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Developing Management Skills



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Pearson College Div
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  • Developing Management Skills
    Developing Management Skills
  • Developing Management Skills Plus 2014 MyManagementLab with Pearson eText -- Access Card Package
    Developing Management Skills Plus 2014 MyManagementLab with Pearson eText -- Access Card Package
  • MyManagementLab with Pearson eText Student Access Code Card for Developing Management Skills
    MyManagementLab with Pearson eText Student Access Code Card for Developing Management Skills
  • Developing Management Skills
    Developing Management Skills
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    Assessment Site Access Card
  • Developing Management Skills Plus MyManagementLab with Pearson eText -- Access Card Package
    Developing Management Skills Plus MyManagementLab with Pearson eText -- Access Card Package
  • Developing Management Skills
    Developing Management Skills
  • Developing Management Skills
    Developing Management Skills
  • Developing Management Skills
    Developing Management Skills
  • Developing Management Skills
    Developing Management Skills


For undergraduate/graduate Principles of Management and Management Skills courses. Whetten/Cameron teaches students the ten essential skills all managers should possess in order to be successful. Developing ManagementSkills, 7/e, begin each chapter, starting with thePAMS assessmentin the introduction, allowing students to see which skills they need to focus on more. It shows students with little work experience that most managers struggle with one or more skills presented in the book.

Table of Contents

Prefacep. xvii
Introductionp. 1
The Critical Role of Management Skillsp. 3
The Importance of Competent Managersp. 6
The Skills of Effective Managersp. 7
Essential Management Skillsp. 8
What Are Management Skills?p. 9
Improving Management Skillsp. 12
An Approach to Skill Developmentp. 13
Leadership and Managementp. 16
Contents of the Bookp. 18
Organization of the Bookp. 19
Practice and Applicationp. 21
Diversity and Individual Differencesp. 21
Summaryp. 23
Supplementary Materialp. 24
Diagnostic Survey and Exercisesp. 24
Personal Assessment of Management Skills (PAMS)p. 24
What Does It Take to Be an Effective Manager?p. 28
SSS Software In-Basket Exercisep. 30
Scoring Key and Comparison Datap. 42
Personal Assessment of Management Skillsp. 42
Scoring Keyp. 42
Comparison Datap. 42
What Does It Take to Be an Effective Manager?p. 43
SSS Software In-Basket Exercisep. 43
Personal Skillsp. 44
Developing Self-Awarenessp. 45
Skill Assessmentp. 46
Diagnostic Surveys for Self-Awarenessp. 46
Self-Awareness Assessmentp. 46
Emotional Intelligence Assessmentp. 47
The Defining Issues Testp. 48
The Learning Style Inventoryp. 52
Locus of Control Scalep. 54
Tolerance of Ambiguity Scalep. 56
Core Self-Evaluation Scale (CSES)p. 57
Skill Learningp. 58
Key Dimensions of Self-Awarenessp. 58
The Enigma of Self-Awarenessp. 59
The Sensitive Linep. 59
Understanding and Appreciating Individual Differencesp. 61
Important Areas of Self-Awarenessp. 62
Emotional Intelligencep. 63
Valuesp. 66
Ethical Decision Making and Valuesp. 74
Learning Stylep. 75
Attitudes Toward Changep. 79
Core Self-Evaluationp. 83
Skill Analysisp. 88
Cases Involving Self-Awarenessp. 88
Communist Prison Campp. 88
Computerized Examp. 89
Decision Dilemmasp. 90
