Professional Documents
Culture Documents
Session 1
Managing people
PGP I 2009-2010 Sections A & C
Individuals Groups
Organisation
(including informal organisation)
Extra-organisational environment
• Interdependence: Reciprocal relationships in
which there is need/opportunity for mutual
support
• Dependence: Person has to rely on/needs
assistance from others, with little opportunity
for/requirement of reciprocity
• Independence: Person operates by
himself/herself
Counterdependence: Pattern of behavior in
which individuals, believing that no one
will be available to turn to in stressful
situations, isolate themselves and resist
supportive overtures by others
Overdependence: Pattern of behavior where
individuals cling too tightly to others while
failing to reciprocate support
Interpersonal behaviour
A variety of behaviours involving the ways
in which people work with and against one
another
Competition
Working Working
with others against others
Co-operation Conflict
Co-operation
Pattern of behaviour in which assistance is
mutual and two or more individuals,
groups or organisations work together
towards shared goals for their mutual
benefit
Competition
A pattern of behaviour in which each
person, group or organisation seeks to
maximise its own gains, often at the
expense of others
Even though people have similar goals,
they compete rather than co-operate
when their goals cannot be shared
Conflict
Struggle between two or more
individuals/groups in an organisation
Influence
The foundational process of organisations is
influence – that is the efforts to induce others to
behave in a desired way
It becomes significant because organisations are all
about members working through others to accomplish
their tasks
People exercise influence in a variety of ways
Use of power/formal capacity to influence others
In the absence of power, other techniques are
resorted
Influence could be upward, downward or lateral
Influence tactics include
Ingratiation/friendliness (‘buttering’)
Reason
Participation/consultation
Exchange
Coalition
Appeal
Pressure/threats
Legitimating/authority/consistency with organisational
policy and practice
Usually a combination of tactics are used
simultaneously - more effective than using a
single tactic
Managing people – The
organisational level
The critical role of leadership
Redesigning the organisation, as required
Culture, goal congruence, role clarity,
interpersonal sensitivity (role of
Organisational Development)
Reward systems
Expansion of resources
Managing people – the
interpersonal and intrapersonal
levels
Identify your network in terms of inter-
dependencies
Understand each member of your network as a
person
Assess the progress of the relationship and work
towards its maintenance
Manage differences through the balancing of
inquiry and advocacy and disciplined reflection
Need to understand self and others
Learn to communicate with and respond to others in
ways that will increase their understanding of
themselves, our understanding of them as well as
their understanding of us
INDIVIDUAL DYNAMICS
Session 2: Understanding self
and others
PGP I 2009-2010
Sections A & C
1 2
Feedback solicitation
Known blind area/
open/free/public arena blind spot
by others
area
Tell
Self- disclosure/exposure/give Shared
feedback Discovery Others’ observation
Self-discovery
Unknown hidden/facade unknown
by others area area
3 4
Under Condition of Self Disclosure
2
1
3 4
1 2
3 4
1 2
3 4
http://saweb.weber.edu/elibrary/StructuredExperience/PDF/P-FB/P-FB-1.pdf
Initial phase of group interaction
Open
Blind
H
i
d
d Unknown
e
n
Later phase of group interaction
Blind
Open
Unknown
Hidden
Principles of change in the Johari
window
A change in one quadrant affects other
quadrants
It takes energy to hide/deny/be blind to
behaviour that is involved in interaction
Trust increases awareness
Forced awareness is undesirable and
usually ineffective
The smaller the open area, the poorer the
communication
Interpersonal learning means a change has taken
place so the Q1 is larger and one or more of the
other quadrants also has grown smaller.
Working with others is facilitated by a large open
area. An increased Q1 means more of the
resources and skills in the relationships can be
applied to a task. Interpersonal effectiveness is
enhanced with a larger open area
There is universal curiosity about the Unknown
area, but is held in check by custom, social
training and diverse fears.
