behavioural trg september 2011 ver2.1

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Saama Technologies, Inc. Understanding Human Behavior Why bother trying to understand it? Dr. E. J. Sarma

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8/30/2011 Page 2 dr.sarma/saamaacademy Human Behavior Why bother trying to understand it? And… We hear this everyday from line managers Everyone wants this Constantly we are searching the meaning of these People skills is the success factor

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8/30/2011 Page 3 dr.sarma/saamaacademy The beast in usa

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8/30/2011 Page 4 dr.sarma/saamaacademy Human behavior is a product both of our innate human nature and of our individual experience and environment . Nature and Nurture

Understanding Human Behavior :What is the key to success? :  : 

Understanding Human Behavior : What is the key to success? : 8/30/2011 Page 5 dr.sarma/saamaacademy

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8/30/2011 Page 6 dr.sarma/saamaacademy The Scientific Approach: : The Scientific Approach: The late 1800’s brought the Industrial Revolution There was no one best way to do a job . Scientific methods and tools can solve people’s problems The Hawthorne Effect : Paying attention to workers’ needs affected output. Social and psychological factors play important roles in productivity .

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8/30/2011 Page 7 dr.sarma/saamaacademy The important drivers

What is personality: 

What is personality 8/30/2011 Page 8 dr.sarma/saamaacademy

Few steps in mastering the behavioural skills : 

Few steps in mastering the behavioural skills 8/30/2011 Page 9 dr.sarma/saamaacademy

Human Relation- organisational context: : 

Human Relation- organisational context: 8/30/2011 Page 10 dr.sarma/saamaacademy People are motivated by many factors, not just pay/money Employees have feelings and attitudes that affect the work . Informal workgroups affect performance . Employees like and need to participate in decision making . Communication channels should flow down, up and horizontally

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Reflection

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Personality

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Personality

How do we start to understand people management?: 

How do we start to understand people management? 8/30/2011 Page 15 dr.sarma/saamaacademy

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8/30/2011 Page 16 dr.sarma/saamaacademy

mastering behavioural skills involve : 

mastering behavioural skills involve 8/30/2011 Page 17 dr.sarma/saamaacademy

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8/30/2011 Page 18 dr.sarma/saamaacademy

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Nature vs. Nurture Heredity and biology - genes , nervous system , endocrine system and other systems Environment and life experiences Identical twins share the same template but have different “states” Twins raised in different families have often demonstrated similar tastes, choosing the same profession and even using the same brands of products The Development of Personality

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Some traits may be more strongly linked to heredity than others The initial few years are critical in the formation of personality Plaster vs. Plasticity hypothesis Set like plaster Changes throughout adulthood The Development of Personality

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Trait Theories – personality is a set of mental structures/systems, different for each individual, resulting in characteristic responses to situations Humanist Theories – d ifficult to predict behaviour – lives are not scripted – personalities are defined by their own different perceptions and experiences Behavioural Theories – Personality is the constantly changing set of learned behaviour, influenced by reinforcements Views on Personality

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Human behaviour is influenced by: Personality traits The situation The interaction between personality and situation How one perceives or defines a situation is a critical factor of behaviour Interactionism

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Doctors report that the child would never be able to play any physically exerting sport… the child grows to be the fittest athlete in the world How did the parents define the situation? How did the child define the situation? How did it influence their behaviour? CASE

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Locus of Control (internal/external) The degree to which people believe they are in control of their own fate Self-Esteem - Feelings of self-worth stemming from the individual's positive or negative beliefs about being valuable and capable Self-awareness - being aware of oneself, including one's traits, feelings, behaviours and limitations Risk Taking - a person’s willingness to take chances or risks Other Attributes

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Before we examine various types of personalities we should remember: There is no “right”, “wrong”, “good” or “bad” type Each type has “strengths” and “weaknesses” A personality may however be more “suitable” for a given role or situation Personality traits may shift over time Behaviour/performance is not dependent on personality alone Is this Personality Good or Bad?

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The Big Five Cattell’s 16 Primary Factors Myers-Briggs Type Indicator Personality Models

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The Big Five Neuroticism Anxiety Angry hostility Depression Self-consciousness Impulsiveness Vulnerability Extraversion Warmth & Sociability Assertiveness Activity Positive emotions Talkativeness Boldness Spontaneity Adventure & Enthusiasm Openness Fantasy Aesthetics Feelings Actions Ideas Values Agreeableness Trust Straightforwardness Altruism Compliance Modesty Tender-mindedness Conscientiousness Competence Order Dutifulness Achievement striving Self-discipline Deliberation (reflection)