Skill Practicep. 93
Exercises for Improving Self-Awareness Through Self-Disclosurep. 93
Through the Looking Glassp. 93
Diagnosing Managerial Characteristicsp. 94
An Exercise for Identifying Aspects of Personal Culture: A Learning Plan and Autobiographyp. 96
Skill Applicationp. 99
Activities for Developing Self-Awarenessp. 99
Suggested Assignmentsp. 99
Application Plan and Evaluationp. 99
Scoring Keys and Comparison Datap. 101
Self-Awareness Assessmentp. 101
Scoring Keyp. 101
Comparison Datap. 101
Emotional Intelligence Assessmentp. 101
Scoring Keyp. 101
Comparison Datap. 103
The Defining Issues Testp. 103
The Escaped Prisonerp. 103
The Doctor's Dilemmap. 104
The Newspaperp. 104
Learning Style Inventoryp. 105
Scoring Keyp. 105
Locus of Controlp. 105
Scoring Keyp. 105
Comparison Datap. 105
Tolerance of Ambiguityp. 106
Scoring Keyp. 106
Comparison Datap. 106
Core Self-Evaluation Scalep. 106
Scoring Keyp. 106
Comparison Datap. 107
Managing Personal Stressp. 109
Skill Assessmentp. 110
Diagnostic Surveys for Managing Stressp. 110
Stress Management Assessmentp. 110
Time Management Assessmentp. 111
Type A Personality Inventoryp. 112
Social Readjustment Rating Scalep. 113
Sources of Personal Stressp. 115
Skill Learningp. 116
Improving the Management of Stress and Timep. 116
The Role of Managementp. 117
Major Elements of Stressp. 117
Reactions to Stressp. 118
Coping with Stressp. 119
Managing Stressp. 121
Stressorsp. 121
Eliminating Stressorsp. 124
Eliminating Time Stressors Through Time Managementp. 125
Eliminating Encounter Stressors Through Collaboration and Emotional Intelligencep. 132
Eliminating Situational Stressors Through Work Redesignp. 134
Eliminating Anticipatory Stressors Through Prioritizing, Goal Setting, and Small Winsp. 136
Developing Resiliencyp. 138
Physiological Resiliencyp. 140
Psychological Resiliencyp. 143
Social Resiliencyp. 147
Temporary Stress-Reduction Techniquesp. 148
Skill Analysisp. 151
Cases Involving Stress Managementp. 151
The Turn of the Tidep. 151
The Case of the Missing Timep. 154
Skill Practicep. 159
Exercises for Long-Term and Short-Run Stress Managementp. 159
The Small-Wins Strategyp. 159
Life-Balance Analysisp. 160
Deep Relaxationp. 162
Monitoring and Managing Timep. 163
Skill Applicationp. 165
Activities for Managing Stressp. 165
Suggested Assignmentsp. 165
Application Plan and Evaluationp. 166
Scoring Keys and Comparison Datap. 168
Stress Management Assessmentp. 168
Scoring Keyp. 168
Comparison Datap. 168
Time Management Assessmentp. 168
Scoring Keyp. 168
Comparison Datap. 169
Type A Personality Inventoryp. 169
Scoring Keyp. 169
Comparison Datap. 169
Social Readjustment Scalep. 170
Comparison Datap. 170
Source of Personal Stressp. 170
Solving Problems Analytically and Creativelyp. 171
Skill Assessmentp. 172
Diagnostic Surveys for Creative Problem Solvingp. 172
Problem Solving, Creativity, and Innovationp. 172
How Creative Are You?[Copyright]p. 173
Innovative Attitude Scalep. 175
Creative Style Assessmentp. 176
Skill Learningp. 178
Problem Solving, Creativity, and Innovationp. 178
Steps in Analytical Problem Solvingp. 178
Defining the Problemp. 178
Generating Alternativesp. 180
Evaluating Alternativesp. 180
Implementing the Solutionp. 181
Limitations of the Analytical Problem-Solving Modelp. 182
Impediments to Creative Problem Solvingp. 182
Multiple Approaches to Creativityp. 183
Conceptual Blocksp. 187
Percy Spencer's Magnetronp. 189
Spence Silver's Gluep. 189
The Four Types of Conceptual Blocksp. 189
