Managerial Effectiveness & Leadership

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Subject: Managerial Effectiveness & Leadership
Notes Prepared By: Prof.Vinayak Uparate , B.E.,MBA(HR),M.Phil(Commerce &
Management- Specialization HR)
Important Instructions:
1) Refer Below Pdf as a Reference Study Material.
2) ****Prepare All Questions and Wherever Necessary At Extra Description
3) Understand all the Points Neatly
4) Prepare Some Case Studies Related to “Leadership”
Unit No 01:
Q.1) What is Internal Dialogue??
Answer:
• The way in which you apply logic to what is happening. This logic may sometimes be skewed
or driven. It is the little voice in your head that comments on your life. whether that is what is
going on around you OR what you are thinking consciously or sub-consciously. All of us
have an internal dialogue, and it runs all the time. Some of us, however, may pay more
attention to it than others, and be more skilled at manipulating it.
Q.2) Write - How an Internal Dialogue is Helpful and Unhelpful for an Individual ?
Answer:
Generally smiling makes you feel happy when you are in Negative language and unhappy thoughts. Here
your internal dialogue, tends towards ‘beating yourself up’. If you are inclined to be anxious, your
internal dialogue can make you more anxious Somewhere anxiety can also upset your internal
dialogue.
Q.3) Write about How to manage Your Internal Dialogue??
Answer:
1. Becoming Aware of Your Internal Dialogue:
Give a Space to your brain to become aware of what it happening around You.
You Should be Aware about your Internal Dialogue
2. Changing Your Internal Dialogue
After becoming aware of what you are thinking, the kinds of patterns that your thoughts
tend to make, you can then do something about changing them, if necessary. Think
Positively, not Negatively It is important to try to avoid negative thinking in your internal

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dialogue. For example, instead of thinking about what you did wrong, think about what
you will do differently next time, or what you have learnt, or even what you did well
3. Spend Time in Silence: Typically a Human Being have anywhere between 60,000 to
80,000 thoughts each day Doing Meditation is one of the first and most fundamental
steps in mastering our internal dialogue. Meditation cultivates our witnessing awareness
and helps us pay attention to our mental commentary.
4. Cultivate Gratitude: Gratitude is a powerful mental state Gratitude causes a
transformation in our internal landscape. Gratitude automatically shifts us out of a
negative mentality.
E.g. - “I am so grateful for __________________”
5. Harness the Power of Affirmations: Affirmations are strong, positive self-talk
statements Affirmations can help to reprogram our subconscious mind and internal
dialogue . Affirmations is used to replace our old, stale, or obsolete mental thoughts with
new and more inspiring ideas. With regular practice, affirmations can help to focus your
internal dialogue upon your intentions.
Q. 4) What is Assertiveness? In Which Things: Assertiveness is involved? Why Assertiveness Is
Important?
Answer:
It is the ability to communicate your needs, feelings, opinions, and beliefs in an open and honest manner
without violating the rights of others. Saying “Yes" when you want to, and saying “No” when you mean
“No”. Assertiveness understands how to negotiate when two people want different outcomes
Assertiveness increases a Person’s ability to reach these goals while maintaining his rights and dignity.
Q.5) What are the Basic Questions which are used to Test Assertiveness of an Individual?
Answer:
Followings are the Questions which are used to test Assertiveness of an Individual.
Question No 1: Do you have the Confidence to Ask for what is rightfully yours?
Answer:-Yes/No
Question No 2: Can you easily recognize & compliment other people’s achievements?
Answer: Yes/No
Question No: 3 Do you ask for assistance when you need it ?
Answer ------Yes /No
Question No :4 Can you comfortably start and carry on a conversation with others?

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Question No :5 Do you feel comfortable accepting compliments?
With above reference questions, if all 5 Questions &answers are “YES”, you are Assertive in Nature.
Q.6) Which are the Things in Which Assertiveness is not Involved??
Answer: If a person is assertive it does not mean he /she is violating the Rights of others. Assertiveness
is not aggressiveness or selfishness Assertivess does not involve humiliating or abusing other people
Q.7) What happens if a person lacks Assertiveness?
Answer:
• (Note : Based upon following Points , Write your Answer Decriptively)
Following things happens if a person lacks Assertiveness:
• Person might go in Depression: feeling helpless with no control over your life
• Feeling of Resentment: Anger at others for taking advantage of you.
• Frustration: why did I let that happen
• Temper: If you can't express anger appropriately it can build up to temper outbursts
• Anxiety: you may avoid certain situations which make you feel uncomfortable
Q.8) What are the things which Keeps a Person away From Being Assertive?
• Answer :
Fear of change.
Fear of ruining relationships if you speak your mind.
Lack of confidence in your ability.

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Q.9) What are the Different Non Verbal Aspects of Assertiveness?
Answer :
Eye Contact:
Assertive person uses about 50 % of the time for having any eye contact with any person to whom he/she
meets.
Voice Tone
Effective tone modulation should be there
Posture
Stand up Tall & Straight.
Position and Space
Respect keeping on the same level.
Sit down if the other is.
Stand up when the other is.
keep arms distance
Facial Expression
Face should reflect the emotion being expressed.
“I am Angry "needs serious expression.
“I am Delighted” needs a happy expression
Q. 10) Define- “Thinking”. Give Nature of Thinking
Answer:
(Note : Based upon following Points , Write your Answer Decriptively)
Thinking is the perceptual relationship which provides the solution of the problem.
Nature of Thinking:
It is essentially a cognitive activity.
It is always directed to achieve some end or purpose.

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It is described as a problem-solving behavior.
It can shift very rapidly.
It is internal activity.
Q. 11) What are Different Types of Thinking? Explain all types in Detail.
Answer:
Perceptual or concrete thinking:
It is based on Perception. It is also called concrete thinking as it is carried over the perception of actual or
concrete & events. e.g. Small Children have this Thinking Capacity.
Conceptual or abstract thinking:
It is also called abstract thinking; it makes the use of concepts or abstract ideas. It economizes efforts in
understanding & helps in discovery & invention. Language plays an important part in conceptual thinking
Creative thinking:
Ability for original thinking, to create or discover something new.It is the ability to integrate the various
elements of the situation into a harmonious whole to create something novel.The creative thinker tries to
achieve something new, to produce something & something unique
Logical thinking/ reasoning:
It is the cognitive process of looking for reasons for beliefs, conclusion, actions or feelings. Reasoning is
the highest form of thinking to find out causes & predict effects. Here an individual tries to solve a
problem by incorporating two or more aspects of his past experience
Problem solving:
It is a tool, skill & a process. It is also a process because it involve taking a number of steps. You can
engage in problem solving if you want to reach a goal & experience obstacles on the way.
Convergent Vs Divergent thinking:
Convergent thinking is cognitive processing of information around a common point, an attempt to bring
thoughts from different directions into a union for common conclusion. Divergent thinking starts from a
common point & moves outward into a variety of perspectives.