Sensitivity means appreciating the covert aspect
of behaviour, in quadrant 2, 3 and 4, and
respecting the desire of others to keep them so.
Self-presentation/impression
management: Revealing yourself to
others
Self-consciousness – the process of knowing
oneself
Self monitoring - what do you present and why
Presenting your true self - makes one
vulnerable, so we prefer to act according to
social expectations, wear masks and remain
enigmas
Assumption of maturity and sensitivity
Of course, sometimes even we do not know our true
selves (cf self- consciousness)
Understanding self
and others
Individual Dynamics
PGP I 2009-2010
Sections A & C
Prof. Premilla D’Cruz
How do I relate to others and
how do they relate to me?
• Broadly, the patterns of interpersonal
interactions at work could range from
– Non-assertion/passivity
– Assertion
– Aggression
• “ I don’t know.”
• “Whatever you think.”
• “You have more experience than I. You
decide.”
• “I’ll go with whatever the group decides.”
• “I don’t care. It doesn’t matter to me.”
• “Yes, yes, yes, yes, yes, yes, yes . . . NO!”
What does it do for you?
• Promotes inertia
• Resigns you to losing
• Makes you deferential – ‘people-pleasing’
• Places you in victim mode
• Embodies a sense of ‘peace at all costs’
• Precipitates feelings of depression and
anxiety
Aggression
• We get what we want by controlling the
situation, taking advantage of others and
denying the other person any space or
opportunity – behave in a righteous,
superior way
• The other person feels angry and
humiliated
• Creates antagonism and destroys team-
building efforts
Examples of Aggressive
Communication
• “I don’t know why you can’t see that this is
the right way to do it.”
• “It’s going to be my way or not at all.”
• “You ‘re just stupid if you think that will
work”
• “That kind of logic will sink the company”
• “Who cares what you feel. We’re talking
about making things work here.”
What does it do for you?
• Allows you to win at all costs
• Makes you insensitive
• Portrays you as intimidating and
threatening rather than mature and
professional
– Walk over others
– Bully others
– Use attacking ‘you’ statements
– Insist that you are always right
When passivity is appropriate
Personality
traits/
Dispositions
The possibility of errors
• About self
– Self-serving bias
• About others
– Limited/inaccurate information which
has not been verified
– Perceptual errors including
mental/perceptual sets/schema,
stereotypes, etc
Organisational applications
• My attributions about myself affect my
emotional state, my motivation and my
efforts/behaviours
• Others’ attributions about me affect
various HR practices such as selection,
appraisals, promotions, transfers/layoffs,
training
• My attributions about others which affect
how I relate to them, how I work with
them, how I assess them
– PLUS ERRORS
Learning
Individual Dynamics
PGP I 2009-10 Sections A & C
z Relatively
permanent change in
knowledge or behaviour that arises due
to experience or practice
Learning theories
z Classical conditioning
z Higher order conditioning
z Operant Conditioning
z Shaping the desired behaviours through:
z Positive Reinforcement
z Negative Reinforcement
z Variable interval/ratio
z Cognitive theory
z Complexity of human behaviour
z Role of cognition
z Learning occurs via meaningful behaviour and
information processing, not merely because of
reinforcement
z Social Learning Theory
z Vicarious learning or modeling
z Observation and imitation
Single loop and double loop learning
Decision Decision
making making
power power
in the in the
hands of hands of
superiors employees
Vroom-Yetton normative decision making
model – which decision style is most
effective in which situation
Decision E
acceptance F
F
E
C
T
Decision Decision Decision style/
I
quality rule procedure
V
E
N
E
Situational S
factors S
Decision styles/procedures
• Autocratic l (Al) Leader solves the problem alone using
information that is readily available to him/her
• Autocratic ll (All) Leader obtains additional information
from group members, then makes decision alone. Group
members may or may not be informed.
• Consultative l (Cl) Leader shares problem with group
members individually, and asks for information and
evaluation. Group members do not meet collectively,
and leader makes decision alone.