Review of Conceptual Blocksp. 198
Conceptual Blockbustingp. 198
Stages in Creative Thoughtp. 198
Methods for Improving Problem Definitionp. 199
Ways to Generate More Alternativesp. 203
International Caveatsp. 206
Hints for Applying Problem-Solving Techniquesp. 207
Fostering Creativity in Othersp. 207
Management Principlesp. 208
Skill Analysisp. 214
Cases Involving Problem Solvingp. 214
Admiral Kimmel's Failure at Pearl Harborp. 214
Creativity at Applep. 216
Skill Practicep. 219
Exercises for Applying Conceptual Blockbustingp. 219
Individual Assignment-Analytical Problem Solving (10 minutes)p. 219
Team Assignment-Creative Problem Solving (20 minutes)p. 220
Moving Up in the Rankingsp. 221
Keith Dunn and McGuffey's Restaurantp. 222
Creative Problem-Solving Practicep. 225
Skill Applicationp. 227
Activities for Solving Problems Creativelyp. 227
Suggested Assignmentsp. 227
Application Plan and Evaluationp. 227
Scoring Keys and Comparison Datap. 229
Problem Solving, Creativity, and Innovationp. 229
Scoring Keyp. 229
Comparison Datap. 229
How Creative Are Youp. 229
Scoring Keyp. 229
Comparison Datap. 230
Innovative Attitude Scalep. 230
Scoring Keyp. 230
Creative Style Assessmentp. 231
Scoring Keyp. 231
Skill Practice: Applying Conceptual Blockbustingp. 231
Observer's Feedback Formp. 231
Answer to Matchstick Problem in Figure 3.4p. 233
Answer to Shakespeare Riddle in Figure 3.5p. 233
Some Common Themes Applying to Water and Financep. 233
Answer to Name That Ship Problem in Figure 3.6p. 234
Answer to Nine-Dot Problem in Figure 3.7p. 234
Answer to Embedded Pattern Problem in Figure 3.8p. 235
Interpersonal Skillsp. 236
Building Relationships by Communicating Supportivelyp. 237
Skill Assessmentp. 238
Diagnostic Surveys for Supportive Communicationp. 238
Communicating Supportivelyp. 238
Communication Stylesp. 239
Skill Learningp. 242
Building Positive Interpersonal Relationshipsp. 242
The Importance of Effective Communicationp. 243
The Focus on Accuracyp. 244
What Is Supportive Communication?p. 246
Coaching and Counselingp. 248
Coaching and Counseling Problemsp. 249
Defensiveness and Disconfirmationp. 250
Principles of Supportive Communicationp. 251
Supportive Communication Is Based on Congruence, not Incongruencep. 251
Supportive Communication Is Descriptive, not Evaluativep. 252
Supportive Communication Is Problem-oriented, not Person-orientedp. 254
Supportive Communication Validates Rather than Invalidates Individualsp. 255
Supportive Communication Is Specific (Useful], not Global (Nonuseful)p. 257
Supportive Communication Is Conjunctive, not Disjunctivep. 258
Supportive Communication Is Owned, not Disownedp. 259
Supportive Communication Requires Listening, not One-Way Message Deliveryp. 260
The Personal Management Interviewp. 264
International Caveatsp. 267
Skill Analysisp. 270
Cases Involving Building Positive Relationshipsp. 270
Find Somebody Elsep. 270
Rejected Plansp. 271
Skill Practicep. 273
Exercises for Diagnosing Communication Problems and Fostering Understandingp. 273
United Chemical Companyp. 273
Byron vs. Thomasp. 275
Active Listening Exercisep. 276
Skill Applicationp. 278
Activities for Communicating Supportivelyp. 278
Suggested Assignmentsp. 278
Application Plan and Evaluationp. 278
Scoring Keys and Comparison Datap. 280
Communicating Supportivelyp. 280
Scoring Keyp. 280
Comparison Datap. 280
Communication Stylesp. 280
Comparison Datap. 280
Skill Practice: Diagnosing Problems and Fostering Understanding: United Chemical Company and Byron vs. Thomasp. 281
