LESSON 1 Top Five Personal Qualities/Skills

THE NATURE OF ORGANIZATION AS 1.) Communication Skills (Verbal and

A SOCIAL SYSTEM Written)

2.) Honesty/Integrity
3.) Interpersonal Skills (relates well to
Organizational Behavior (OB)
others)
Systematic study and application of
4.) Motivation/Initiative
knowledge about how individuals and
5.) Strong work ethic
groups act within the organizations where
they work.
Entrepreneurial Behavior
​
Subset of entrepreneurial activities
Outcomes
concerned with understanding, predicting,
●​ Work Attitude
and influencing individual behavior in
○​ Job Satisfaction
entrepreneurial settings.
○​ Organizational Commitment
●​ Job Performance
Characteristics of Entrepreneurial
○​ Customer Service
Behavior
○​ Counterproductive work behavior
1.) Behavioral Approach to Management
2.) Cause and Effect Relationship -
Three Levels of Analysis
anticipates the effect of certain activities on
1.) Individual Level - Focuses on personal
human behavior.
level.
3.) A branch of Social Sciences
2.) Group Level - Focuses on group
4.) Three levels of analysis - studies
dynamics.
individual behavior, inter-individual
3.) Organizational Level - Focuses on
behavior, and the behavior of organizations.
overall system.
5.) A science as well as an art - the
systematic knowledge about human
Importance of Organizational Behavior
behavior = science, application of
1.) Improve Employee Engagement
behavioral knowledge and skills = art.
2.) Career Growth
6.) A body of theory, research, and
3.) Improves Workplace Relationship
application - composed of the three that
helps in understanding the human behavior society, economy, laws, and
in organization. networks—and says all these parts work
7.) Beneficial to Both Enterprise and together.
Individuals - an environment is created
where both benefits. Employees = satisfied, Models of Entrepreneurial Behavior
Entrepreneur = objectives achieved. 1.) Autocratic Model
8.) Rational Thinking - aim is to explain ●​ The basis of this model is the power of
and predict human behavior in enterprise. the boss.
9.) Human Part of the Enterprise - ●​ The boss gives the order, and the
focuses on people, their desires and needs. employees are expected to follow
10.) Change Part of the Enterprise - them–no questions asked.
flexibility to change in the enterprise. ●​ The boss leads by control and fear, not
by motivation or encouragement. It’s a
Four approaches to the study of more negative style of leadership.
Entrepreneurial Behavior 2.) Custodial Model
1.) Human Resources Approach - ●​ A model that improves
Providing active support to workers by employer-employee relations.
treating them part and parcel of the unit. ●​ Focused on taking care of employees
2.) Contingency Approach - There’s no by giving them good pay, benefits, and
single best way to be an entrepreneur. This job security.
approach says you should adjust your ●​ Made to fix the problems of the
plans based on the situation you're in—like autocratic model.
the market, resources, or team. 3.) The Supportive Model
3.) Productivity Approach - This is all ●​ Originated from the ‘Principles of
about getting the most out of what you Supportive relationships’
have. It looks at how to work smarter, be ●​ Based on good leadership and
efficient, and use resources well to grow encouragement.
your business. ●​ Instead of using fear (like autocratic)
4.) System Approach - Entrepreneurship or just money (like custodial), it
doesn’t happen in isolation. This approach focuses on helping employees grow
sees it as part of a bigger system—like and do their best.
4.) Collegial Model 2. Predicting Human Behavior
●​ All about teamwork and partnership. 3. Control and Direct Behavior
●​ Managers and employees works 4. Entrepreneurial Effectiveness
together like a team with a shared goal. 5. Motivation
●​ Employees feel like partners, not just 6. Better Human Relations
workers—they have a sense of
belonging.

5.) Other Models

a. Normative Models - seek to find out
what should be done to produce optimum
result.
b. Empirical Models - describe the
activities that the employees actually
perform.
c. Ecological Models - deal with the
changes that takes place in the
environment & which understand the
complexities of environment.
d. Non-Ecological Models - Assumes
stability in the environment & that
everything will remain the same.
e. Ideographic Models - developed to deal
with specific cases or unique situations.
f. Nomothetic Models - deal with general
situations. Concerned with theory building
on the macro level basis.