• Consultative ll (Cll) Leader shares problem with group
members collectively, but makes decision alone
• Group ll (Gll) Leader meets with group to discuss
situation. Leader focuses and directs discussion, but
does not impose will. Group makes final decision.
• Decision acceptance by subordinates
– Degree of subordinate commitment required to
implement a decision effectively
• Decision quality
– Objective aspects of a decision that affect
performance
– Eg: how many alternatives are present, are all the
alternatives similar in consequences, what are the
consequences of the alternatives for performance
– A decision of a good quality if it represents the best
possible solution to the problem
• Situational factors
Effectiveness of a decision procedure/style
depends on the following aspects of a situation
– The amount of relevant information possessed by
leader and subordinates
– The likelihood that subordinates will accept an
autocratic decision
– The likelihood that subordinates will co-operate if
allowed to participate
– The amount of disagreement among subordinates
with respect to their preferred alternatives
– The extent to which the decision problem is
unstructured and requires creative problem solving
• Decision rules
– Which decision procedure/style is appropriate in a given
situation such that decision quality and/or acceptance are not
jeopardised by using that procedure
• When the decision is important and subordinates possess relevant
information lacked by a leader, an autocratic decision (AI, AII) is
not appropriate because an important decision would be made
without all of the relevant, available information
• When the decision quality is important and subordinates do not
share the leader’s concern for task goals, a group decision (GII) is
not appropriate because these procedures would give too much
influence over an important decision to uncooperative or even
hostile people
• When decision quality is important, the decision problem is
unstructured, and the leader does not possess the necessary
information and expertise to make a good decision, then the
decision should be made by interaction among people who have the
relevant information (CII, GII)
• When the decision acceptance is important and subordinates are
unlikely to accept an autocratic decision, then an autocratic decision
(AI, AII) is not appropriate because the decision may not be
implemented effectively
Decision rules continued…
• When decision acceptance is important and subordinates
are likely to disagree among themselves about the best
solution to an important problem, autocratic procedures
(AI, AII) and individual consultation (CI) are not
appropriate because they do not provide the opportunity
to resolve differences through discussion and
negotiation among subordinates and between
subordinates and the leader
• When decision quality is not important but acceptance is
critical and unlikely to result from an autocratic decision,
the only appropriate procedure is a group decision (GII),
because acceptance is maximised without risking quality
• When decision acceptance is important and not likely to
result from an autocratic decision, and subordinates
share the leader’s task objectives, subordinates should be
given equal partnership in the decision process (GII),
because acceptance is maximised without risking quality
Decision process flow chart – simplifies the application
of the rules and assists managers in identifying the
optimal decision style
Problem attributes
1. Quality Requirement (QR): How important is the technical quality
of the decision?
2. Commitment Requirement (CR): How important is subordinate
commitment to the decision?
3. Leader's Information (LI): Do you (the leader) have sufficient
information to make a high quality decision on your own?
4. Problem Structure (ST): Is the problem well structured (e.g., defined,
clear, organized, lend itself to solution, time limited, etc.)?
5. Commitment Probability (CP): If you were to make the decision by
yourself, is it reasonably certain that your subordinates would be
committed to the decision?
6. Goal Congruence (GC): Do subordinates share the organizational
goals to be attained in solving the problem?
7. Subordinate conflict (CO): Is conflict among subordinates over
preferred solutions likely?
8. Subordinate information (SI): Do subordinates have sufficient
information to make a high quality decision?
