Tutorial 8 –

ITECH 3002 Professionalism

and Entrepreneurship

Topic
Management, Leadership and Teams

Topic Objectives
By the end of this topic you should be able to:

 Compare and contrast skills required to undertake management and leadership roles.
 Identify characteristics of famous leaders.
 Describe and the benefits and qualities successful teams.
 Outline the construction and purpose of the Tuckman model of team development.
 Identify and apply conflict handling strategies.
 Discuss strategies for negotiation.

Discussion Questions

Management and Leadership

1. Complete your personal code of arms shield (see Figure 1). In each numbered section list the
following:

 Section 1: your three greatest strengths as a manager and a leader

 Section 2: your three greatest weaknesses as a manager and a leader
 Section 3: three words that describe what motivates you to succeed
 Section 4: three famous leaders who you wish to emulate

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  Section 5: your three most important values
 Section 6: three words that describe how you react under pressure
 Section 7: three words to describe how you see yourself in ten years’ time

2. Nominate someone you consider to be a good: a. manager, and b. leader. What

characteristics do you believe best describe this person? Provide an example (brief story)
which illustrates this person applying these characteristics in practice.

Emotional Intelligence

3. What is emotional intelligence? Can emotional intelligence be learned? Why why/not?

Teams

4. What is the purpose of Tuckman’s stages of team development model?

Conflict

5. Refer to the illustrations provided in Figure 2. These represent emotions, and feelings which
people often experience in times of conflict.

a) Make a list of five (5) emotions, then work in pairs, ensuring your partner cannot see your
list.
b) Take it in turns, using a charade style approach to act out each emotion on your list. Do
not use your voice.
c) How many of your partner’s faces were you able to guess correctly?
d) What does this exercise tell you about the emotions of other people?

6. Complete Blake and Mouton’s Conflict Handling questionnaire in order to determine your
default conflict handling approach. Circle the number that you feel is most appropriate in each
of the following situations.

Your primary conflict-handling intention is the category with the highest total. Your fallback
intention is the category with the second-highest total (Robbins, Millett, Cacioppe, & Waters-
Marsh, 1998, p. 508).

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Questions:
Rarely Always
1. I argue my case with my co-workers to show the merits of my
position. 1 2 3 4 5
2. I negotiate with my co-workers so that a compromise can be
reached. 1 2 3 4 5
3. I try to satisfy the expectation of my co-workers. 1 2 3 4 5
4. I try to investigate an issue with my co-workers to find a solution
acceptable to us. 1 2 3 4 5
5. I am firm in pursuing my side of the issue. 1 2 3 4 5
6. I attempt to avoid being ‘put on the spot’ and try to keep my conflict
with my co-workers to myself. 1 2 3 4 5
7. I hold on to my solution to a problem. 1 2 3 4 5
8. I use ‘give and take’ so that a compromise can be made. 1 2 3 4 5
9. I exchange accurate information with my co-workers to solve a
problem together. 1 2 3 4 5
10. I avoid open discussion of my differences with my co-workers. 1 2 3 4 5
11. I accommodate the wishes of my co-workers. 1 2 3 4 5
12. I try to bring all our concerns out in the open so that the issues can
be resolved in the best possible way. 1 2 3 4 5
13. I propose a middle ground for breaking deadlocks. 1 2 3 4 5
14. I go along with the suggestions of my co-workers. 1 2 3 4 5
15. I try to keep my disagreements with my co-workers to myself in
order to avoid hard feelings. 1 2 3 4 5

Scoring Chart:
To determine your primary conflict-handling style, place the number 1 to 5 that represents your score
for each statement next to the number for that statement. Then total up the columns.

Competing Collaborating Avoiding Accommodating Compromising

1. 4. 6. 3. 2.
5. 9. 10. 11. 8.
7. 12. 15. 14. 13.
Total:

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7. For each of the scenarios provided below, indicate which is the appropriate conflict handling
style (e.g. competing, collaborating, compromising, avoiding and accommodating) and why?

a) A new contract programmer is sitting at your desk using your computer

b) Someone is parked in your long term pre-paid car park
c) You notice a team member using Facebook during work time
d) You notice a team member visiting X-rated websites during work time
e) A work deadline is moved forward by one-week
f) Management has announced tea, coffee and milk, will no longer be provided for staff
g) A team member has asked you to cover for him as he has a personal issue to take care
of
h) You notice a team member taking office supplies home
i) A team member constantly uses the work phone to contact a business on the side

Negotiation

8. You and a friend are setting up a small computer hardware business. Work in pairs with
another student. Discuss the following points. Make as many decisions as you can:

 The office must be open every weekday from 8:00 am to 5:00 pm.
 The office must also be open on Thursday nights from 5:00 pm to 8:00 pm, and on
Saturdays from 8:30 am to 1:30 pm.
 At present you have no other staff and no company vehicle. If you are to purchase any
time or employ anyone, the cost will have to be carried by you equally as partners or
taken out of your profits.

Decide which one of you will take charge of the following tasks (Nutting & White, 1993):

 Saturday morning trading

 Thursday evening trading
 Handling the money, including daily banking
 Buying stock from visiting representatives (who often take clients to lunch)
 Buying stock from large firms who take orders over the phone
 Selling stock to over-the-counter customers
 Selling to large clients
 Cleaning the office
 Keeping the yard tidy
 Hiring administrative assistance
 Hiring delivery drivers

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  Negotiating with your bank manager for a loan

Answer the following questions:

a) What negotiation skills were adopted by each individual in your pair (e.g. flexibility,
creativity, awareness, planning, honesty, win-win, communication). Provide examples.
b) What negotiation approach was adopted by each individual in your pair (e.g. hard
approach, soft approach or principled negotiation)? What evidence is there to support
this?

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Figure 1

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Figure 2

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