ROLES AND IMPORTANCE OF

ENTREPRENEURIAL BEHAVIOR
1. Understanding Human Behavior
LESSON 2 motivated, we mean that the person is

INDIVIDUAL BEHAVIOR trying hard to accomplish a certain task.

Individual Behavior 3 Factors that lead to performance

Individual behavior denotes the distinctive

patterns of actions, thoughts, and feelings
displayed by a person in different
situations. For example, for an employee sweeping the
floor, motivation may be the most important

Factors Influencing Individual Behavior factor that determines performance. In

●​ Personality and Traits contrast, even the most motivated

●​ Motivation and Incentives individual would not be able to successfully

●​ Social and Cultural Factors design a house without the necessary talent
involved in building quality homes

Attitude
An attitude refers to our opinions, beliefs, Environmental factors such as having the

and feelings about aspects of our resources, information, and support one

environment. needs to perform well are critical to

determine performance.

Work Attitude
An employee’s mindset in the workplace “Motivation turns vision into reality,

influences all facets of their role. This while action transforms dreams into

includes job satisfaction, organizational achievements.”

commitment, and the manner in which they

interact with colleagues and clients. Maslow’s Hierarchy of Needs
●​ Based on a simple premise: human

Motivation beings have needs that are

Motivation is defined as the desire to hierarchically ranked.

achieve a goal or a certain performance ●​ Made by Abraham Maslow, among the

level. When we refer to someone as being most prominent psychologists of the

twentieth century.
●​ Once a lower level need is satisfied, it ●​ Aspects of the work environment that
no longer serves as a motivator. satisfy employees are very different
from aspects that dissatisfy them.
●​ Motivating Factors (Satisfaction) -
elements that increase overall
motivation and achieve higher
performance.
○​ Achievements
○​ Personal Growth
○​ Recognition
ERG Theory (Existence, Relatedness,
○​ The work itself
Growth)
○​ Leadership
●​ A modification of Maslow’s hierarchy of
○​ Purpose
needs into a three-factor model of
●​ Hygiene Factors (dissatisfaction) -
motivation came from Clayton Alderfer’s
elements to ensure employees will not
ERG Theory of motivation.
become dissatisfied.
●​ Frustration-Regression Principle - if
○​ Working Conditions
higher-order needs are thwarted, people
○​ Colleague Relationship
may "regress" to focusing on
○​ Polices and Rules
lower-order needs that seem easier or
○​ Leadership Quality
more attainable.
○​ Salary
○​ Security

“True motivation comes from

achievement, personal development, job
satisfaction, and recognition.” - Frederick
Herzberg

Two-Factor Theory
●​ Made by Frederick Herzberg
LESSON 3 KEY INTERPERSONAL COMPETENCIES

THE INTERPERSONAL SKILLS 1. Communication

●​ Ability to convey information and ideas
clearly and effectively.
INTERPERSONAL SKILLS
●​ Include both verbal and non-verbal
●​ Refers to abilities for effective
communication.
interaction.
●​ It also involves active listening and
●​ Also known as people skills or soft
understanding others.
skills.
2. Ability to Create Rapport with Others
●​ Crucial for workplace success,
●​ Building positive connections and
especially for entrepreneurs.
establishing trust with others.
●​ Key components: effective
●​ It involves showing empathy,
communication and good listening
understanding, and respect.
skills.
●​ Creating a comfortable and open
●​ Enhances connections and
environment for interaction.
relationships, leading to greater success
3. Negotiation Skills
in social and professional contexts.
This involves the art of compromise and
collaboration to reach mutually beneficial
SOFT SKILLS
agreements.
These are interpersonal attributes and
4. Persuasion Skills
personality traits that affect how you work
This involves the ability to influence others’
and interact with others. They are often
opinion, beliefs, or actions through
related to emotional intelligence and social
reasoned argument and compelling
abilities.
communication.
5. Team Building Skills
HARD SKILLS
This involves creating a cohesive and
These are specific, teachable abilities that
high-performing team.
can be defined and measured. They are
6. Strategic Thinking
often acquired through formal education,
Ability to analyze situations, anticipate
training, or on-the-job experience.
challenges, and plan long-term actions to
achieve goals effectively.
7. Creating Problem Solving SOME IMPORTANT SOFT SKILLS FOR
Finding innovative and effective solution to SUCCESS:
fit challenges. ●​ Confidence
●​ Charisma
EMOTIONAL INTELLIGENCE ●​ Calmness under pressure
Ability to understand, manage, and express ●​ Clear Communication
emotions effectively. ●​ Problem-Solving Skills