Attitudes and Stereotypes
Individual Dynamics:
Session 6
PGP I 2009‐2010, Sections A & C
Prof. Premilla D’Cruz
Attitudes
• Definition: Evaluative reaction which is either
positive or negative toward something or
someone that we reveal in our thoughts,
feelings, or intended actions toward that person
or thing
– Could sometimes be ambivalent too
• Have direction (positive/negative) and intensity
(weak/strong)
• Are learned via socialisation and experience
• Attitude objects include self, people, artefacts,
entities such as events, issues, policies, practices
(could be complex too)
• Operate as schema/mental sets/perceptual sets
• Comprise cognitive (beliefs/thoughts),
affective (emotional) and behavioural
(action) components
– Inconsistencies between cognitive/affective
and behavioural components due to
situational factors (eg: norms, self‐monitoring)
• Cognitive dissonance
Stereotypes
Attitude (cog/beh/aff)
Prejudice
Affective
Cognitive – Behavioural –
Stereotype Discrimination
• Prejudice – attitude (usually negative) towards
the members of some group, based solely on
their membership in that group
– Functions as schema/mental sets/perceptual sets
– Works on automatic processing/in an implicit manner
– Tend to evaluate members of the group negatively
merely because they belong to that group, rather than
looking at them as individuals
• Discrimination – negative actions towards
groups that are the target of prejudice
• Stereotypes – beliefs that all members of a
particular group show certain ‘typical’ traits
• Operate as schema/mental sets/perceptual sets
do
• Labelling, scapegoating and self‐fulfilling
prophecies/pygmalion effect
– Judge people prematurely
Prejudice/discrimination/stereotypes could be positive too
• Roots of prejudice and stereotypes
– Social categorisation
• In‐group and out‐group
• In‐group heterogeneity and out‐group
homogeneity
– Realistic conflict hypothesis
• Social networks and scarce resources
– Social learning
Work related attitudes
• Workplace commitment
• Work‐related satisfaction
Various organisational interventions to handle all of these
Prejudice and stereotypes at
work
• Capitalising on diversity
Changing attitudes
• Volition, motivation and self‐awareness
• Providing new information
• Influence of social networks
• Co‐opting people
Reducing prejudice and
stereotypes
• Unlearning (introspection and questioning of the
reified) and relearning (volition, motivation and
self‐awareness)
• Shared goals, shared identity and OD
interventions – contact hypothesis and
recategorising
• The relevance of diversity management
programmes
Values
Individual Dynamics
PGP I 2009-2010
Sections A & C
Prof. Premilla D’Cruz
Definition
• Conception, implicit or explicit, of what an
individual or group regards as desirable, and in
terms of which they select means and ends of
action
• “To say that a person ‘has a value’ is to say
that he has an enduring belief that a specific
mode of conduct or end state of existence is
personally and socially preferable to
alternative modes of conduct or end-states of
existence (Rokeach, 1969: 159-160)”
Five key components of values
• Concepts or beliefs (cognitions)
• Pertain to desirable end-states and modes
of existence/behaviours
• Transcend situations
• Guide selection and evaluation of
behaviour and events
• Ordered by relative importance
• Judgemental element as to what is good, right
and desirable
• Intrinsic, (usually) unquestioned part of oneself
– brought to the fore by situations
• Acquired early in life from various agents of
socialisation and through various modes
(reinforcement, punishment, imitation, etc.), but
affected by experience, individuality and ‘times’ -
hence though they are stable and enduring, they
can change too
Functions of values
• Part of psychological makeup – influence
behaviour (hence complete objectivity is never
possible)
– Guide action
• Help us to take particular positions on various
issues
– Justify action
• Guide our presentation of self to others
– Influence comparison with others
• Facilitate our understanding of and interaction
with others
– Affect moral judgments of self and others
• In other words, they influence perceptions,
attitudes, motivation, etc.
