NTA Level 6 • Semester 1 • PST06101

Leadership and Management – Complete Full Notes

Complete educational source text in one page

Completeness safeguard: this page keeps the complete educational module/source wording in one place so learning material is not lost when browsing topic by topic. Presenter/tutor metadata is intentionally excluded.

UNITED REPUBLIC OF TANZANIA

Ministry of Health, Community

Development, Gender, Elderly and

Children

PST 06101

Leadership and

Management

NTA Level 6 Semester 1

Facilitator Guide

Table of Contents

March 2019

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Table of Contents

Background ……………………………………………………………………………………………….. iii

Acknowledgment ………………………………………………………………………………………….v

Introduction ………………………………………………………………………………………………. vii

Abbreviations/Acronym ………………………………………………………………………………. ix

Session 1: Leadership Concept ……………………………………………………………………….1

Session 2: Leadership Theories ………………………………………………………………………9

Session 3: Leadership Attributes in Provision of Pharmaceutical Services …………17

Session 4: Management Concepts …………………………………………………………………22

Session 5: Management Theories ………………………………………………………………….27

Session 6: Management Roles to Pharmaceutical Services ……………………………….32

Session 7: Management Functions…………………………………………………………………37

Session 8: Principles of Management …………………………………………………………….46

Session 9: Planning Concepts ……………………………………………………………………….51

Session 10: Participatory Planning Concept in Provision of Health Care

Services ……………………………………………………………………………………………………..57

Session 11: Health Care Team ………………………………………………………………………62

Session 12: The Role of Pharmaceutical Personnel in Health Care Teams …………67

Session 13: Organization ……………………………………………………………………………..72

Session 14: Organizations Structures …………………………………………………………….79

Session 15: System Theory of Organization to the Health System …………………….85

Session 16: Organization Behaviour in Relation to Workplace …………………………92

Session 17: Health Organization Productivity …………………………………………………97

Session 18: Delegation ……………………………………………………………………………….103

Session 19: Supportive Supervision …………………………………………………………….108

Session 20: Supportive Supervision Report…………………………………………………..114

Session 21: Coaching …………………………………………………………………………………120

Session 22: Mentorship Concept …………………………………………………………………125

Session 23: Networking Techniques in Delivery of Health Care Services ………..130

Session 24: Introduction to Negotiations ………………………………………………………134

Session 25: Negotiation Process in Delivery of Health Care Services ………………139

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Background

There is currently an ever-increasing demand for pharmaceutical personnel in Tanzania.

This is due to expanding investment in public and private pharmaceutical sector. Shortage of

trained pharmaceutical human resource contributes to poor quality of pharmaceutical

services and low access to medicines in the country (GIZ, 2012).

Through Public-Private-Partnership (PPP) the Pharmacy Council (PC) together with

Development Partners (DPs) in Germany and Pharmaceutical Training Institutions (PTIs)

worked together to address the shortage of human resource for pharmacy by designing a

project named “Supporting Training Institutions for Improved Pharmaceutical Services in

Tanzania‖ in order to improve quality and capacity of PTIs in training.

CSSC prepared a Multi-actor Partnership (MAP) project proposal on how to sustain and

strengthen health care in Tanzania through improvement of pharmaceutical training and an

inter-institutional coordination of actors. This will harmonize and improve access to quality

pharmaceutical service in Tanzania.

The project has a various key stakeholders like; CSSC, NACTE, PC, TCU, CEDHA and

Pharmaceutical Training Institutions (PTIs). Through this project, few PTIs will receive

infrastructural improvements to increase the quantitative and qualitative capacities (CUHAS,

RUCU and KSP). Furthermore this project will train Pharmaceutical tutors from different

PTIs on teaching and assessment methods in Tanzania and thus improved health delivery

through increased qualified human resource.

It was also observed that in the previous stakeholder‘s meetings there was a need for the

development of training manuals and assessment plans for NTA Level 5 & 6, in order to

support the establishment and implementation of the curriculum in PTIs. During MAP kick-

off workshop done in February 2018, Stakeholders agreed that there was a need for

development of the said manuals and it was among the highest priority in Pharmacy

education in Tanzania. Therefore this project aims at developing facilitator‘s guide and

assessment plans for NTA Level 5 & 6.

Pharmacy Council, CSSC and action medeor developed the Terms of Reference and selected

a qualified service provider with experience in material development to develop the

mentioned training manuals and assessment plan. Centre for Educational Development in

Health Arusha (CEDHA) was selected and offered a contract to develop Facilitators guide for

NTA level 5 & 6 and assessment plan.

Centre for Educational Development in Health Arusha (CEDHA) was offered a leading role

with the instructions to include experts who have developed teaching materials for NTA

Level 4. These experts are primarily experienced pharmaceutical and non-pharmaceutical

tutors.

The mode of operation used by CEDHA to develop facilitator‘s guide and assessment plan

was participatory approach which included a number of activities through various workshops

such as planning, and orientation of material development. After these preliminary

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

iii

workshops, experts developed materials individually and in-groups. Thereafter, developed

draft materials were reviewed, edited and formatted and draft one was finalized and shared to

stakeholders for inputs.

Finally, CEDHA submitted the finalized Facilitator‘s guides and assessment plans for NTA

level 5 and 6 to CSSC for endorsement, printing, dissemination and sharing with relevant

authorities.

There are 12 modules for NTA level 6 making 12 Facilitator guides and one Practicum guide.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Acknowledgment

The development of standardized training materials of a competence-based curriculum for

pharmaceutical sciences has been accomplished through involvement of different

stakeholders.

Special thanks go to the Pharmacy Council for spearheading the harmonization of training

materials in the pharmacy after noticing that training institutions in Tanzania were using

different curricula and train their students differently.

I would also like to extend my gratitude to Christian Social Service Commission (CSSC) for

their tireless efforts to mobilize funds from development partners (German Ministry of Industry

and action medeor). It is through the implementation of the Multi-Actors Partnership (MAP)

project, CSSC has been able to provide the financial and technical support needed during the

development of this training material.

Many thanks go to the Centre for Educational Development in Health Arusha (CEDHA)

experts on health material development and training who coordinated the development of

these module sessions particularly Ms. Diana H. Gamuya for her commitment in coordinating

and facilitating the planning and development to its completion.

Particular acknowledgements are sent to Mr. Dickson Mtalitinya and Members from the

secretariat of National Council for Technical Education (NACTE) for facilitating and

providing their expertise to the success of this work.

It will be unfair if I will not recognize the efforts and contributions of all CEDHA supportive

staff that made this process a success; accountant, secretary, drivers and printers

Finally, I very much appreciate the contributions of the tutors and content experts

representing PTIs, hospitals, and other health training institutions. Their participation in

meetings and workshops, and their input in the development of this training

manual/facilitators guide have been invaluable.

These participants are listed with our gratitude below:

Ms. Elizabeth Shekalaghe Registrar, Pharmacy Council of Tanzania

Dr. Fadhili Lyimo Assistant Director Allied Health,MoHCDGEC

Dr. Jacqueline Uriyo Acting Principal, CEDHA

Dr. Sungwa N. Kabissi Project Manager – MAP, CSSC

Ms. Diana H. Gamuya CEDHA

Ms. Grace Mallange PC

Ms. Emily Mwakibolwa Pharmacy Council

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Ms. Tumaini H. Lyombe MUHAS

Ms. Dilisi J. Makawia KSP

Director of Human Resources Development

Ministry of Health, Community Development, Gender, Elderly and Children

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Introduction

Module Overview

This module content is a guide for tutors of Pharmaceutical schools for training of students.

The session contents are based on sub-enabling outcomes and their related tasks of the

curriculum for Basic Technician Course in Pharmaceutical Sciences. The module sub-

enabling outcomes and their related tasks are as indicated in the in the Basic Technician

Certificate in Pharmaceutical Sciences (NTA Level 6) Curriculum

Target Audience

This module is intended for use primarily by tutors of pharmaceutical schools. The module‘s

sessions give guidance on the time, activities and provide information on how to teach the

session. The sessions include different activities which focus on increasing students‘

knowledge, skills and attitudes.

Organization of the Module

The module consists of twenty five (25) sessions; each session is divided into several parts as

indicated below:

• Session Title: The name of the session

• Total Session Time: The estimated time for teaching the session, indicated in minutes

• Pre-requisites: A module or session which needs to be covered before teaching the

session.

• Learning Tasks: Statements which indicate what the student is expected to learn by the

end of the session

• Resources Needed: All resources needed for the session are listed including handouts

and worksheets

• Session Overview: The session overview box lists the steps, time for each step, the

activity or method used in each step and the step title

• Session Content: All the session contents are divided into steps. Each step has a heading

and an estimated time to teach that step as shown in the overview box. Also, this section

includes instructions for the tutor and activities with their instructions to be done during

teaching of the contents

• Key Points: Key messages for concluding the session contents at the end of a session

This step summarizes the main points and ideas from the session, based on the learning

tasks of the session

• Evaluation: The last section of the session consists of short questions based on the

learning tasks to check the understanding of students.

• Handouts: Additional information which can be used in the classroom while teaching or

later for students‘ further learning. Handouts are used to provide extra information related

to the session topic that cannot fit into the session time. Handouts can be used by the

students to study material on their own and to refer to them after the session. Sometimes,

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

vii

a handout will have questions or an exercise for the participants including the answers to

the questions.

Instructions for Use and Facilitators Preparation

• Tutors are expected to use the module as a guide to train students in the classroom and

skills laboratory

• The contents of the modules are the basis for teaching and learning dispensing.

• Use the session contents as a guide

• The tutors are therefore advised to read each session and the relevant handouts and

worksheets as preparation before facilitating the session

• Tutors need to prepare all the resources, as indicated in the resource section or any other

item, for an effective teaching and learning process

• Plan a schedule (timetable) of the training activities

• Facilitators are expected to be innovative to make the teaching and learning process

effective

• Read the sessions before facilitation; make sure you understand the contents in order to

clarify points during facilitation

• Time allocated is estimated, but you are advised to follow the time as much as possible,

and adjust as needed

• Use session activities and exercises suggested in the sessions as a guide

• Always involve students in their own learning. When students are involved, they learn

more effectively

• Facilitators are encouraged to use real life examples to make learning more realistic

• Make use of appropriate reference materials and teaching resources available locally

Preparation with Handouts and Worksheets

• Go through the session and identify handouts and worksheets needed for the session

• Reproduce pages of these handouts and worksheets for student use while teaching the

session. This will enable students to refer to handouts and worksheets during the session

in the class. You can reproduce enough copies for students or for sharing

• Give clear instructions to students on the student activity in order for the students to

follow the instructions of the activity

• Refer students to the specific page in the student manual as instructed in the facilitator

guide

Using Students Manual When Teaching

• The student manual is a document which has the same content as the facilitator guide,

which excludes facilitator instructions and answers for exercises.

• The student manual is for assisting students to learn effectively and acts as a reference

document during and after teaching the session

• Some of the activities included in facilitator guide are in the student manual without

facilitator instructions

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

viii

Abbreviations/Acronym

CEDHA Centre for Educational Development in Health Arusha

LCD Liquid Cristal Display

OTC Over the counter

TFDA Tanzania food and drug authority

NEMLT National essential medicine list

WHO World health organization

EM Essential medicine

INN International non-proprietary name

CME Continue in – service medical education

RA Regulatory authority

DIC Drug information center

DTC Drug therapeutic committee

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 1: Leadership Concept

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define the term leadership and leader

• Describe types and styles of leadership

• Define who is a leader to pharmaceutical context

• List functions of a leader

• Explain qualities of a leader

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

05 minutes Presentation

2 Definition of Leadership

Buzzing

20 minutes Presentation

3 Types and Styles of Leadership.

Small Group Discussion

30 minutes Leadership Concepts and a Leader to

4 Presentation

Pharmaceutical Context

5 20 minutes Presentation Functions of a Leader

6 30 minutes Assignment Qualities of a Leader

7 05 minutes Presentation Key Points

7 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Terms (5 minutes)

Activity: Buzzing (2 minutes)

Ask students to pair and buzz on the following question:

• What is leadership?