Includes self-awareness, self-regulation, DEVELOPING YOUR INTERPERSONAL

motivation, empathy, and social skills SKILLS
(friendliness, optimism, etc.) 1. Identify areas for improvement
●​ Assess your strengths and weaknesses
EMOTIONAL INTELLIGENCE AT WORK ●​ Seek feedback from others to uncover
●​ Helps build strong teams. blind spots.
●​ Improves conflict resolution and ●​ Use self-assessment tools to evaluate
problem-solving. your skills.
●​ Enhances leadership and 2. Focus on basic communication skills
decision-making. ●​ Active listening: Understand beyond
●​ Contributes to a positive work culture. just hearing.
●​ Use clear and concise language to
SOFT SKILLS IN BUSINESS avoid miscommunication.
Business success relies on positive ●​ Be mindful of non-verbal cues (body
relationships with: language, tone, gestures)
●​ Customers → Good service = customer 3. Improve advanced communication
loyalty. skills
●​ Suppliers → Build trust for better deals. ●​ Recognize and reduce barriers
●​ Employee → Motivates teams and (physical, emotional, expectations)
improves productivity. ●​ Manage difficult conversations by
●​ Investors → Confidence in leadership staying calm and addressing emotions.
attracts investment. ●​ Be open to change and constructive
feedback.
4. Look inwards ○​ Learn from your mistakes.
●​ Interpersonal skills start with oneself 5. Use and practice your interpersonal
●​ Set a pleasant tone for your skills in particular situations
interactions. ●​ Interpersonal skills are essential when
working in groups.
Recognize, manage and reduce stress ●​ Observe other positive interpersonal
●​ Remain assertive, not passive or interactions with team members,
aggressive. supervisors and customers or clients.
●​ Ways: ●​ Ways to practice:
○​ Self-regulate ○​ Seek out a mentor
○​ Know your values ○​ Attend formal training sessions
6. Reflect on your experiences and
Emotional intelligence improve
●​ Understand your own and other’s ●​ Develop the habit of self-reflection.
emotions. ●​ Learn from your mistakes and success.
●​ Helps avoid acting on impulse. ●​ Modify your strategies, adjust if
●​ Emotions drive behaviors and impact necessary.
people positively or negatively. ●​ Reflect and Modify:
●​ Daniel Goleman - author of a number of ○​ What skills have improved?
books on emotional intelligence. ○​ Things to continue working on?

RESOLVING AND MEDIATING IN

CONFLICT SCENARIOS
●​ Conflict can arise from poorly-handled
interpersonal communications.
●​ Unresolved conflict affects morale and
How to improve: productivity.
○​ Practice awareness ●​ Problem-solving and decision-making
○​ Observe your emotions and assess are key life skills.
yourself.
○​ React and respond to others.
APPROACHES TO CONFLICT LESSON 4
RESOLUTION COMMUNICATION SKILLS
1.) Interest-Based Relational (IBR)
Approach - Separate the problem from the COMMUNICATION
people. Transferring of information from one place
2.) Perceptual Positions - See other to another.
people’s point of view. ●​ Types of communication:
3.) Bell and Hart’s Eight Causes of ○​ Verbal (Vocally)
Conflict - Identify the source and solution. ○​ Non-Verbal (Action)
○​ Written

COMMUNICATION SKILLS AS
ENTREPRENEURS
Effective communication skills allow
business leaders to:
●​ Create a positive company image.
●​ Correctly assess situations.
●​ Significantly reduce the risk of
misunderstanding another party’s
request or intention.

