HOW TO MANAGE AND IMPROVE PEOPLE OPEN SOURCE MANAGEMENT HOW TO MANAGE AND IMPROVE PEOPLE www.osmconsultgroup.com 1

Slides www.paoloruggeri.net

Generating Value

Comfort Zone Uncomfortable = = Consuming value Creating value

Take up a challenge Take a scary (or tough) decision

OUT OF THE COMFORT ZONE

SOMETIMES THINGS ARE NOT AS THEY APPEAR

Are the colors of Square A and Square B the same???

19% CONTROLS 85% WEALTH

MANY OF THE PRACTICE AND ATTITUDES THAT BRING ABOUT PROSPERITY ARE COUNTER – INTUITIVE, THAT IS TO SAY APPARENTLY GOING AGAINST LOGIC

OPEN SOURCE MANAGEMENT PEOPLE MANAGEMENT www.iprofile.bg 13

DIFFICULTIES WITH PEOPLE

Control To get things to go as you wish (the ability to influence something positively)

Influence explained 3) Control (influence) 2) Techniques/ Knowledge 1) Responsibility

Responsibility THE FEELING OF BEING THE ONLY ONE IN CHARGE OF SOMETHING = THE ABILITY TO SEE ONESELF AS “THE CAUSE”

PROBLEM CAUSE (=Source Point) EFFECT (=Receipt Point)

Cause and Effect To solve a problem or to handle succesfully a situation we need to see ourselves as “the cause” of such situation. If we aren’t able to do it, it is the situation that is controlling us. If we are not capable of seeing ourselves as «the cause» of the performance of our employees, we are indeed leaving the control to them. Case history scuola

The Scale of Effectiveness OTHER DETERMINED Someone who thinks that all his life and misfortunes are or have been dependent upon others and circumstances SELF DETERMINED One sees himself as «the cause» only of the activities performed directly but cannot «accept blame» for other people mistakes. He will not reach his goals GLOBAL INFLUENCER Sees oneself as the cause of his actions but also as the cause of other people actions and activities.

1) You are the cause!

THE SCALE OF ATTITUDES Have fun – Joke about it Being logical Inspire – motivate - enlighten Have fun – Joke about it Being logical Disinterested - Bored Being Hostile - Seriousness Rage – Fighting Resentful – Hiding rage Anxious Sad Failure Solutions Opportunity Suocera = mother in law Pranzare = have lunch Make a step backward Pugnalare = stab her in the back Così va il mondo = that’s the way of the world… Inferiore = inferior Calciare = kick Impietosito = move someone to pity, touched Problems Succumb

2) The Basics of People Motivation

Exercise 1. Good working conditions 2. To feel involved in work related problems 3. Non oppressive discipline 4. Full appreciation for the work done 5. Management loyalty toward the staff 6. Good salary level 7. Job Promotions and growing with the company 8. Understanding and concern for employee’s personal problems 9. Job Security 10. Interesting Work

WHAT DO THEY WANT Full appreciation for the work done (PRAISE) To feel involved in work related problems Understanding and concern for employee’s personal problems Salary and commissions Job Security Interesting Work Job Promotions and growing with the company Management loyalty toward the staff Good working conditions 10. Non oppressive discipline

Why people do post online?

Interested genuinely in the success of others What People Want Praise Often Involve People Interested genuinely in the success of others

YOUR PERSONAL CHARACTERISTICS OPEN SOURCE MANAGEMENT YOUR PERSONAL CHARACTERISTICS www.osmconsultgroup.com 28

MILLIONAIRE’S SUCCESS FACTORS (by Thomas Stanley) 1) To be honest with everybody 2) Being well disciplined 3) Getting along with people 4) Having a supportive spouse 5) Working harder than most people 6) Loving my career/business 7) Having strong leadership qualities 8) Having a very competitive spirit/personality 9) Being very well organized 10) Having an ability to sell my ideas/products

What we measure

You’re not your profile!

SENSE OF ORGANIZATION (focused, knows what to do)

From 100 to 70: Very organised, precise and orderly From 69 to 41: Organised, precise and orderly From 40 to 25: In general they organise their work, a little confused under pressure. From 24 to 10: Needs help organising their work. From 9 to -10: Often disorganised Below - 10: Very disorganised and lacking in concentration

HOW CAN WE HELP THEM? 1) Some micromanagement 2) Help them establish priorities (or role) 3) Help them with Time Management 4) Sometimes confusion/compromises

PROACTIVE Measures how far the individual considers himself/herself the cause when things go wrong

HOW CAN WE HELP? Teach her Cause and Effect (exercise) Teach her to become less touchy/sensitive.