ALLOW few students to respond

WRITE their responses on the flip chart/ board

CLARIFY and SUMMARISE by using the content below

• Leadership

o Referring to the ability to influence the actions of others.

o Leadership based on the interaction of three elements: the leader, the person or persons

being led, and the situation in which both coexist. All three elements change, almost on

a daily basis.

o A leader is a person who voluntarily or elected by group member to lead the team to

realize the set goal.

o A good leader understands each of the changes and develops strategies to work with

and through others to accomplish goals.

o Leading is guiding or enabling group members to face challenges ending in achieving

positive results.

• Other definitions of leadership

o Chester Barnard; ‗defined leadership as the ‗ability of a superior to influence the

behaviours of his subordinates and persuade them to follow a particular course of

action‘

o Koontz and O’Dannell; ‗Leadership is the ability of a manager to induce

subordinates to work with confidence‘

o Allen; ‗Leader is the one who guides and directs other people‘

o Suzan Komives and her colleagues; In health care services leadership is ‗a process

of one individual influencing another individual or group to achieve particular

objectives.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 3: Types and Styles of Leadership (20 minutes)

• Types of leadership

o Formal leadership

 Is a type of leadership established by formal legal laws and leaders of this type are

appointed in a formal way with official letters which states clearly their

responsibilities. Example of formal leaders are:

• Pharmacist

• District Medical Officer

• Member of Parliament

o Informal leadership

 Informal leadership is a type of leadership which exists spontaneously due to

similarities of individual interests like age, sex and sports.

 Leaders of this type are not appointed officially and are not binded by legal

framework.

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What are the styles of leadership?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

• Styles of leadership

o Autocratic

 Is a style where a leader determines what to be done by his/her followers.

 Mainly is one man centered style.

 An autocratic leader is the one who takes all the decisions himself without

consulting his subordinates.

 There is no room for subordinates to take part to influence decision made by a

leader

 It is characterized by maximum possible centralization of authority, close

supervision, unilateral decision-making and one- way communication.

 It is boss –centered leadership.

 An autocratic leader is generally disliked, as there is no scope for initiative and

self-development.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

 Behavior of subordinates becomes hostile and attention is focused upon pleasing

the leader.

o Democratic

 Is a style where a leader gives room for involvement of all /members

parties/stakeholders to ensure collective decision is made.

 A democratic leader permits his subordinates to participate in the process of

decision-making

 This style motivates workers and builds their capacity as during the process of

decision making as it gives chance for them to learn from each other.

 Decentralization of authority, participative planning, and two ways

communication are the main features of democratic leadership.

 It is group –centred as group makes decisions.

 A democratic leader is a team manager and operates according to majority opinion

o Laissez – Faire

 Is a style applied by a leader allowing subordinates to make their own decisions.

 Under this type of leadership, the leader leaves it to the subordinates to decide and

control them believing that they are competent and motivated

 He believes that people will perform better if they are left free to make and

enforce their own decision

 This style of leadership may be successful where the subordinates are highly

competent and fully dedicated to the organization

o Bureaucratic

 Is a style where a leader keeps applying laid down principals or regulations.

 A bureaucratic leader depends upon rules and regulations developed by him.

 The rules specify the function and duties of every member of the organization.

 Such a rule-centered leadership often results in red-tape and inefficiency.

 Sometimes rules and regulations are there but to some extent a leader should

flexible.

o Situational

 Is a style whereby a situation influences leader‘s decision.

 Example during an emergence, health personnel involved to handle the case will

apply this approach which will not favor democratic style in order to save the life

of victims.

STEP 4: Leadership Concepts in Pharmacy (30 minutes)

• The need for leadership in pharmacy is growing as the profession expands its horizons

and takes on more patient-focused responsibilities. The rapid changes within and outside

the profession require visionary leaders to help followers cope with and adjust to these

changes so as to maintain and grow its professional role within society.

• Similar to other organizational setting, pharmacy as a working environment need

leadership to facilitate smooth running of all activities carried out in that section bearing

in mind that they are dealing with unique medicines or ingredients which directly link

with human lives.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• In pharmaceutical context there are duties to be performed by many actors or staff that

need to be guided by leaders.

• There are goals need to be met by pharmacy staff through various approaches and styles

depending on the available situation by pharmacy leaders.

• Leaders have strength and weaknesses which should be carefully observed to limit effects

in their leadership process at pharmacy area.

STEP 5: Function of Leader (20 minutes)

• There are many functions of a leader as summarized below:

o Scanning function deals with the following

 Recognize client and partners needs and ranking them accordingly

 Identify trends, priorities, chances and risks that may affect pharmaceutical

services

 Look for best practices

 Identify abilities of staff and challenges

 Know your general environment; yourself, your subordinates and working

environment

o Focusing

 Make clear the mission of your pharmaceutical unit and strategies

 Map out Cristal challenges

 Link pharmaceutical goal with organizational strategy

 Identify priority areas for action

 Create a common picture of intended result

o Aligning/mobilizing

 Making sure of values, mission, strategy and all operational system are in line

with leader‘s objective.

 Encourage team work among team members

 Unite partners of interest of your vision

 List your pharmaceutical key internal players

 Identify funders of resources to facilitate implementation of your organization

plan.

o Inspiring

 Be role model or honest to your fellow workers

 Trust your staff and acknowledge individual contribution

 Share mobilized resources fairly among team members to fulfil your task

 Manage and reduce risks anticipated which might affect your plan.

STEP 6: Qualities of a Leader (30 minutes)

• Character

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

o Qualities of character include purpose, creating value, trust, congruence and

compassion

• Integrity

o The value we place on ourselves and on others is a key attribute for effective

leadership. Integrity, sincerity and honest engender trust and respect. In other words

we admire leaders who ―talk the talk‖ and ―walk the walk‖

• Vision

o These are leaders who are able to see the ―big picture‖ and able to effectively

communicate the strategic direction of their vision to the organization.

• Passion

o Passion enables great leaders to get through the painstaking tasks of creating change

an inevitable outcome of the leadership process. Passion inspires and creates

followership

• Credibility

o It‘s based on excellent credentials, substantive knowledge, and sound practical

experience. Leaders must be willing to assume greater responsibility for changing

group outcomes

• Courage

o It is essential for creating a new vision, taking risks and challenging the status quo.

• Insight

o Perceptions into realities that exist in and out side of the organization are important

attributes for effective leadership.

• Humility

o Good listener and a perpetual learner who is willing to admit that others also have

good ideas and accept that one can be wrong.

• Sense of Humour

o If you are going to be a leader, a good sense of humor will help you and others. When

appropriately used humour is a valuable tool especially for minimising stress

• Emotional Intelligence

o These are emotional competencies that describe the abilities needed to manage our

relationships and ourselves effectively. These include self-awareness, self-

management, social awareness and social skills.

• Positive self- esteem

o A leader works selflessly to support people working towards the common good of the

organization. A successful leader has positive self-esteem and self-respect evidenced

by the leader‘s positive behaviours such as taking risks confidently and

communicating with clarity.

STEP 7: Key Points (5 minutes)

• Leadership is a process of influencing people to realize positive results

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• A leader is a person who spear head the process of leading others.

• There are two types of leadership; formal and informal leadership.

• In addition, there are many leadership styles like dictatorship, democratic, Laisse faire,

task and people centered styles.

• The situation is a key determinant of a style to be applied by a leader.

STEP 8: Evaluation (5 minutes)

• What is leadership?

• What are the functions of a leader?

• What are the qualities of a leader?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Cole, G. A (2000) Management Theory and Practice, 6th Edition: Continuum

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 2: Leadership Theories

Total Session Time: 120 minutes + Assignment

Learning Tasks

By the end of this session students are expected to be able to:

• Describe leadership theories

• List leadership styles derived from leadership theory

• Explain the importance of maturity in leadership

• Explain leadership challenges encountered by pharmaceutical staff.

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Handout 2.1: Leadership Styles

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

05 minutes Presentation

2 Leadership Theories Definition

Buzzing

3 40 minutes Presentation Description of Leadership Theories

4 30 minutes Presentation Leadership Styles Derived from Theories

25 minutes Presentation

5 Small Group Leadership Challenges

Discussion

6 05 minutes Presentation Key Points

7 05 minutes Presentation Evaluation

8 05 minutes Presentation Take home Assignment

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of terms (10 minutes)

Activity: Buzzing (5 minutes)

ASK students to pair up and buzz on the following question for 2 minutes

• What is theory?

ALLOW few pairs to respond and let other pairs to add on points not mentioned

WRITE their response on the flip chart/board

CLARIFY and SUMMARIZE by using the content below

• A theory is ―a formal statement of rule or ideas which are suggested to explain a fact,

event.‖ Or

• Is a formal set of ideas that is intended to explain reasons of what makes something

happen or exist.

STEP 3: Leadership Theories (40 minutes)

• Early Leadership Theories/Old Leadership theories

o Two early leadership theories are the situational leadership theory and the

contingency theory, in which the organizational environment is considered a major

factor in leader effectiveness

• The situational leadership theory suggests that leaders assume a variety of differ-

ent roles depending on the situations with which they are faced.

• The contingency theory

o Both the situational leadership theory and the contingency theory, involve examining

the employee‘s perception of the complexity of the task, which then leads to the

relationship the leader must assume; that is, the relationship between the leader and the

employee is contingent on the complexity of the task.

• Contemporary theories/Modern theories

o Two Contemporary leadership theories are the transformational leadership theory and

the theory of emotional intelligence

o Transformational leadership is a process through which individuals are transformed

and changed.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

o Emotional intelligence (EI) leadership theory, this concept merits some elucidation as

it relates to leadership. Goleman and others describe EI as the ―emotional needs,

drives and true values of a person.‖

• Whereas many theories help an individual understand how to lead, there remain styles of

leadership that a person can adopt to influence the actions and behaviors of others. Many

of the theories discussed earlier describe some form of leadership behavior. The work of

Goleman in EI provides a nice framework for describing various leadership styles.

Refer students to Handout 2.1: Theories resulting leadership styles.

STEP 4: Leadership Styles Derived from Leadership Theories (30 minutes)

Activity: Small Group Discussion ( 30 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What are the Leadership Styles?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below

• In Leadership That Gets Results, Goleman (2000) describes the six leadership styles and

provides empirical data showing the correlation between leadership style and overall

organizational climate.

• The data suggest that the authoritative style has the overall most positive effect, with the

affiliative, coaching, and democratic styles also positive, with little distinction among

these three.

• Conversely, the coercive and pacesetting styles have, in the long run, a negative impact

on organizational culture and climate.

• Goleman cautions that no particular style should be used exclusively, and each has at

least a short-term use.

Affiliative Style

o The affiliative style creates harmony and builds emotional bonds. This style primarily

uses the external EIs of social awareness and social skill

Authoritative Style

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

o The authoritative style, although sounding ―bossy,‖ is one of the most positive styles a

leader can employ. It is characterized by the self-awareness, social awareness, and

social skill

Laissez Faire or Free-rein Leadership

o Leader leaves it to the subordinates to decide and control them believing that they are

competent and motivated. He believes that people will perform better if they are left

free to make and enforce their own decision. This style of leadership may be

successful where the subordinates are highly competent and fully dedicated to the

organization.

Bureaucratic Leadership

o A bureaucratic leader depends upon rules and regulations developed by him. The

rules specify the function and duties of every member of the organization. Such a

rule-centered leadership often results in red-tape and inefficiency.

Coaching Style

o Similar to the authoritative style, the coaching style uses the EIs of self-awareness,

social awareness, and social skill. The focus of the coaching style is to help

employees improve performance over the long term.

Coercive Style

o This style is primarily associated with leaders displaying a strong sense of self-

management, but focusing little on others.

Democratic Style

o Democrats are participative consensus developers. They work primarily under the

participative management style.

Pacesetting Style

o In contrast to democratic leaders, pacesetters are more autocratic in their leadership

style. Pacesetters set high standards of performance for themselves and expect others

to have the same high standards.