Observer's Feedback Formp. 281
Gaining Power and Influencep. 283
Skill Assessmentp. 284
Diagnostic Surveys for Gaining Power and Influencep. 284
Gaining Power and Influencep. 284
Using Influence Strategiesp. 285
Skill Learningp. 287
Building a Strong Power Base and Using Influence Wiselyp. 287
A Balanced View of Powerp. 287
Lack of Powerp. 287
Abuse of Powerp. 289
Strategies for Gaining Organizational Powerp. 290
The Necessity of Power and Empowermentp. 290
Sources of Personal Powerp. 292
Sources of Position-Powerp. 297
Transforming Power into Influencep. 302
Influence Strategies: The Three Rsp. 302
The Pros and Cons of Each Strategyp. 304
Acting Assertively: Neutralizing Influence Attemptsp. 308
Skill Analysisp. 314
Case Involving Power and Influencep. 314
River Woods Plant Managerp. 314
Skill Practicep. 315
Exercise for Gaining Powerp. 315
Repairing Power Failures In Management Circuitsp. 315
Exercise for Using Influence Effectivelyp. 316
Ann Lyman's Proposalp. 317
Exercises for Neutralizing Unwanted Influence Attemptsp. 318
Cindy's Fast Foodsp. 318
9:00 to 7:30p. 319
Skill Applicationp. 321
Activities for Gaining Power and Influencep. 321
Suggested Assignmentsp. 321
Application Plan and Evaluationp. 322
Scoring Keys and Comparison Datap. 323
Gaining Power and Influencep. 323
Scoring Keyp. 323
Comparison Datap. 324
Using Influence Strategiesp. 324
Scoring Keyp. 324
Skill Practice: Neutralizing Unwanted Influence Attemptsp. 324
Observer's Feedback Formp. 324
Motivating Othersp. 327
Skill Assessmentp. 328
Diagnostic Surveys for Motivating Othersp. 328
Diagnosing Poor Performance and Enhancing Motivationp. 328
Work Performance Assessmentp. 329
Skill Learningp. 330
Increasing Motivation and Performancep. 330
Diagnosing Work Performance Problemsp. 330
Enhancing Individuals' Abilitiesp. 332
Fostering a Motivating Work Environmentp. 334
Elements of an Effective Motivation Programp. 335
Establish Clear Performance Expectationsp. 336
Remove Obstacles to Performancep. 338
Reinforce Performance-Enhancing Behaviorp. 341
Provide Salient Rewardsp. 349
Be Fair and Equitablep. 352
Provide Timely Rewards and Accurate Feedbackp. 352
Skill Analysisp. 358
Case Involving Motivation Problemsp. 358
Electro Logicp. 358
Skill Practicep. 365
Exercises for Diagnosing Work Performance Problemsp. 365
Joe Chaneyp. 367
Work Performance Assessmentp. 368
Exercise for Reshaping Unacceptable Behaviorsp. 368
Shaheen Matombop. 368
Skill Applicationp. 371
Activities for Motivating Othersp. 371
Suggested Assignmentsp. 371
Application Plan and Evaluationp. 372
Scoring Keys and Comparison Datap. 374
Diagnosing Poor Performance and Enhancing Motivationp. 374
Scoring Keyp. 374
Comparison Datap. 374
Work Performance Assessmentp. 375
Scoring Keyp. 375
Comparison Datap. 375
Skill Practice: Exercise for Reshaping Unacceptable Behaviorsp. 375
Observer's Feedback Formp. 375
Managing Conflictp. 377
Skill Assessmentp. 378
Diagnostic Surveys for Managing Conflictp. 378
Managing Interpersonal Conflictp. 378
Strategies for Handling Conflictp. 379
Skill Learningp. 380
Interpersonal Conflict Managementp. 380
Mixed Feelings About Conflictp. 380
Diagnosing the Type of Interpersonal Conflictp. 382
Conflict Focusp. 382
Conflict Sourcep. 384
Selecting the Appropriate Conflict Management Approachp. 387
Comparing Conflict Management and Negotiation Strategiesp. 390
Selection Factorsp. 390
Resolving Interpersonal Confrontations Using the Collaborative Approachp. 394
A General Framework for Collaborative Problem Solvingp. 395