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Q.12) Write a Note on- The Individual Thinking Process.
Answer:
(Note : Based upon following Points , Write your Answer Descriptively)
1. Understanding the formation:
a. Analysis of the characteristics of similar objects. : These objects we look at the elements -
elements one by one. E.g. Human Sense
b. Comparison - compare these features to be found traits - traits which are the same, which is
not the same, which is always there and which ones do not always exist where the essential and
which are not essential.
c. Abstraction - traits that are not essential
2. Opinion Formation:
Formation of opinion is to put the relationship between two terms or more.
a. Positive opinion: The opinion which declares a state of something
b. Negative opinion : It clearly explains the absence of anything thing else on the nature
of things
c. Modalities That opinion stating opinion- the possibility of something on the nature
of things
3. Conclusion withdrawal or Establishment Decision:
a. Inductive inference: the decisions taken from the opinion toward a particular public
opinion.
b. Deductive conclusions: Deductive decision drawn from the general to the specific, so
in contrast to inductive decision.
c. Conclusion analogical: The decision is a decision that analogical obtained by
comparing or customize with specific opinions that already exist.

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Unit No 02:
Q.1) Define –Rapport. Write Down - How to Create Rapport?
Answer:
Definition of Rapport:
It is a sympathetic relationship or understanding that allows you to look at the world from
someone else’s perspective. Rapport is the ability to feel an affinity with others. It is the increase
of understanding. It is the development of a better way of communication.
Process to Create Rapport:
1. Mirror their body language:
Posture/Body Movement: Wait 10 seconds, and then shift your body in the same way.
Gestures: Use the same hand gestures they use, but only when it’s your turn to talk.
Facial Expressions: Match their facial expressions instantly. If they raise their eyebrows,
raise yours to acknowledge their emotion.
Head Nods: When they nod their head, nod yours instantly to signal agreement or
affirmation.
2. Mimic their Tonality:
Copy their accent slightly. listen to how they pronounce words. Do they talk loud or
soft? You’ll want to talk at their volume level at all times. Mimic the depth of their voice.
People talk in one of three ways: through their nose, throat, chest.
Compare them to the descriptions below and shift the depth of your voice a little bit
closer to theirs.
– Throat: A very throaty person will sound similar to Kermit the Frog
– Nose: A person who talks through their nose will sound a bit like they’re
congested.
– Chest: People who talk to their chest usually sound very deep and loud.
3.During the conversation, breathe like they breathe.
This will create a hypnotic synchronization.

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4 .Match their rate of speech. :
Some people talk really fast, and some people talk very s-l-o-w-l-y. Usually when you hear
someone who speaks really fast, your brain links them to a slick fast talking sales person. The
opposite scenario would be when you talk slowly to someone who speaks fast. They might think
that you're not very intelligent.
5.Repeat and approve.
After they speak, make sure you repeat a very brief synopsis of what they say and then approve
(excellent, great, amazing, that’s exciting). This shows that you are indeed listening. For some
odd reason, people like it when you listen! Learning How to Be a Good Listener helps establish
empathy which is crucial building block of rapport.
6 .Assume you already have rapport.
Talk to the person as if they're a close friend whom you completely trust, and who completely
trusts you. If you act in this manner, you will send out subconscious signals encouraging the
other person to view you the same way.
Q.2) What is Conflict? Which are the General Causes of Conflicts?
Answer:
Scarcity of Resources (finance, equipment, facilities, etc)
Different attitudes, values or perceptions.
Disagreements about needs, goals, priorities and interests
Poor or inadequate organizational structure
Lack of teamwork
Lack of clarity in roles and responsibilities

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Q.3) Mention Different types of Conflicts?
Answer :
Intrapersonal conflict: Conflict occurs within an individual in situations in which he or she must
choose between two alternatives
Interpersonal conflict: Conflict between two or more individuals. The person experiencing this
conflict may experience opposition in upward, downward, horizontal, or diagonal
communication .
Q.4) What are the Effects of Conflict in Organization?
Answer :
There are Generally Two Types of Effects of Conflicts in Organization.
1) Destructive Effects:
(Below Points to be explained)
Stress
Absenteeism
Staff turnover
De-motivation
Non-productivity
2) Constructive Effects:
Improves decision quality
Stimulates Creativity
Encourages interest

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Q5)What are the Signs of Conflict between Individuals? Write Outcomes of
Conflicts.
Answer:
Signs of Conflict between Individuals:
Colleagues not speaking to each other or ignoring each other.
Deliberately undermining or not co-operating with each other, to the downfall of the
team.
Outcomes of Conflicts:
Win-lose outcome:
Lose-lose outcome:
Win- win outcome:
Q.6) Write in Brief about- CONFLICT MANAGEMENT. What are different
Conflict Management Strategies?
Answer:
Conflict Management is the system that identifies the boundaries of the conflict, the areas
of agreement and disagreement. While Going for Conflict Management an Individual
Should Be open to the ideas, feelings, and attitudes expressed by the people involved.
He/She should be open to the ideas, feelings, and attitudes expressed by the people
involved.
Three over-all frameworks for conflict management are:
Defensive:
Separate the contending parties.
Suppress the conflict.
Restrict or isolate the conflict

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Avoid the conflict to diminish the destructive effects
Compromise:
With a compromise each party wins something and loses something.
Creative problem-solving modes:
Use of a creative problem-solving mode produces feelings of gain and no feelings of loss
for all conflict participants.
Q7)Write a Detailed Explanation about- Myers-Briggs Type Indicator (MBTI)
assessment.
Answer:
Myers-Briggs Type Indicator (MBTI) Assessment.
It is a psychometric questionnaire designed to measure psychological preferences in how
people perceive the world and make decisions.
Developers of MBTI:
Katharine Cook Briggs & Isabel Briggs Myers.
The initial questionnaire grew into the Myers-Briggs Type Indicator, which was first
published in 1962.
About – MBTI & Its Importance:
Since 1975, over 30 million people have taken the Indicator. Today, the MBTI is one of
the largest selling tools for self-awareness. It has been translated into more than 30
languages and is used to help people in career choices, marriage and family counseling,
communication, leadership, learning, etc.
WHAT MBTI DOES?
It identifies a person’s natural tendencies or preferred ways of doing things. It reports
your preferences on four scales. Each scale represents two opposite preferences on a
continuum.