STEP 5: Leadership Challenges (25 minutes)

• Inadequate skills to leaders themselves and group members ending affecting fulfilling

planned work.

• Inadequate staff of different specialties

• Inadequate working equipment in their working environment

• Resistance challenges from some actors e.g policy makers, implementing partners

• Inadequate funds to support ongoing organizational activities

• Environmental factors challenges like weather, drought, floods,

• Instability of political in line with organizational core work and working environment

• Challenge of market competitors on institutional products

• Challenge of change in client‘s tastes to service offered.

STEP 6: Key Points (5 minutes)

• Leadership theories are a formal set of ideas that is intended to explain reasons of what

makes something happen or exist in relation to leadership.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• Theories assist leaders or managers in organizing thinking and perform the analytical role

of management situations.

• A range of styles are derived from leadership theories like telling, selling, participative,

task, people, situational styles, etc.

• Leaders encounter various challenges in leadership like inadequate skills, inadequate

resources, environmental factors and political stability

STEP 7: Evaluation (5 minutes)

• What is a theory?

• What is a leadership theory?

• Does maturity play a role in leadership?

• What are challenges encountered by leaders in operationalizing their roles?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Cole, G. A (2000) Management Theory and Practice, 6th Edition: Continuum

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Handout 1.1: Theories Resulting Leadership Styles

• Emotional Intelligence and Leadership

Daniel Goleman introduced the concept of emotional intelligence (EI). This concept

merits some elucidation as it relates to leadership. Goleman and others describe EI as the

―emotional needs, drives and true values of a person.‖ EI research is akin to the trait

theory of leadership, in which the core elements of successful leaders are identified.

• Researchers have then taken these traits and identified leadership styles in which these

traits are dominant, thus allowing a person to begin using particular traits in particular

situations. Purportedly, EI largely determines the leaders‘ success in both their careers

and relationships with others.

• Goleman describes EI in four separate domains: self-awareness, self-management, social

awareness, and relationship management or social skill. The first two domains are

personal. The last two are more externally related, characterized by an appreciation and

respect for others through effective and clear communication. Each EI concept and how it

relates to leadership styles is detailed in the following.

• Both the situational leadership theory and the contingency theory, involve examining the

employee‘s perception of the complexity of the task, which then leads to the relationship

the leader must assume; that is, the relationship between the leader and the employee is

contingent on the complexity of the task (Figure 1.1).

• If the task is highly complex, the leader must assume a higher-level relationship with the

employee; if the task has a low level of complexity, the leader should have a low-level

relationship with the employee. If the task has a low level of complexity and the leader

assumes a high relationship, this mismatch can lead to the employee feeling scrutinized or

micromanaged. For example, an experienced pharmacist processing a routine prescription

would not need her boss to check her work at each step of the process—the complexity of

the task (prescription processing) is low and does not require a high-level relationship. In

contrast, if an inexperienced pharmacist is given significant responsibility without the

manager around to help, this mismatch could leave the pharmacist feeling overwhelmed

or swamped.

• The situational theories stress the complexity of the leader-follower relationship.

However, these theories are unable to predict which leadership skills are necessary; they

do not help identify what makes a good leader, but only how a good leader should

behave.

Figure 1.1 Task complexity and relationship complexity grid: outcome of matches and mismatches of complex

and noncomplex situations.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• Situational Leadership style by Hersey & Blanchard

Is the style to be used by leaders/management depending on situation. One style can

influence people in certain situation and fail to influence people in another situation

due to various factors like availability of resources, political support/will, market

forces etc.

Basis for deciding on what style to use in leadership can be shown by the following

three dimensions/variables by Hersey & Blanchard.

o Task behavior

 This one implies what to be done, how to be done and when the job is to be

done.

 A leader of this group is the one who will explain to subordinates in detail

how, when and what results are expected from that job. He leads by

communicating to others the organizational directions and by what means to

achieve the intended results.

o Relationship behavior

 Is concern with the instruction between a leader and subordinates i.e. support

to subordinates.

 Open communication – two-way communication

 Seeking and giving clarification on issues which are not clear

 Reward or punishment can be given to subordinates

 Psychological strokes can be given (be in the same situation with

subordinates)

 Facilitating behavior

o Maturity level of subordinates

 Has nothing to do with age of subordinates rather is concerned with

knowledge of subordinates in doing a particular job.

Knowledge and skills/expertise leads a subordinate to set high and realistic

goals

Subordinates who are willing to accept responsibility we call them mature

staff/people/subordinates

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 3: Leadership Attributes in Provision of

Pharmaceutical Services

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define leadership attributes

• Identify leadership attributes

• Describe the link between leadership attribute in provision of pharmaceutical services.

• Explain leadership attributes

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

05 minutes Presentation

2 Definition of Leadership Attributes.

Brainstorming

30 minutes Presentation and

3 Leadership Attributes

Buzzing

30 minutes Presentation Linkage of Leadership Attributes and

Pharmaceutical Service Provision

30 minutes Presentation

5 Small Group Leadership Attributes

Discussion

10 minutes Presentation Challenging Leadership Attributes

Experienced at Pharmaceutical Services

7 05 minutes Presentation Key Points

8 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Terms (5 minutes)

Activity: Brainstorming (5 minutes)

ASK students to brainstorm on following question:

• What is leadership attributes?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• Attributes are qualities, talents, capabilities, abilities, characteristics, etc.

• Leadership attributes are all qualities of a leader which enables him to perform his roles

may be similar to others or different from others. The qualities of a leader are the ones

which differentiate between one leader and the other.

STEP 3: Leadership Attributes (10 minutes)

Activity: Buzzing (5 minutes)

Ask student to buzz on the following:

• What are attributes of good leader?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

The following are the attributes of a good leader;

• Humble

• Honest

• Competent

• Dearing

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• Initiative

• Loyal

• Supportive

• Intelligent

• Ambitious

• Mature

• Open minded

• Independent

• Inspiring

• Mobilizer of resources

• Uniting a team

• Innovative

STEP 4: Linkage of leadership Attributes and Pharmaceutical Service

Provision (20 minutes)

• A broad minded leader at pharmaceutical will plan to improve client services by coaching

and mentoring his staff to provide clear clarification of medication prescribed to clients

• The inspiring leader will link services provided at pharmaceutical with clients want to be

inspired by service providers like attracting them in many ways example language used,

cleanliness of the environment and packaging of drugs

• Generally, positive application of leadership attributes at pharmaceutical area will have a

significant link with services delivered to clients and if done applied in a wrong way it

will affect pharmaceutical services.

STEP 5: Leadership Attributes Practiced at Pharmaceutical (20 minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What are leadership attributes necessary to pharmacy practice?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

• Humbleness attributes should be practiced at pharmaceutical services.

• Honest attribute should be practiced by pharmaceutical staff

• Pharmaceutical staff should demonstrate competency attributes

• Pharmaceutical attribute should initiate issues in their working environment.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• Loyalty attribute should be with pharmaceutical staff.

• Pharmaceutical should be supportive to themselves as well as to clients

• Maturity attributes should be demonstrated by pharmaceutical staff to make decision and

to think big to improve the services.

• The staff should mobilizer resources used at pharmaceutical and in the health sector.

• The staff should encourage team work to raise productivity at pharmaceutical unit

• They should take innovative to address challenges persisting at pharmaceutical unit

STEP 6: Challenges of Leadership Attributes Experienced at Pharmacy

Services (10 minutes)

• Inadequate space in pharmacy area

• Inadequate resources to enable leaders implement pharmaceutical planned services

• Inadequate skilled personnel in leadership as well in pharmaceutical services

• Inadequate motivation attributes to some pharmaceutical leaders

STEP 7: Key Points (5 minutes)

• Attributes are qualities possessed by leaders

• Not all qualities are practiced at pharmaceutical services

• The right application of attributes of leaders at pharmaceutical unit has a significant link

with customer handling

STEP 8: Evaluation (5 minutes)

• What are leadership attributes?

• Is there any link between leadership attributes and pharmaceutical services?

• Does all pharmaceutical staff possess all leadership attributes?

• What are the challenges of leadership attributes in pharmaceutical services?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Cole, G. A (2000) Management Theory and Practice, 6th Edition: Continuum

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 4: Management Concepts

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define management

• Describe management concept

• Reasons for Managers to Study Management Concepts and Management Theories

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

10 minutes Presentation

2 Definition of Management

Buzzing

3 40 minutes Presentation Management Concept

40 minutes Presentation

Reasons for Managers to Study Management

4 Small Group

Concepts and Management Theories

discussion

20 minutes Presentation

5 Key Points

6 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (05 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Terms (05 minutes)

Activity: Buzzing (5 minutes)

Ask students to pair and buzz in 3 minutes on the following:

• What is management?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• Definition of terms

o Management is the process of making things done through people to meet

organizational objectives. In that process a number of resources like time, human

resource, funds, materials and others will be used. Among of those resources human

resource is the master of all or management is the best use of resources to realize

result.

o A manager is a person who is vested a role of ensuring things are happening as

planned and to realize results or meeting organizational goal. Or a manager is a

person who makes best use of resources to meet set goals.

o Process is a series of events taking place and mainly is ongoing occurrences.

STEP 3: Management Concept (40 minutes)

• The practice of management is key to the successful performance of professional

responsibilities. Managing people, information, and systems allows the creation of an

environment suitable to carry out the mission of providing pharmaceutical care.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• Often considered a second-rate subject by pharmacists, management is considered by

students to be less important than traditional topics such as pharmacology or

pharmacotherapeutics.

• However, without the organizational structures and wherewithal of management, it would

not be possible to carry out professional duties.

Activity: Small Group Discussion ( 30 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What is management concept?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below

• The concept is an organized ideas related to organizational management. It may be of

Management theories which as well are divided into old and modern theories.

• The old theories are those which tell the foundation of management like Max Weber with

Bureaucratic Management and

• Modern theories like System Theory of Organization. The modern theories were the

improvement of the old ones. Or

• Model which represents ideas in a systematic way to lead ending in meaningful message.

Example of a management model is Leadership and Management Conceptual Model

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Fig. 4.1: Leadership and Management Conceptual Model

Management Sciences for Health, 2005

By careful observing the model it shows key functions played by leaders and managers which

all ends in improving services to respective organizations.

STEP 4: Reasons for Managers to Study Management and Management

Theories (20 minutes)

Reasons for managers to study management and management theories

• Updating managers understanding to management concepts and management theories

• Gives them room to merge the theories and working environment

• For those who will have time, they may conduct operational research to critique the

theories; example Theory X by Mc Gregory advocates that people dislike work if you

want them to work they should be controlled and there after reach conclusion.

• Generally, the theories guide managers to improve thinking abilities related to

institutional challenges.

STEP 5: Key Points (05 minutes)

• Management is the best use of resources to realize result

• a manager is a person who makes best use of resources to meet set goals.

• The concept is an organized ideas related to organizational management

• Management history started way back during industrial revolution

• The theories have both shortcomings and benefits to date.

STEP 6: Evaluation (05 minutes)

• What is management?

• Who is a manager?

• What are the shortcomings of old management theories?

• What are the benefits of management theories?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Cole, G. A (2000) Management Theory and Practice, 6th Edition: Continuum

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 5: Management Theories

Total Session Time: 120 minutes

Learning Tasks

By the end of this session students are expected to be able to:

• Define the term theory

• List management theories

• Explain management theories

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

10 minutes Presentation

2 Definition of Theory

Buzzing

15 minutes Presentation

3 Small Group Management Theories

Discussion

4 40 minutes Presentation Explanation of Management Theories

30 minutes Presentation

5 The Role of Theories to Managers

Brainstorming

6 10 minutes Presentation Key Points

7 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (05 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Terms (10 minutes)

Activity: Buzzing (5 minutes)

Ask student to pair and buzz in 3 minutes on the following:

• What are Theory and Management theories?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• A theory is a set of ideas expresses certain facts.

• Management theories are set ideas referring to management issues occurring to

organizations.

