Chapter 15

Influencing and Communication

OBJECTIVES
1. An understanding of the relationship influencing and emotional intelligence. between

2. An understanding of interpersonal communication.

Managerial Functions
Planning Organizing Influencing Controlling

Key terms
Influencing Influencing subsystem Emotional intelligence Relating Influencing Function to Emotional Intelligence Communication Interpersonal communication Macro barriers Micro barriers

Influencing
Influencing is the process of guiding activities of organization members in appropriate directions.
APPROPRIATE DIRECTIONS
MANAGEMENT SYSTEM OBJECTIVES

ACTIVITIES

The Influencing Subsystem

Like planning and organizing, influencing function can also be considered as the subsystem of overall management system.

INPUT
A PORTION OF THE ORGANIZATIONS: 1. PEOPLE 2. MONEY 3. RAW MATERIALS 4. MACHINES

PROCESS (INFLUENCING PROCESS)

CONSIDERING GROUPS

ENCOURAGING CREATIVITY & INNOVATION

COMMUNICATING

MOTIVATING

UNDERSTANDING PEOPLE

LEADING

OUTPUT
APPROPRIATE ORAGNIZATION MEMBER BEHAVIOUR

Emotional Intelligence
Capacity of people to recognize their own feeling and the feelings of others, to motivate themselves, and to manage their own emotions as well as emotions in relationships with others.

The EQ principles provide a new way to understand and assess people's behaviours, management styles, attitudes, interpersonal skills, and potential. An important consideration in human resources planning, job profiling, recruitment interviewing and selection, management development, customer relations and customer service, and more.

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 INFLUENCING long term performance FUNCTION 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 the business

Relationship Between Influencing and Emotional Intelligence

Emotionally intelligent managers: Motivate others Focus on personal and organizational achievement Understand others Communicate efficiently and effectively EMOTIONAL Lead others INTELLIGENCE Build successful teams Handle conflict appropriately Change organizations appropriately Manage diversity Manage creativity and innovation

COMMUNICATION
Communication involves one persons projecting a message to one or more other people that results in everyones arriving at a common understanding of the message.
The communication activities of managers generally involve interpersonal communication- sharing information with other organization members.

INTERPERSONAL COMMUNICATION
Process of transmitting information to others

1. How Interpersonal Communication Works

2. Relationship between Feedback and Interpersonal Communication 3. Importance of Verbal v/s Nonverbal Communication

How Interpersonal Communication Works

Source Encoder

Signal

Decoder Destination

Encoding is Putting information into a form that can be received or understood by another individual

A message that has been transmitted from one person to another is a Signal

Decoding is the process of converting messages back into information

Successful Interpersonal Communication

Unsuccessful Interpersonal Communication

Situation in which the information the source intends to share with the destination and the meaning the destination derives from the transmitted message is the same

Situation in which the information the source intends to share with the destination and the meaning the destination derives from the transmitted message are different

Communication Barriers
Factors that decrease the probability that communication will be successful are called communication barriers
Communication Macro Barriers
Factors that hinder successful communication in a general Communication situation. Generally related to the communication environment

Communication Micro Barriers

Factors that hinder successful communication in a specific Communication situation. Generally related to variables such as message, source & destination

Communication Macro Barriers

1. Increasing Need for Information 2. Need for Increasingly Complex Information 3. Reality that People in India are increasingly coming in contact with people who use different languages 4. Constant need to learn new concepts cuts down on the time available for communication

Communication Micro Barriers

1. 2. 3. 4. 5. The sources view of destination Message Interference The destinations view of the Source Perception Multi-meaning words

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