THREE TYPES OF LISTENING

1.) Passive - Hearing someone without
really paying attention.
2.) Attentive Listening - Focusing fully on
the speaker and their message.
3.) Active Listening - Listening with full
attention, asking questions, and responding
to understand clearly.
ACRONYM FOR THE REQUIRED BODY LANGUAGE’S TOP SECRET
ATTITUDE FOR ACTIVE LISTENING ●​ It is difficult to fake body language
Look entirely.
Inquire ●​ Emotions can show through
Summarize unconscious movements.
Turn off distractions ●​ Awareness and self-control help
Encourage manage its impact.
Neutralize your feelings
FIRST IMPRESSIONS

BODY LANGUAGE 1.) Firm handshake → confidence and

Non-verbal communication through credibility

gestures, posture, and expressions. 2.) Weak handshake → perceived lack of

●​ Can reinforce or contradict spoken confidence

words 3.) Eye contact → shows honesty and

●​ Impacts how others perceive engagement

confidence, sincerity, and intentions. 4.) Clear, slow speech and controlled

●​ Entrepreneurs benefit from mastering gestures → builds trust

body language to enhance

communication. SETTING THE TONE
Body language often sets the tone of a

KEEP THE BIGGER PICTURE IN MIND conversation or discussion - an essential

Each gesture or posture makes its own aspect of effective communication.

suggestion of what is being communicated. 1.) Good posture → confidence and

1.) Clenched fists → anger or frustration authority

2.) Crossed arms → defensiveness or 2.) Balanced gestures → avoids

comfort over-excitement or nervousness

3.) Playing with rings → nervousness or 3.) Direct eye contact → shows sincerity

distraction and attentiveness

4.) Shuffling feet → impatience or

discomfort
TEN WAYS TO USE BODY LANGUAGE ELECTRONIC COMMUNICATION
FOR EFFECTIVE COMMUNICATION Communication through email, texting, and
1.) Control the Emotions Behind It - One social media.
way to transform your body language into
an effective communication tool is to OTHER COMMUNICATION SKILLS
understand and manage the emotions ●​ Presentation Skills - The ability to
behind the message you wish to deliver. present information clearly and
2.) Open Stance - A hip-width stance is the confidently.
most welcoming. ●​ Writing Skills - The ability to write clearly
3.) Arms by the side - Arm usage can and effectively.
make or break a conversation. ●​ Personal Skills - Skills that we use to
4.) Open Hands - Emotions are often maintain a healthy body and mind. Also
expressed with hands. used to enhance communication.
5.) Good posture - Standing straight
communicates confidence more than
anything else.
6.) Shoulder Back - shoulder position
communicates quite a bit of information.
7.) Leaning Forward - Leaning toward your
audience and into a conversation (but not
too close) will communicate trust,
openness, and a desire to connect with
others.
8.) Relaxed Face - The face reveals much
about a person’s emotions.
9.) Smile - There is no better way to convey
a positive attitude than with a smile.
10.) Soft Eyes - As the famous saying
goes, the eyes are the mirror to the soul.
LESSON 5 confident and helps keep listeners attentive

PUBLIC SPEAKING to your message.

5.) Engage Your Audience - Ask
questions, encourage participation, or
PUBLIC SPEAKING
share stories to make your presentation
Act of delivering a speech or presentation
dynamic.
to an audience with the purpose of
6.) Use Purposeful Gestures - Use natural
informing, persuading, or entertaining.
hand gestures to emphasize points and
show enthusiasm, without distraction.
An important skill that allows entrepreneurs
7.) Practice Thoroughly, Avoid
to effectively present their ideas, pitch their
Memorization - Know your material, but
businesses, and build relationships with
avoid memorizing. Speak naturally for a
investors, clients, and employees.
more engaging presentation.