• The theory of management takes a variety of forms, following are few

o Classical management

 Deals with the traditional five responsibilities of a manager: planning, organizing,

directing, coordinating, and controlling. This is coupled with the science of

management, which deals with studying the impact of people and systems on

productivity, or output

o Behavioral management

 Deals with organizational and individual responses to situations. Instead of

considering workers as machines and attempting to improve productivity through

improving processes, behavioral management looks at environmental,

interpersonal, and group interactions and their impacts on productivity. Systems

management involves taking a holistic approach to all aspects involved in the

process of producing a product or a service. This theory not only looks at

processes and human or environmental influences but also focuses on interactions

and how they affect the organization

o Systems theory of management

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

 Systems theory provides a model in which a manager can understand the

interactions among various components of an organization

STEP 3: Management Theories (40 minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What are the management theories?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below

The following are few selected theories of management

Classical theory of management

• Henri Fayol believed that management was a process consisting of five different

functions. He saw a manager‘s job to include the processes of planning, organizing,

directing, coordinating, and controlling. These five functions are part of classical

management theory and are at present important components in the daily functions of a

manager.

o Planning

The planning process is designed to help the organization minimize uncertainty in the

future. Planning helps determine future success as well as anticipate potential pitfalls

o Organizing

Organizing is the second function of a manager. It encompasses assigning

responsibilities to employees and determining how and when things are to be

accomplished. One of the primary organizing functions is to determine the

organizational chart.

o Directing

One of the most important functions of a manager is directing — leading, delegating,

and motivating employees to accomplish their jobs. This function relies primarily on

the interpersonal skills of a manager because directing involves dealing with people

o Controlling

The controlling function of a manager is regulatory in nature, by which the manager

assures that the functions of the department are progressing in accordance with

predefined plans.

Behavioral theory of management

• Also known as human relations theory, behavioral theory developed as a consequence of

the application of the scientific theory.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• In the late 1920s, Elton Mayo conducted individual productivity experiments at the

Hawthorne Works plant of the Western Electric Company (Reshef, Elton Mayo & the

Human Relations Movement). By varying environmental conditions such as lighting, rest

breaks, and lengths of workdays, Mayo attempted to determine which conditions were

conducive to the most efficient productivity.

Systems theory of management

• Systems theory provides a model in which a manager can understand the interactions

among various components of an organization.

• In contrast to scientific management which analyzes processes by breaking them into

smaller parts, systems theory contends that the product of a system is due to the

interactions of its parts — if the parts are separated, the system no longer produces the

desired output.

• Systems theory takes a holistic approach instead of an analytical approach to better

understand the factors affecting the desired output.

STEP 5: Role of Theories to Managers (30 minutes)

• The theories guide managers to organize way of thinking to address organizational

challenges example when practicing OPRAS in assigning work and evaluating

performance we are applying the theory of peace work to raise institutional productivity

through each organizational staff.

• Documentation and record keeping when are maintained in offices is the application of

Max Weber‘s principle of keeping all office correspondence for future reference.

• Trait theory as well guides managers on how to make use staff talents as people differs in

abilities and qualities.

• System theory guides managers to on how to respect individual contribution, section,

departments and knowing the roles of others outside organization boundaries.

STEP 6: Key Points (10 minutes)

• A theory is a set statement which expresses facts in a given environment

• Old management theories are long standing theories while modern theories are improved

ones of the old ones to reduce shortcomings of the old ones.

• Shortcomings of old management theories are rigidity, excessive confidentiality, red tapes

• The role of management theories to managers in their work is to broaden way of

managers thinking to face existing challenges in their respective working environment.

STEP 7: Evaluation (05 minutes)

• What is management theory?

• What are old management theories and modern management theories?

• What are the shortcomings of old management theories?

• What are the roles of management theories to leaders and managers?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Cole, G. A (2000) Management Theory and Practice, 6th Edition: Continuum

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 6: Management Roles to Pharmaceutical Services

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• List roles of management to pharmaceutical services in the health service delivery.

• Identify management challenges in pharmaceutical health delivery

• Explain roles of a manager at pharmaceutical unit in the health service delivery

• Enumerate duties of pharmaceutical staff to clients.

• Explain responsibilities of pharmaceutical clients

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

15 minutes Presentation Roles of Managers and Roles of

Buzzing Pharmaceutical

3 25 minutes Presentation Roles of Managers to Pharmaceutical Services

4 30 minutes Presentation Roles of Managers at Pharmaceutical Unit

30 minutes Presentation and

5 Duties of Pharmaceutical Staff to Clients

Brainstorming

6 25 minutes Presentation Responsibilities of Pharmaceutical Clients

7 05 minutes Presentation Key Points

8 5 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Terms (5 minutes)

Activity: Buzzing (5 minutes)

Ask students to pair and buzz on the following:

• What is pharmaceutical client?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• A role is a responsibility vested to a person by nature of his position.

• Pharmaceutical is a unit dealing with pharmaceutical services

• Pharmaceutical client are all clients served by pharmaceutical service providers.

STEP 3: Roles of a Manager to Pharmaceutical Services (20 minutes)

• The key responsible areas for a director or manager of a pharmacy are as follows:

o Safe and effective drug use control—Are drugs secure, in-date, and available when

needed?

o People—do you have the right people in the right positions?

o Productivity—Are people being used effectively and efficiently?

o Fiscal resources/budget management—Are you spending too much? Too little?

o Compliance—are you practicing consistently with applicable laws, rules, regulations,

standards, and guidelines?

o Vigilance—Do you know what is going on in your area? Learn to manage by walking

around.

• Managing in Pharmacy

o Managers must have a strong commitment to patient care.

o Managers must design systems that achieve comprehensive drug-use control and

appropriate drug therapy outcomes.

o A departmental organizational structure should recognize, empower, and encourage the

growth of practitioners and practice leaders.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

o The department‘s culture must reward innovation, nurture human interaction, and result

in a thoughtful, creative vision.

STEP 4: Roles of Managers at Pharmaceutical Unit (20 minutes)

• Pharmaceutical services need to be planned ahead of time. It is the task of a manager to

plan.

• Resources like medical supplies, financial resources, human resources which render

services at pharmaceutical unit and other resources need to be mobilized from various

suppliers or sources to that particular pharmaceutical unit.

• Pharmaceutical clients‘ needs keep changing from time to time hence managers are

obliged to search product which addresses clients need. If some products are phased out it

is the responsibility of a manager to share that message to team members

• Training staff members on each update so that they can cope with technological and other

emerging changes related to pharmaceutical industry.

• Supervising pharmaceutical service providers and during that process managers will keep

coaching and mentoring their staff at the same time may identify training needs from his

subordinates.

• At the end of the year he should be part of the stock taking team to know the available

staff and their status

• It is the role of a manager to market their pharmaceutical products and services rendered

to their clients.

• Reporting is another role of pharmaceutical manager to higher authorities or stakeholders

to share and exchange information

STEP 5: Roles of Pharmaceutical Staff to Clients (20 minutes)

Activity: Brainstorming (5 minutes)

Ask students to brainstorm on the following question:

• What are the Roles of Pharmaceutical Staff to Clients?

ALLOW few students to respond

WRITE their responses on the flip chart/ board

CLARIFY and SUMMARISE by using the content below

• Abiding with pharmaceutical ethics when providing services to clients

• Providing clear instruction to pharmaceutical clients

• Using friendly language to clients

• Labelling medical staff packed for clients in advance and clarifying to clients.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 6: Responsibilities of Pharmaceutical Clients (20 minutes)

• Receiving services from pharmaceutical service provider

• Abiding with instructions provided by pharmaceutical staff

• Asking pharmaceutical staff to clarify issues which is not clear or familiar with.

• Report back immediately in case of any abnormalities noticed due to use of medical

products or supplies

• Keeping medical supplies given to them by pharmaceutical staff appropriately.

STEP 7 Key Points (5 minutes)

• A role is a task or responsibility of an actor.

• Pharmaceutical unit plays a significant role on pharmaceutical staff and products to

clients

• Managers on the other hand play several roles to pharmaceutical unit like planning,

mobilizing resources, marketing their services and products to clients.

STEP 8: Evaluation (5 minutes)

• What are pharmaceutical services?

• What are the manager‘s roles to pharmaceutical services?

• What is a role of pharmaceutical staff to clients?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

References:

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 7: Management Functions

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define management functions

• List management function performed by pharmaceutical heads

• Describe the relationship between management function and pharmaceutical services

• List three key management functions

• Differentiate Management skills and management roles

• Explain importance of planning and reporting to a manager of the health system.

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Handout 7.1: Management Functions

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

05 minutes Presentation

2 Definition of Management Function

Buzzing

20 minutes Presentation

3 Small Group Management Function

Discussion

30 minutes Presentation Relationship of Management Function

and Pharmaceutical Services

05 minutes Presentation

5 Three Key Management Function

Brainstorming

6 30 minutes Presentation Management Skills and Roles

15 minutes Presentation Importance of Planning and Reporting

to Pharmaceutical Staff.

8 05 minutes Presentation Key Points

9 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Terms (5 minutes)

Activity: Buzzing (5 minutes)

Ask students to pair and buzz on the following:

• What is management function?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• Management function is definition as a set of functions carried out by managers by nature

of their jurisdiction in their respective organizations.

STEP 3: Management Functions (20 minutes)

Activity: Small Group Discussion ( 15 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What are the management functions?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

• Management Functions can be abbreviated by the term PODSCBERS which stand

for:

o Planning

o Organizing

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

o Directing

o Staffing

o Controlling

o Budgeting

o Evaluating

o Reporting

o Supervising

Refer learners to Hand-out 7.1: Management Functions

STEP 4: Relationship of Management Functions with Pharmaceutical

Services (35 minutes)

• Staff serving at pharmaceutical staff is similar to other staff in other areas of service.

• Planning function is necessary to pharmaceutical services. As through planning is where

all needs to be used in pharmaceutical unit will be realised.

• Organizing is vital at pharmaceutical services since all staff and supplies used at

pharmaceutical unit need to be well organized to address client‘s needs

• Staffing as said above at pharmaceutical unit need human resource who will be delivering

services. All issues related to staffing will as well be applied at pharmaceutical unit.

• Controlling as a mechanism for management to monitor people providing services at

pharmaceutical unit and all supplies used should be well controlled for best use.

• Budgeting is a fundamental function in management as through that is where needs

planned above will be converted into monetary terms at pharmaceutical which will reflect

the actual value of money to be used at pharmaceutical unit.

• Evaluating function is very important to pharmaceutical services as the supplies at that

point is very tempting hence need close evaluation from time to time. Not only how they

were being used but need further deep evaluation to know the result realised after being

used in terms of cure.

• Reporting function is a very vital function to management similar to pharmaceutical

services as through that all records experienced will be documented. The report will be

shared with all stakeholders: management, funders, community etc. That will portray the

immerge of the service provided by pharmaceutical unit.

• Supervising function as well needed to be practiced at pharmaceutical services as through

that are where managers can provide support needed and through that managers will build

capacity of staff.

• Generally, all management functions are practiced at pharmaceutical unit or services.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 5: Three Key Management Functions (5 minutes)

Activity: Brainstorming (5 minutes)

Ask students to brainstorm on the following question:

• Three Key Management Functions?

ALLOW few students to respond

WRITE their responses on the flip chart/ board

CLARIFY and SUMMARISE by using the content below

• Informational function

• Interpersonal function and

• Decisional function.

STEP 6: Difference Between Management Skills and Roles (15 Minutes)

• Management skills – is the practice of understanding, developing and deploying people

and their skills to enable a manager perform assigned duties.

o Management skills

o Time management skills

o Communication skills

o Resource management skills

o Problem solving skills

o Interpersonal relationship skills.

• Management roles – Are those roles performed by a manager. For the sake of the learning

the roles are grouped into the following three major roles:

o Interpersonal roles – A manager in deals with people both in the organization like

employees, students, visitors and those who are outside the organization customers,

stakeholders, neighbours, suppliers, etc. He is as well an organization representative

or figure heads who meets with various stakeholders on behalf of the organization.

o Informational role – A manager manages many things information inclusive.

