaviors
that make us who we are. Recognizing styles in
yourself and others can help you influence and build
relationships and become a better communicator.

Safety 2009 Exposition

ore than 300 exhibitors will be on

hand at Safety 2009 to showcase
the latest products, services and solutions in the SH&E industry. The exposition will open Sunday, June 28, from
3 p.m. to 5:30 p.m. Exhibit hours will

Exhibitors Directory
360training.com
3E Co.
3M
Academy of Certified Hazardous
Materials Managers
Accuform Signs
ACGIH
Advanced Driver Training
Services Inc.
Aearo Technologies
Aerie Technologies
AGC of America
Alertdriving
All Star Incentive Marketing
AllOne Health
American Heart Association
American Red Cross
Ansell
AON eSolutions
AON Smart Drive
APG LP
Apollo Associated Services
Conference sponsor
Current month advertiser

22

continue on Monday, June 29, and

Tuesday, June 30, from 9 a.m. to 3:30
p.m. each day. This list is current as of
April 1, 2009. For the latest information,
visit www.safety2009.org.

Aramark Uniform Services

Argus-Hazco
Ascom (US) Inc.
ASI Health Services
Atlas Ergonomics
AVO Training Institute
Backs Unlimited Inc.
Beagle 1 Inc.
Behavioral Science Technology
Inc.
Bei Bei Safety Co. Ltd.
Best Glove Inc.
Biolife LLC
BlueWater Manufacturing
BNA
Board of Certified Safety
Professionals
Boardman Medical Supply
Co. Inc.
Bowen EHS Inc.
Bradley Corp.
Brady Corp.
Bright Star Lighting Products
BTE Technologies Inc.
Buckingham Manufacturing
Co. Inc.

PROFESSIONAL SAFETY MAY 2009 www.asse.org

ASSEs Safety 2009

Sponsors
Gold Sponsors
American Heart Association
Behavioral Science Technology Inc.

Silver Sponsor

Bullard
Comprehensive Loss
BullEx Digital Safety
Management Inc.
Bulwark Protective
Apparel
Exposition Sponsor
Bureau Veritas
Industrial Safety & Hygiene News
Business & Legal
Reports
Bustin Industrial
Coaching Systems LLC
Coastal Environmental Systems Inc.
Products
Coastal Training Technologies
BW Technologies by Honeywell
Columbia Southern University
Cabelas Inc.
Complete Equity Markets Inc.
Capital Safety
Comprehensive Loss
Cardiac Science Inc.
Management Inc.
Carhartt Inc.
Consentium Search LLC
Carnie Cap Inc.
Contour Design
Cascade Coil Drapery
CoreMedia
Casella USA
Crane Inspection & Certification
Checkers Industrial Safety
Bureau
Products
Crossfire Safety Eyewear
Chemwatch
Crowcon Detection Instruments
Chums-Chisco Inc.
CY Holding Co. Ltd.
Cintas
Datachem Software Inc.
Clarion Safety Systems LLC
Day & Zimmermann
ClickSafety
DBO2 Inc. (Design Build Own
CMC Rescue Inc.
Operate)
CMI

Various instruments identify individual communication styles. An instrument that is easy to follow
and apply is Swiss psychologist Carl Jungs four
communication styles. These styles are based on
tendencies to be task-oriented versus people-oriented, and easygoing versus take-charge. While these
are simplifications, tendencies of the four styles are:
Controllers: Take-charge and want control of
themselves, others and situations. Task-oriented,
drivers and are only focused on the end goal.
Collaborators: Easy-going, relationship-oriented and enjoy working with people to work toward
consensus.

