Managing people

Contents
Introduction
The aim
The reader
The reading
The words
My background
Influences
Part 1: Choices
1 What kind of manager are you?
Doers and developers
External factors
Intemal factors
The excuses: time and skill
Delegation
Summary
2 Areas of involvement
Activity
Performance
Activity/performance overlap
Career
Life
Overview
Summary
3 Influencing factors
The organization
The people
You
Part 2: Planning
4 The perfonnance management process
Overall objectives
Levels of objective
Goal setting
Objectives and processes
The problems with appraisals
The on-going process
Summary
5 Planning appraisals
Preparing the agenda
Identifying outcomes
Diagnosing performance problems
Strategies and solutions
Creating the appropriate climate
Summary
6 Planning coaching
Being proactive
Prioritizing your coaching effort
Identifying helping strategies
Summary
Part 3: Skills
7 Preface
Interactive skills
The five components
Developing interactive skills
8 Climate
Starting up
Encouraging openness
Summary: managing climate
Clarity
Structuring
Seeking darification
Reacting clearly
Summary: providing clarity
Content
Prindples
Structure
Skills
Summary: managing content
Commitment
The basis of resistance
Strategies for developing need
Planning a persuasion
Skills
Strategic questions
Summary: generating commitment
Confrontation
The avoidance cyde
Fadng things early
Monitoring your feelings
Fadng things effectively
Summary: handling confrontation