Information management includes collecting information, receiving information,

filtering information and disseminating information to various users.

o Decisional role – On day to day activities managers makes decisions which refer to

entrepreneur of the organization who finds organizational resource, disturbance

handler among staff and clients, resource allocator to users and a negotiator or

representative of the organization.

• Major difference between management skills and roles skills enable managers to perform

their roles better.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 7: Importance of Planning and Reporting to Pharmaceutical Staff

(15 minutes)

• Planning enables pharmacy staff to think ahead on their:

o Identify their requirements

o Merge their total requirements

o Costing their needs in terms of money

o Priority areas to be served

o Identify source of funding

• Reporting on the other hand:

o Assists pharmaceutical staff to document all services rendered to clients and

o Report the magnitude of the resources used time inclusive.

o Reporting clients received services

o Through reporting is where will lead pharmaceutical staff share what happened with

other authorities related to the pharmaceutical plan.

STEP 8: Key Points (5 Minutes)

• Management functions are a set of functions performed by managers at various levels

pharmaceutical inclusive.

• PORDSCBES represents key management functions

• From the above function three key management functions can be identified which are:

Informational, decisional and interpersonal functions.

STEP 9: Evaluation (5 minutes)

• What is a management function?

• What is the relationship between management function and pharmaceutical services?

• What are key three management functions?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Reference

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Cole, G. A (2000) Management Theory and Practice, 6th Edition: Continuum

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Handout 7.1: Management Functions

These five functions are part of classical management theory and are at present important

components in the daily functions of a manager.

Planning

The planning process is designed to help the organization minimize uncertainty in the future.

Planning helps determine future success as well as anticipate potential pitfalls. Planning also

helps to maximize efficiency. When an organization understands where resources, people,

and money are to be deployed, it can make the best use of them to accomplish its goals.

Planning includes considering monthly as well as annual budgets and anticipated profits. This

involves recognizing the potential revenue an organization expects at that point of time and in

the future, as well as expenses associated with current and future operations. Along with the

budgeting process, planning also entails identifying and preparing for the appropriate mix of

staff (pharmacists, technicians, ancillary personnel) and the hours of operation of the current

and future pharmacy.

Amanager engages in several types of planning on a daily basis. First, strategic

planning is the process of charting the course for the organization. This type of planning

considers the strengths and weaknesses of the organization in light of the opportunities and

threats that the organization may face in the future. Typically, strategic planning attempts to

plan three, five, or ten years into the future. Once the overall direction of the organization is

planned through this process, tactical planning — plans that carry out the strategic plan —

occurs. Typically, these plans come in the form of long-term objectives, which are

measurable achievements by which the organization and all its members can benchmark

progress. For example, a retail pharmacy‘s strategic plan may include an initiative to become

a leader in diabetes care within the next three years. To accomplish this plan, long-term

objectives are needed to support the initiative. These objectives could include having all

pharmacist-certified diabetes disease managers, constructing a patient counseling area

supporting patient education, and redesigning the work flow to allow pharmacists to perform

this function. Short-term planning involves planning for activities within the upcoming year

or sooner. Typical short-term objectives include determining hours of operation, marketing

plans, and monthly and annual budgets. The process of planning, in particular strategic

planning, incorporates the steps listed in Table 1.1.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Table 1.1 Steps in the Process of Planning

• Assess the situation.

• Determine the organization‘s

o Strengths.

o Weaknesses.

o Threats.

o Opportunities.

• Review (or develop) the organization‘s mission.

• Determine the vision for the organization.

• Develop objectives in concert with the mission and vision.

• Develop implementation plans through measurable objectives, budgets, schedules, and marketing .

Organizing

Organizing is the second function of a manager. It encompasses assigning responsibilities to

employees and determining how and when things are to be accomplished. One of the primary

organizing functions is to determine the organizational chart.

Directing

One of the most important functions of a manager is directing — leading, delegating, and

motivating employees to accomplish their jobs. This function relies primarily on the

interpersonal skills of a manager because directing involves dealing with people. Further, this

function includes recruiting and retaining employees. How a manager interacts with

employees, or prospective employees, sets the tone for the culture of an organization. Related

to this is the concept of power within an organization. Various organizational structures lend

themselves to granting more or less authority to an individual manager, but how the manager

uses that power is key in directing employees to carry out job responsibilities.

Coordinating

Synchronizing activities is the hallmark of coordination. Within a department, many

functions take place simultaneously or in sequence to accomplish an objective. The function

of the manager in this respect is to bring these activities together in an efficient and effective

manner to produce the desired output. Coordinating activities include corrective actions, in

which adjustments to a process need to be made to bring about the outcome; preventative

actions, which prevent problems from occurring; and promotive actions, in which

relationships are developed within and among departments and personnel.

A key aspect of the coordinating function is managing conflict. Conflict arises on a

daily basis in organizations. Not all conflict is bad. At times, conflict is a means of

identifying problems and presents an opportunity to improve. However, poorly managed

conflict can have serious consequences for employee morale and customer satisfaction. One

way to manage conflict is using teams or committees to identify and resolve problems

between an organization‘s units.

Controlling

The controlling function of a manager is regulatory in nature, by which the manager assures

that the functions of the department are progressing in accordance with predefined plans. The

manager reviews the plans developed, determines the performance measures needed to assure

progress toward the goal, compares the results of these measures with the standards set in the

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

plans, and attempts to make adjustments, through one of the other functions, to ensure

congruency with the desired outcome.

The idea of management control can be considered in a variety of settings.For

example, the manager compares the actual performance of a system to the planned

performance, and if there is a mismatch takes corrective action so that the actual performance

meets the planned performance. Depending on what the manager wants to control, a variety

of control devices can be used, such as budget reports, performance appraisals, or opinion

polls. These varied devices provide a measure of performance — profits or expenses through

budget reports; productivity of workers through performance appraisals; and consumer

satisfaction through opinion polls.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 8: Principles of Management

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define management principles

• Enumerate fourteen principles by Henry Fayol

• Describe relationship between fourteen principles by Henry Fayol in pharmaceutical

services

• List advantages of management principles to our current work

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

15 minutes Presentation

2 Defining Terms

Brainstorming

3 20 minutes Presentation Fourteen Management Principles

30 minutes Presentation

Relationship Between Fourteen Principles by

4 Small Group

Henry Fayol

Discussion

30 minutes Presentation Management Styles in Relation to

Pharmaceutical Services

20 minutes Presentation Advantages of Management Principles to our

Current Work

7 05 minutes Presentation Key Points

8 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Management Principles (5 minutes)

Activity: Brainstorming (5 minutes)

Ask students to brainstorm on the following question:

• What are the management principles?

ALLOW few students to respond

WRITE their responses on the flip chart/ board

CLARIFY and SUMMARISE by using the content below

• Management principles are those philosophies or ideologies which were laid down by

management founders like Henry Fayol which to date are still very useful to all

management perspective pharmaceutical services inclusive.

STEP 3: Fourteen Management Principles by Henry Fayol (20 minutes)

• Division of Work

• Authority and Responsibility

• Discipline

• Unity of Command

• Unity of Direction

• Subordination of Individual Interest

• Remuneration

• The Degree of Centralization

• Scalar Chain

• Order

• Equity

• Stability of Tenure of Personnel

• Initiative

• Esprit de Corps

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 4: Relationship Between Management Principles and

Pharmaceutical Services (40 minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What is the relationship between management principles and pharmaceutical

services?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

• Division of work – To date in pharmaceutical services work is divides to different actors

either in line with specialties or to share workload to increase productivity.

• Authority and Responsibility – At pharmaceutical unit staff are appointed and charged

with authority and responsibilities to perform. The two should commensurate to enable an

actor to perform.

• Discipline – This principle refers on obedience of subordinates which smoothen working

environment. The principle is as well applied to pharmaceutical staff.

• Unity of Command – At pharmaceutical unit each staff is supposed to receive order from

one unit boss similar to other organizations.

• Unity of Direction – A unit has one objective regardless of different activities or

functions. However, all will be focusing on one meeting unit objective which finally

addressed common organization objectives. This applies to pharmaceutical unit.

• Subordination of Individual Interest – Staff at pharmaceutical unit similar to other

organizational staff their personal interest should be subordinate to organizational

interest.

• Remuneration – Motivation is very fundamental to all staff at work place pharmaceutical

staff inclusive.

• The Degree of Centralization – That refers to decision making sharing following from to

to lower level. Top levels (executives) make decision and lower level implement.

Delegation of that power to lower level is decentralization. It is applicable to

pharmaceutical services as well.

• Scalar Chain – Is a flow of power from top to down forming a structure. The head of

institution is one while followers are many. This applies to in pharmaceutical services.

• Order – Staff at working environment should have accessed resources to work well in

organization pharmaceutical staff the same.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• Equity – Equal and fair treatment should be practiced to all staff in organization

pharmaceutical staff same to give them room to perform.

• Stability of Tenure of Personnel – This function refers deployment and managing human

personnel. At pharmaceutical unit staff are hired and managed similar to other staff.

• Initiative – The function encourages involvement and creativity to add value for the

company. Even at pharmaceutical services new ideas are encouraged.

• Esprit de Corps – The function encourages mutual trust and cooperating among actors. In

other words, team work. At pharmaceutical unit cooperation as well is vital for

productivity.

STEP 6: Advantages of Management Principles in Favour of

Pharmaceutical Services (20 minutes)

• All fourteen management principles are useful to all management of pharmaceutical

services

• The principles guide leaders of pharmaceutical plan services, remunerate staff, making

decision, divide work among pharmaceutical staff, treating staff equally, etc.

• The principles assist in maintaining disciplines and levels of actors at pharmaceutical

services.

STEP 7: Key Points (05 minutes)

• Management principles are those philosophies or ideologies which were laid down by

management founders like Henry Fayol.

• Fourteen management principles are useful to pharmaceutical services as they guide

managers at those levels to apply them accordingly to address pharmaceutical services.

• The principles show levels of hierarchy at pharmaceutical unit similar to other

organization levels.

STEP 8: Evaluation (5 minutes)

• What are fourteen management principles by Henry Fayol?

• What are the advantages of management principles in the pharmaceutical services?

• What is the relationship between principles of management and motivation in

pharmaceutical services?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 9: Planning Concepts

Total Session Time: 120 minutes

Learning Tasks

By the end of this session students are expected to be able to:

• Define Planning

• Explain planning concepts

• List importance of planning

• Enumerate steps observed during planning process in your organization

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

20 minutes Presentation

2 Definition of Terms

Buzzing

3 10 minutes Presentation Explanation of Planning Concept

30 minutes Presentation /

4 Small Group Importance of Planning

Discussion

5 20 minutes Method Y Steps of Planning

6 25 minutes Presentation Describe Planning Steps

7 05 minutes Presentation Key Points

8 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Terms (20 minutes)

Activity: Buzzing (5 minutes)

Ask students to pair in two and buzz for 3 minutes on the following

• What is planning?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• Planning is a process of thinking in advance what activities required to achieve set

objective, who will perform them, what resources to be used, when to be done and how

are the results to be known. Or

• Planning is forecasting by identifying level you are, where you what you want to achieve,

what means will you use to achieve your goal (Resources) and how will you know you

have achieved your goal. or

• Planning is the process of thinking about and organizing the activities required to achieve

a desired goal.

• Planning is an important property of intellectual behavior leading a planner to think

beyond the surrounding wall or darkness and see light beyond.

STEP 3: Planning Concept (10 minutes)

• Planning concepts are those ideas used by planners to address challenges surrounding

them in their working or living environment.

• The concepts may be of theories, models, or key ideas which when applied they end up

producing positive results.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 4: Importance of Planning (30 minutes)

Activity: Small Group Discussion ( 15 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What is the importance of planning to pharmaceutical services?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

• It gives room to assess existing situation at pharmaceutical that given time or identifying

the surrounding challenges

• Planning leads a planner to iron out how to address the identified challenges

• Through planning a planner will know in advance what resources to be used to address

the identified challenges at pharmaceutical. (Human, money, etc.)