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MBTI’S 04 REFERENCE SCALES:
1) EXTRAVERSION AND INTRAVERSION :
(For Explanation of this Point , Please Refer Classroom PPT’s Which are provided)
2) SENSING AND INTITUTION
(For Explanation of this Point Please Refer Classroom PPT’s which are provided)
3) THINKING AND FEELING
(For Explanation of this Point Please Refer Classroom PPT’s Which are provided)
4) JUDGEMENT AND PERCEPTION
(For Explanation of this Point Please Refer Classroom PPT’s Which are provided)
The MBTI Code:
After taking the test a four letter code is generated based on your answers.
There are 16 possible combinations of letters and each combination defines the individuals
personality.
Taking your combination of letters into consideration determines your personality preferences.
Use of MBTI for Managers:
To determine the placement of an individual within and organization.
Blending the right personality types forms effective team and work place harmony can occur.

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Q8) What is Persuasion? What are the Powerful Persuasive Strategies?
Answer:
Persuasion is the symbolic process in which communicators try to convince other people to
change their attitudes or behaviors regarding an issue through the transmission of a message in
an atmosphere of free choice.
Following are the Powerful Persuasive Strategies that an Individual can use:
1) Claim (Position): “State your argument.”
For Example: I am going to try to convince you that chocolate is a healthy snack.
2) Logos(Factual Support):“Facts, numbers, and information can be very convincing.”
For Example: A Snickers bar has 280 calories and 30 grams of sugar. That’s not very
healthy.
3) Pathos (Attention to Audience):
“Getting people to feel happy, sad, or angry can help your argument.”
4) Ethos(Attention to Audience):
If people believe and trust in you, you’re more likely to persuade them.
5) Kairos(Effective Word Choice) :
Try to convince your audience that this issue is so important they must act now.
6) Research(Factual Support) :
Using reliable research can help your argument seem convincing.
Q9) What is Personality?
Answer:
A Combination of Characteristics or Qualities that form an individual's distinctive character.
Meaning of PERSONALITY:
the Greek words:
Per - [mask] And Sonality [sound behind the mask]

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Q.10) Give Meaning of ENNEAGRAM from the Greek words:
Answer:
Ennea means -[nine] and Gramma - [something written or drawn]
Q.11) With a Neat Labeled Diagram Write a Detailed Note on- “Enneagram”.
Answer:
About the Enneagram Approach:
It is used so as a to gain insights into workplace dynamics. There are some of the connections
between all the types
Connecting Points:
Each Enneagram point of view is connected to two other points via the inner lines on the circle.
These connecting points are of special significance, because they represent two additional
sources of energy that support the energy of our type. Moving with the arrows takes us to our
stress point (the place we access when we need more support) Moving against them takes us to
our security point (the place we access when we’re feeling more confident and outgoing).
Ennegram Type 01: The Reformer:
They are just like teachers who advocates for change They always strive to improve things, but
afraid of making a mistake. Well-organized, orderly. They typically have problems with
impatience. These are wise, realistic, and noble.
Basic Fear: of being corrupt/evil, defective
Basic Desire: To be good, to have integrity, to be balanced
Key Motivations: Want to be right, to strive higher and improve everything
The Meaning of the Arrows (in brief)

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When moving in their Direction of Disintegration (stress), methodical Ones suddenly become
moody and irrational at Point Four.
However, when moving in their Direction of Integration (growth) these become more
spontaneous and joyful, like Point Seven.
Example Mahatma Gandhi
Ennegram Type 02: The Helper:
These are empathetic, sincere, friendly, generous, and self-sacrificing. They can also be
sentimental, flattering.
At their Best: unselfish, they have unconditional love for others.
Basic Fear: Of being unwanted, unworthy of being loved
Basic Desire: To feel loved
Key Motivations: Want to be loved, to express their feelings for others, to be needed and
appreciated
When moving in their Direction of Disintegration (stress), needy Twos suddenly become
aggressive and dominating at Eight. However, when moving in their Direction of Integration
(growth), these become more self-nurturing and emotionally aware, like Four.
Example: Mother Teresa
Ennegram Type 03: Achiever
These are self-assured, attractive, and charming. Ambitious, competent, and energetic, status-
conscious and highly driven for advancement. They are diplomaticAt their Best: self-accepting,
authentic, everything they seem to be role models who inspire others.
Basic Fear: Of being worthless
Basic Desire: To feel valuable and worthwhile
Key Motivations:
to distinguish themselves from others, to have attention, to be admired, and to impress others.

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When moving in their Direction of Disintegration (stress), These suddenly become disengaged
and apathetic at Nine. However, when moving in their Direction of Integration (growth) these
become more cooperative and committed to others, like healthy Sixes.
Example : Bill Clinton, Tom Cruise, Madonna, Arnold Schwarzenegger, Barack Obama.
Ennegram Type 04: Individualist
These are self-aware, sensitive, and reserved, emotionally honest, creative, and personal .moody
and self-conscious. They typically have problems with self-indulgence, and self-pity.
At their Best: inspired and highly creative, they are able to renew themselves and transform their
experiences.
Basic Fear: That they have no identity or personal significance
Basic Desire: To find themselves and their significance (to create an identity)
Key Motivations: Want to express themselves and their individuality, to create and surround
themselves with beauty,
When moving in their Direction of Disintegration (stress), suddenly they become over involved
and clinging at 02 .
However, when moving in their Direction of Integration (growth), emotionally these become
more objective and principled, like 01.
Ennegram Type 05: Investigator
These are alert, insightful, and curious, able to concentrate and focus on developing complex
ideas and skills. Independent, innovative, and inventive. They can also become preoccupied with
their thoughts and imaginary constructs. They become detached, yet high-strung and intense.
Basic Fear: Being useless, helpless, or incapable
Basic Desire: To be capable and competent
Key Motivations: Want to possess knowledge, to understand the environment, to have
everything
The Meaning of the Arrows (in brief):
When moving in their Direction of Disintegration (stress), detached Fives suddenly become
hyperactive and scattered at Seven.

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However, when moving in their Direction of Integration (growth), avaricious these become
more self-confident and decisive, like Eight.
Examples :
Albert Einstein, Stephen Hawking, Bill Gates
Ennegram Type 06: Loyalist
The committed, security-oriented type, reliable, hardworking, responsible and trustworthy.
Excellent "troubleshooters," they foresee problems and foster cooperation
At their Best: internally stable and self-reliant, courageously championing themselves and others.
Basic Fear: Of being without support and guidance
Basic Desire: To have security and support
Key Motivations: Want to have security, to feel supported by others, to have certitude and
reassurance, to test the attitudes of others toward them, to fight against anxiety and insecurity.
When moving in their Direction of Disintegration (stress), these suddenly become competitive
and arrogant at Three. However, when moving in their Direction of Integration (growth), these
become more relaxed and optimistic, like healthy Nine.
Examples : George H. W. Bush, Julia Roberts
Ennegram Type 07: Enthusiast
Sevens are extroverted, optimistic, versatile, and spontaneous. Playful, high-spirited, and
practical, they can also misapply their many talents, becoming over- extended, scattered, and
undisciplined. They constantly seek new and exciting experiences, but can become distracted and
exhausted by staying on the go.
At their Best: they focus their talents on worthwhile goals, becoming appreciative, joyous, and
satisfied.
Basic Fear: Of being deprived and in pain
Basic Desire: To be satisfied and content—to have their needs fulfilled

