Table Of Content25
ESSENTIAL SKILLS
& Strategies for the
Professional
Behavior Analyst
2
25
ESSENTIAL SKILLS
& Strategies for the Professional
Behavior Analyst
Expert Tips for Maximizing Consulting Effectiveness
by Jon Bailey & Mary Burch
3
Routledge
Taylor & Francis Group
270 Madison Avenue
New York, NY 10016
Routledge
Taylor & Francis Group
27 Church Road
Hove, East Sussex BN3 2FA
© 2010 by Taylor and Francis Group, LLC
Routledge is an imprint of Taylor & Francis Group, an Informa business
International Standard Book Number: 978-0-415-80067-9 (Hardback) 978-0-415-80068-6 (Paperback)
For permission to photocopy or use material electronically from this work, please access www.copyright.com (http://www.copyright.com/) or
contact the Copyright Clearance Center, Inc. (CCC), 222 Rosewood Drive, Danvers, MA 01923, 978-750-8400. CCC is a not-for-profit
organization that provides licenses and registration for a variety of users. For organizations that have been granted a photocopy license by the
CCC, a separate system of payment has been arranged.
Trademark Notice: Product or corporate names may be trademarks or registered trademarks, and are used only for identification and
explanation without intent to infringe.
Library of Congress Cataloging-in-Publication Data
Bailey, Jon S.
25 essential skills & strategies for the professional behavior analyst : expert tips for maximizing consulting effectiveness / by Jon S.
Bailey & Mary R. Burch.
p. cm.
Includes bibliographical references and index.
ISBN 978-0-415-80067-9 (hardback : alk. paper) -- ISBN 978-0-415-80068-6
(pbk. : alk. paper)
1. Behavior analysts--Professional ethics. 2. Behavioral assessment--Methodology. I. Burch, Mary R. II. Title. III. Title: Twenty five
essential skills and strategies for professional behavior analysts.
RC473.B43B35 2009
2009010305
616.89--dc22
Visit the Taylor & Francis Web site at
http://www.taylorandfrancis.com
and the Routledge Web site at
http://www.routledgementalhealth.com
4
Dedicated to W. Scott Wood, PhD,
who spent his entire academic career
modeling professional behaviors for the rest
of us. He was a superb colleague, master
teacher, and elegant researcher. He was
our friend, and we miss him terribly.
5
Contents
Acknowledgments
Preface
SECTION ONE Essential Business Skills
Chapter 1 Business Etiquette
Our Current Image
First Impressions Count
I See London, I See France
Getting to Know You
Meeting Etiquette
Business Meals
When in Rome
Cell Phones and Text Messaging Manners
Impression Management
Summary
For Further Reading
Chapter 2 Assertiveness
Assertiveness on Behalf of Your Client
Assertive Behaviors in Meetings
Assertive Affect
Assertiveness on Your Own Behalf
Just Say “No”
How to Say “No”
Please Explain Yourself
Educating Others
How About This Instead?
Saying “No” Is Hard to Do
Ask for What You Want
How Am I Doing?
Summary
For Further Reading
6
Chapter 3 Leadership
Leadership Behaviors: How to Get Started
Visible Leadership: Participating in and Running a Meeting
Leadership 101: First Steps
It’s Your Turn: Running a Meeting
What Do You Think? Getting Others to Participate
You Can’t Do It All: The Importance of Delegating
Leadership in the Workplace
Invisible Leadership
Summary
For Further Reading
Chapter 4 Networking
So What Is Networking?
How Networking Can Benefit You
Two Types of Networking for Behavior Analysts
Networking With Nonbehavioral People
Networking With Other Behavior Analysts
Networking Behaviors
Appearance
Attitude
Equipment
Specifics of Behavioral Networking
Networking Follow-up
Virtual Networking
Intentional Networking the Modern Way
Payoff
Networking Ethics
Summary
For Further Reading
Chapter 5 Public Relations
Help From Your National Association
Summary
For Further Reading
Chapter 6 Total Competence in Applied Behavior Analysis and in Your Specialty
Total Competence in Applied Behavior Analysis
Total Competence in Your Specialty
Monitoring Your Own Practice
7
Knowing When to Decline a Case
Developing Competence in a New Area
Summary
For Further Reading
Chapter 7 Ethics in Daily Life
Daily Ethical Challenges
Integrity
Competence
Confidentiality
Dual Relationships
Functional Assessment
Right to Effective, Least Restrictive Treatment
Ongoing Data Collection
Terminating Clients
Dealing With Colleagues
Behavioral Colleagues
Nonbehavioral Colleagues
Summary
For Further Reading
SECTION TWO Basic Consulting Repertoire
Chapter 8 Interpersonal Communications
What Makes a Person Likeable?
Interpersonal Skills for Behavior Analysis Settings
Interpersonal Communications With Clients
Interpersonal Communications With Everyone Else
Communicating With Your Boss or Supervisor
Communicating With Colleagues
Communicating With Direct Reports
Summary
For Further Reading
Chapter 9 Persuasion and Influence
Influence
Tactics of Influence
Framing
Information
Technical Expertise
8
Persuasion
Having Credibility
Understanding Your Audience
Making a Solid Case
Effectively Communicating
Summary
For Further Reading
Chapter 10 Negotiation and Lobbying
Negotiation
Negotiation: The Behavioral Way
The Need for Negotiating and Lobbying
Where Does Behavior Analysis Fit In? Why Do We Have to Negotiate?
Lobbying
Establishing Yourself as a Reinforcer
Ask Questions to Get Information
Assess the Teacher’s Response
Tips on Negotiation
Summary
For Further Reading
Chapter 11 Public Speaking
Need for Public Speaking Skills
How to Get Started
Standard Techniques for Public Speaking
Preparing Your Talk
Room Setup and Equipment Check
Lighting and Temperature
Audience Seating
Testing the Equipment
Music: Moving From Acceptable to World Class
Meet and Greet
Delivery
Creating an Excellent Slide Show
Summary
For Further Reading
SECTION THREE Applying Your Behavioral Knowledge
Chapter 12 Handling Difficult People
9
Dealing With Volunteers or Mediators
Dealing With Direct Reports
Dealing With Colleagues and Peers
Dealing With Upper Management: Presidents, Vice Presidents, and CEOs
Are You the Difficult Person?
Difficult People Aren’t Easy
You Can’t Win ’Em All
Summary
For Further Reading
Chapter 13 Think Function
Trouble in the Mall
Think Function at Work and at Home
Think Function in the Workplace: Reading Subtle Signs
Case of the Chatty Cubicle Mate
Hostile Information Technology Director (the Company Computer Guru)
Distant Parents
Summary
For Further Reading
Chapter 14 Use Shaping Effectively
Ethics of Shaping
Develop the Shaping Habit
Everyday Behavior Shaping
Summary
For Further Reading
Chapter 15 Can You Show Me That?: The Key to Effective Consulting
“Can You Show Me That?” Five Words That Can Improve the Bottom Line
Seeing for Yourself
From the Boardroom to the Kitchen: Teaching Supervision to Mid-Level Administrators
Supervising Means Watching People Work
Modeling Reinforcement
What If They Can’t Show You?
Summary
For Further Reading
Chapter 16 Performance Management
Behavior Analysis in Business, Industry, and Organizational Settings
Collecting Baseline Data
10
