Page 139 - DMGT519_Conflict Management and Negotiation Skills

Unit 7: Perception and Communication

Performance Expectations Notes

 Perception can help the manager to make the most effective judgement on the expectation.
 Self-fulfilling prophecy (pygmalion effect): The lower or higher performance of employees
reflects preconceived leader expectations about employee capabilities.

Performance Evaluations

 Perception can help the manager to make the most effective performance appraisal of the
employee.
 Appraisals can be subjective perceptions of performance.

Employee Effort

 Perception can help the manager to make the right judgement of the employee's effort.
 Assessment of individual effort is a subjective judgment subject to perceptual distortion
and bias.

Self Assessment

Fill in the blanks:
1. ...............................of internal and external forces has resulted in the fundamental attribution
error.
2. The ............................ is based on the Jungian theory of personality
3. Interpersonal .................................. contains four key elements and the communicator, the
receiver, perceptual screens, and the message.
4. The ................................. is the person speaking or sending the message
5. ....................................... Listening focuses on personal elements of the communication and
not the abstract ideas.
6. A person’s ................................... can also have an effect on self-esteem, which is an individual’s
general feeling of self-worth.
7.3 Role of Perception in Attitude Formation

Theories of Attitude Formation and Change.

7.3.1 Functionalist Theory

Daniel Katz proposed a functionalist theory of attitudes. He takes the view that attitudes are
determined by the functions they serve for us. People hold given attitudes because these attitudes
help them achieve their basic goals. Katz distinguishes four types of psychological functions
that attitudes meet.

1. Instrumental: we develop favorable attitudes towards things that aid or reward us. We
want to maximize rewards and minimize penalties. Katz says we develop attitudes that
help us meet this goal. We favor political parties that will advance our economic lot - if we
are in business, we favor the party that will keep our taxes low, if unemployed we favor

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