Motivation, perception and emotion operate within the individual and strongly influence interpersonal communication. Managers need to try to understand the subordinates' present motives rather than to change their motives. People learn to deal with their need for inclusion in one of three basic ways.
Motivation, perception and emotion operate within the individual and strongly influence interpersonal communication. Managers need to try to understand the subordinates' present motives rather than to change their motives. People learn to deal with their need for inclusion in one of three basic ways.
Motivation, perception and emotion operate within the individual and strongly influence interpersonal communication. Managers need to try to understand the subordinates' present motives rather than to change their motives. People learn to deal with their need for inclusion in one of three basic ways.
individual and strongly influence interpersonal communication Lack of Awareness of how motivation, perception and emotion operate in ourselves and others accounts for a large percentage of breakdowns in communication 1 Ashok Karri, GITAM Institute of Management Managers are largely unaware of the interpersonal variables Managers need to try to understand the subordinates present motives rather than to change their motives The integration of the individual and the organizational objectives is one of the primary issues facing managers in todays world 2 Ashok Karri, GITAM Institute of Management Lack of Awareness of ones i.p. motives leads to a confused way of expressing them and thus to communication breakdowns People who are either unaware of or refuse to acknowledge their i.p. motives are acting defensively by protecting their self-image Research evidence shows that everyone has i.p. motives and that all communication acts attempts are attempts to satisfy these motives
3 Ashok Karri, GITAM Institute of Management Schutz has suggested that there are three basic i.p. needs which underlie all behavior: They are: 1. The Need for Inclusion 2. The Need for Control 3. The Need for Affection Schutz suggests that our methods of dealing with these needs are shaped by childhood experiences and that some methods lead to more healthy individuals than others 4 Ashok Karri, GITAM Institute of Management The need for inclusion is concerned with having people to interact with who pay attention to you and what you to say
The need is manifested each time you enter a new group of people 5 Ashok Karri, GITAM Institute of Management People learn to deal with their need for inclusion in one of three basic ways: 1. The Undersocial Type 2. The Oversocial Type 3. The Adaptable Social Type 6 Ashok Karri, GITAM Institute of Management They may deny their need for inclusion by remaining aloof from others. They maintain distance between themselves and others and tend to be social isolates Create a world of their own in which they feel secure In this they need not risk the pain of rejection but instead endure the pain of being lonely This is an extreme example of people who express their need for inclusion in a very confused way they are denying their need for inclusion altogether! 7 Ashok Karri, GITAM Institute of Management A manager who maintains such aloofness is likely to experience poor i.p. communication
Others are likely interpret the managers aloofness to be snobbishness or arrogance 8 Ashok Karri, GITAM Institute of Management This type of person learns to deal with inclusion needs by constantly interacting with others Attempt to focus attention on themselves by exhibitionist-type behavior Attempt to acquire some special status Oversocial managers are likely to spend so much time demanding attention that they neglect other things. Are over friendly Thus the need for inclusion is expressed unclearly, resulting in low task orientation 9 Ashok Karri, GITAM Institute of Management This type can be a high participator or a low participator in a group depending on the situation Such managers are comfortable being with people and are also comfortable being alone They have resolved the need for inclusion in a constructive way so that they can maintain identity and individuality They are not afraid of interaction and showing their identity, as are the undersocial managers; nor are they compelled to submerge their identity by constantly pleasing others, as are the oversocial managers 10 Ashok Karri, GITAM Institute of Management The i.p. need for control can also be discussed in terms of 3 types of people: 1. People who have learned to avoid i.p. situations in which they have control of others. These managers do not like to make decisions which affect other people. Are happiest when others control them by making decisions for them. They feel incompetent and seek to avoid situations in which they have to face these feelings of incompetence 11 Ashok Karri, GITAM Institute of Management 2. People who are comfortable only when they are controlling others. These managers seek to dominate other people as a way of proving to themselves that they are competent 3. People who are comfortable both in situations where they control others and in situations where others have control over them 12 Ashok Karri, GITAM Institute of Management 1. People who