• Through planning a planner will foretell time to do the tasks planned

• Planning guides a planner in advance know how to evaluate progress in implementing his

schedule.

STEP 5: Stages Observed During Planning (20 minutes)

• Situational analysis – Assessing the general status of the organization

• Develop objectives and develop tasks to meet those objectives (Setting priorities)

• Determine resources needed to implement tasks (Budgeting)

• Create a timeline benchmarking key areas to guide the monitoring and evaluation

• (Implementation)

• Determine tracking and assessment method. (Monitoring and Evaluation)

STEP 6: Steps Involved in Planning (25 minutes)

• Situational Analysis is the assessment of the current situation of an Institution where

the institution looks seriously at itself as well as outside environment.

Critically you assess the population characteristics like demographic information,

religious, educational and culture, Infrastructures like Geographical, infrastructure, socio

economic situation, public and private sector structurer, Overall National policies,

existing Health policies and political context and Health needs – Medical professional

perceived health needs and community health needs. Services provided by and plan of the

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Non Health Sector, Resources available, Efficiency, effectiveness, equity and quality of

current services.

• Priority setting – It is an important stage of setting priorities as per needs vs. competing

limited resources. At this stage interventions or possible solutions to address the

identified problems and determining resource allocation, action plan and budgeting

should be properly indicated.

• Budgeting and Fund allocation – At this stage interventions or possible solutions to

address the identified problems and resource to be used are costed, action plan are put in

place and allocation of the budget are done ready for implementation.

• Implementation Is the stage whereby all identified solutions to the problems identified are

put into practice by using the available resources.

• Monitoring & Evaluation

o Monitoring – Is an assessment of activities done in line with inputs used versus

output realized in a particular given time for further action. Monitoring is carried

out throughout the task or process at all levels.

o Evaluation – Is the final stage of the planning step. Evaluation can be formative

during the implementation or summative at the final stage of implementation

Fig.9.1 Planning steps (Cycle)

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 6: Key Points (5 minutes)

• Planning is forecasting

• Planning steps are those key steps to be followed during planning process namely:

• Planning is important to pharmaceutical services as it enables them to think ahead of their

services.

STEP 7: Evaluation (5 minutes)

• What is planning?

• What is planning process?

• What is the importance of planning in the pharmaceutical services?

• What are steps of planning in pharmaceutical services?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 10: Participatory Planning Concept in Provision of

Health Care Services

Total Session Time: 120 minutes

Learning Tasks

By the end of this session students are expected to be able to:

• Define participatory planning

• List partners involved in planning in pharmaceutical services at your health facility

• Describe importance of participatory planning in provision of health care services

• Explain principles observed when planning pharmaceutical services

• Enumerate roles of planning team leader.

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Objectives

05 minutes Presentation

2 Participatory Planning

Buzzing

20 minutes Presentation Partners Involved in Planning in

Brainstorming Pharmaceutical Services

Presentation

4 30 minutes Small group Importance of Participatory Planning

Discussion

30 minutes Presentation Principles of Planning in Pharmaceutical

Services

6 20 minutes Presentation Roles of Planning Team Leader in Planning

7 05 minutes Presentation Key Points

8 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Participatory Planning (5 minutes)

Activity: Buzzing (5minutes)

Ask students to pair in two and buzz on the following

• What is participatory planning?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

Definition of participatory planning

• Participatory planning is a type of planning which is involving all key partners or players.

• Is a planning which not one planner involved in the planning process of a given entity or

organization.

• Partners ranges from a person, organization, professional bodies, funders, etc. who share

same interest and collaborate together to address the existing situation.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 3: Partners Involved in Planning in Pharmaceutical Services (20

minutes)

Activity: Brainstorming (5 minutes)

Ask students to brainstorm on the following question:

• Who is the planning partners working with your pharmaceutical unit?

ALLOW few students to respond

WRITE their responses on the flip chart/ board

CLARIFY and SUMMARISE by using the content belowCLARIFY and SUMMARISE

by using the content below

• Partners involved in planning in pharmaceutical unit.

• The involvement will be determined with the planners‘ choice and need.

• The possible partners are:

o Management team within same organization

o Pharmaceutical firms with and outside the environment

o Council authorities

o Neighbors

o Pharmaceutical industries

o Business firms

o Ministry of Health, Community Development, Gender, Elderly and Children etc.

STEP 4: Importance of Participatory Planning (30 minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What is the Importance of participatory planning?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

Importance of participatory planning

• Participatory planning is shared planning of different actors.

• It gives room of sharing expertise of know how resulting to good plan

• It minimizes errors in the plan

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• It involves a range of ideas hence portrays sense of ownership

• During implementation resistance is very minimal

• Widen range of know how about the planning process

STEP 5: Principles Observed when Planning Pharmaceutical Services (30

minutes)

• To abide with pharmaceutical professional ethics

• Focus to public interest or consumers interest

• Involvement of reasonable stakeholders

• Sharing non-confidential information to various levels

STEP 6: Roles of Planning Team Leader in Planning (30 minutes)

• Planning team leader leads group individuals of the planning team for the purpose of

achieving a key result or group of aligned results.

• Provides guidance during planning process

• Provides instruction when needed

• Directs planning team members

• Monitors the quantitative and qualitative achievements of the team

• Reports results to a management

• Often works within the team, as a member, carrying out the same roles but with the

additional leadership responsibilities

• Motivate the team to use their knowledge and skills to achieve the shared goals.

• Applies his capability and expertise to influence performance within a planning team

STEP 7: Key Points (5 minutes)

• Planning is a process of thinking in advance about your current situation to identify your

existing challenges, where you want to go, how will you go and how will you know that

you are there.

• Participatory planning is process of planning by involving key stakeholders sharing same

interest with your unit

• Through planning is where you can think across the wall leading you to address the

impossible to be the possible ones.

STEP 8: Evaluation (5 minutes)

• What is planning?

• What is participatory planning?

• Who are planning team of pharmaceutical services?

• What are the advantages of participatory planning in pharmaceutical services?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 11: Health Care Team

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define a team in the context of pharmaceutical

• List types of teams

• Explain steps in team formation

• Enumerate advantages of teams

• Describer disadvantages of a team

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

05 minutes Presentation

2 Definition of Health Care Team

Buzzing

3 10 minutes Presentation Types of Teams

30 minutes Presentation

4 Small Group Steps Involved in Team Formation

Discussion

30 minutes Presentation

5 Advantages of Teams

Brainstorming

6. 30 minutes Presentation Shortcoming of Teams

7 05 minutes Presentation Key Points

8 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Team (5 minutes)

Activity: Buzzing (5 minutes)

Ask students to pair and buzz in 3 minutes on the following:

• What is pharmaceutical team?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• A team is a group of people working together to attain set goal

• Pharmaceutical team is a team formed by pharmaceutical staff to address pharmaceutical

established objective

• Health care team is a composition of various staff working in the health sector of various

disciplines to address set health goal.

STEP 3: Types of Teams (5 minutes)

• Working Teams are teams that are basic to any organization. Example pharmaceutical

team, academic team, football team etc.

• Special Purpose Teams. Special purpose teams are teams that are formed to fulfil a

special assignment like evaluation, consultancy, research, etc.

• Multi-functional Teams. These teams consist of members formed from different areas of

expertise sharing tasks.

• Self-Directed Teams. Self-Directed Teams do not have a clear leader. Members define the

division of labor, responsibilities and the distribution of tasks sometimes no need of

having a team leader.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 4: Steps in Team Formation (30 minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What are the steps involved in team formation?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

Bruce Tuckman developed a Tuckman Model in the mid-1960s commonly referred as

Tuckman framework for team development there are five steps in team formation or

development:

• Forming – Is an early stage which expresses feelings like excitement, Eagerness,

Curiosity, where members will keep asking questions and create structure, goals,

direction, roles of the team. Is a stage of build trust among team members.

• Storming – Is a stage of frustration as no trust to each other every one studying on his

fellows, challenging each other‘s ideas.

• Norming – Is a stage where members know each other build trust, agree on goals work

and measure results.

• Performing – Is a stage where members will gain satisfaction and confidence on each

other and focus on task accomplishment.

• Transformation – Is a stage where some member leaves the team for a number of reasons

like retirement, transfer etc. The performance at that stage may be reduced but after a

while they will be proud of their achievement.

STEP 5: Advantages of Teams (30 minutes)

Activity: Brainstorming (5 minutes)

Ask students to brainstorm on the following question:

• What are advantages of teams?

ALLOW few students to respond?

WRITE their responses on the flip chart/ board

CLARIFY and SUMMARISE by using the content below

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• Shared responsibility among different actors

• Motivates each other leading to achieving the goal

• Facilitates learning process through others

• Allows other actors to share workload (delegate) to give room for others do other tasks.

• Work done by a team creates sense of ownership at the as it is a team achievement rather

than individual achievement.

• Proactive Approach which means involvement of various actors leads to gain experience

from the more experienced ones especially when involve practical assignments.

• Skill development through complementarity from skilled member to less skilled member.

STEP 6: Shortcomings of Teams (30 minutes)

• Time consuming due to misunderstandings or unnecessary jokes during the process of

performing assigned tasks

• Can lead to some actors feel uncomfortable in case end result is not positive

• Confusing if no trust or others are trouble makers.

• Causes conflict among members during the process when things are not going right as

expected

• May require change due to a number of factors like when some members are transferred,

retire or causes unnecessary troubles to other team members.

STEP 7: Key Points (5 minutes)

• Team is a group of people working together to achieve a set goal.

• Pharmaceutical team is a team formed by pharmaceutical members

• Teams have benefits of increasing productivity and supplement learning process from

each other.

• Teams as well may have disadvantages like time wastage, frustration, conflict among

team members, etc.

STEP 8: Evaluation (5 minutes)

• What is pharmaceutical team?

• What are the types of teams?

• What are the advantages of teams?

• What are disadvantages of a team?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 12: The Role of Pharmaceutical Personnel in

Health Care Teams

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define the terms pharmaceutical personnel and health care teams

• Describe roles of pharmaceutical personnel in health care services

• Explain the relationship between pharmaceutical personnel and other health personnel in

the service delivery

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

05 minutes Presentation Definition of Pharmaceutical Personnel,

Buzzing Health Care, Health Care Teams

40 minutes Presentation

3 Small Group Roles of Pharmaceutical Staff

Discussion

40 minutes Presentation Relationship between Pharmaceutical

Brainstorming Personnel and Other Health Personnel

5 20 minutes Presentation Roles of Pharmaceutical Leaders

6 05 minutes Presentation Key Points

7 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Pharmaceutical Personnel (5 minutes)

Activity: Buzzing (5 minutes)

Ask students to pair in two and buzz on the following:

• What is a pharmaceutical personnel?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• Pharmaceutical personnel are all staff working in pharmaceutical unit or area.

• Health care is health services provided to health customers or consumers.

• Health care teams are all heath care teams providing health services to health service

clients.

STEP 3: Roles of Pharmaceutical Staff in Pharmaceutical Management

Team (30 minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What are roles of pharmaceutical staff in pharmaceutical management team?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• Production of pharmaceutical products depending on the level of production

• Validation by assessing and documenting all equipment and processes to ensure that an

action will be taken.

• Quality Assurance – monitor the processes and procedures to ensure set standards are

met.

• Quality Control – provide testing and checks throughout the service process to maintain

standards.

• Regulatory Affairs – deal with the applications and paperwork surrounding regulations so

that products will be used as per the set regulations.

• Operations – ensures the continuous functioning of the pharmaceutical unit as laid down

work distribution.

• Research & Development – This will depend on the level of the pharmaceutical unit as at

lower level they may conduct operational research on medicines or product supplied to

clients. But at higher level in labs they may identify molecules that could be used in

medications, or on current medications to improve the products.

• Other – includes areas of supply chain, Logistics, Marketing, HR, Warehouse, Finance,

etc.

STEP 4: The Relationship Between Pharmaceutical Personnel and Other

Health Personnel (40 minutes)

Activity: Brainstorming (5 minutes)

Ask students to brainstorm on the following question:

• What is the relationship between pharmaceutical personnel and other health

personnel?

