18. Management and Human Behavior - Understanding through Thought Exchange

18. Management and Human Behaviour

Understanding through Thought Exchange

Introduction

Effective management extends far beyond the execution of tasks or adherence to procedures. At its core, it involves a deep understanding of human behaviour, personality traits, interpersonal dynamics, and communication styles. A successful manager is one who not only plans and leads operations but also adapts to the individual differences of team members. By developing insight into the motivations, emotions, and behavioural tendencies of employees, a manager can foster a workplace culture rooted in respect, collaboration, and productivity.

One of the most insightful methods to understand human behaviour in the managerial context is through the technique of Transactional Analysis—a model that explains how people interact with each other and how their inner states influence communication and decision-making.

Understanding Through Thought Exchange (Transactional Analysis)

Transactional Analysis (TA) is a psychological tool used to analyse interactions (transactions) between individuals. Developed by psychiatrist Eric Berne, this method helps individuals recognize their own behaviour patterns and understand how these patterns affect others. It is particularly valuable for managers seeking to enhance interpersonal relationships, resolve conflicts, and improve communication in the workplace.

The goal of this analysis is to:

• Improve self-awareness
• Facilitate clear communication
• Foster mutual respect and trust
• Adapt managerial behaviour to individual needs

Main Forms of Behavioural Analysis in Management

1. Analysis Based on Ego States

Every individual operates through one or more of the following three ego states. These are not stages of life, but rather consistent patterns of thinking, feeling, and behaving.

• Parent Ego State: Reflects values, beliefs, and rules inherited from authority figures. It may be nurturing or critical. In a workplace, this is seen in employees or managers who follow traditions, impose strict rules, or offer guidance based on moral or cultural standards.
• Adult Ego State: Characterized by logical reasoning, analysis, and objectivity. Managers operating in this state base decisions on facts and data, not emotions or biases. This state is essential for rational leadership.
• Child Ego State: Expresses feelings, creativity, rebellion, or dependency. It may be spontaneous or manipulative. An employee expressing resistance to rules or working in a carefree manner may be displaying this ego state.

Managerial Implication:

A skilled manager must be able to recognize these ego states in themselves and others and respond accordingly. For example:

• Engage with the Adult ego state to handle disputes logically.
• Offer support when someone is in the Child ego state (e.g., anxious or overwhelmed).
• Balance structure and empathy when dealing with the Parent ego state.

2. Analysis Based on Communication Styles

An individual’s communication style often reveals their emotional state, confidence level, and interpersonal attitude.

Types of Communication:

• Assertive (Courteous) Communication: Clear, respectful, and constructive. This style promotes teamwork and builds trust.
  Example: “Let’s discuss the project timeline to ensure we meet our goals.”
• Aggressive or Interruptive Communication: Characterized by frequent interruptions, condescending tone, or impatience. Often indicates a desire for control or underlying frustration.

Example: “That’s wrong. Just do what I told you!”

• Passive or Vague Communication: Lack of clarity or hesitation in expression. It may stem from low confidence, fear of criticism, or confusion.
  Example: “I think maybe we could... I’m not sure though.”

Managerial Role:
It is the responsibility of the manager to encourage open, respectful communication, discourage interruptions or domination, and provide support to those struggling with self-expression.

3. Analysis Through Approach to Work (Sportsmanship)

The way an individual approaches work tasks can indicate their psychological maturity and team orientation.

• A sportsmanlike attitude reflects emotional resilience, willingness to accept challenges, and commitment to team success—regardless of personal gain or loss.
• A self-centered approach may indicate reluctance to collaborate or aversion to feedback.

Types of Social Behavioural Tendencies:

1. Highly Sociable: Comfortable in group settings, eager to collaborate.
2. Less Sociable: Reserved, may prefer solitary work, limited interactions.
3. Situationally Sociable: Adapts behaviour based on the environment.

Managerial Strategy:

Understanding these tendencies enables the manager to assign roles effectively, build balanced teams, and offer motivation tailored to individual preferences.

Psychological Orientation Towards Self and Others

Transactional psychology also outlines how people perceive themselves and others. This framework shapes their interactions and decisions.

1. I’m OK – You’re OK: A balanced and healthy outlook. People feel confident in themselves and respect others equally. Ideal state for managers and teams.
2. I’m OK – You’re not OK: Indicates arrogance or superiority complex.
3. I’m not OK – You’re OK: Reflects inferiority, dependency, or lack of self-worth.
4. I’m not OK – You’re not OK: Represents deep dissatisfaction, negativity, or withdrawal.

Goal for Managers:

Promote a healthy mental framework where both manager and employee feel valued and competent—"I’m OK – You’re OK".

Conclusion

Effective management requires more than procedural knowledge; it demands an understanding of human nature. The ability to analyse thoughts, behaviours, and interactions empowers managers to foster a positive workplace culture. Transactional Analysis serves as a valuable tool for nurturing emotional intelligence, improving communication, and guiding teams with empathy and insight.

"A successful manager is not only a leader of tasks, but also a student of human behaviour who transforms individual efforts into collective excellence."