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Key Motivations: Want to maintain their freedom and happiness, to avoid missing out on
worthwhile experiences, to keep themselves excited and occupied, to avoid and discharge pain.
When moving in their Direction of Disintegration (stress),these suddenly become perfectionist
and critical at One. However, when moving in their Direction of Integration (growth), these
become more focused and fascinated by life, like Fives.
Examples : John F. Kennedy, Leonardo DiCaprio, Jim Carey
Ennegram Type 08: Challenger
Eights are self-confident, strong, and assertive. Protective, resourceful, straight talking,
Eights typically have problems with their tempers and with allowing themselves to be
vulnerable.
At their Best: self- mastering, they use their strength to improve others' lives, becoming heroic,
magnanimous, and inspiring.
Basic Fear: Of being harmed or controlled by others
Basic Desire: To protect themselves
Key Motivations: Want to be self-reliant, to prove their strength and resist weakness, to be
important in their world, to dominate the environment, and to stay in control of their situation.
When moving in their Direction of Disintegration (stress), self-confident Eights suddenly
become secretive and fearful at Five. However, when moving in their Direction of Integration
(growth), lustful, controlling Eights become more open-hearted and caring, like healthy Twos.
Examples : Martin Luther King,Saddham Hussein,
Ennegram Type 09: Peacemaker
Nines are accepting, trusting, and stable. They are usually creative, optimistic, and supportive,
but can also be too willing to go along with others to keep the peace. They want everything to go
smoothly and be without conflict, but they can also tend to be complacent, simplifying problems
and minimizing anything upsetting.

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Basic Fear: Of loss and separation
Basic Desire: To have inner stability "peace of mind"
Key Motivations:
Want to create harmony in their environment, to avoid conflicts and tension, to preserve things
as they are, to resist whatever would upset or disturb them
When moving in their Direction of Disintegration (stress) suddenly they become anxious and
worried at Six. However, when moving in their Direction of Integration (growth),they become
more self-developing and energetic, like healthy Threes.
Examples : Abraham Lincoln

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UNIT NO 3
Q.1) What is Neuro Linguistic Programming?
Answer:
Neuro: The nerve communication network in the human body
Linguistic: The language you use to speak to yourself or others
Programming: The operating instructions that create an outcome
Neuro Linguistic Programming (NLP) is a methodology to understand and help to
change human behavior patterns,
Q.2) What is The Methodology of NLP?
Answer :
This methodology developed from studying, and understanding the connection of how the nerve
communication network in our body(NEURO), is connected and reflected in the
language we use (LINGUISTIC) and how this affects the way we behave (PROGRAMMING).
When we understand the process of HOW we do something we can REPEAT that process to
achieve the same result or CHANGE the process(or even just a part of the process) to achieve
a different result.
Q.3 ) Where did “NLP” (Neuro Linguistic Programming) come from?
Answer:
In the 1970’s two men Richard Bandler & John Grinder (the co-creators of NLP) became curious
as to how some highly successful therapists were able to consistently achieve that success. They
wanted to find out HOW they were achieving their successes rather than WHY they were doing
what they did.
They and their research team spent time deconstructing how people such as Virginia Satir,
Milton Erikson and Fritz Perls achieved their consistent success with their clients.

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What they identified was:
• The words they used
• What questions they asked
• Changes in voice tone
• Changes is body posture and physiology
• What they listened out for when taking to someone
• How they structured their language.
Q.4) What are the Present Uses of NLP (Neuro Linguistic Programming)?
Answer:
Today NLP techniques are used in many different areas such as therapy, health, education and
sport In business these techniques are used for:
• Coaching
• Information gathering
• Communicating
• Motivating others
• Influencing and persuading
• Advertising
• Indentifying success strategies
• Developing others
Q.5) What are the fundamentals of NLP?
Answer :
1. Know what you want (Outcome / Direction)
One of the key NLP questions is ‘What do you want?’. The human nervous system
can be thought of as goal-seeking, and you tend to get what you focus on. Well formed
outcomes are an important tool for ensuring that you get more of what you
want in your life.
2. Get the attention of the unconscious mind (Rapport)
"The map is not the territory." You must start where the person you wish to influence
is (the ‘Present State’.) Rapport is the process of getting the attention and trust of
the unconscious mind.
3. Know whether you’re getting what you want (Sensory Acuity)
Once you know where you want to go, you need to be able to notice (using one or
more senses) whether or not you are going there. Sensory acuity refers to the ability
to notice the signs that you are moving in the right direction (or otherwise.)
4. Adjust what you’re doing accordingly (Behavioural Flexibility)
"Insanity is doing the same thing over and over again, expecting a different result."
When you notice that you are not getting what you want, you need the flexibility to

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change what you are doing in order to get a different result. "Intelligence is the
ability to have a fixed goal and be flexible about how you achieve it."
Q.6) Which are the Most Powerful & Useful NLP Techniques?
Answer
:
#1 – Start Before You Start & Finish Before You Finish :
Start before you start
At the beginning of a training course, a coaching session or a sales call, after we’ve
made our introductions, I say something along the lines of “There’s some stuff I’d
like to cover before we begin…”
Then I begin!
People have their armour off before the formal ‘beginning’ of a session, and it’s a
great time to work with them. Personally, I never actually get to the point where we
formally begin. I do all the work in either the ‘pre-beginning’ section, or after the end
of the session. Which reminds me…
Finish before you finish
Like Inspector Morse, you can finish before you finish. If you’re having difficulty
getting to the point you want to, you can say “Well, I think that’s enough for today”,
and get up to leave. Then say “Oh, just one more thing…” and start again. You will
be amazed at what can pop out when you finish before you finish.
#2 - Take People Literal : “People will tell you everything you need to know in
the first minute.” This is an example of that. Of course, you need to have open-ness
to be able to hear it, and the questions to ask in the first place to get at the right
information.
#3 – Go There First :
One way of thinking about NLP is as the process of helping people move from
whatever their present set of circumstances is to some desired set of circumstances.
The key to moving from one to the other is helping a person to access the resources
necessary to make the move.
One of the most powerful resources is a person’s state of mind. Mind and body are
one system, and the combination of the feeling a person is feeling and the way they
are thinking (pictures, sounds etc) can be referred to as their ‘state’
#4 - Just Start Talking:
The key is to set a goal for your communication first. That way, your unconscious knows to
produce phrases that are in line with the goal you’ve set. If you don’tchoose a specific goal, you

