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Chapter 15Influencing and Communication

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OBJECTIVES1. An understanding of the relationship between

influencing and emotional intelligence.

2. An understanding of interpersonal communication.

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Managerial FunctionsPlanning

OrganizingInfluencing

Controlling

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Key terms Influencing

Influencing subsystem

Emotional intelligence

Relating Influencing Function to EmotionalIntelligence

Communication

Interpersonal communication Macro barriers

Micro barriers

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Influencing

Influencing is the process of guiding activities oforganization members in appropriate directions.

APPROPRIATEDIRECTIONS

MANAGEMENTSYSTEM

OBJECTIVES

ACTIVITIES

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The Influencing Subsystem

Like planning and organizing, influencing function

can also be considered as the subsystem of overallmanagement system.

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INPUTA PORTION OF THEORGANIZATIONS:1. PEOPLE2. MONEY

3. RAW MATERIALS4. MACHINES

PROCESS(INFLUENCING PROCESS)

OUTPUTAPPROPRIATEORAGNIZATION

MEMBER BEHAVIOUR

CONSIDERINGGROUPS

COMMUNICATING MOTIVATING

ENCOURAGINGCREATIVITY &INNOVATION

UNDERSTANDINGPEOPLE

LEADING

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Emotional Intelligence Capacity of people to recognize their own feeling and the

feelings of others, to motivate themselves, and to managetheir own emotions as well as emotions in relationships withothers.

The EQ principles provide a new way to understand andassess people's behaviours, management styles,attitudes, interpersonal skills, and potential.

An important consideration in human resourcesplanning, job profiling, recruitment interviewing andselection, management development, customer relationsand customer service, and more.

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Relationship Between Influencingand Emotional Intelligence

INFLUENCING

FUNCTION

EMOTIONAL

INTELLIGENCE

Skills of managers Oral and written communication skills Interpersonal skills Financial/managerial accounting skills Ability to think, be analytical, and make decisions Strategic planning and goal setting concern for

long term performance Marketing concept( the customer is king) and skills Integrity Knowledge of yourself: setting long- and short-term

career objectives Understanding of economics Time management: setting priorities- how to work

smart, not long or hard. Motivation and commitment to the firm- giving 110

percent Management information systems and computer

applications Thorough knowledge of your business, culture, and

overall environment Leadership skills

Understanding of the functional areas of thebusiness

Emotionally intelligent managers: Motivate others Focus on personal and organizational

achievement Understand others Communicate efficiently and effectively

Lead others Build successful teams Handle conflict appropriately Change organizations appropriately Manage diversity Manage creativity and innovation

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COMMUNICATIONCommunication involves one persons projecting amessage to one or more other people that results in

everyones arriving at a commonunderstanding of the message.

The communication activities of managers generally

involve interpersonal communication- sharinginformation with other organization members.

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INTERPERSONAL COMMUNICATION

Process of transmitting information to others

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1. How Interpersonal CommunicationWorks

2. Relationship between Feedback andInterpersonal Communication

3. Importance of Verbal v/s Nonverbal

Communication

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How Interpersonal CommunicationWorks

Encoding is Puttinginformation into a formthat can be received orunderstood by anotherindividual

SourceSignal

DestinationEncoder Decoder

Decoding is the processof converting messagesback into information

A message that hasbeen transmittedfrom one person toanother is a Signal

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Successful InterpersonalCommunication

Situation in which the

information the sourceintends to share with thedestination and themeaning the destination

derives from thetransmitted message is thesame

Situation in which the

information the sourceintends to share with thedestination and themeaning the destination

derives from thetransmitted message aredifferent

Unsuccessful InterpersonalCommunication

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Communication Barriers

Factors that decrease the probability thatcommunication will be successful are calledcommunication barriers

CommunicationMacro Barriers CommunicationMicro Barriers

Factors that hinder

successful communicationin a generalCommunicationsituation. Generallyrelated to thecommunication

environment

Factors that hinder

successful communicationin a specificCommunicationsituation. Generallyrelated to variables suchas message, source &

destination

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Communication Macro Barriers

1. Increasing Need for Information

2. Need for Increasingly Complex Information

3. Reality that People in India are increasinglycoming in contact with people who use differentlanguages

4. Constant need to learn new concepts cuts downon the time available for communication

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Communication Micro Barriers

1. The sources view of destination

2. Message Interference

3. The destinations view of the Source

4. Perception

5. Multi-meaning words

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THANK YOU