Interpersonal Skills

Before we can set about our managerial role and mission, we need some skill in relating to other people. We need to understand the various behavioural processes that may be at work, and use our knowledge to influence or ‘lead’ individuals or groups. In a meeting, as we shall see, decisions can be influenced far more effectively by using the behavioural ‘process’ of the meeting than by simply restating one's arguments, however sound they are. How we use our awareness of behavioural processes is a key aspect of managerial ethics. Do we use it to ‘manipulate’ or to ‘facilitate’?

In order to ...