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get whatever goal has been rattling around in your unconscious (which can be to do with pretty
much anything).
#5 – Use Your Peripheral Vision
John Grinder (co-developer of NLP) once said that he’d identified three main
obstacles to mastery of any skill:
- Over-reliance on focal vision
- internal dialogue
- a feeling of hesitation
This seems to be particularly true when it comes to learning NLP, which relies so
heavily on your ability to perceive a much wider view of things and act instinctively.
By finding ways to overcome or eliminate these obstacles, you can start to really
increase your abilities. Now with me, one of the quickest and most effective ways to
get results fast, is by looking at peripheral vision.
If you work with groups of people, peripheral vision allows you to notice what’s going
on for all the people you are not looking directly at. This means that you can be
looking at one person but noticing the signals, gestures, expressions being made by
the people who think you can’t see them. Do you think this could be useful in
meetings?
#7 – Borrow Gestures
The cool thing is, most people aren’t aware of their own gestures, let alone anyone
else’s. These gestures are (as often as not) communications direct from the person’s
unconscious mind. So if you decide to start acknowledging gestures, you are
communicating with someone’s unconscious. There are three main ways to interact
with a person’s gestures. The first is mirroring:
Q.7)Write a detailed Note on- "Selling With NLP .
Answer :
In 1970’s Richard Bandler & John Grinder,Founders of NLP,began studying the working
methods of successful therapists,hoping to provide useful insights for all therapists to
follow.
In this process they discovered 3 basic methods people perceive
the world around them.
VISUAL : They See the world.
AUDITORY : They Hear it.
KINESTHETIC : They Feel it.
1.Effective Listening is the bottom line of TRUST
A Smart sales person listens to emotions, not Facts.

24 | P a g e
Steps of Active Listening:
Value the Speaker
Listen to what is not said
Try to hear the truth
Limit the time you speak
Avoid the tendency to think about what you will say after your
customer stop talking
Listen to your customer’s point of view
Repeat your client’s comments to make sure that they know you
heard what they said
Don’t take extensive notes while listening
2. Verbal Techniques that build trust:
If some one uses words that hold special meaning for you, more than just information is
conveyed. You instinctively feel that you have been understood
Using the KEY WORDS
• Marking Out
• Reframing
• Small Talk
• Selling with Metaphors:
You will get the Attention Simplify ideas, Touch the emotions
3.MIRRORING: Building TRUST Non-Verbally
When you can learn to read others’ nonverbal signals & communicate back to them in the same
way, you take rapport to a very deep level.
Mirroring
Calibrating
Crossover Mirroring
Matching Voice Patterns
4.Eliciting Outcomes: Discovering your client’s buying strategy
Through outcomes, People will Know it only tell you what they hope to buy, but how you should
sell it to them.
Steps to ELICITING Outcomes:
Revealing your own interest
Find out your client’s WANTS & NEEDS
Translating needs into Benefits

25 | P a g e
Instant Replay
5.Pacing & Leading: Bringing your clients to the point of BUYING
By under standing the Power of VERBAL & NON-VERBAL Pacing, you canlead your client to
greater commitment and to the point of saying “YES” to the sale.
Non-Verbal Pacing
Verbal Pacing
Pacing a Group
Breaking Rapport
Anchoring
Stealing Anchors
6.Cashing Objections:Turning a “NO” into a sales opportunity
Remember what objections really are: They provide valuable information
whether you are satisfying your client’s needs.
WHY CLIENT’S OBJECT?
The financial risk/Reward ratio is not great enough
Your client is afraid to make a decision
Your client is suspicious
Your client wants absolute proof that your product is what you have presented it to be.
7.Closing Successfully: A matter of an attitude
The close is the last stage in the entire process of maintaining the rapport with
your client & working towards the common goals.
When & Why to Close:
There are 4 thumb rules to close.
4. Close when your client wants to buy, not when you want to sell.
5. The best time to close is after successfully handling an objection.
6. Expect to close each sale a minimum of three times.
7. Transfer a sense of urgency to your client into buying now.

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UNIT NO 4:
Q.1) What is Emotional Intelligence?
Answer:
Emotional Intelligence distinguishes between different emotions correctly. Emotional
Intelligence uses emotional information to guide your thinking and behavior and influence that
of others.
Emotional intelligence (also called the Emotional Quotient, or EQ) It is an ability to monitor
your own emotions as well as the emotions of others. It allows us to connect with others,
understand ourselves better, and live a more authentic, healthy, and happy life.
Q.2) Why is Developing Emotional Intelligence Skills Important?
Answer :
As humans, we tend to be highly emotional and social creatures. Being emotionally intelligent
will help you connect with others, boost your performance at work, improve your
communication skills, help you become more resilient, and much more. It turns out that having a
high level of emotional intelligence will make you successful in just about every aspect of your
life!
Q.3) Write a Note on - Emotional Intelligence in the Workplace
Answer :
Only in an organization in which the members are highly emotionally intelligent can they work
together to maximum effectiveness. This can only increase the organization’s success, however
that success is measured. The bottom line is that emotional intelligence is essential for excellence
in business.
Emotional intelligence can do wonders for your business because using it at work will make you
understand how people and relationships function. Emotionally intelligent colleagues will
consistently excel in leadership, teamwork, partnership, and vision because they will have insight

27 | P a g e
on their relationship between the staff, organizations, directors, customers, competitors,
networking contacts, and so on.
An organization that is emotionally intelligent employs staff that are more motivated, productive,
efficient, effective, rewarded, and likable, and their goals will be more aligned with the
organization’s agenda. This is because emotional intelligence is applicable to every human
interaction in business; having a high average EQ in the organization will help with customer
service, brainstorming ideas, company presentations, and a myriad of other activities.
Emotional intelligence in the workplace will help you assess people better, understand how
relationships develop, understand how our beliefs generate our experiences and learn to prevent
power struggles, negative judgment, resistance, and so on in order to increase vision and success.
Q. 4 )How Emotional Intelligence affects the - Decision Making?
Answer :
High emotional intelligence will also improve decision-making abilities. Those who have a good
understanding of themselves and those around them are more likely to weigh all the options,
keep an open mind, and remove all irrelevant and unrelated emotions from the decision-making
process (Huffington Post, 2013).Those high in EQ don’t remove ALL emotions from their
decision-making, just the ones that can interfere (like anxiety). This helps them stay more
objective while also allowing them to rely on their feelings to a healthy extent.
Q.5) Write a Note on - Emotional Intelligence and Communication.
Answer :
those high in EQ also tend to be proficient in their communication abilities. Those who are high
in emotional intelligence: Consider other people’s feelings. Consider their own feelings. Practice
empathy for others and relate to them in conversation. Operate on trust, meaning they build trust
through verbal and nonverbal cues and communicate honestly. Recognize, identify, and clear up
any misunderstandings .From this list, it’s clear how emotional intelligence affects
communication; high EQ leads to high competence in conversations, and competence in
conversation is a requirement for both a healthy personal life and a healthy professional life.