Value system
• Value system is the ranking of an
individual’s values in terms of their
intensity – this shows the relative
importance of we assign to each value
Classification of values
• Helps us to distinguish and compare
values and values systems of individuals,
groups and cultures
• Spranger’s classification (quoted by Guth
& Tagiuri)
– Theoretical – empirical, rational, critical
‘truth’
– Economic – practical, wealth, resources
‘business’
– Aesthetic – artistic, harmonious, graceful
– Social – altruistic, philantropic, people as
ends, unselfish, kind – ‘love’
– Political – power, recognition, competition
– Religious – relate to the universe in a
meaningful way, mystical orientation, ‘unity’
• Rokeach’s classification
– Terminal values are desirable end state of
existence that a person would like to achieve
during his/her lifetime. Eg: Peace in the
world
– Instrumental values are preferable modes of
conduct/behaviour or means of achieving
one’s terminal values. Eg: Courteous,
altruistic behaviour
– Within these 2 groups, values could be self-
centred or other-centred
• Kinicki
– Espoused values – which are cited as being
preferred or aspired for
– Enacted values – which are actually exhibited
or manifested in action
– Value congruence – the gap between enacted
and espoused values
Interface with work life
• Organisational values – linked to organisational culture
– Internal functioning and external adaptation
– Espoused versus enacted values
– Individual versus organisational values (degree of congruence and
subcultures)
• Individual level
– Influence on work
– Interpersonal differences and their effects
• Do my values change or not in a group context – why?
– Espoused versus enacted values
• Can values be maintained in an absolute sense or does their enactment get
influenced by contextual factors?
• Experience of dilemmas and their resolution
• The issue of overidentification
• Values accorded to work
– Work values in the Indian context – the changing psychological
contract
– Cross-cultural differences and implications for the workplace
Stress and coping
PGPI 2009-2010 Sections A & C
Individual Dynamics
Stressor Strain or
(Stimulus) well being
Acute/chronic or both
(Temporal
(Response)
dimension);
Positive/
Negative; Appraisal Coping
Multiple
(pile-up) Reappraisal
SELF-
ACTUALIZATION
ESTEEM/
EGO-
STATUS
Higher order
SOCIAL/
BELONGINGNESS
PHYSIOLOGICAL/
BASIC
Criticisms of Maslow’s theory
A general theory of motivation, later
applied to work settings
Pre-potency of needs (satisfaction-
progression hypothesis)
Herzberg’s two factor theory
Satisfaction and dissatisfaction on the job
are completely distinct concepts, not polar
opposites
Traditional view
Satisfaction Dissatisfaction
Herzberg’s view
Motivators
Satisfaction No satisfaction
Hygiene
No dissatisfaction Dissatisfaction
Rooted in two completely different needs
Basic needs – hygiene factors linked to
(avoidance of) dissatisfaction and extrinsic to
the job
associated with the physical and psychological context of
the job
Prevents the occurrence of job dissatisfaction
Need for
Power
Social/Belongingness Relatedness
Hygiene factors
•Job security Need for
Affiliation
Safety/Security •Salary
•Working conditions
Existence
Physiological/Basic
* Figure 5.6, P. 154, Organizational Behaviour, 8th Ed., Hellriegel et al, South Western College
bl h
Vroom’s expectancy model
Effort
Expectancy
Performance/ X
Outcomes
Instrumentality Motivation
Rewards X
Valence
of rewards
Inputs
Effort
Experience
Education
Competence
Outcomes/outputs
Salary
Raises
Recognition
Equity gives rise to a sense of fairness and justice ,
inequity results in a sense of unfairness and injustice
Who is your referent
Self-inside (Your experiences within the same organisation)
Self-outside (Your experiences in another organisation)
Other-inside (Someone else’s experiences in the same
organisation)
Other-outside (Someone else’s experiences in another
organisation)
Behavioural and cognitive responses to inequity
Change in inputs and/or outcomes
Distort perceptions of self and referent other
Change the referent
Exit the situation
Reinforcement theory
• Behaviour is a function of its consequences
• Reinforcement: Anything that strengthens
a desired behavior, and increases the
probability of its repetition/recurrence
• Different types of rewards
• Schedules of reinforcement
Applications
Job design
Job enlargement (horizontal loading)
Job enrichment (vertical loading)
Complexity, variety and autonomy
Goal setting and MBO (management by
objectives)
Reward, performance and discipline systems
Organisational justice
Linked to training, career development and work-
life balance