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 experienceblended 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 problemsolving 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.