Training In Interpersonal Skills: Simulations/CD-ROMS/Supplemental Texts / Edition 3

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This book is devoted exclusively to the development of interpersonal skills. Using a ten-step process, it provides an action-oriented approach in which the reader can actually practice skills behavior. This book covers such topics as skills and self-awareness; communicating by sending messages and listening; motivating by goal-setting, clarifying expectations, and empowering people; leadership style by politicking, persuading, and promoting change and managing resistance; building and running teams; and problem-solving. For training and development directors; trainers; managers; human resource managers and staff; team leaders and members; and project managers.
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Product Details

  • ISBN-13: 9780130090546
  • Publisher: Pearson Education
  • Publication date: 10/1/2002
  • Edition description: Older Edition
  • Edition number: 3
  • Pages: 282
  • Product dimensions: 6.90 (w) x 9.10 (h) x 0.50 (d)

Table of Contents

1 Skills: An Introduction 1
2 Self-Awareness: A Point of Departure 11
3 Listing 33
4 Goal Setting 51
5 Providing Feedback 70
6 Empowering People Through Delegation 88
7 Persuading 108
8 Politicking 125
9 Coaching 150
10 Running Meetings 168
11 Building Teams 199
12 Resolving Conflicts 217
13 Negotiating 241
14 Interviewing 261
15 Integration 279
References 297
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Training in Interpersonal Skills (TIPS) was one of the first interpersonal skills training packages for management students. Since its original publication, college and university management faculty have increasingly come to recognize the importance of developing interpersonal skill competencies in their students. Dr. Milton Blood, a former professor and now an executive with the International Association for Management Education, explains why management skills training has gained in popularity over more traditional theory building:

Leadership sounds like an applied topic, but its classroom presentation can leave students no better prepared to lead: . . . The business school graduate needs to lead, not trace the history of leadership research. Similarly the graduate needs to motivate, not compare and contrast six different theories of motivation (Blood, 1994, p. 216).

By developing and practicing the interpersonal skills in this book, students can learn to lead and motivate others. In addition, they will master other vital interpersonal skills in the areas of communication, teaming, and problem solving.


The first edition of TIPS was widely used in courses such as Interpersonal Relations, Organizational Behavior, Management, Human Relations, Supervision, and Organizational Development. It also was used with practicing managers in executive development programs.

The second edition included a number of significant additions and changes resulting from our experiences in the classroom; new research findings; and the feedback from colleagues,reviewers, and students. One of the major changes was a modified learning model that, because of its demonstrated effectiveness, also is applied in this edition. It contains 10 components: (1) assessment of basic skill levels; (2) review of key concepts relevant to application of the skills; (3) test of conceptual knowledge; (4) identification of the specific behavioral dimensions needed for each skill; (5) observation of how to apply the skill through modeling exercises; (S) skill practice in small groups; (7) summary checklist self-assessment to identify deficiencies; (8) application questions to cement practical understanding of the concepts; (9) reinforcement exercises outside of the classroom; and (10) development of an action plan for ongoing skill improvement.

This edition contains 17 chapters compared to the 15 chapters in the second edition. Based on feedback from users and research regarding emerging skills needed for organizational managers, this edition contains four new chapters: Sending Interpersonal Messages, Clarifying Expectations, Applying Leadership Style, and Promoting and Managing Resistance to Change. Materials from the second edition chapters on coaching and interviewing have been integrated as applications or subsections in these new, more comprehensive chapters. This edition is organized into six major skill domains vital for managerial success: Self-Awareness, Communicating, Motivating, Leading, Teaming, and Problem Solving.

Many role plays, cases, and exercises have been added, replaced, and revised to enhance the chapters in this edition. As always, concepts, research references, and examples have been updated throughout the book.

The Instructor's Manual has been revised and expanded to provide more complete guidance based upon the cumulative experience and feedback from instructors using the previous editions. We welcome any comments or suggestions that you might have for continually improving the role plays and exercises to enhance forthcoming editions. Please send your ideas to Phil Hunsaker.


We are grateful td our students who offered us open and honest feedback about what did and did not work for them in the second edition of TIPS. They also contributed many ideas for improvements.

We are grateful to our wives, Laura Ospanik and Jo Hunsaker, for agreeing to let us take the time away from usual family activities to complete the third edition. We acknowledge this debt and are certain that they will collect what they believe is owed to them many times over, still with our undying gratitude.

Special thanks go to the Prentice Hall book representatives and editors, for encouraging us to complete this third edition. We are also grateful to Cindy Spreder at Prentice Hall for guiding this revision through its development stage. Finally, we thank Shannon Moore, our marketing manager, for her constant feedback and creative ideas for improving this edition.

Stephen P. Robbins
Phillip L. Hunsaker

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