Business Skills

1
Learning Focus for next Few Weeks

• Business Skills
• Leadership Skills
• Interpersonal Skills
• Intrapersonal Skills

2
Business Skills

• Decision Making Problem solving
• Negotiation
• Planning
• Evaluating Performance
• Business strategy

Leadership Skills

• Recruit retain talent
• Motivating talent
• Performance feedback
• Goal setting
• Developing communicating vision
• Goal setting
• Persuasion
• Persistence

3
How todays competencies are taught
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What you will learn today

• How to set effective goals
• Lecture on Latham Reading
• Set goals for a group decision making task

5
To learn how to set effective goals, you need to
know

• Why do goals improve performance
• Examples in Profs behavior
• What makes goals more effective in improving
  performance
• Examples in MGTC24 class
• Examples of research studies

6
Why do goals improve performance
Focus attention on behaviors that will attain goal
Increase how hard one works on task
Improved Task Performance
Goals
Lengthen time spent on task
Promote use/discovery of knowledge needed to do
task
e.g., glucose intolerance
7
Example of how goal to teach students to argue
effectively improves prof performance

• Focus attention on behaviors that will attain
  goal
• Assign dates in course timetable
• Promote use/discovery of knowledge needed to do
  task
• Do lit search for articles on how to teach
  argumentation
• Increase how hard one works on task
• Work harder on lecture activities
• Lengthen time spent on task
• Spend more time on lecture activities as date
  approaches, practice, audio record practice, make
  changes

8
What we covered so far Understand why goals
improve performance through explanation of
processes evoked by goals through example
Goals
Improved Performance
9
Step back and review..

• How to set effective goals
• Lecture on Latham Reading
• Set goals for a group decision making task

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What is the group decision making task

• Task Meet for 20 min as a 6 person group in
  class to make a decision in 2 weeks
• What to make decision about?
• Conservation crisis case posted on class website
  (also as handout)
• How to prepare for each persons role in the
  decision making task?
• Guide for how each person should prepare for
  their role in group decision making case posted
  on class website

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Students write individually answer orally

• Identify goals you will set for yourself and for
  members of the group for the decision making
  task? Justify how your goals will
• Focus attention on behaviors that will attain
  goal
• Promote use/discovery of knowledge needed to do
  task
• Increase how hard one works on task
• Lengthen time spent on task

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What makes goals more effective in
improving Performance?
Goals
Specificity Difficulty of Goal
Knowledge to attain goal

• Goal Orientation
• Feedback on progress toward goal

Commitment to goal
Improved Performance
Situational Conditions
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Goals
Specificity Difficulty of Goal
Improved Performance
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Evidence for how Goal Specificity Difficulty
Improves Performance

• Unskilled, uneducated loggers paid at piece rate
  were randomly assigned to one of two groups

Review of B23
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• Why do specific difficult goals result in
  better performance than do your best goals?

Do your best goals

• No external standard for
• Performance
• Performance defined
• individually

Low Performance
Specific Difficult Goals
Clear performance standard
Hi Performance
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How you might make the goals for yourself, your
group for individual team members specific and
difficult to make a good decision on the case?
Students write individually answer orally
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Goals
Knowledge to attain goal

• Goal Orientation
• Feedback on progress toward goal

Improved Performance
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How to increase knowledge to attain goals?
Set Learning Goals
Provide Training
Set Sub goals
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Evidence on Learning Goals ? Performance

• Learning goals learn to network master
  specific subject matter
• Performance goals attain specific GPA at end of
  semester

(cited in Latham Locke, 2006)
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Why do learning goals ? Performance

• Learning goals facilitate planning, monitoring
  evaluating progress toward goal attainment
• Such behaviors are especially needed in
  unstructured environments

(cited in Latham Locke, 2006)
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People differ in how consistently they set
learning vs. performance goals

• Goal Orientation differences in v-leader
• Learning Orientation Get knowledge for its own
  sake, obtain personal and educational insight
• Performance Orientation Get a high score, do
  better than others

Payne et al, 2007 JAP
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How learning orientation shapes how you approach
v-leader
Compare own current performance with past
Learning Orientation
Prove competence via high perf seek positive
evals
Performance Orientation
Compare performance with others
Avoid disproving competence avoid negative
evals
Payne et al, 2007 JAP
23
Self reflection on goal orientation

• Assess your goal orientation and hand in
  questionnaire for participation credit
• Describe concrete behaviors that you engage in
  that reflect your goal orientation

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Back on track Ignoring individual differences
assuming the generic individual Another
comprehensive example of how to increase
knowledge to attain goals
Set Learning Goals
Provide Training
Set Sub goals
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How MGTC24 increases knowledge On the goal of
arguing effectively

• Learning Goals Complete individual worksheet for
  group decision making exercise
• Training Lecture on how to argue effectively in
  writing
• Sub-goals Learn to make arguments in negotiation
  task, in group decision making task so you can
  get feedback

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Why do learning goals, training sub goals
improve performance?
Focus attention on understanding task and doing
it effectively
Learning Goals
Improved Performance
Increase knowledge on how to do task
Training
Provides immediate feedback on whether
Behavior is consistent with goals
Sub goals
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Students write answer orally

• What learning goals sub-goals can you set as a
  group?
• How will help each other acquire training to
  learn how to prepare for the meeting?

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Review and whats next
Goals

• Specificity Difficulty of Goal

• Knowledge to attain goal

• Goal Orientation
• Feedback on progress toward goal

Commitment to goal
Improved Performance
Situational Conditions
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How can you increase commitment toward goals
Making goal public
Assigning goals that implicitly convey
Confidence in performer
Increased Commitment
Making goals important By rewarding their
achievement
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Evidence on how rewards ? commitment
gt

Why do rewards affect commitment?
Goal Commitment
Goal importance
Money/Praise
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Students write down ways answer orally!How
will you increase member commitment to goals ?
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Goals
Situational Conditions
Improved Performance
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Evidence demonstrating how.
Goals
Situational Conditions
Improved Performance

• High Role overloadhaving excess work without
  resources to accomplish task
• Goals positively affect performance only when
  overload was low

(cited in Latham Locke, 2006)
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Students write down ways answer orally! How
will you overcome situational obstacles for you
and your group members
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Whats next?

• Set goals as a group
• Set goals as individual team members team as
  whole
• Complete group goal setting sheet (handout in
  class, or downloaded from class website)

36
Class discussion Qs

• After meeting with your group, how did you
• make your goals specific and difficult?
• increase knowledge to accomplish goals?
• increase member commitment to goals
• overcome situational obstacles

37
What you learned today

• Why goals improve performance
• Focus attention
• Promote use of knowledge
• Increase amt of time on task
• Increase amt of effort on task
• What makes goals more effective in improving
  performance
• Commitment to goals
• Knowledge of how to attain goals
• Goal Orientation
• Feedback on progress toward goals
• Specificity difficulty of goals
• Situational constraints