DNV Industry
The Doctors Center Health
Services
Draeger Safety Inc.
Dragon Fur by True North
The Drake Group
Eagle Safety Eyewear
Eclectic Products Inc.
EHS Today
Elk River Inc.
Embry-Riddle Aeronautical
University
Emergency Care and Safety
Institute
EMS Safety Services Inc.
Encon Safety Products
ENMET Corp.
EORM
Equipois Inc.
Ergodyne
ErgoGenesis
Ergonomic Technologies Corp.
The Ergonomics Center of NC
ESC Services Inc.
ESIS Global Risk Control Services
Etcetera Edutainment
EtQ Inc.
Ex3
Examinetics Inc.
FabEnCo Inc.
Facility Safety Management
Magazine
Fall Protection Systems
FallTech
FirewallFlame Resistant
Apparel

Analyzers: Detail-oriented,
logical thinkers and analyze
others and situations. Work
best alone to come up with
solutions so may take more
time to make decisions and
take action.
Socializers: Outgoing,
thrive on change and enjoy
meeting people. They get their
energy from others and therefore work best when brainstorming with others to make
a decision and take action.
By being aware of your
communication preference,
you will have a better understanding of how others perceive you. The ability to
recognize and adapt to your listeners communication styles will make them feel that you have taken
the time to listen and focus on their needs. This
results in a positive experience and strengthens the
relationship.
You cannot be 100% sure what a person means
through his/her nonverbal behavior. However,
look for consistencies in gestures, eye movement,
tone of voice and facial expressions.
Controllers: Direct, prefer to be in control, sense

Fisher Safety
Flexible Lifeline Systems
Footwear Specialties
International
G&K Services Inc.
Galson Laboratories
Garlock Equipment Co.
GfG Instrumentation Inc.
Glen Raven Inc.
Global Safety Sources Inc.
Glove Guard LP
Golder Associates
Grainger
Gravitec Systems Inc.
Guardian Equipment Co.
Guard-Line Inc.
Hagemeyer, North America
Hammerhead Industries Inc.
HCI Health Conservation Inc.
Health & Safety Institute
HeaterMeals
Herwin Co.
HexArmor
Ho Cheng Enterprise Co. Ltd.
HPL Pure Sport
Hy-Safe Technology
Hytest Safety Footwear
IceAlert Inc.
ICU Environmental Health &
Safety
InCord Safety Nets
Indiana University of
Pennsylvania, Safety Sciences
Department
Industrial Hygiene
News/Rimbach Publishing Inc.

Know who
you are talking to and
adapt your
communication style
to your
listeners
style.

Professional Development continued on page 24

Industrial Safety & Hygiene News

Industrial Scientific Corp.
Insights & Research
Interactive Safety Products Inc.
International Enviroguard
Intrepid Industries Inc.
ITEX Inc.
Ives Training & Compliance
Group Inc.
John Drebinger Presentations
Jordan David
Kappler Inc.
Kee Safety
KeepSafe Inc.
Kimberly-Clark Professional
Kinetics Noise Control
Knowledge Management
Innovations LLC
Lab Safety Supply
Labelmaster
LaCrosse Footwear
LadderTech LLC dba LadderPort
Lakeland Industries Inc.
Lapeyre Stair Inc.
Larson Davis Inc.
Lewellyn Technology Inc.
Lewis Safety Knife Co., Division
of Seal-O-Matic Corp.
Liberty Glove & Safety
LJB Inc.
Lomont IMT
Lovegreen Risk Management
LLC
Magid Glove & Safety
Majestic Glove Co.
Mancomm

Marshall University
Martor USA
Master Lock
MCR Safety
Mechanix Wear Inc.
Medtox Laboratories
MEGAComfort Inc.
Meltric Corp.
Millersville University
Milliken & Co.
Moldex-Metric Inc.
MSA
MSDSonline
MSDSpro LLC
Murray State University
Narda Safety Test Solutions
Nasco Industries Inc.
National Safety Council
Neutral Posture
NIOSH Fatality Assessment and
Control Evaluation Program
NIOSH/ERC/CE
NJ & Associates Inc.
North Safety Products
Northwest Territorial Mint
Oakland University
Occupational Health & Safety
OHD
OK-1 Manufacturing Co.
OLFA-North America
One Market Source
ONGUARD Industries
OSHA Training Institute

Exhibitors Directory continued

on page 24

www.asse.org MAY 2009 PROFESSIONAL SAFETY

23

feelings through gestures, facial expressions and tone.