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Q. 6) What do you mean by - “Principle-Centered Leadership”?
Answer:
Principle-Centered Leadership, Stephen Covey encourages us to utilize four central principles
(security, guidance, wisdom, power) as the core in our personal and professional lives. Covey
believes that centering our lives on these principles is “the key to developing rich internal power
in our lives”
Covey emphasizes that principle-centered leadership is practiced from the inside-out. Personal
and organizational transformation must come from within. We cannot control what others do, but
we can certainly control our own decisions and behaviors. In order to achieve personal and
organizational effectiveness, one must also be committed and able to think with a long-term
perspective. Covey encourages principle-centered leaders to build greater, more trusting and
communicative relationships with others in the workplace and in the home.
Principle-Centered Leadership is a significant read for all members of an organization, not just
leaders. It focuses on individuals and their roles in family life and the work place.
The Four Principles:
Security (our sense of worth, identity, emotions, self-esteem, and personal strength)
Guidance (the direction we receive in life)
Wisdom (a sense of balance,judgement, discernment,comprehension)
Power (the capacity to act, the strength and courage to accomplish something)
These principles are like compasses; they point us in the right way and show us the
direction we need in our everyday lives.
Q. 7) Write down - Eight Characteristics of Principle-Centered Leaders.
Answer:

29 | P a g e
They are continually learning: These are educated by their experiences; listen to others; ask
questions “the more they know, the more they realize they don’t know”
They are service-oriented: They see life as a mission; nurturing; thinking of
others; “yoke up” daily
They radiate positive energy: cheerful; optimistic; enthusiastic; hopeful;
believing
They believe in other people: believe in unseen potential of all people; don’t
overreact to Negativity;
They lead balanced lives. keep up with current events; many interest; active
socially; many friends; active physically; enjoy themselves
They see life as an adventure. savor life; security lies in theirinitiative, resourcefulness,
creativity, willpower, courage,stamina and native intelligence
They are synergistic. change agents; work smart and hard; creative;
innovative; build on strengths; “whole is more than the sum of the parts”
They exercise for self-renewal. physical; mental; emotional; and spiritual
Q. 8) In Principle Centered Leadership,Which are the four levels considered to practice
the Four Principles?
Answer :
principle-centered leadership is practiced from the inside out and on four levels. We need to
utilize the four principles (security, guidance, wisdom, power)
along these four levels (personal, interpersonal, managerial, and organizational).
Organizational—my need to organize people
Managerial—my responsibility to get a job done with others
Interpersonal—my relationships and interactions with others
Personal—my relationship with myself
Q. 9) Give Description on - “Total Quality and Principle-Centered Leadership(PCL)”.

30 | P a g e
Answer:
Total quality is the continuous improvement in the four levels:
Personal and professional development, interpersonal relations, managerial
Effectiveness and organizational productivity. Total quality values people. It is rooted in the
timeless principles of faith and hope, constancy and consistency, and virtue and truth in human
relations.
Total quality can be achieved through Principle-Centered Leadership (PCL). PCLprovides the
two elements essential to the quality process: leadership and people.
PCL empowers people and organizations so that they can achieve their potential and become
more effective in whatever they do.
Q. 10) Write a Short Note on - “The Road Less Travelled”.
Answer:
The Road Less Traveled is a spiritual classic, combining scientific and religious views to help
you grow by confronting and solving your problems through discipline, love and grace.
The Road Less Traveled Published in 1978 by then little-known American psychiatrist M. Scott
Peck
Using his experience from counseling many clients throughout his career, he lays out a recipe for
a fulfilled life that’s based on self-discipline, love, spirituality, and a mysterious force he calls
grace.
Mastering these is essential to maintain personal growth, he suggests, which in turn is key to a
happy existence.
1. Stay open to change your perspective of reality at any moment.
2. The action of loving is much more important than the feeling, which is fleeting.
3. We’re all religious, because religion is nothing more than a distinct perception of the
world.
Lesson 1: Always be willing to update your view of the world.
Most of our decisions to be dishonest originate from irrational thinking. When we lie,
consciously or not, we’ve often just fallen prey to so-called cognitive biases, like the backfire
effect, survivorship bias or irrational escalation. It’s easy to raise a finger and say: “Always be
honest!” A lot of gurus do that.
That’s why I like the words Peck uses: A dedication to truth. He doesn’t emphasize being honest
so much, as that’s often out of our control. What matters, he suggests is that we remain open to
being wrong. How willing are you to change your opinion at a moment’s notice? It’s hard. It
takes a lot of humility.

31 | P a g e
Sometimes, even when we’re presented with an opportunity to get a better understanding of
reality, like facts that prove we’re wrong, we still can’t change our mind. Worse, we might even
reaffirm our rusty and false beliefs (this is the backfire effect in action). You don’t have to cheer
when you learn you’re on the wrong track, but if you can pause and entertain the idea of a new
opinion at any time, you’re already closer to the truth than most people.
Lesson 2: Love is an action, not a feeling.
It’s defined as the investment of emotional energy into an object or a person In this sense,
showing your love is as simple as giving your attention, listening and helping your partner
reach their goals. No crazy feelings needed.
Lesson 3: Religion is just a way of viewing the world, which means we all have one.
We mostly view religion as a set of strict rules and traditional rituals that a certain group follows
in order to worship a or multiple deities. Peck begs to differ. He says we need to expand our
definition of religion and uses it synonymously with ‘worldview.’ Our perspective of life is
mostly shaped by our education in school and at home, as well as the family environment
we grow up in.
What can we do to improve our religion, then? This goes back to the first lesson: Be open to
change. Peck says taking a scientist’s approach allows us to continue exploring and questioning
the world around us, so we can constantly improve our opinions and view of the world.
The Road less Traveled Review
The Road Less Traveled strikes a great balance between science and religion, declaring neither
superior to the other, which is likely a big part of its allure. Besides discipline, love and
spirituality, Peck also describes grace as a mysterious force of positive growth in our lives. It
universally adds serendipity in ways we can’t quite explain and thus comes as close to a miracle
as it gets. A good read for everyone who leans heavily towards either side of the science-religion
spectrum.
Q. 11) What is a Personal Vision ?
Answer:
Stating a vision is common among companies. Let’s look at some notable examples:

32 | P a g e
“To become the world's leading consumer company for automotive products and services” –
Ford Motors
“To become the largest telecom Service Provider in Asia” – BSNL
“To make people Happy” – Disney
A vision of a company is the dream that the company wants to achieve. It addresses the question
‘What is the long-term goal of the company?’The same definition applies to the personal vision
statement with a slight difference. In this case, it is at an individual level. In other words, it is
that big long-term goal that the person wants to achieve. Also, it is a reflection of the values that
the person holds dear.
Below are some examples of a personal vision :
“To be the CEO of a fortune 500 company by the time I turn 40”
“I want to be a very successful motivational speaker who impacts thousands of lives. It is my
vision to inspire people to live to their fullest potential”
Q.12) What is a Personal Mission ?
Answer :
It addresses the ‘means’ part of the ‘ends’ which is the vision. It gives a sense of direction as you
move towards your big goal. In contrast to the vision , the mission is about how you want to do
things today to achieve your goal in the future. Vision deals with tomorrow and mission deals
with today.
To get an idea, have a look at Mission statements of some of the CEOs across the world:
1. To serve as a leader, live a balanced life, and apply ethical principles to make a
significant difference.” – Denise Morrison, CEO of Campbell Soup Company
2. “I define personal success as being consistent to my own personal mission statement: to
love God and love others.” – Joel Manby, CEO of Herschend Family Entertainment
3. “To be a teacher. And to be known for inspiring my students to be more than they
thought they could be.” - Oprah Winfrey, Founder of OWN, the Oprah Winfrey Network
4. “To have fun in [my] journey through life and learn from [my] mistakes.” - Sir Richard
Branson, Founder of the Virgin Group
5. “To use my gifts of intelligence, charisma, and serial optimism to cultivate the self-worth
and net-worth of women around the world.” - Amanda Steinberg, Founder of
Dailyworth.Com
Q.13) Write a Short Note on - “The Road Less Travelled”.

33 | P a g e
Answer:
The Road Less Traveled is a spiritual classic, combining scientific and religious views to help
you grow by confronting and solving your problems through discipline, love and grace.
The Road Less Traveled Published in 1978 by then little-known American psychiatrist M. Scott
Peck
Using his experience from counseling many clients throughout his career, he lays out a recipe for
a fulfilled life that’s based on self-discipline, love, spirituality, and a mysterious force he calls
grace.
Mastering these is essential to maintain personal growth, he suggests, which in turn is key to a
happy existence.
1. Stay open to change your perspective of reality at any moment.
2. The action of loving is much more important than the feeling, which is fleeting.
3. We’re all religious, because religion is nothing more than a distinct perception of the
world.
Lesson 1: Always be willing to update your view of the world.
Most of our decisions to be dishonest originate from irrational thinking. When we lie,
consciously or not, we’ve often just fallen prey to so-called cognitive biases, like the backfire
effect, survivorship bias or irrational escalation. It’s easy to raise a finger and say: “Always be
honest!” A lot of gurus do that.
That’s why I like the words Peck uses: A dedication to truth. He doesn’t emphasize being honest
so much, as that’s often out of our control. What matters, he suggests is that we remain open to
being wrong. How willing are you to change your opinion at a moment’s notice? It’s hard. It
takes a lot of humility.
Sometimes, even when we’re presented with an opportunity to get a better understanding of
reality, like facts that prove we’re wrong, we still can’t change our mind. Worse, we might even
reaffirm our rusty and false beliefs (this is the backfire effect in action). You don’t have to cheer
when you learn you’re on the wrong track, but if you can pause and entertain the idea of a new
opinion at any time, you’re already closer to the truth than most people
Lesson 2: Love is an action, not a feeling.
It’s defined as the investment of emotional energy into an object or a person In this sense,
showing your love is as simple as giving your attention, listening and helping your partner
reach their goals. No crazy feelings needed.

34 | P a g e
Lesson 3: Religion is just a way of viewing the world, which means we all have one.
We mostly view religion as a set of strict rules and traditional rituals that a certain group follows
in order to worship a or multiple deities. Peck begs to differ. He says we need to expand our
definition of religion and uses it synonymously with ‘worldview.’ Our perspective of life is
mostly shaped by our education in school and at home, as well as the family environment
we grow up in.
What can we do to improve our religion, then? This goes back to the first lesson: Be open to
change. Peck says taking a scientist’s approach allows us to continue exploring and questioning
the world around us, so we can constantly improve our opinions and view of the world.
The Road less Traveled Review
The Road Less Traveled strikes a great balance between science and religion, declaring neither
superior to the other, which is likely a big part of its allure. Besides discipline, love and
spirituality, Peck also describes grace as a mysterious force of positive growth in our lives. It
universally adds serendipity in ways we can’t quite explain and thus comes as close to a miracle
as it gets. A good read for everyone who leans heavily towards either side of the science-religion
spectrum.

35 | P a g e
Unit No 05:
Q. 1) What is –Habit?
Answer:
• Habit means Internalization of a Person’s Principles.
• Habit is overlapping of Knowledge (What to do?) Skills (How to do?) Attitude (Want to
do or Why to do?)
Q.2) Enlist - “7 Habits of Highly Effective People”.
(***Enlist means – Just Write Names)
Answer:
Habit 1- Be Proactive
Habit 2- Begin with the End in Mind
Habit 3 - Put First Things First
Habit 4 – Think win-win
Habit 5 – Seek first to understand, then to be Understood
Habit 6: Synergize
Habit 7: Sharpen the Saw
Q.3) Explain in detail - “7 Habits of Highly Effective People”.
Answer:
• Stephen Coovey invented this concept regarding Habits of Highly Effective People.
• Stephen Covey was the well renowned International Management Guru.
• He was having expertise to impart training to most of the Fortune 500 companies.
Habit 1- Be Proactive:
Taking responsibility of your own life
•Response- ability (Ability to choose your response)
•Effective people are proactive

36 | P a g e
•Behavior is a product of their own decisions based on values rather than be a product of their
own condition based on feelings
E.g. Picnic in a storm
•Proactive people tend not blame to anybody or circumstances
Being proactive is really true to your human nature
•Your basic nature is to act and not be acted upon
In past human nature explain by;
•Determinism (don’t choose any thing, choices are nothing then automatic responses to outside
conditions or stimuli) Proactive person don’t deny that genetics, upbringing and environment
make a difference but they see them as an influence only
•Proactive person exercise his free will, freedom to chose your responses which best applies to
your own values, in this case you have a control of your own circumstances rather to be control
by them
•How you respond to any situation like a traffic jam, like a disobedient child, problem with
family etc
Habit 2- Begin with the End in Mind:
That literary means Image of your end of your life as a frame of reference, as the criteria by
which you examine everything in your life Habit 2 is the clear understanding of your destination
Decide what your own value system is ?
•Write your own philosophy, own mission statement, own believe system, own creed-write in
your mind and heart by using your imagination and emotions, don’t tie yourself to your history,
tie yourself with your potential, also you can use your conscious which can tell you what is right
and wrong
•You can also called this habit as the Leadership habit. The most effective way to nurture this
habit is to develop a personal mission statement. It focuses on what you want to be(character)
and to do(contributions and achievement) and on the values or principles upon which being and
doing are based.
Habit 3- Put First things First
It is based on the following four:
• Imagination
• Conscience
• Independent will
• Particularly self awareness.
• Effective management is put first things first. While leadership decides what first things
are, it is the management that puts them first.
• What first thing first will do?
• •Help you focus your priorities, it will help you pay attention to how you spend your time
as you act upon you priorities day in day out moment by moment

