A Guide to the Project Management Body Of Knowledge

(PMBOK® Guide), Fourth Edition

by Project Management Institute

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Table of Contents

Appendix G: Interpersonal Skills...................................................................................................1

Overview................................................................................................................................1
G.1 Leadership......................................................................................................................1
G.2 Team Building.................................................................................................................1
G.3 Motivation........................................................................................................................2
G.4 Communication...............................................................................................................2
G.5 Influencing.......................................................................................................................2
G.6 Decision Making..............................................................................................................3
G.7 Political and Cultural Awareness.....................................................................................3
G.8 Negotiation......................................................................................................................4
G.9 References......................................................................................................................4

i

Appendix G: Interpersonal Skills

Overview

Project managers accomplish work through the project team and other stakeholders. Effective
project managers acquire a balance of technical, interpersonal, and conceptual skills that help them
analyze situations and interact appropriately. This appendix describes important interpersonal skills,
such as:

Leadership

•

Team building

•

Motivation

•

Communication

•

Influencing

•

Decision making

•

Political and cultural awareness

•

Negotiation

•

While there are additional interpersonal skills that project managers use, the appropriate use of
these skills assists the project manager in effectively managing the project.

G.1 Leadership

Leadership involves focusing the efforts of a group of people toward a common goal and enabling
them to work as a team. In general terms, leadership is the ability to get things done through others.
Respect and trust, rather than fear and submission, are the key elements of effective leadership.
Although important throughout all project phases, effective leadership is critical during the beginning
phases of a project when the emphasis is on communicating the vision and motivating and inspiring
project participants to achieve high performance.

Throughout the project, the project team leaders are responsible for establishing and maintaining
the vision, strategy, and communications; fostering trust and team building; influencing, mentoring,
and monitoring; and evaluating the performance of the team and the project.

G.2 Team Building

Team building is the process of helping a group of individuals, bound by a common sense of
purpose, to work interdependently with each other, the leader, external stakeholders, and the
organization. The result of good leadership and good team building is teamwork.

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Team building activities consist of tasks (establish goals, define, and negotiate roles and
procedures) and processes (interpersonal behavior with emphasis on communication, conflict
management, motivation, and leadership). Developing a team environment involves handling
project team problems and discussing these as team issues without placing blame on individuals.
Team building can be further enhanced by obtaining top management support, encouraging team
member commitment, introducing appropriate rewards, recognition and ethics, creating a team
identity, managing conflicts effectively, promoting trust and open communication among team
members, and providing leadership.

While team building is essential during the front end of a project, it is an ongoing process. Changes
in a project environment are inevitable. To manage these changes effectively, a continued or
renewed teambuilding effort is required. Outcomes of team building include mutual trust, high
quality of information exchange, better decision making, and effective project control.

G.3 Motivation

Project teams are comprised of team members with diverse backgrounds, expectations, and
individual objectives. The overall success of the project depends upon the project team’s
commitment, which is directly related to their level of motivation.

Motivating in a project environment involves creating an environment to meet project objectives
while offering maximum self−satisfaction related to what people value most.These values may
include job satisfaction, challenging work, a sense of accomplishment, achievement and growth,
sufficient financial compensation, and other rewards and recognition the individual considers
necessary and important.

G.4 Communication

Communication has been identified as one of the single biggest reasons for project success or
failure. Effective communication within the project team and between the project manager, team
members, and all external stakeholders is essential. Openness in communication is a gateway to
teamwork and high performance. It improves relationships among project team members and
creates mutual trust.

To communicate effectively, the project manager should be aware of the communication styles of
other parties, cultural issues, relationships, personalities, and overall context of the situation.
Awareness of these factors leads to mutual understanding and thus to effective communication.
Project managers should identify various communication channels, understand what information
they need to provide, what information they need to receive, and which interpersonal skills will help
them communicate effectively with various project stakeholders. Carrying out team−building
activities to determine team member communications styles (e.g. directive, collaborative, logical,
explorer, etc), allows managers to plan their communications with appropriate sensitivity to
relationships and cultural differences.