When communicating with:
Controllers: Get to the point, state
what is in it for them and ask straightcontinued
forward questions. Communicate confifrom page 23
dently with a clear and concise message.
Avoid the clutter and fluff.
Collaborators: Show an interest in
of urgency, louder volume and express
them, listen patiently and give them a
limited or no emotion.
Collaborators: Appear relaxed, ask a good feel about your message or what
lot of questions, have a win-win attitude, youre asking them to do.
Analyzers: Avoid small talk, present
hesitant to make decisions and highly
facts and data, provide details and the
emotional with an expressive tone.
process you will follow to service them.
Analyzers: Cautious, logical
Socializers: Show interest in them, be
thinkers, soft-spoken, monotone
upbeat, tie their personal experiences to
voice, limited eye contact and facial
your message.
expressions.
Socializers: Outspoken, quick to make
What does your communication style
decisions, assertive, fast talkers, express
communicate to

Professional

Development

Exhibitors Directory
continued from page 23
OverNite Software Inc.
Pacific Handy Cutter Inc.
Pacific Industrial Contractor
Screening
PBI Performance Products Inc.
PDAge Inc.
Pembrooke
Pharmascience Laboratories Inc.
Phonak LLC
Physio-Control
Pigeon Mountain Industries Inc.
Polyconversions Inc.
Power Pusher, Division of
Nu-Star Inc.
Practicing Perfection Institute
Princeton Tec
ProAct Safety
ProcessMAP Corp.
Protective Equipment Testing
Laboratory
Protective Industrial Products
PS Doors
PureSafety
Quest Technologies Inc.
Radians Inc.
RAE Systems
Randy Smith Training Solutions
Red Wing Shoe Co.
Region VI OSHA Education
Center at UTA
RegScan Inc.
Regulatory Consultants Inc.
Reliance Industries LLC
Remedy Interactive
Riverside Manufacturing Co.
RKI Instruments, Inc.
Rocky Mountain Education
Center
Roco Rescue
RU2 Systems Inc.
Conference sponsor
Current month advertiser

24

Safeguard Technology Inc.

SAFEmap International Pty. Ltd.
Safestart/SafeTrack
Safetec Compliance Systems
Safety CouncilLCA
Safety Jackpot dba Peavey
Performance
Safety Maker Inc.
Safety Management Systems Inc.
Safety Performance Solutions
Safety Source Productions
Safety Through Engineering Inc.
Safety Vision LP
SafetyBanners.org
Safetycal Inc.
SafetyFirst Systems LLC
SafetyPro Resources LLC
Salisbury by Honeywell
Save A Back Inc.
SAWSTOP LLC
Scaffold Training Institute
Schweitzer Engineering
Laboratories Inc.
Scott Health & Safety
Sempermed USA
Shat-R-Shield Inc.
Shoes For Crews LLC
The Singing Safety Man
SiteHawk/Industrial Data
Systems Inc.
SKC Inc.
SlipNOT Metal Safety Flooring
Smalltown Media LLC
Southeastern Oklahoma State
University
Southern Glove Manufacturing Co.
SPAN International Training
SPANCO Inc.
Speakman Co.
Spenco Medical
Sperian Protection
Spiramid
Sportex Safety
The Sqwincher Corp.
SR Max Slip Resistant Shoes
Stanco Manufacturing Inc.
Steel Grip Inc.

PROFESSIONAL SAFETY MAY 2009 www.asse.org

others? Does your serious expression

communicate you do not want to be
there? Does the lack of eye contact suggest you are disinterested? Does your
quick rate of speech communicate that
you are in a hurry and do not have time
for them?
Ask for feedback from peers.
Audiotape yourself to hear what
others hear.
Take time to observe the behaviors of
people you admire and follow their lead.
Five characteristics for being flexible
and open to others style:
Good listener: Ask questions to learn
more, listen to nonverbal behavior.
Open to change: Be willing to
change your mind, look for alternatives
and work with others to resolve conflict.

The Service Center, located in a designated area outside of

the exhibit hall, has become a central huba meeting place
for attendees.

