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Gabriela P. 1

MANAGING PEOPLEPEOPLEPEOPLEPEOPLE A manager’s most important, and most difficult job, is to manage people.A manager’s most important, and most difficult job, is to manage people.A manager’s most important, and most difficult job, is to manage people.A manager’s most important, and most difficult job, is to manage people.

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Gabriela P. 2

Simple? Nope.Nope.Nope.Nope.

Challenging? YES.YES.YES.YES.

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Gabriela P. 3

Do you know HOWHOWHOWHOW

to to to to LEADLEADLEADLEAD, to to to to MOTIVATEMOTIVATEMOTIVATEMOTIVATE, to to to to INSPIREINSPIREINSPIREINSPIRE and

to to to to ENCOURAGEENCOURAGEENCOURAGEENCOURAGE them?

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Gabriela P. 4

YOU must.must.must.must.

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Gabriela P. 5

In the management of a small team, the human factor is crucial In the management of a small team, the human factor is crucial In the management of a small team, the human factor is crucial In the management of a small team, the human factor is crucial to success.to success.to success.to success.

When you are struggling with a deadline or dealing with delicate decisions, the last thing you want to deal with is “people”.

A team who act co-operatively, quicly, rationally, with the

objective in its mind ?

A disgruntled employee bitching

about life ? A worker who avoid work or

tired all day ?

or

“

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Gabriela P. 6

Businesses are made by PEOPLE.

“ Management is nothing more than motivating other people. “ Lee Iacocca

The effective managament of people in an organization requires an understanding of motivunderstanding of motivunderstanding of motivunderstanding of motivation, job design, reward system, and group ation, job design, reward system, and group ation, job design, reward system, and group ation, job design, reward system, and group

influenceinfluenceinfluenceinfluence. By understanding these you can adapt yourself and the work environment so that your team and the company are both enriched.

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Gabriela P. 7

1. Let’s talk about MOTIVATION,MOTIVATION,MOTIVATION,MOTIVATION, and of course, BEHAVIORBEHAVIORBEHAVIORBEHAVIOR

“ People behaviorbehaviorbehaviorbehavior make sense if you think about it in terms of their goals, needs, and motives. ” Thomas Mann

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Gabriela P. 8

Consider your behaviour.

Consider the effect would you have if every morning, after coffee, you walked over to somebody’s desk and told him what he was doing wrong . Would he or she feel pleased at your attention ?

Would he look forward to these little

chats and pepare simple questions to clarify aspects of his

work?

Would he develop a Pavlovian hatred for coffee and be busy elsewhere whenever

you pass by?

or

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Gabriela P. 9

To be a good manager ar a good team-leader you have you have you have you have to haveto haveto haveto have an abovean abovean abovean above----average average average average interest in people.interest in people.interest in people.interest in people. If you are not very interested in people that doesn’t make you a bad person, but you are going to work hard to overcome that if you want to be a successful manager.

Interest in peopleInterest in peopleInterest in peopleInterest in people

It’s also about laying down challenges, getting people to stretch themselves creatively and

getting people excited about your ideas rather than seeing those ideas as stressful demands.

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Gabriela P. 10

The tasks of a manager are The tasks of a manager are The tasks of a manager are The tasks of a manager are essentially peopleessentially peopleessentially peopleessentially people---- oriented.oriented.oriented.oriented.

BECAUSE : Poor people management is an important contributor to project failure.

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Gabriela P. 11

IMPORTANT :

To recognize connection

between a behavior and its

consequences.

Positive

reinforcement versus punishment :

rewarding desired behavior versus

punishing undesired behavior.

Negative

reinforcement:

removing negative consequences from

workers who perform the desired

behavior.

Extinction:

removing whatever is currently

reinforcing the undesirable behavior.

Reinforcement schedules:

variable, erratic reinforcement

schemes are more effective than

steady reinforcement schedules.

Classical conditioning:

If one gets sick after eating tacos, from that point forward one may get sick from the smell of tacos. People are genetically hard-wired to make certain

associations.

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Gabriela P. 12

My sources of inspiration:

� David Maister – www.davidmaister.com � www.allbusiness.com - Journal of Personal Selling & Sales Management � Gerard M Blair - www.see.ed.ac.uk

To be continued