deny their need for affection. These managers may be openly antagonistic or may remain emotionally distant from others. They feel unconsciously that they are not worthy of being loved and thus are determined to avoid situations where people may express their feelings toward them. 13 Ashok Karri, GITAM Institute of Management 2. These people also fear that they are not worthy of being loved. They react to this by trying to please everyone. Unfortunately, the more they seek the approval and love of others, the less likely they are to receive it. 3. Ideal Type people who are comfortable being close to other people but who also are able to understand that they are worthy persons even if some people do not like them. 14 Ashok Karri, GITAM Institute of Management When people are unaware of their motives, they interact with others in ways which often lead to communication breakdowns People guess from inferences about others motives If these motives are expressed in a confused way, they are likely to be misinterpreted This is happens for the following reasons:
Ashok Karri, GITAM Institute of Management 15 1. The same i.p. act may be motivated by one of several different motives. The impact of the i.p. act depends on how one perceives the motivation underlying the act. Ex: Joe inviting Fred, his boss, to dinner 2. The way the i.p. act is perceived depends on the perceiver as well as the act. Ex: if Fred feels uncomfortable being close to other people, he is more likely to treat the invitation as an attempt to influence him. We tend to interpret other people's actions in terms of our own motives Ashok Karri, GITAM Institute of Management 16 3. We tend to interpret i.p. actions in terms of our image or stereotype of the person with whom we are interacting Perceptual errors have strong effects on the nature of subsequent interactions. Often people are unaware that they are forming impressions of others; they often are unaware of how they form these impressions The best way of increasing the accuracy of i.p. perception is by noting what observations lead to a particular conclusion and then checking the conclusion for accuracy Ashok Karri, GITAM Institute of Management 17 Lack of awareness of emotion can lead to breakdowns in communication This is because feelings influence i.p. perception and i.p. motives In fact, the expression of any i.p. communication reflects the individuals feeling If people are unaware of their feelings, they are unaware of a significant aspect of what they are communicating Ashok Karri, GITAM Institute of Management 18 Many people are aware of only their strong feelings; this does not mean that feelings do not exist The individual has repressed his feelings because of strong social conditioning When emotion is suppressed or repressed, it acts in accumulative fashion thus producing more intense feeling finally the emotion may become so strong that the person explodes The straw that broke the camels back Ashok Karri, GITAM Institute of Management 19 Expression of feelings leads to greater self- awareness and the possibility of more straightforward i.p. communication Lets now look at specific emotions: 1. Fear 2.Anger Ashok Karri, GITAM Institute of Management 20 Fear is the anticipation of physical or psychological pain If you are paying attention to what might happen rather than to what is presently happening your ability to respond to the situation is impaired
Ashok Karri, GITAM Institute of Management 21 A manager may be afraid of making presentations to committees/boards. If the fear is great, the manager is likely to perform poorly, and concludes that he is a poor speaker and avoids speaking in front of groups. The avoidance of a fear-producing situation relieves the fear and thus is rewarding. The individual forms a habit of avoiding public-speaking and this habit becomes stronger each time he manages to avoid the situation! The only way of reducing the fear is by speaking to a group and performing well. Ashok Karri, GITAM Institute of Management 22 The cultural norm is to avoid the expression of anger or control ones anger When a person cannot express anger directly, it is likely to be expressed indirectly Displaced Aggression to take it out on a innocent victim (spouse, subordinate or even themselves) The failure to express anger increases tension to a point where it affects performance adversely We have to learn constructive ways of expressing anger basically, create a positive relationship strong enough to survive the expression of negative emotion
Ashok Karri, GITAM Institute of Management 23 Inclusion Control Affection Stereotypes Interpersonal Trust Repression of Feelings Displaced Aggression Ashok Karri, GITAM Institute of Management 24 1. For a two-day period maintain a log of your feelings: when it occurred, what the emotion was, how it showed up in your body, what the circumstances were, and how you showed or concealed the feelings from others 2. Pair up with two other classmates. Discuss your logs Are you normally aware of your feelings? Ashok Karri, GITAM Institute of Management 25
Improve Your Social Skills: A Practical Guide to Develop Communication Skills, Boost Your Confidence, Build and Manage Relationships, Win Friends, Increase Charisma, and Influence People.