Knowing yourself: Why ? The need to know The fear of knowing A way to improve our interpersonal skills > To become more aware of our behaviors and their impact on others To be selfaware helps : to make appropriate decisions To be a socially responsible manage
Animation of Commercial Teams THUONGMAI UNIVERSITY Hanoi Licence Professionnelle en Vente Catherine Glée-Vermande http://iae.univ-lyon3.fr Course outline http://iae.univ-lyon3.fr What means managing a commercial team ? Basic nature of management : Is the management of a commercial team really different from the management of another team? History Recent trends and new deals Understanding People at Work to increase your efficiency as a manager : Perception and Attribution Personality and Emotion Self awareness From Managing to Leading a Commercial Team > Motivation > Leadership , Power and Authority > Groups dynamic and Communication > Managing change Self awareness Knowing yourself: Why ? How? Self awareness Knowing yourself: Why ? > The need to know The fear of knowing > A way to improve our interpersonal skills > To become more aware of our behaviors and their impact on others > To be self-aware helps : • to make appropriate decisions • To be a socially responsible manager Self awareness Knowing yourself : how ? > Emotional Intelligence : • The capacity to read other emotions and to manage properly your own emotions Test your Emotional Intelligence EQ (emotional quotient) Quiz : • http://www.ihhp.com/free-eq-quiz/ • What did the test reveals about your own E I? Which was more surprising to you? • Based on this test, how you think you can raise your own IE? Components of E.I Self awareness : > Being conscious of the emotions within yourself > Being in touch with your emotions > Being able to rely on your own feelings and intuition Components of E.I Managing emotions: > the ability to recognize a mood or a feeling (anxiety, fear, anger,….) not to deny them but understanding them and using that understanding to deal with different social interactions > Step : recognize a mood or a feeling > Step : Think about what it means and how it affects them > Step : choose how to act Components of E.I Self motivation : > The ability to be hopeful and optimistic despite obstacles or failures > Perseverance (maintenance) : A key for success in life • Try to find examples in your own life where you were did have maintenance – Think about a situation where as a salesperson that could be a decisive strenght Components of E.I Empathy : > Being able to put yourself in other person’s shoes……So that you can recognize what this person is feeling • Active listening : – C.Rogers : an American psychologist with a humanistic approach » person-centered approach > The weight of body language, facial expression, tone of voice… Components of E.I Social skills (soft skills) : > Ability to build positive relationships : • Understand interpersonal relationships, Handle disagreements, resolve conflicts, pull a teal together for a common purpose Leadership skills Self awareness Question : > Is there a difference between IQ (Intelligence quotient) and EQ (Emotional Quotient) ? > ………………… It isn’t just your IQ that counts, but also your EQ A link between EQ and performance at work (cf: emotions) To succeed in a career : for highest status, EQ is more important than IQ References : > Goleman, D (2004) What makes a leader? Harvard business review, 82(1), 82-91 > Goleman, D., Boyatzis, R E., & McKee, A (2013) Primal leadership: Unleashing the power of emotional intelligence Harvard Business Press Self awareness Knowing yourself : how ? > Interpersonal Relation Orientation-Behavior For every body : interpersonal needs that vary among individuals : > Inclusion : the need to establish and to maintain a relationship with other people • How you balance between the desire to be part of a group against the desire for solitude? > Control : the need to maintain a satisfactory balance of power and influence in the relationships • How you balance between the desire of structure and authority and the desire of freedom? > Affection : the need to form close and interpersonal relationships with others • How you balance between the desire for warmth and commitment against the desire to maintain distance and independence? Self awareness Knowing yourself : how ? > Assertiveness : Learn about your basic interpersonal style in terms of the emphasis you place on : passive aggressive behaviors assertive Passive behavior : inhibited and submissive : avoid conflicts/ tend to deny your own needs and feelings in order to satisfy other people Aggressive behavior : domineering, self-centered, pushy, without regards for feelings or rights of others Neither facilitate openness and receptiveness : behaviors that both hinder effective interpersonal relations Assertiveness Assertive behavior : express their ideas and feelings openly, stand up for their rights and so in a way that makes it easier for others to the same Straightforward /yet sensitive to the needs of others The more assertive you are the more assertive you encourage others to be Assertiveness facilitates more effective interactions because it lessens defensiveness, domination, putting down other people and other dysfunctional behaviors Self awareness Knowing yourself : how ? > Cognitive style Carl Jung’s personality typology MBTI : Myers-Briggs Type indicator Cognitive style inventory Summarize your self-awareness profile ! Checking self assessments with feedbacks from others Small group, minutes to introduce yourself “First impressions can provide a lot of insight into people” : what you think? Compare the feedback of others and your self assessment How would you describe your personality ? What are your interpersonal strengths and weaknesses ? What did you learn here which help you interact effectively with others, Discussions Discussions : > About Articles : • Servant Leadership, (Liden, Wayne, Liao & Meuser, 2014) • Harnessing the Science of Persuasion (Cialdini, 2001) > Models of contemporary CEO’s according to you • Who? Why? • The best performing CEOs in Viet nam/Asia/World… in the last decades ? About persuasion… : What is your greatest strength in persuasion? What is your greatest weakness in persuasion?