The Four Phases of Collaborative Problem Solvingp. 396
Skill Analysisp. 409
Case Involving Interpersonal Conflictp. 409
Educational Pension Investmentsp. 409
Skill Practicep. 414
Exercise for Diagnosing Sources of Conflictp. 414
SSS Software Management Problemsp. 414
Exercises for Selecting an Appropriate Conflict Management Strategyp. 422
Bradley's Barnp. 423
Avocado Computersp. 423
Phelps, Inc.p. 424
Exercises for Resolving Interpersonal Disputesp. 424
Freida Mae Jonesp. 425
Can Larry Fit In?p. 427
Meeting at Hartford Manufacturing Companyp. 428
Skill Applicationp. 435
Activities for Improving Managing Conflict Skillsp. 435
Suggested Assignmentsp. 435
Application Plan and Evaluationp. 436
Scoring Keys and Comparison Datap. 438
Managing Interpersonal Conflictp. 438
Scoring Keyp. 438
Comparison Datap. 439
Strategies for Handling Conflictp. 439
Scoring Keyp. 439
Skill Practice: Exercises for Resolving Interpersonal Disputesp. 439
Observer's Feedback Formp. 439
Group Skillsp. 442
Empowering and Delegatingp. 443
Skill Assessmentp. 444
Diagnostic Surveys for Empowering and Delegatingp. 444
Effective Empowerment and Delegationp. 444
Personal Empowerment Assessmentp. 445
Skill Learningp. 447
Empowering and Delegatingp. 447
A Management Dilemma Involving Empowermentp. 447
The Dirty Dozenp. 448
The Meaning of Empowermentp. 449
Historical Roots of Empowermentp. 450
Dimensions of Empowermentp. 451
Self-Efficacyp. 451
Self-Determinationp. 452
Personal Consequencep. 453
Meaningp. 453
Trustp. 454
Review of Empowerment Dimensionsp. 455
How to Develop Empowermentp. 455
Articulating a Clear Vision and Goalsp. 456
Fostering Personal Mastery Experiencesp. 457
Modelingp. 458
Providing Supportp. 458
Emotional Arousalp. 459
Providing Informationp. 460
Providing Resourcesp. 461
Connecting to Outcomesp. 461
Creating Confidencep. 462
Review of Empowerment Principlesp. 463
Inhibitors to Empowermentp. 465
Attitudes About Subordinatesp. 466
Personal Insecuritiesp. 466
Need for Controlp. 466
Delegating Workp. 467
Advantages of Empowered Delegationp. 467
Deciding When to Delegatep. 468
Deciding to Whom to Delegatep. 469
Deciding How to Delegate Effectivelyp. 469
Review of Delegation Principlesp. 474
International Caveatsp. 475
Skill Analysisp. 478
Cases Involving Empowerment and Delegationp. 478
Minding the Storep. 478
Changing the Portfoliop. 479
Skill Practicep. 480
Exercises for Empowermentp. 480
Executive Development Associatesp. 480
Empowering Ourselvesp. 484
Deciding to Delegatep. 485
Skill Applicationp. 487
Activities for Empowerment and Delegationp. 487
Suggested Assignmentsp. 487
Application Plan and Evaluationp. 487
Scoring Keys and Comparison Datap. 489
Effective Empowerment and Delegationp. 489
Scoring Keyp. 489
Comparison Datap. 489
Personal Empowermentp. 489
Scoring Keyp. 489
Comparison Datap. 490
Skill Practice: Deciding to Delegate: Analysis of "An Emergency Request"p. 490
Skill Practice: Analysis of Biological Warfarep. 490
Building Effective Teams and Teamworkp. 493
Skill Assessmentp. 494
Diagnostic Surveys for Building Effective Teamsp. 494
Team Development Behaviorsp. 494
Diagnosing the Need for Team Buildingp. 495
Skill Learningp. 497
Developing Teams and Teamworkp. 497
The Advantages of Teamsp. 498
An Example of an Effective Teamp. 501
Team Developmentp. 502
The Forming Stagep. 502
The Forming Stagep. 503
The Storming Stagep. 505
The Performing Stagep. 507
Leading Teamsp. 510
Developing Credibilityp. 511
Establish Smart Goals and Everest Goalsp. 513