37 | P a g e
Habit 4 – Think win-win
Think win-win is a frame of mind and heart that constantly seeks mutual benefit in all human
interactions. Win-win means everyone wins because agreements or solutions are mutually
beneficial and satisfying - all parties feel good about the decision and feel committed to the
action plan.
Win-Win Re-scripting - believe in the third alternative. Most of us have scripts that are
ineffective (win-lose conditioning) However, we can re-script, or learn new ways of behavior, by
improvement through win-win thinking (on the interdependent level).
Integrity. People of integrity are true to their feelings, values and commitments.
Abundance Mentality. People with Abundance Mentality believe there is plenty for everyone.
Maturity. Mature people express their ideas and feelings with courage and with consideration for
the ideas and feelings of others. Most of us have scripts that are ineffective (win-lose
conditioning) However, we can re-script, or learn new ways of behavior, by improvement
through win-win thinking (on the interdependent level).
Re-scripting is a three step process:
1. Developing self-awareness
2. Writing new scripts
3. Developing new scripts
People who don’t trust each other do not create win-win agreements. Trust comes from the
repeated deposits in the emotional bank account. When trust is high, win-win agreements
naturally follow. Win-win relationships develop as deposits are made in the Emotional bank
account. On the other hand, relationships are destroyed through withdrawals from the emotional
bank account.
Habit 5 – Seek first to understand, then to be understood
Diagnose before you prescribe
•It’s easy to immediately diagnose another's situation or problem and offer advice based on your
own paradigm.
•When we overcome the natural tendency to hastily diagnose, jump to conclusions, defend
ourselves and push our opinions on other people, our interpersonal communications become
more effective.
•It is then, that we can stop reading our own autobiographies into other peoples lives.(4
autobiographical responses are as follows: advising, probing, interpreting and evaluating)
Listening with eyes, ears and heart will help us understand feeling, meaning & content

38 | P a g e
•Nonverbal expressions are vitally important when we are trying to understand another person.
Words only account for 7% of communication.
Empathic listening takes practice
•The basic skill of empathic listening is helping the speaker feel understood: reflect feelings,
rephrase content OR be able to discern when empathic listening is not appropriate
•Empathic listening give speaker psychological room to think and explore their feelings
The second half of the skill of creating understanding is seeking to be understood.
•Once we understand, we seek to be understood. Others will be able to understand us if we
present our own ideas clearly, specifically, visually, and in the context of a deep understanding
of their paradigms and concerns. Like win-win this habit balances courage and consideration.
While understanding another person takes consideration, getting another person to understand us
takes courage
Habit 6: Synergize
An Underlying Principle: The whole is greater than the sum of its parts
Key Paradigms: ‘I value the differences in others and seek the Third Alternative’ Valuing the
Differences Creating the Third Alternative The whole is greater than the sum of its parts
Habit 7: Sharpen the Saw
Sharpen the saw means maintaining and improving the things that help us accomplish our work
and other desires.
Woodsman story
4 dimensions of renewal
•Physical
•Mental
•Spiritual
•Social/emotional
Make gradual changes every day
•The only constant in life is change. People cannot live with change if they don’t have a
changeless core inside them. Whatever is at the center of their lives will be the source of their
security, guidance, wisdom and power.
•Security - sense of worth
•Guidance - source of direction
•Wisdom - perspective in life

39 | P a g e
•Power - capacity to act
Work from the inside out
–Starting with why and why we are naturally wired to start from the inside out in every
successful task we complete.
–Be a light tower
–Consciously work to change habits
–Focus on the Circle of influence
Q 4. Write a Note on – “Effective Life Management”
Answer:
Life Management is the Finding the Right tools to hold the key of living well.
Following are the Factors Responsible for Doing Life Management effectively.
FACTORS Responsible for Effective Life Management :
1. Clear Vision Of What Your Goals
2. Be Positive
3, Free Your Mind from Negative Feelings
4. Learn To Forgive, It’s Hard ... But You Need To Let Go
5. Forget The Bad Things Happened In Your Life But Do Not Forget What You Learned
6. Know What Is Right And Wrong
7. Every Bad Things Happened There Always Gift Inside
8. Always Consider The Pros And Cons Of Whatever We Desire To Achieve
9. Be Happy
Q 5. What is Time Management? Why do we need Time Management?
Answer:
Time Management refers to managing time effectively so that the right time is allocated to the right
activity. Following are the reasons for which we as an Individual Need Time Management.
• To save time
• To reduce stress
• To function effectively
• To increase our work output
• To have more control over our job responsibilities.

40 | P a g e
Q 6. Write a Short Note on- “Effective Time Management”
OR
Explain - How to use time effectively?
Answer:
Following are the Points which are considered for Effective Time Management.
1) Go for Effective Planning of work.
2) Set Goals and objectives
3) Setting Deadlines to the Work
4) Delegation of Responsibilities
5) Prioritizing Activities as per their importance
6) Spending the right time on the right activity
Q 7. Write down in detail – “Process of Time Management”
Answer:
1) Cost your time :Understand your true value by calculating your cost per year
Cost per year = (Salary + taxes + office space + office equipment + profit you generate)
Calculate your hourly rate =Cost per year / work hr per year
2) Making activity logs :Help in Make a realistic estimate of the time spend during the day
on job orders Pinpoint the critical areas:- time spend on low value jobs Finding the high
yielding time of our day
3) Goal setting: Setting lifetime goals help you to chart your life course & your career path
Breakup your lifetime goal in smaller goals Make a daily TO-DO list Revise and update
your list on daily bases & judge your performance
4) Planning Draw an action plan - A list of things that need to be done to achieve your
goals
5) Prioritizing: Make a TO- DO list Consider the value of the task before to do it .Is it
worth spending your time and company resources?? Prioritize your task The most
important jobs should be completed first followed by other jobs
6) Scheduling :Make a realistic estimate of how much you can do Plan to make the best use
of the available time Minimize stress by avoiding over commitment by yourself and
others
7) Time:Time is what we want most, but what we use worst. The common man is not
concerned about the passage of time, the man of talent is driven by it. The key is in not
spending time, but in investing it.

41 | P a g e
All the Best ….

Managerial Effectiveness & Leadership

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