ALLOW few students to respond?

WRITE their responses on the flip chart/ board

CLARIFY and SUMMARISE by using the content below

• All serve same health clients

• All are under one major set of health team

• All depend on each other example a doctor will attend a client, demand medical tests

from lab, radiology, etc. before concluding what type of medicine to be given to a patient.

Later will recommend medicine to be finally given by a pharmaceutical staff.

STEP 5: Roles of Pharmaceutical Leaders (20 minutes)

• Leading the process of planning pharmaceutical services

• Leading group members at pharmaceutical units

• Linking pharmaceutical staff with other health units‘ staff

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• Representing pharmaceutical interest in respective organization departmental meeting

• Training and guiding their followers

• Writing pharmaceutical reports

STEP 6: Key Points (5 minutes)

• Pharmaceutical personnel are all staff working at pharmaceutical unit.

• Pharmaceutical staff or personnel depend on other health staff as their service

complement each other

• Pharmaceutical staff plays a significant role in health care system.

STEP 7: Evaluation (5 minutes)

• What is a pharmaceutical personnel?

• What are the roles of pharmaceutical staff in the health care system?

• What is the relationship between pharmaceutical staff and other health staff?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 13: Organization

Total Session Time: 120 minutes + Assignment

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define organization

• List types of organization

• Explain organizational culture and designs

• Explain the importance of organizational culture to organization performance

• Describe key features of an organization.

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

05 minutes Presentation Definition of Organization, Structure and

Buzzing Organization Culture

05 minutes Presentation &

3 Types of Organization

Buzzing

4 15 minutes Presentation Description of Types of Organizations

35 minutes Presentation

5 Small Group Organization Culture and designs

Discussion

20 minutes Presentation Explain the importance of Organization

Culture to Organization Performance

25 minutes Presentation

7 Key Features of an Organization

Brainstorming

8 05 minutes Presentation Key Points

9 05 minutes Presentation Evaluation

10 05 minutes Presentation Take home assignment

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Terms (5 minutes)

Activity: Buzzing (3 minutes)

Ask students to pair in two and buzz on the following:

• What is organization?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• Organizations come in a variety of shapes and sizes. Many are organized according to

specialty, others by matter of convenience. The manner in which organizations are put

together clearly affects how they function

• An organization is a group of individuals structured in such a way to work together to

achieve common goals.

• The organizing function is designed to make the best use, in terms of efficiency and

effectiveness, of the organization's resources to achieve these common goals.

• Organization culture is the way things are done in an organization similar to culture in

certain community.

Figure: 1.1 A typical organizational chart.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 3: Types of Organization (5 minutes)

Activity: Buzzing (3 minutes)

Ask students to pair in two and enumerate

• What are the types of Organizations?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• Formal organization are the type of organization created legally with registration number

• Informal organization is the type which is not created legally.

STEP 4: Description of Types of Organization (15 minutes)

• Formal organization is an organization which is legally been established by law. It exists

legitimately.

o Example an institution with registration number by a recognized authority eg.

NACTE, Registrar of Association etc.

• Informal organization are those organizations exists informally not recognized legally by

legal system. They do emerge spontaneously due to sharing interest like sports, gender,

age or professional interests.

• The informal organization can supply the much-needed social interaction and human

contact to perform work efficiently and effectively

STEP 5: Organization Culture and Designs (25 minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What is Organisation Culture? Give example

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• Organizational culture is the belief and behavior that determine how an organization‘s

employees and management interact and handle outside transactions.

• Organizational culture represents an organization's hopes, capabilities, attitude, and

morals that hold it together, and is expressed in its self-respect, inner workings,

connections with the outside world, and future expectations. Or

• Organization culture shows or tell ways:

o the organization carries its business, handles their staff, clients and the community in

general

o Involvement in decision making and freedom of individual expression

o Power sharing within organizational hierarchy

o Commitment of staff towards organizational objective

o Favour or discourage external inputs hence it has a relationship with organizational

growth.

ORGANIZATION DESIGNS

• One of the first steps in designing an organization is to determine which jobs belong in

which department. This process, called job classification, allows one to determine the

similarities and differences and allows jobs to be organized into larger segments, such as

departments. Creating these departments allows for individuals to be grouped into

manageable units. There are at least four methods to group work activities:

o Departmentalization by function organizes jobs by the functions to be per-

formed. For example, in a hospital, the department of pharmacy is created to

maintain all medication-related functions for the hospital.

o Departmentalization by product organizes all functions needed to make and

market a particular product under one person. For example, in the phar-

maceutical industry, the brand manager for a product is in charge of the

marketing, research, and development functions related to the product.

o Departmentalization by geographical regions groups jobs on the basis of

territory or geography. For example, a pharmaceutical company may have its

sales force organized regionally, into the northeast, southeast, Midwest,

southwest, and northwest. This creates jobs such as regional manager for

cardiovascular products.

o Departmentalization by customer groups jobs on the basis of type of customer. In

pharmacy, home-care or long-term-care patients represent this type of

departmentalization. Within this customer segment, the trend is to use cross-

functional teams, which allow various group members chosen from different

functions to work together to interdependently provide a service.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 6: Explain the Importance of Organization Culture to Organization

Performance (25 minutes)

• The importance of developing a department of pharmacy culture explicitly, rather than by

default, cannot be underestimated.

• An ideal departmental culture;

o promotes productivity and employee happiness;

o increases longevity of employment (employees want to continue working there);

o increases cooperation, communication, and teamwork among employees;

o Allows employees to take pride in their work; and instills the desire to achieve

more.

STEP 7: Key Features of an Organization (30 minutes)

Activity: Brainstorming (5 minutes)

Ask students to brainstorm on the following question:

• What are the key features of an organization?

ALLOW few students to respond

WRITE their responses on the flip chart/ board

CLARIFY and SUMMARISE by using the content below

• There are many features written by different authors. For this context the author is

focusing on the following five key features:

o Clarity of vision to all organizational members and organized leadership.

o Clear tasks and accountability to all actors.

o Well established and implemented motivation system without bias

o Effective internal support to various actors and

o Implementing high set standards to achieve organizational goal.

STEP 8: Key Points (5 minute)

• Organization is a collectivity of people working together to achieve set objective

• Organizational structure is a diagrammatic representation of various units of an

organization.

• Organizational culture is ways organization perform its work like sharing responsibilities,

information, motivating staff, involving stakeholders, etc.to meet its objective.

• Positive organizational culture has a relationship with its growth and vice versa.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 9: Evaluation (5 minute)

• What is an organization?

• What are three key components in an organization?

• What is organizational culture?

STEP 10: Assignment (5 minutes)

Activity: Take home Assignment (1hour)

DIVIDE learners into small manageable groups

ASK the learner to work on the following assignment

• Explain four methods used to group work activities in an organization

ALLOW learners to answer the question for 50 minutes

REFER learners to recommended references

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 14: Organizations Structures

Total Session Time: 120 minutes + 120 minutes assignment

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define organization structure

• List types of organization structures

• Describe organizational structure

• List advantages of organizational structures

• Enumerate principles to be observed when forming organization departments.

• State issues shown in organization charts

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

2 05 minutes Presentation Organizational Structure

10 minutes Presentation

3 Types of Organization Structures

Buzzing

30 minutes Presentation

4 Small group Organizational Structure Description

Discussion

5 15 minutes Presentation Advantages of Organizational Structure

20 minutes Presentation Principles to be Observed when Forming

Organizational Departments

7 20 minutes Presentation Organization Charts Issues

8 05 minutes Presentation Key Points

9 05 minutes Presentation Evaluation

10 05 minutes Presentation Take home assignment

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of the Term Organization Structure (5 minutes)

• Organizational structure is the layout of organization summing up key units and position

in the organization. Or

• Is a diagrammatic presentation of key organizational departments and units with title of

position holders.

• Organizational structure is network or diagrammatic representation of various

organization units. The network shows:

o Positions represented in boxes

o Networked by straight lines and dotted lines

o Hierarchy shape top position is one while subordinates at the base are many

STEP 3: Types of Organization Structures (5 minutes)

Activity: Buzzing (10 minutes)

Ask students to work in group of 4 on the following

• What are the types of organization structures?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• There two structure type of organization; The mechanistic organization and Organic

structures

o Mechanistic organizations

 Have many rules and procedures, well-defined tasks, and a clear hierarchy of

authority.

 Often contains multiple levels within the hierarchy which creating a ―tall‖

organizational structure.

 The benefits of this type of organization are clear delineation of tasks, centralized

decision making, and potential for a career ladder by which employees can

progress and be promoted

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

 On the other hand the multiple layers seen in bureaucracies, coupled with

centralized decision making, make this model slow to adapt to change.

 Another form of mechanistic organization is the matrix organization. A matrix

organization has a dual authority system. Employees are organized along both

functional (project) and departmental lines

Figure 14.1 the Hospital as a matrix organization

Source: Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2 nd edition,

• Organic organizations

o Organic structures are more flexible and more adaptable.

o Organic organizations use participative management as a style and are often less

concerned with a clearly defined structure.

o Organic organizations are typically flat, with only one or two levels of

management. Flat organizations emphasize a decentralized approach to decision

making and encourage employee involvement in decisions.

STEP 4: Organizational Structure (30 minutes)

Activity: Small Group Discussion ( 30 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What is Organizational Structure?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• Organization structure is the pattern or network of relationship between various positions

or orders in the organization

• Designing organization structure is creating units with close relationship functions to be

grouped under one unit with similarities of function like administration and finance,

pharmaceutical, medical, nursing etc.

• The structure finally forms a hierarchy which the head of institution is one keeps

arranging level by level ending with many subordinates forming a pyramid structure.

• In other words, an organization structure is as well called organogram which is a

diagrammatic representation of various departments, units or sections exists in the

organization.

• Boxes in the structure represent positions while straight lines represent authority

relationship and dotted lines represent staff relationships.

STEP 5: Advantages of Organizational Structure (10 minutes)

• Assist showing authority flow arrangement from top to down

• Useful during orientation to new staff as it can show the department and if possible the

section where the new staff will be located or working

• Assists managers or institutional heads during debriefing of official visitors

• Useful during organizational restructuring where one unit may be combine or separated

with the other one

• In case of persistence of complaints or conflict in one unit or departments it assists

management to address.

STEP 6: Principles to be Observed when Forming Organizational

Departments (25 minutes)

• Similarities of functions; may be grouped into one department or unit and headed by one

actor

• Functions which might cause overlapping of responsibilities among actors

• Massiveness of actors in one unit which differs and causes wasting time waiting decision

from one head

• Uniqueness of activities regardless of few staff in that particular unit still they may form a

department or a unit.

STEP 7: Issues Shown in Organization Charts (20 minutes)

• Layout of the structure from top to down

• Positions arrangement flowing from top to down meaning

• Authority flow from head to subordinates

• Line relationship presented by straight lines which represents decision makers

• Staff relationship presented by dotted lines representing staff who play a role of advisory

to the decision makers

• Departments or unit arrangement in the entire organization chart

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 8: Key Points (5 minutes)

• Organization structure is a flow pattern of arrangements of position between heads and

subordinates

• Types of organization structures are tall structure and flat structure

• Organizational structures are useful to management and staff for many reasons.

• During forming structures similarities of functions, functions leads to conflicts,

uniqueness of functions and hugeness of the unit with some differences leads to forms of

departmentation.

• Some issues are shown in organization charts like position arrangement, line and staff

relationship and

• Other issues are not shown in organization charts like department with more influence,

things which are not happening as per structure, experiences among actors, etc.

STEP 9: Evaluation (5 minutes)

• What is organizational structure?

• What are the types of organization structures?

• What are things which are shown in organizational structure?

• What is the importance of organizational structure?