TOLERANCE Individuals with weak tolerance tend to create disagreements, be critical or not truly understand the needs of others, particularly their unexpressed needs

From 100 to 45: tolerant, understanding, puts others at ease From 44 to 30: puts themselves in other people's shoes and makes them feel understood From 29 to 16: understands others' reasons pretty well From 15 to 0: understands others, not critical. From -1 to -20: decidedly critical, does not listen to or understand others From - 21 to -44: highly critical, concentrates on other people's defects and shortcomings From -45 to -100: extremely diffident, is critical and tends to blame others

«The main difference between me and a mediocre artist is that I am able to see the statue that is trapped in the rock» - Michelangelo

Each individual has + and -

IF I WORK ON POSITIVE SIDES - + - +

SANDWICH CORRECTION Approach the person in a positive way and praise her for something specific (and true). Don’t say «But» – «However». Pause. «Now…. State the thing she has to improve in a clear manner making sure she gets it and get her agreement» End off by saying that however you really appreciate how she is doing and that you expect her to continue doing well.

NO CHANGE 2 months of patient training and no results or change (things go back on your plate) Your attempts to motivate the person backfire or are used against you If productivity keeps low, either the person has a difficult personal situation, either she has another goal

EXERCISE

The Demotivating Individual OPEN SOURCE MANAGEMENT The Demotivating Individual www.osmconsultgroup.com 45

DEMOTIVATING INDIVIDUAL: INDICATORS BEHIND TROUBLED / ENDED MARRIAGES OR RELATIONSHIPS, GENERALLY SPEAKING, THERE IS SOMEONE INVOLVED THAT PRESENTS DEMOTIVATING CHARACTERISITCS. BEHIND A BUSINESS’S DOWNFALL THERE IS THE INFLUENCE OF A DEMOTIVATING INDIVIDUAL. GENERALLY SPEAKING, WHEN OUR LIFE SEEMS FILLED WITH HARDSHIPS AND OF NON-PRODUCTIVE EFFORTS, IT MEANS THAT WE HAVE BEEN IN CONTACT WITH A DEMOTIVATING INDIVIDUAL.

Chronic Demotivating Individuals negatively influence those around them: (3-4%)  

These people, after they fall under the influence of the demotivating person, tend to adopt demotivating behaviors themselves (3-4%)  (20-25%)             Negativity get milder every level down, but it’s still annoying

DEMOTIVATING INDIVIDUAL: CHARACTERISTCS

1) A DEMOTIVATING INDIVIDUAL GENERALIZES THE NEGATIVE. A Demotivating Individual tends to generalize negative information/behaviors. Often uses sentences such as: “Everybody says that…”, “Everybody thinks that…”, etc. In addition, tends to generalize negative sources ( i.e. “no one can stand you”) and/or others’ negative behavior ( i.e. “No one can stand us, customers don’t like us”)

None of the salespeople are happy with your management style!

2) THE DEMOTIVATING INDIVIDUAL TRANSMITS MOSTLY NEGATIVE NEWS AND/OR CRITICIZES A Demotivating Individual mostly transmits the negative: negative news, things that went wrong, things that you did wrong. Additionally, he/she criticizes and shares demotivating gossip. All this negativity dumped on others are like drops of water that eventually pierce a stone. Ultimately, the D.I. KILLS THE ENTHUSIASM AND THE ENERGY TO REACH GOALS for those around them. Manca slide 14 ita

I just took a course on how to manage personnel, You should take it too! Good! Maybe this will help you fix all of your mistakes!

Very rarely compliments you on your achievements and on things you have done right.

This is true, but I will work hard and make him recognize my efforts. This is the very least I expect from you, you are merely doing your job. SALES SALES Open Source Management 16 www.opensourcemanagement.it

3) THE DEMOTIVATING INDIVIDUAL WHEN REPORTING NEWS OR DESCRIBING EVENTS TENDS TO STOP THE POSITIVE AND TO TRANSMIT ONLY THE NEGATIVE, OFTEN AMPLIFIED. Manca la 20

Watch out! Frank and Mark are thinking of leaving the company! Frank and I have decided to take a self-improvement course to boost our resumes. MANAGER’S OFFICE STORAGE (Section 3) DEMOTIVATING EMPLOYEE 19 www.opensourcemanagement.it

The Demotivating Person is suspicious and doesn’t trust others The Demotivating Person is suspicious and doesn’t trust others. In addition, he or she tends to interpret in a negative way situations and/or other’s behavior, even when uncalled for. This means that a Demotivating Individual does not necessarily lie when reporting events, rather he or she is victim of their own skewed perception. This is why they tend to highlight negative aspects when describing people or situations.

