Leadership, Team Dynamics, and Business Decision Making

Leadership Styles

By Social Climate

• Authoritarian
• Democratic
• Laissez-faire

By Decision-Making Process

• Autocratic
• Consultative
• Group-oriented

Characteristics of Work

Theory X

• Concrete
• In installments
• Planned
• Controlled

Theory Y

• Autonomous
• Responsible
• Intrinsically interesting

Maturity Levels & Management Styles

• M1: Not knowing, not wanting (Directors)
• M2: Wanting, not knowing (Persuasive)
• M3: Knowing, not wanting (Participatory)
• M4: Knowing and wanting (Delegator)

Method for Defining Leadership Style

1. Determine the maturity level of work.
2. Identify the appropriate leadership style.
3. Modify maturity levels (if necessary).
4. Apply appropriate power bases to the maturity level (from M4 to M1):
   • Expert
   • Informational
   • Relational
   • Legitimacy
   • Reward
   • Connection
   • Coercive

Work Teams

Permanent Teams

• Managers
• Executives
• Professionals
• Labor

Temporary Teams

• Ad hoc project teams
• Negotiation teams

Evolution of a Group

1. Inclusion
2. Structuring
3. Development
4. Production
5. Completion

Group Effectiveness

Effective Groups

• Understand and accept the task
• Non-judgmental
• Offer constructive criticism
• Make decisions by consensus
• Low tension

Ineffective Groups

• Task unclear
• Members not heard
• Avoid criticism
• Reflect indifference and boredom
• Do not study their own operation

Meeting Preparation Aspects

• Selection of topic and definition of meeting objectives
• Preparation of information
• Determination of attendees and their number
• Material resources
• Meeting invitation/call
• Determine time and duration

Types of Questions

• General
• Direct
• Open
• Closed
• Reformulation

Stages of Discussion

1. Welcome
2. Presentation of theme
3. Development of the agenda
4. Close

Types of Negotiation

By Mode

• Explicit
• Implicit

By Interaction

• Distributive
• Integrative
• Mixed

By Levels of Analysis

• Interpersonal negotiation
• Intergroup negotiation

By Parties Involved

• Bilateral negotiation
• Multilateral negotiation

By Composition

• Direct
• Through representatives

By Field

• Diplomatic negotiation
• Commercial negotiation
• Social negotiation

Phases of the Negotiation Process

1. Opening
2. Antagonistic
3. Cooperative
4. Presentation of alternatives
5. Closing

Negotiation Strategies (One-Party Principles)

• Resolute (AA)
• Rivalry (BA)
• Complacent (AB)
• Inactive (BB)

Negotiation Tactics

Cooperative Tactics

• Minimal concessions
• Moderately firm stance
• Reduction in tension

Competitive Tactics

• Threats
• Irrevocable position
• Aggressive behaviors

Phases of the Decision-Making Process

1. Understand and analyze the problem
2. Differentiate current state from desired state
3. Analyze possible causes and determine the most likely
4. Identify and assess decision criteria
5. Find, evaluate, and select the best alternative
6. Implement the decisions
7. Monitor results

Types of Problems

• Structured
• Unstructured

Types of Decisions

• Programmed
• Non-programmed

Personal Factors in Decision Making

• Experience
• Judgment
• Creativity

Business Factors in Decision Making

• Company culture/context
• Workplace environment
• Time pressures