TUMAINI UNIVERSITY DAR ES SALAAM COLLEGE HRM303: Managerial Skills Development MWEMFULA, A.{BIR,Msc. HRM)

Introduction Managing people and processes is a style in itself that requires dedication and experience- blended practice. The skills needed are as vast and deep as the ocean.

Managerial Skills Managerial skills are based on core competencies. Core competencies are those soft skills needed to be a good manager. Soft skills are skills such as Leadership, judgement, teamwork, performance management, honesty, integrity.

Cont… Skills : The ability, coming from one's knowledge, practice, talent, (to do something well).

Managerial skills Refers to the ability of making business decisions and lead subordinates within a company. Three most common skills include: 1) human skills - the ability to interact and motivate; 2) technical skills- the knowledge and proficiency in the trade and Conceptual skills: Is the ability to view the organization as the whole, and as system comprised of various parts and sub systems, integrated into a single unit.

Cont.. The following are managerial skills Technical skills: This involves the knowledge,methods,techniques and ability to use those techniques in performing a job(necessary at both lower and middle level).

Cont… (2) Human skills: The ability to work with other people harmoniously. It involves patience, trust and genuine involvement in interpersonal relationships.(necessary at all management levels). (3) Analytical skills: possession of analytical skills involves the ability to logically, objectively and scientifically analyses the obstacles and opportunities to arrive at feasible and optimal solutions(middle and top mgt level)

Cont.. (4) Conceptual skills: Is the ability to view the organization as the whole, and as system comprised of various parts and sub systems,integreted into a single unit(recognizing the challenges and opportunities essentially necessary by top mgt level),

Negotiation Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute. The main objective of negotiation is to achieve the best possible outcome for ones position (or perhaps an organisation that this particular person is representing).

Cont… It is a give and take decision making process, involving inter dependent parties with deferent preferences. (Fisher and Ury 1991).

Cont… Negotiation is a common way for people to deal with problems and conflict. It happens when the people involved want to talk to each other to find a solution to the problem.

Cont… Sometimes negotiation is very informal, and it happens within everyday situations. It can also be a formal method of conflict resolution used to resolve interpersonal, intergroup and interstate conflicts.

Boyes, 1995 “Negotiation is about getting the best possible deal in the best possible way.” Negotiation takes place when two or more people, with differing views, come together to attempt to reach agreement on an issue. It is persuasive communication or bargaining.

Cont… A negotiation process should consider: principles of fairness, seeking mutual benefit and maintaining a relationship.

Negotiation skills Negotiation skills are set of interpersonal abilities which enable a person to successfully negotiate terms of business deals with customers or other different industries, products and services or in Resolving conflicts at work places.

Negotiation …  Analytical skills : Ability to find solutions for Problems of advanced complexity. Critical thinking, problem solving.  Communication skills -Listening skills => Leads to better customer satisfaction, greater productivity with fewer mistakes. [ Accurately receive and interpret messages in the communication process. -Effective note taking i.e. note key issues which probably need clarification. -Ability to speak and make counter arguments: i.e. ability to use strong reasons when supporting or making a critique.

Cont..  Persuasive skills:{ argue your case with logic, Focus on the need of the other party i.e. listen to them carefully and find out about their interests and expectations, avoid the use of more hesitate language. Note : Persuasive skills aim at changing a person's attitude or behavior toward some event idea by using written or spoken words to convey information, feelings, or reasoning, or a combination of them.

Cont.. Decision making: One need to understand the value of decision made…reflecting vision and mission of the organization.

Types/styles of Negotiation There are two main styles/Types of negotiation: 1. Distributive style of bargaining called Positional Negotiation. 2. Integrative approaches to negotiation, in particular Interest based Negotiation and Joint Problem Solving.

Distributive style /Positional Negotiation Negotiators present a series of positions, which meet their interests or needs. They start with the most preferred position which will lead to the most gain for their party. If these positions are not accepted, they make compromises, and move to the next position which will bring fewer gains and make less demands on the opposing party.

Cont… This continues until the parties find an acceptable settlement range. Parties with competing interests are involved in a process of dividing a limited resource among themselves.

Characteristics of distributive /Positional Negotiation  One party wins and the other loses  Confrontational  Competitive  Rigidly-held positions  Rejection of the other party’s positions  Use of tactics to subvert the other party

Benefits of distributive /Positional Negotiation  Prevents premature concessions  Useful in dividing or compromising on distribution of fixed sum or limited resources  Can work where there is little or no trust between parties  Does not require full disclosure of privileged information.

Disadvantages….  Often damages relationships  Discourages exploration of options  Discourages finding tailor-made solutions  Promotes rigid adherence to positions  Discourages a focus on underlying interests, as the focus is on early commitment to specific solutions.

Interest-based Negotiation and Joint Problem Solving Interest-based Negotiation focuses on satisfying as many needs and interests as possible for all negotiators. It is a problem- solving approach used to reach an integrative solution rather than distributing rewards in a win/lose situation.

Interest based negotiation is appropriate …..  Parties’ interests are interdependent.  The issue under negotiation is not necessarily a fixed sum issue.  The longer-term relationship of the parties is a priority.  There is a preference for co-operative problem solving rather than a competitive process.  Specific needs and interests require tailored solutions.

Cont… Joint Problem Solving Works from the basic condition that both parties acknowledge the existence of a problem, and see resolving the problem as serving both parties’ interests.

Cont… Joint Problem Solving is appropriate when parties see the problem as a common one, and are willing to find a solution jointly.

Characteristics of Interest-based /Joint problem solving Negotiation  co-operative approaches  focus is on needs and interests of parties, rather than positions  Use problem-solving techniques  Require an open communication style

Benefits …  Can be useful when there is an adversarial relationship between parties  Can be constructive when based on properly thought out positions which are motivated and justified and where tactics are used to explore the issue rather than attack the other party.

Cont…  Prevents premature concessions  Useful in dividing or compromising on distribution of fixed sum or limited resources  Can work where there is little or no trust between parties does not require full disclosure of privileged information

Disadvantages of Interest-based /Joint problem solving Negotiation  May not be most appropriate for fixed sum negotiations.  Require an openness to a problem-solving solution from both parties.  Require both parties to declare their real needs and interests.