4) DEMOTIVATING INDIVIDUALS DO NOT QUESTION THEMSELVES AND THEREFORE CHANGE THEIR BEHAVIOR A Demotivating Individual does not change even if he or she promises to do so. In some instances the D.I. could even turn things around and say that it is you that “doesn’t understand.” This can lead you to doubt yourself. Training that works with others doesn’t seem to work with the D.I. hence you always have to come up with new remedies. Manca la 23 (note per il consulente)

ADVICE When you see someone behaving badly or in a way that bothers you, try to make them better by appreciating their positive sides and motivated them to improve. If this doesn’t work after several tries, know that unless you take action this situation is going to negatively affect you.

5)THE DEMOTIVATING PERSON IS SURROUNDED BY FRIENDS AND CO-WORKERS THAT ARE INSECURE AND THAT EXPERIENCE HARDSHIPS. One can recognize the value of a person by looking at how the people around said person feel. Around a Demotivating Individual there are people with problems, that feel insecure, that are subject to highs and lows, that make mistakes and that are stressed out. People that have relations with a D.I. often get in trouble.

Demotivating Behavior I am not making enough money! I don’t know why, but I feel like I can’t manage my business! Demotivating Behavior Demotivating Behavior I don’t trust myself! Demotivating Behavior Demotivating Individual Open Source Management www.opensourcemanagement.it

A good way to assess whether a person is demotivating is to see how people around him or her feel. This does not necessarily mean that Demotivating Individuals cannot achieve great success. However, it is in the people that surround them that you will find proof of their demotivating behavior.

NORMAL PATTERN I.S.P. PATTERN Productive Highs and Lows = Growth Non-productive Highs and Lows = Your life does not improve. Open Source Management www.opensourcemanagement.it

MOTIVATING INDIVIDUAL: CHARACTERISTICS

1) When reporting negative events, doesn’t generalize. Sometimes such individual does generalize, but never to cause worry and anxiety in those around him/her.

Client Seller Open Source Management Mr. Rossi says he had some deliveries that were not on schedule. What can we do to avoid that in the future? The deliveries are always late and I cannot make customers happy! Production Manager Client Open Source Management Seller 37 www.opensourcemanagement.it

2) Limits, unless necessary, bad news as his/her main interest is to transmit good news. This individual is more prone to transmit positive news, the goal achieved, and progress as to give confidence to his or her team. Is also able to proactively compliment those around him/her. At times, if unnecessary, he or she does not even tell others about some negative news.

Our boss is very happy with your work! Frank is a great employee, although he can certainly improve his management style. Open Source Management 39 www.opensourcemanagement.it

3) When reporting conversations, he or she does not modify them, and actually removes elements that might cause useless anxiety or stress in others. In case he/she needs to report conversations or facts that are negative, he/she tries to deliver them in a positive and productive way.

Open Source Management Will do, Francesca. Ok Boss! 41 Between 5 and 6 you must complete the report for our boss. If you need help I’m here for you! I cannot believe that John still has to complete the report! Tell him that he has to finish it by tonight or else! Will do, Francesca. Ok Boss! Open Source Management 41 www.opensourcemanagement.it

4) The motivating individual questions and corrects his/her behavior when others point out something that is not good or that causes troubles Hence, even when standing up for his ideas, it is possible to reason with him/her to improve his course of action and his behavior. It's a person who constantly try to improve thus gaining benefit from training and coaching.

In production demand that you draw pieces in different scale otherwise they're not clear for customers. Project

NOTE All the answers from the D. I. to something you point out about him/her have something in common: he/she will justify his/her negative behavior even by accusing you if necessary, and he/she will not change it anyway

5) People around that Motivating Individual feel good, are happy, have high morale, they overcome their own uncertainties and they improve both in work and in personal life Around the Motivating Individual we find several winners, while close to the D.I. we find many losers or individuals that although in the end almost never fail to emerge in spite of all their great efforts in doing so.

This is the new bonus plan When he is in charge we gain more money and we feel better This is the new bonus plan Mark is really great. I owe him a lot of my succes Everytime I meet him I feel better.

The World is based on 2