Listening is an important part of communication. Listening techniques, both active and effective give
the user insight to problem areas, negotiation and conflict management strategies, decision making,
and problem resolution.

G.5 Influencing

Influencing is a strategy of sharing power and relying on interpersonal skills to get others to
cooperate towards common goals. Using the following guidelines can influence team members:

Lead by example, and follow through with commitments

•

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Clarify how a decision will be made

•

Use a flexible interpersonal style, adjust the style to the audience

•

Apply your power skillfully and cautiously. Think of long−term collaboration.

•

G.6 Decision Making

There are four basic decision styles normally used by project managers: command, consultation,
consensus, and coin flip (random). There are four major factors that affect the decision style: time
constraints, trust, quality, and acceptance. Project managers may make decisions individually, or
they may involve the project team in the decision−making process.

Project managers and project teams sometimes use a decision−making model or process such as
the six−phase model shown below.

Problem Definition

—Fully explore, clarify, and define the problem.

•

Problem Solution Generation

—Prolong the new idea generating process by brainstorming

multiple solutions and discouraging premature decisions.

•

Ideas to Action

—Define evaluation criteria, rate pros and cons of alternatives, select best

solution.

•

Solution Action Planning

—Involve key participants to gain acceptance and commitment to

making the solution work.

•

Solution Evaluation Planning

—Post−implementation analysis, evaluation, and lessons

learned.

•

Evaluation of the Outcome and Process

—Evaluate how well the problem was solved or

project goals were achieved (extension of previous phase).

•

G.7 Political and Cultural Awareness

Organizational politics are inevitable in project environments due to the diversity in norms,
backgrounds and expectations of the people involved with a project. The skillful use of politics and
power helps the project manager to be successful. Conversely, ignoring or avoiding project politics
and inappropriate use of power can lead to difficulty in managing projects.

Today project managers operate in a global environment, and many projects exist in an
environment of cultural diversity. By understanding and capitalizing on cultural differences, the
project management team is more likely to create an environment of mutual trust and a win/win
atmosphere. Cultural differences can be both individual and corporate in nature and may involve
both internal and external stakeholders. An effective way to manage this cultural diversity is through
getting to know the various team members and the use of good communication planning as part of
the overall project plan.

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Culture at a behavioral level includes those behaviors and expectations that occur independently of
geography, ethnic heritage, or common and disparate languages. Culture can impact the speed of
working, the decision−making process, and the impulse to act without appropriate planning. This
may lead to conflict and stress in some organizations, thereby affecting the performance of project
managers and project teams.

G.8 Negotiation

Negotiation is a strategy of conferring with parties of shared or opposed interests with a view to
compromise or reach an agreement. Negotiation is an integral part of project management and
done well, increases the probability of project success.

The following skills and behaviors are useful in negotiating successfully:

Analyze the situation.

•

Differentiate between wants and needs—both theirs and yours.

•

Focus on interests and issues rather than on positions.

•

Ask high and offer low, but be realistic.

•

When you make a concession, act as if you are yielding something of value, don’t just give
in.

•

Always make sure both parties feel as if they have won. This is win−win negotiating. Never
let the other party leave feeling as if he or she has had advantage taken of them.

•

Do a good job in listening and articulating.

•

G.9 References

Covey, S. R.

Seven Habits of Highly Effective People

, A Fireside Book. New York, NY: Simon and

Schuster, 1990.

Dinsmore, P.C.

Human Factors in Project Management

(Revised Edition). New York, NY: American

Management Association, 1990.

Levin, G. and Flannes. S.

Essential People Skills for Project Managers.

Vienna, VA: Management

Concepts Inc., 2005.

Verma, V. K.

Organizing Projects for Success.

Newtown Square, PA: PMI, 1995.

Verma, V. K.

Human Resource Skills for the Project Manager.

Newtown Square, PA: PMI, 1995.

Verma, V. K.

Managing the Project Team

. Newtown Square, PA: PMI, 1997.

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