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Cattells’ 16 Primary Factors Factor Low High Warmth Reserved, impersonal, cool, detached, formal Warm, outgoing, kindly, easygoing, participating, likes people Reasoning Concrete-thinking, less intelligent Abstract-thinking, more intelligent, bright, fast learner Emotional Stability Reactive, emotionally less stable, easily upset Emotionally stable, adaptive, mature, faces reality, calm Dominance Respectful, humble, cooperative, avoids conflict, obedient Dominant, assertive, aggressive, competitive, stubborn, bossy Liveliness Serious, restrained, prudent, thoughtful, silent Lively, spontaneous, enthusiastic, cheerful, expressive, impulsive

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Cattells’ 16 Primary Factors Factor Low High Rule-Consciousness Expedient, nonconforming, disregards rules Rule-conscious, dutiful, conscientious, moralistic, rule-bound Social Boldness Shy, threat-sensitive, timid, hesitant, intimidated Socially bold, venturesome, thick-skinned, uninhibited Sensitivity Utilitarian, objective, unsentimental, tough-minded, rough Sensitive, aesthetic, sentimental, tender-minded, intuitive, refined Vigilance Trusting, accepting, unconditional, easy Vigilant, suspicious, skeptical, distrustful, oppositional Abstractedness Grounded, practical, solution-oriented, steady, conventional Abstracted, imaginative, absent-minded, absorbed in ideas, impractical,

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Cattells’ 16 Primary Factors Factor Low High Privateness Straightforward, genuine, open, naive Private, tactful, non-disclosing, shrewd, worldly, diplomatic Apprehension unworried, secure, complacent, free of guilt, confident Apprehensive, self-doubting, worried, guilt-prone, insecure, self-blaming Openness to Change Traditional, attached to familiar, conservative Open to change, experimenting, liberal, analytical, flexible Self-Reliance Group-oriented, affiliative, follower, dependent Self-reliant, solitary, individualistic, self-sufficient

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Cattells’ 16 Primary Factors Factor Low High Perfectionism Tolerates disorder, flexible, careless, impulsive Perfectionist, organized, compulsive, self-disciplined Tension Relaxed, easy going, calm, lazy, patient, low drive Tense, high energy, impatient, frustrated, high drive, time-driven

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4 Scales Extraversion - Introversion Sensing – Intuition Thinking – Feeling Judging - Perceiving 16 Types Myers-Briggs Type Indicator (MBTI)

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MBTI Scales Extraversion Outer world People/Things Active Breadth of Interest Live, then understand Interaction Outgoing Introversion Inner World Thoughts/Concepts Reflective Depth of Interest Understand, then live Concentration Inwardly directed Sensing Facts Data Details Reality based Actuality Here and now Utility/Purpose Intuition Meanings Associations Possibilities Hunches/Speculations Theoretical Future Fantasy

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MBTI Scales Thinking Analysis Objective Logic Impersonal Critique Reason Criteria Feeling Sympathy Subjective Humane Personal Appreciate Values Circumstances Judging Organized Settled Planned Decisive Control own life Set goals Systematic Perceiving Pending Flexible Spontaneous Tentative Let life happen Undaunted by surprise Open to change

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MBTI – 16 Personality Types ISTJ Serious and quiet, interested in security and peaceful living. Extremely thorough, responsible, and dependable. Well-developed powers of concentration. Usually interested in supporting and promoting traditions and establishments. Well-organized and hard working, they work steadily towards identified goals. They can usually accomplish any task once they have set their mind to it. ISTP Quiet and reserved, interested in how and why things work. Excellent skills with mechanical things. Risk-takers who they live for the moment. Usually interested in and talented at extreme sports. Uncomplicated in their desires. Loyal to their peers and to their internal value systems, but not overly concerned with respecting laws and rules if they get in the way of getting something done. Detached and analytical, they excel at finding solutions to practical problems. ISFJ Quiet, kind, and conscientious. Can be depended on to follow through. Usually puts the needs of others above their own needs. Stable and practical, they value security and traditions. Well-developed sense of space and function. Rich inner world of observations about people. Extremely perceptive of other's feelings. Interested in serving others. ISFP Quiet, serious, sensitive and kind. Do not like conflict, and not likely to do things which may generate conflict. Loyal and faithful. Extremely well-developed senses, and aesthetic appreciation for beauty. Not interested in leading or controlling others. Flexible and open-minded. Likely to be original and creative. Enjoy the present moment.

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MBTI – 16 Personality Types INFJ Quietly forceful, original, and sensitive. Tend to stick to things until they are done. Extremely intuitive about people, and concerned for their feelings. Well-developed value systems which they strictly adhere to. Well-respected for their perserverence in doing the right thing. Likely to be individualistic, rather than leading or following. INFP Quiet, reflective, and idealistic. Interested in serving humanity. Well-developed value system, which they strive to live in accordance with. Extremely loyal. Adaptable and laid-back unless a strongly-held value is threatened. Usually talented writers. Mentally quick, and able to see possibilities. Interested in understanding and helping people. INTJ Independent, original, analytical, and determined. Have an exceptional ability to turn theories into solid plans of action. Highly value knowledge, competence, and structure. Driven to derive meaning from their visions. Long-range thinkers. Have very high standards for their performance, and the performance of others. Natural leaders, but will follow if they trust existing leaders. INTP Logical, original, creative thinkers. Can become very excited about theories and ideas. Exceptionally capable and driven to turn theories into clear understandings. Highly value knowledge, competence and logic. Quiet and reserved, hard to get to know well. Individualistic, having no interest in leading or following others.