International Caveatsp. 515
Team Membershipp. 516
Advantageous Rolesp. 516
Providing Feedbackp. 520
International Caveatsp. 521
Skill Analysisp. 523
Cases Involving Building Effective Teamsp. 523
The Tallahassee Democrat's Elite Teamp. 523
The Cash Register Incidentp. 525
Skill Practicep. 527
Exercises in Building Effective Teamsp. 527
Team Diagnosis and Team Development Exercisep. 527
Winning the War on Talentp. 528
Team Performance Exercisep. 531
Skill Applicationp. 533
Activities for Building Effective Teamsp. 533
Suggested Assignmentsp. 533
Application Plan and Evaluationp. 534
Scoring Keys and Comparison Datap. 535
Team Development Behaviorsp. 535
Scoring Keyp. 535
Comparison Datap. 535
Diagnosing the Need for Team Buildingp. 535
Comparison Datap. 535
Leading Positive Changep. 537
Skill Assessmentp. 538
Diagnostic Surveys for Leading Positive Changep. 538
Leading Positive Changep. 538
Reflected Best-Self Feedback[Trademark] Exercisep. 539
A Sample Email Request for Feedbackp. 539
Machiavellianism Scale-Mach IVp. 540
Skill Learningp. 542
Leading Positive Changep. 542
Ubiquitous and Escalating Changep. 543
The Need for Frameworksp. 543
Tendencies Toward Stabilityp. 544
A Framework for Leading Positive Changep. 546
Establishing a Climate of Positivityp. 548
Creating Readiness for Changep. 554
Articulating a Vision of Abundancep. 557
Generating Commitment to the Visionp. 561
Institutionalizing the Positive Changep. 566
Skill Analysisp. 572
Cases Involving Leading Positive Changep. 572
Corporate Vision Statementsp. 572
Lee Iacocca's Transformation of Chrysler-1979-1984p. 578
Skill Practicep. 585
Exercises in Leading Positive Changep. 585
Reflected Best-Self Portraitp. 585
Positive Organizational Diagnosis Exercisep. 586
A Positive Change Agendap. 587
Skill Applicationp. 588
Activities for Leading Positive Changep. 588
Suggested Assignmentsp. 588
Application Plan and Evaluationp. 589
Scoring Keys and Comparison Datap. 591
Leading Positive Changep. 591
Scoring Keyp. 591
Comparison Datap. 591
Reflected Best-Self Feedback[Trademark] Exercisep. 591
Machiavellianism Scale-Mach IVp. 591
Scoring Keyp. 591
Comparison Datap. 592
Skill Analysis: Iacocca's Transformation of Chrysler-1979-1984p. 592
Specific Communication Skillsp. 594
Learning Oral and Written Presentationsp. 595
Skill Learningp. 596
Making Oral and Written Presentationsp. 596
Essential Elements of Effective Presentationsp. 597
Skill Practicep. 613
Exercises for Making Effective Oral and Written Presentationsp. 613
Speaking as a Leaderp. 613
Quality Circles at Battle Creek Foodsp. 614
Conducting Interviewsp. 623
Skill Learningp. 624
Planning and Conducting Interviewsp. 624
Specific Types of Organizational Interviewsp. 633
Skill Practicep. 638
Exercises for Conducting Special-Purpose Interviewsp. 638
Evaluating the New Employee-Orientation Programp. 638
Performance-Appraisal Interview with Chris Jakobsenp. 641
Employment-Selection Interview at Smith Farley Insurancep. 647
Conducting Meetingsp. 655
Skill Learningp. 656
Conducting Effective Meetings: A Short Guide for Meeting Managers and Meeting Participantsp. 656
The Five Ps of Effective Meetingsp. 656
Suggestions for Group Membersp. 661
Skill Practicep. 664
Exercises for Conducting Meetingsp. 664
Preparing and Conducting a Team Meeting at SSS Softwarep. 664
Role Diagnosisp. 664
Meeting Evaluation Worksheetp. 665
Glossaryp. 677
Referencesp. 687
Name Indexp. 703
Subject Indexp. 713
Combined Indexp. 717
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