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Attitude

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Attitude components

Cognition

Behavior Affection

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Types of attitudes
Five attitudes can be found in any market:
 Enthusiastic attitude
 Positive attitude
 Indifferent attitude
 Negative attitude
 Hostile attitude

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Types of attitudes /strategies

1-They thank enthusiastic and suggest they

continue
2-They reinforce those who are positively disposed
3-They try to win the loyalty of indifferent people
4-They spend no time trying to change the negative
and hostile attitude

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McGregor’s Theory X and Theory Y

McGregor’s Theory X McGregor’s Theory Y
assumes that workers assumes that workers
are: are:
Dislike work Willing to work
Capable of self control
Lack ambition
Willing to accept
Are irresponsible responsibility
Resist change Imaginative and creative
Prefer to be led Capable of self-direction

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Leader Perception

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What is the Perception process?

Perception
Is a way of forming impressions about oneself,
other people, and daily life experiences.

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What is the Perception process?

Because perceptions are influenced by
many factors, different people may
perceive the same situation quite
differently.

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What is the perception process?

Schemas
Cognitive frameworks that represent
organized knowledge about a given concept
or stimulus developed through experience.

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How can perceptions be managed?

Distortion management
Managers should:
Balance automatic and controlled information
processing at the attention and selection stage
Broaden their schemas at the organizing stage
Be attuned to attributions at the interpretation
stage

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The Leader Personality

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The Big Five Dimensions of

Personality

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The Big Five

Extroversion - Introversion

Agreeableness Emotional
High cooperative, Low competitive stability

Conscientiousness Openness to experience

Source: Adapted from T.A. Judge, D. Heller, and M.K. Mount, 2002. “Five Factor Model of Personality and Job Satisfaction: A Meta-Analysis.”
Journal of Applied Psychology,87 (June), 530(12)

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The Big Five Dimensions of Personality

Sources: Greenberg. J. and Baron . R. “Behavior in Organization”

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Role of Emotional Intelligence in

Leadership

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Importance of EI in
leadership success
Daniel Goleman

emotional
intelligence
50%

technical
cognitive skills
skills 25%
25%

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Emotional intelligence
It is the ability of people to manage themselves
and their relationships effectively.

Components of emotional intelligence:

 Self-awareness.
 Self-regulation.

 Motivation.

 Empathy.

 Social skill.

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Johari Window
Known to Self Not Known to Self

Known to
Others Open Blind Spot

Not
Known to Hidden Unknown
Others

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Know Yourself
(Johari Window)
Feedback

Known to Self Unknown to Self

Known
to Others Open
Area Open Blind
Disclosure Area Blind
Area Area

Hidden
Area Unknown
Hidden Unknown
Area
Unknown Area Area
to Others

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What do we mean by performance?

We mean both:
What you did achieve
The objectives you met

How you did achieve these results

Objective & Standards

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Definition of Coaching

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What is coaching?
‘Coaching is the ability to take the opportunities presented
by the job itself and use them in a conscious manner to
improve the knowledge, skills and performance of the
learner’

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Coaching benefits

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Business benefits of coaching

Shows managers being a good role model.
Learning through doing real work more
effective than other sorts of learning for
adults
Minimise difference between expectations
& results delivered.

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Benefits to the individual

being coached
Grow in confidence in their own ability
Developed thinking skills
Ability to coach others
Closer relation to his boss
See the style of leadership.

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Benefits to Managers
Reduces dependence on them for decisions
If they expect the best of people, they’ll
quite often get it
Make employee excellent self coaches
Maintain touch with customers which is
valued

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Coaching Mentoring
Manger Senior or experienced
employee
Formal informal

Coachee helps decide Provide safe environment for

objectives & parameters of questions, comments & ideas
development without blame or criticism

Leader-subordinate Ideal for new hires

Long term commitment to a goal Ideal for coping with transition &
or set of goals change for experienced staff

Focus on the future ongoing

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The key skills of coaching are:

Active listening & using body language
Questioning
Feedback
Analysis
Judgment
Guidance

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Giving feedback (assertively)

Prepare what you want to say
Describe their behaviour – give examples
Tell them the impact it has on you
Tell them what you would like them to do in future
Check understanding
Listen

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Characteristics
of an Effective Coach
AN EFFECTIVE COACH IS:
 POSITIVE.
ENTHUSIASTIC.
SUPPORTIVE.
TRUSTING.
FOCUSED.
GOAL-ORIENTED.
KNOWLEDGEABLE.
OBSERVANT.
RESPECTFUL.
PATIENT.
Adapted from Effective Coaching by Marshall J. Cook. New York: McGraw-Hill, 1999
CLEAR.

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GROW model of coaching

The GROW Sequence:
G Goals What do you want?
R Reality What is happening now?
O Options What could you do?
W Will What will you do?

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Role of communication in effective

coaching

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Communication Process

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Practicing Active Listening

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Behavioral Styles Thinking Styles

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Changing Yourself
in Order to Change Other People
Another thing we can take as a given is the knowledge
that there is only one person you can be sure of changing
in any communication - and that is you.

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Thinking style
It has far reaching influence over: leadership,
decision making, relationship building,
negotiating and influencing.

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Your Behavioral Style…

High Assertive

Autocrat
Autocrat Persuader

Task-Oriented People-Oriented

Analyzer Socialiser

Low Assertive

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