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MBTI – 16 Personality Types ESTP Friendly, adaptable, action-oriented. "Doers" who are focused on immediate results. Living in the here-and-now, they're risk-takers who live fast-paced lifestyles. Impatient with long explanations. Extremely loyal to their peers, but not usually respectful of laws and rules if they get in the way of getting things done. Great people skills. ESTJ Practical, traditional, and organized. Likely to be athletic. Not interested in theory or abstraction unless they see the practical application. Have clear visions of the way things should be. Loyal and hard-working. Like to be in charge. Exceptionally capable in organizing and running activities. "Good citizens" who value security and peaceful living. ESFP People-oriented and fun-loving, they make things more fun for others by their enjoyment. Living for the moment, they love new experiences. They dislike theory and impersonal analysis. Interested in serving others. Likely to be the center of attention in social situations. Well-developed common sense and practical ability. ESFJ Warm-hearted, popular, and conscientious. Tend to put the needs of others over their own needs. Feel strong sense of responsibility and duty. Value traditions and security. Interested in serving others. Need positive reinforcement to feel good about themselves. Well-developed sense of space and function.

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MBTI – 16 Personality Types ENFP Enthusiastic, idealistic, and creative. Able to do almost anything that interests them. Great people skills. Need to live life in accordance with their inner values. Excited by new ideas, but bored with details. Open-minded and flexible, with a broad range of interests and abilities. ENFJ Popular and sensitive, with outstanding people skills. Externally focused, with real concern for how others think and feel. Usually dislike being alone. They see everything from the human angle, and dislike impersonal analysis. Very effective at managing people issues, and leading group discussions. Interested in serving others, and probably place the needs of others over their own needs. ENTP Creative, resourceful, and intellectually quick. Good at a broad range of things. Enjoy debating issues, and may be into "one-up-manship". They get very excited about new ideas and projects, but may neglect the more routine aspects of life. Generally outspoken and assertive. They enjoy people and are stimulating company. Excellent ability to understand concepts and apply logic to find solutions. ENTJ Assertive and outspoken - they are driven to lead. Excellent ability to understand difficult organizational problems and create solid solutions. Intelligent and well-informed, they usually excel at public speaking. They value knowledge and competence, and usually have little patience with inefficiency or disorganization.

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Self-management Understand strengths, weaknesses and preferences Predict, plan and avoid failures Self-optimize, excel and adapt Managing relationships Understand strengths, weaknesses and preferences Predict, plan and avoid conflict and failures Adapt and support Application

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Try to accommodate type mismatch Remember, type mismatch is unavoidable Remember, 50% of the mismatch is caused by you  Do not blame the person for something s/he hasn’t done  Do not forget that the perceived weakness could be a real advantage in a different situation Application

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Diversity Recognizing differences as natural Appreciating diversity Developing complementary work teams Expertise and task assignment Caution: other components of behaviour + development of others Synergy n1 + n2 = k x (n1 + n2) where k > 1 Application

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For those traits that are not dominant Avoid over exposure and over commitment Understand the consequences Cognition (thinking) Self-monitoring Positive attitude Learning and practice Changes in socio-technical environment Application: Other Considerations

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Can you visualize someone who: would panic under stress, is a frequent worrier or would be intensely tense on slightest criticism is very open to change, new idea or suggestion would do all it takes to get the job done, on time, even if it involves taking on enormous stress Enjoys parties and gatherings, is talkative even with strangers, is adventurous and is action oriented Is very considerate and sympathetic, and works hard to ensure that others feelings are not hurt Exercise: Trait Recognition

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Identify a trait that you perceive as a “weakness”, then think of a situation where it could be utilized as a strength Exercise: “Undesirable” Traits

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Awareness and recognition is the first step towards change After self-evaluating your personality, observe other available templates and see how that may help you in adapting into a “new” person or adopting a different response set If no traits are absolutely bad, then recognize that differences, perspectives and conflicts are actually opportunities to broaden our thinking and prospects Afterthoughts

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While dealing with people, lose your spectacle and put on their glasses – try to understand first before being understood Final Word

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8/30/2011 Page 47 dr.sarma/saamaacademy The Behavioral Movement: Expanded role of manager Managers became more people focused Incentives and sources of motivation were studied

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8/30/2011 Page 48 dr.sarma/saamaacademy Management Theory Today : It is all about systems thinking. The Systems Theory Approach: every system has interrelated inputs, transformation and output Ripple effects

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