1. Business Skills Leadership Skills Interpersonal Skills Intrapersonal Skills Learning Focus for next Few Weeks

2. Business Skills Decision Making Problem solving Negotiation Planning Evaluating Performance Business strategy Motivating talent Performance feedback Goal setting Developing & communicating vision Goal setting Persuasion Persistence Leadership Skills

3. Problem solving Planning –How to go about achieving your own goals and the group goals Goal setting Set individual & group Goals k Business & Leadership Skills

4. Developing & communicating vision– Taking a leadership role in developing & communicating your own goals and to shape the group goal Persuasion- others in your group with facts and arguments Business & Leadership Skills

5. Decision Making & Negotiation Decide how to resolve problems as a group Negotiate your interests Persistence – Trying to stay focussed and achieve your goal Business & Leadership Skills

6. How to set effective goals –Lecture on Latham Reading –Set goals for individuals and group in the project What you will learn today

7. Why do goals improve performance –Personal examples What makes goals more effective in improving performance –Personal examples, research studies To learn how to set effective goals, you need to know

8. Improved Performance Goals Hint for oral presentations Understand why goals improve performance through explanation of “processes” evoked by goals & through example

9. Why do goals improve performance Goals Focus attention on behaviors that will attain goal Increase how hard one works on task Lengthen time spent on task Promote use/discovery of knowledge needed to do task Improved Task Performance e.g., graduate school, glucose intolerance

10. Using the completed role summary sheet Identify appropriate goals that each role may have in the case Justify how these 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

11. Become a $125 billion company by the year 2000 [Wal-Mart, 1990) Became the company most known for changing the worldwide poor-quality image of Japanese products (Sony, early 1950s) Knock off RJR as the number one tobacco company in the world (Philip Morris, 1950s) Become the Nike of the cycling industry [Giro Sport Design, 1986) Become as respected in 20 years as Hewlett-Packard is today (Watkins-Johnson, 1996) Become the Harvard of the West (Stanford University, 1940s) Become number one or number two in every market we serve (General Electric Company, 1980s) Some company goals...

12. What makes goals more effective in improving Performance? Knowledge to attain goal Commitment to goal Feedback on progress toward goal Situational Conditions Improved Performance Specificity & Difficulty of Goal Goals

13. Improved Performance Specificity & Difficulty of Goal Goals

14. Type of Goal Setting Specific & Difficult Goal“Do your best” Goal PerformanceHighLow Unskilled, uneducated loggers paid at piece rate were randomly assigned to one of two groups Evidence for how Goal Specificity & Difficulty Improves Performance Review of B23

15. 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 Specific & Difficult Goals Clear performance standard Low Performance Hi Performance

16. What makes goals more effective in improving Performance? Knowledge to attain goal Commitment to goal Feedback on progress toward goal Situational Conditions Improved Performance Specificity & Difficulty of Goal Goals

17. Knowledge to attain goal Improved Performance Goals

18. Knowledge to attain goals can be increased via.. Set Learning Goals Provide Training Knowledge to attain goal Improved Performance Goals

19. –Learning goals = argue effectively, learn to negotiation, learn subject matter of paper –Performance goals= attain specific mark on the paper, attain your specific objective in the case What are Learning Goals

20. –Learning goals = learn to network; master specific subject matter –Performance goals= attain specific GPA at end of semester (cited in Latham & Locke, 2006) Evidence on Learning Goals  Performance Type of Goals Learning GoalsPerformance Goals GPA of MBA students HighLow

21. Learning goals –facilitate planning, –focus on understanding the task, –monitoring & evaluating progress toward goal attainment –Such behaviors are especially needed in unstructured environments (cited in Latham & Locke, 2006) Why do learning goals  Performance

22. Learning Goals: Complete individual worksheet for group decision making exercise (few marks allocated, so focus is on learning rather than on outcome achievement) Training: Lecture on how to argue effectively in writing How MGTC24 increases knowledge On the goal of “arguing effectively”

23. Why do learning goals, training improve performance? Focus attention on understanding task and doing it effectively Learning Goals Training Increase knowledge on how to do task Improved Performance Goals

24. What are learning goals you have in learning to achieve your goals in your role? What training needs can you identify for you to achieve your goals in your role? Students write & answer orally

25. What makes goals more effective in improving Performance? Knowledge to attain goal Commitment to goal Feedback on progress toward goal Situational Conditions Improved Performance Specificity & Difficulty of Goal Goals

26. Knowledge to attain goals can be increased via.. Sub Goals Feedback on progress toward goals Improved Performance Goals

27. Why do sub goals improve performance? Provides immediate feedback on whether Behavior is consistent with goals Sub Goals Improved Performance Goals

28. What makes goals more effective in improving Performance? Knowledge to attain goal Commitment to goal Feedback on progress toward goal Situational Conditions Improved Performance Specificity & Difficulty of Goal Goals

29. How can you increase commitment toward goals Making goal public Assigning goals that implicitly convey Confidence in performer Making goals important By rewarding their achievement Increased Commitment

30. Evidence on how rewards  commitment Type of Reward MoneyPraisePublic Recognition > = Goal importance Money/Praise Goal Commitment Why do rewards affect commitment?

31. When you meet as a group, think about …. How will you increase member commitment to goals ?

32. Situational Conditions Improved Performance Goals

33. High Role overload=having excess work without resources to accomplish task Goals positively affect performance only when overload was low (cited in Latham & Locke, 2006) Evidence demonstrating how…. Goals Improved Performance Situational Conditions

34. 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 –Feedback on progress toward goals –Specificity & difficulty of goals –Situational constraints What you learned today

35. For exam… In your group project, how did you … –make your goals specific and difficult? –increase knowledge to accomplish goals? –increase member commitment to goals –overcome situational obstacles