7 ESSENTIAL PUBLIC SPEAKING SKILLS

RELEVANCE OF PUBLIC SPEAKING TO
1.) Look the part - First impressions
THE ENTREPRENEURS
matter. Dress appropriately and maintain
●​ Effective Communication - Public
good posture to boost confidence and
speaking helps entrepreneurs clearly
establish credibility.
convey their vision and business value
2.) Control Your Speaking Pace - Rushing
to investors, customers, employees,
can make your message hard to follow.
and partners.
Avoid speaking too quickly. Slow down to
●​ Building Credibility - Speaking at
ensure clarity and project confidence.
industry events establishes
3.) Minimize Filler Words - Using fillers like
entrepreneurs as thought leaders and
“um”, “uh”, or “like” can distract listeners
experts in their field, attracting business
and undermine your professionalism.
opportunities.
Becoming aware of these habits and
●​ Strengthening Your Personal Brand -
practicing pauses can lead to a more
Public speaking allows entrepreneurs to
polished delivery.
showcase their personality and values,
4.) Maintain Eye Contact - Eye contact
differentiating themselves from
builds connection, trust, and keeps the
competitors.
audience engaged. It shows you’re
●​ Becoming a Better Leader - Regular OVERCOMING FEAR OF PUBLIC
speaking engagements build SPEAKING
confidence and the ability to inspire and 1. Be prepared - The key to being a great
lead teams effectively. speaker is knowing your topic so well that
●​ Boosting Business Success - talking about it feels natural.
Mastering public speaking opens doors 2. Stay positive - encourage yourself with
to new partnerships, investments, and kind words, and you may notice that your
overall business growth. anxiety decreases.
3. Tell a story - stories grab attention and
IMPROVING PUBLIC SPEAKING SKILLS make things interesting.
5 P’s to Improve Public Speaking Skills 4. Don’t be self-conscious - if you’re like
1. Planning - outlining your speech, most people, you probably worry that
identifying your main points, and structuring everyone can see how nervous you are
your content logically. when you speak.
2. Preparation - Familiarize yourself with 5. Seek professional help - feeling
your material, research thoroughly, and nervous about public speaking is totally
anticipate potential questions from the normal. That’s why there are so many
audience. public speaking classes out there to help.
3. Practice - Rehearse your speech
multiple times to ensure a smooth and
confident delivery. Consider practicing in
front of a mirror or with a friend.
4. Performance - Engage with your
audience, maintain eye contact, use
effective vocal projection, and project
confidence.
5. Passion - Show your genuine
enthusiasm for the topic, which will help
captivate and connect with your audience.
LESSON 6 TECHNIQUES IN ENHANCING

PERSUASION AND NEGOTIATING PERSUASIVE ARGUMENT

SKILLS 1.) Reach out and touch them - a brief

touch on your subject’s arm creates a
connection.
PERSUASION
2.) Communicate details with caution -
●​ Ability to influence other people
stay away from asking technical questions
●​ Powerful tool not only to influence but
that may confuse or dissuade your
also to inspire.
audience.
3.) Play upon established beliefs - if you
3 THINGS TO KNOW TO BE AN
can align your argument with your
EFFECTIVE PERSUADER
audience's established beliefs, you are
1.) Know your subject matter -
halfway to your goal.
Understanding all sides helps you speak
4.) Invite silence - using the power of
confidently and clearly, which makes it
silence to your advantage, creating a
easier to persuade others.
moment of reflection and potentially
●​ Know what will make them listen
eliciting a response that benefits your
●​ Research their personalities,
argument.
preferences, and needs
2.) Know your audience - Understand who
NEGOTIATION SKILLS
you're talking to. Learning about their
●​ “Give and take process”
interests, preferences, and communication
●​ Ability to take control in the discussion
style helps you connect better and
between two parties to reach a mutually
persuade more effectively.
beneficial agreement.
●​ Be knowledgeable
●​ Be confident
STEPS IN BUSINESS NEGOTIATION
●​ Explain both the good and bad sides
(towards a win-win solution)
3.) Use subtle persuasion techniques -
1.) Your win isn’t the only win - both
methods influencing using obvious
parties get what they need, but not their
manipulation by appealing to emotions,
want.
logic, or social pressure.
2.) Be willing to walk away - when a
win-win can’t be reached, walking away is
often the best solution.
3.) Ask the right questions
●​ Good negotiations starts with good
listening
●​ Questions are your most powerful tool
●​ The real needs of the other party
●​ Their priorities, limits, and motivations
●​ Open ended and clarifying questions
4.) Follow up, measure, and evaluate
●​ Follow-up ensures:
○​ Both parties honor the
agreement
○​ Builds the trust and
long-term relationships
●​ Measure the outcome:
○​ Did the deal meet the goods
of both sides?
○​ Were the terms and
expectations followed?
○​ Any signs of regret,
complaints, or satisfaction?
●​ Evaluate the process:
○​ What strategies worked
well?
○​ What could have been done
better?