Summit Training Source

Syntex Management Systems
Tailored Injury Prevention
Solutions Inc.
TAPCO
Tec Laboratories Inc.
Tech Safety Lines Inc.
Technology Research Corp.
Teijin Aramid USA Inc.
TenCate Protective Fabrics
Texas Engineering Extension
Service
Therm Omega Tech Inc.
Timberland Pro
TRA Inc.
Transformer Protector Corp.
Tri-Motion Industries
Trinidad State Junior College
Tritech Fall Protection
TSI Inc.
Tuff-N-Lite
TUF-TUG Products/Deuer
Developments
Tulane University-CAEPH
Turtleskin Protective Products
Ultimate Mats
UniFirst Corp.
Uniline Safety Systems
University of Central Missouri,
Department of Safety Sciences

University of South Florida,

College of Public Heath
U.S. Chemical Storage
Usang Industrial Co. Ltd.
Valeo Inc.
Varian Inc.
Vinatronics High Visibility
Apparel
Visual Workplace
VitalSmarts
Vivid Learning Systems Inc.
VPPPA Inc.
Walls Industries Inc.
Web Devices
Weldas Co.
Wells Lamont
Werner Co.
West Virginia University
Westex Inc.
Wolf Peak International
Wolters Kluwer Law & Business
(CCH)
Woodland Workwear
Wooster Products Inc.
WorkCare Inc.
Working Concepts Inc.
Workrite Uniform Co.
ZeraWare
Zoll Medical Corp.

Learners: Be willing to learn new

behaviors and learn about others, ask
for feedback.
Positive: Learn from your mistakes
and move on, be proactive and take
responsibility.
Respectful and sensitive: Accept

differences and show appreciation for

others; change your behavior to match
your listener.
If listeners facial expressions, eye contact, tone of voice or gestures concern
you, check it out.
Ask if they have questions.

Networking Opportunities
at Safety 2009
New attendee orientation: Learn how to navigate the conference by attending this session Monday, June 29 from 9:30 to 10:30 a.m.
Key issue roundtables: The roundtables will be hosted by ASSE practice
specialties/common interest group professionals in areas of their particular
expertise. Join the discussion and share your ideas, challenges and successes in
each moderated session.
Lunch program: Wednesday, July 1, speaker Chip Eichelberger presents
S.W.I.T.C.H. On Your Sales Success. SH&E professionals need to know how to
selltheir programs, themselves and the importance of safety in their organizations. Eichelberger will deliver an energized and entertaining session to help
attendees truly affect the performance of their organizations.
Expo welcome reception: The exposition opens Sunday, June 28 at 3:00 p.m.
with a kick-off welcome reception. Meet exhibitors and learn about the expo
education sessions, which offer attendees a dedicated opportunity to learn from
exhibitors in an educational venue.
Chapter Night Out: On Monday, June 29, from 6:00 p.m. to 10:30 p.m.,
ASSEs South Texas Chapter hosts a night out at Rio Cibolo Ranch, an evening
that puts you in the mood for the Wild West of Texas.
ASSE Foundation Golf Outing: On Sunday, June 28, at 7:00 a.m., ASSEF
will host its annual golf outing at Hyatt Regency Hill Country Golf Club.

Ask for their opinion, thoughts and

whats important to them.
Ask if they need clarification.
Take this 5-minute challenge: During
your next conversation listen to the
other persons nonverbal behavior. Pay
attention to your reaction. Are you willing to adjust your style? Are you willing
to adapt your message to grab the listeners attention? Is your message for you
or the listener?
You can develop most of these skills
that often do not come naturally. They
are worth taking the time to develop
because of the positive results you will
receive.
Influence your listener to take action.
Avoid misinterpretation.
Build a stronger relationship.

Stacey Hanke is coauthor of the book Yes You

Can! Everything You Need From A to Z to
Influence Others to Take Action. Hanke
founded her own professional speaking company, 1st Impressions Consulting Inc., in August
2003. She has coached more than 10,000 individuals and delivered more than 500 presentations to national and international business
groups. Her clients have included Coca-Cola,
Hewlett-Packard, Food and Drug Administration and different sections of the U.S.
Army and U.S. Navy. For more information,
visit www.staceyhanke.com.

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