STEP 10: Assignment (5 minutes)

Activity: Take home Assignment (1hour)

DIVIDE learners into small manageable groups

ASK the learner to work on the following assignment

• Design and draw organization chart with pharmacy unit

ALLOW learners to answer the question for 50 minutes

REFER learners to recommended references

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 15: System Theory of Organization to the Health

System

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define a term system

• Explain the system theory of organization

• List importance of system theory to our modern health working environment

• Describe the similarities of a health system to the ordinary social system

• List components of a social system

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Handout 15.1: CEDHA social system

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

2 05 minutes Presentation Definition of a System and Social System

25 minutes Presentation and

3 The System Theory of Organization

buzzing

4 30 minutes Presentation Components of a Social System

5 05 minutes Presentation Types of Systems

10 minutes Presentation Importance of System Theory to our Modern

Health Social Working System

30 minutes Presentation

The Similarities of Health System and

7 Small Group

Ordinary Social System

Discussion

8 05 minutes Presentation Key Points

9 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of System and Social System (5 minutes)

• System is a series of parts which are interrelated and interdependent which interact to

make a complete unit.

• A social system is a society related system like health organization which among of the

key component is human resource.

STEP 3: The System Theory of Organization (25 minutes)

Activity: Buzzing (5 minutes)

Ask students to pair in two and buzz on the following

• What is system theory of organization?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• The system theory led to what many people call systems thinking. It has major concepts

of organizational systems theory as follows: – Inputs, processes, outputs, Boundaries and

Environment – Interdependence & Interrelated.

• It was developed by a famous Biologist Tudwig von Bertalariffy (1901 -1972).

• Since in a system all units are interrelated hence a change in one part has a link with the

rest of the parts.

• That implies in the health system, a change in pharmaceutical unit has a direct link with

the entire health system.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 4: Components of a Social System (30 minutes)

• Inputs are all resources such as labour, information, energy, water, materials etc. inputs

come to the system in different forms from different environment or market.

• Processes represent way of converting or changing resources into products or completed

services.

• Outputs are the function of Inputs and Process hence results into complete product or

services.

• Feedback is a message from users of output that provide real perception on it to different

users may be at internal system of from external environment about the product. It is a

way of evaluation on the product.

• Boundaries are the limit between one system and subsystem with others not necessarily

boundaries like on the map but rather may be limitation in terms of authority justification.

and

• Environment – The surrounding that encircles or found between one system boundary and

others.

Subsystems

• These are the parts of a system as all subsystems in a system, constitute the total system;

and are distinguished by boundaries.

• Departments like Pharmaceutical, Administration, and Medical are examples of a

subsystem of a health system.

STEP 5: Types of Organization System (5 minutes)

• Open system which allows interactions

• Closed system which limits interactions.

STEP 6: Importance of System Theory to our Modern Health Social

Working System (10 minutes)

• The theory advocates respect to each unit however small it is; it has a significant

contribution to the entire system. Or

• Synergy or team work increases organization productivity

• Involvement in planning and decision making reduces conflicts in organization

• Pharmaceutical as a unit in the health system by being respected by this theory is a

motivating factor to pharmaceutical team.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 7: The Similarities of Health System and Ordinary Social System (30

minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What are the similarities of health system and ordinary social system?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

• All systems have the same components like:

o inputs

o process

o output

o feedback

o boundary

o environment

• All systems have human resource components which perform the process or is a master of

all resources

• Interaction facilitates achievements of its set goal.

REFER Students to Handout 15.1: CEDHA Social System

STEP 8: Key points (5 minutes)

• A system is a series of interrelated and interdependent parts which interact to forma

whole

• The system theory has significantly contributed to motivate every unit in an organization

and it has improved managers thinking about each individual contribution pharmaceutical

staff inclusive.

• External environment has a role to the internal success as it has an influence.

• There are two types of systems open and closed system

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 9: Evaluation (5 minutes)

• What is a system?

• What are system components?

• What are the types of systems?

• What is the importance of system theory to pharmaceutical service?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Handout 15.1 CEDHA Social System

CEDHA Social System

INPUTS PROCESS OUTPUTS

(Internal) – Technology – Granduands

(External) – Teaching – Printed

– Students – Research materials

– Examination – Services

– Books

– Accommodation – Written

– Funds etc – Catering Services dissertation

CEDHA System (Institute)

Feedback Users

ENVIRONME

NT

Internal External

System Boundary

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 16: Organization Behaviour in Relation to

Workplace

Total Session Time: 120 minutes

Learning Tasks

By the end of this session students are expected to be able to:

• Define workplace

• Describe relationship between organization and working environment

• List organization behaviours which motivate staff

• Explain organizational behaviours which demotivate staff

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Objectives

05 minutes Definition of Work, Space, and Work

2 Presentation

Environment

30 minutes Presentation Relationship Between Organization and

Buzzing Working Environment

4 15 minutes Presentation Organization Behavious Which Motivate Staff

30 minutes Presentation

Organization Behavior which Demotivate

5 Small Group

Staff

Discussion

25 minutes Presentation The Relationship between Working

Environment with Pharmaceutical Services

7 05 minutes Presentation Key Points

8 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Terms Work, Space and Work Environment (5

minutes)

• Work is an action involving mental and physical effort done in order to achieve intended

result.

• Space is an area where services are provided.

• The definition will differ from nature of service provided like pharmaceutical space,

labour space, consultation room, running truck, air space etc.

• Work environment is all area with sporting facilities used by staff for serving clients.

STEP 3:Relationship Between Organization And Working Environment

(30 minutes)

Activity: Buzzing (5 minutes)

Ask students to pair in 2 and buzz on

• What is the relationship between organization and working environment?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• An organization as an entity formed by people having a common goal to be fulfilled

through interaction of various actors is supposed to create good working environment to

its staff so that they provide intended services

• Working facilities should be updated from time to time to enable workers enjoy their jobs

• Hygiene of working environment should be improved to safeguard health of workers in

each organization

• Security gargets and general security in working environment should be reinforced to

ensure safety of workers in organizations.

• Better working environment has a direct relationship with organizational productivity.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

STEP 4: Organization Behaviours which Motivate Staff (15 minutes)

• Clear organizational objectives

• Well job distribution among different actors

• Organized and fair motivational system

• Open evaluation system

• Adherence to organogram in operation and reporting

• Clear information sharing system among different actors

• Training system to all staff

• Team work and cooperation

• Supportive leadership to staff and client

STEP 5: Organization Behaviour which Demotivate Staff (25 minutes)

Activity: Small Group Discussion ( 30 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What are the Organization Behaviors Which Demotivate Staff?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below

• Unclear organizational objectives leading to staff to perform tasks with no clear guidance

which does not show the organization general achievement

• Poor staff job distribution making some people to work more while others doing less.

• Unclear motivation system gives room for some staff to be highly motivated living others

unmotivated which lead to complaints to some staff ending lowering institutional

productivity. Motivation since is a complex issue if not well structured affects staff.

• Unopen evaluation system limits fair and open evaluation of staff performance giving

room to bias evaluation

• Bypassing organogram structure gives room to favoritism ending in causing complaints

from the bypassed actors.

• Poor information sharing demotivates those who miss the information hence affecting

their efforts to work ending lowering productivity.

• Unfair training system gives room for some staff to benefit training while others missing

the opportunity

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• Self-centeredness in organization affects sense of team work hence ending affecting

organizational performance.

• Unsupportive leadership to staff in organization causes a lot of disharmony

STEP 6: The Relationship Between Working Environment with

Pharmaceutical Services (25 minutes)

• Working environment has a direct relationship with pharmaceutical services as it is where

those services are planned and provided to clients.

• Good working environment to pharmaceutical staff motivates them to put on more efforts

to their respective work

• Poor working environment discourage pharmaceutical staff in their daily pharmaceutical

services

• Working environment addresses many things like working tools, working space, supplies,

light, etc. Hence if all those at pharmaceutical services are in place taking into

consideration that those staff are with required skills, knowledge and are well motivated

then the services will be provided at high degree.

STEP 7: Key Points (15 minutes)

• Workplace is a working area where service providers like pharmaceutical staff are using

to render services to client.

• There is close relationship between organization and working environment as good

working environment in the organization motivates staff to work better and vice versa.

• organization behaviors like supportive management, well established motivational

system, open and fair communication or information sharing in organization, etc. motivate

staff

STEP 8: Evaluation (15 minutes)

• What is workplace?

• What is the relationship between organization and working enviroment?

• What organizational behaviours that motivates staff at pharmaceutical services?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Reference

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

Session 17: Health Organization Productivity

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define the term productivity

• Explain the relationship between organization and productivity

• Describe the role of pharmaceutical unit to the organisation productivity

• Describe relationship between motivation and organizational productivity.

• Mention quality products in the health service delivery.

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

2 15 minutes Presentation Productivity and Organizational Productivity

20 minutes Presentation The Relationship Between Organization and

Buzzing Productivity

30 minutes Presentation The Role of Pharmaceutical Services to

Health Organizational Productivity

30 minutes Presentation

Relationship Between Motivation and

5 Small group

Organizational Productivity

Discussion

10 minutes Presentation Quality Products in the Health Service

Delivery

7 05 minutes Presentation Key Points

8 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Productivity and Organization Productivity (10

minutes)

• Productivity is a regular degree of the efficiency of production or service delivery. It can

be expressed as the ratio of output to inputs used in the production or service process, i.e.

output per unit of input

• Organization productivity is the degree of efficiency of service provision to clients

compared to inputs used.

STEP 3: Relationship Between Pharmaceutical Services and Health

Organization Productivity (20 minutes)

Activity: Buzzing (5 minutes)

Ask students to pair in 2 and work on the following

• What is the relationship between pharmaceutical services and health organization

productivity?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• Pharmaceutical deals with availability of medicines and other supplies which are used by

health clients hence that links the unit with organizational productivity

• Pharmaceutical unit is a final stage of health services as it is the one which addresses the

identified or proved client‘s health problem

• At pharmaceutical is where the availability of medicines and supplies to patient related

health problem will conclude the entire efforts made by other health care units or staff to

clients and since productivity is the degree of efficiency of product or services then that

mark the degree of organization service delivery to clients.

• A qualified pharmaceutical staff will facilitate the proper pharmaceutical services to

clients to complement efforts made by other medical personnel by delivering quality

products, advice and intended services to clients.

• Facilitate to prepare extemporaneous preparation (Syrup, ointments, cream and other

medication pending on availability of ingredients) which reduces organization running

costs and ending increasing organizational productivity by selling the product to end user.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

• Enhances proper storage of products, medicines and supplies hence minimizes wastage

through unnecessary expiry and unnecessary wastage.

STEP 4: Role of Pharmaceutical Services to Health Organization

Productivity (30 minutes)

• Receiving medicines and supplies from suppliers

• Identifying type of medicines and supplies

• Keeping medicines and supplies

• Issuing medicines and supplies to end user or other medical staff with skills to issue to

end user

• Inspecting or checking the medicines and supplies status

• Providing information to end user regarding the best use of the product given

• Advising other medical personnel on the change of medicines and medical supplies as per

market change.

• All those roles have a link with organizational productivity

STEP 5: Relationship Between Staff Motivation and Health Organization

Productivity (30 minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What is relationship between staff motivation and health organization productivity?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

• Motivation is a range of issues that influence staff inputs towards work. Hence staff

motivation pharmaceutical staff inclusive has a direct relationship with health

organization productivity. There are many issues to be addressed in staff motivation in

health organization as follows:

o Management styles to workers if motivates staff on handling their affairs, good

language, fair treatment, etc. encourages them to work hard implying increasing

organizational productivity

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

o Rewarding system like salaries, extra duty allowance, etc. for those staff who deserve

motivates staff towards increasing their efforts to work hence raising productivity

o Career development in their respective disciplines motivates staff updating their

understandings in their career leading them to perform better to their clients and if so

it raises the organizational image hence raising organizational productivity.

o Job related assignments to staff in line with staff expertise motivates staff doing work

or tasks as per their skills. That has a motivation relationship to staff as they keep

improving their understanding to their respective speciality leading them enjoying

work hence increasing productivity of their organization.

o Environmental and social cultural issues which surrounds staff working environment

like market where staff get commodities, neighbours, policy issues in line with

organizational services, political support in favour of what staff is delivering to clients

in their organization, etc. When those are positive they have a positive motivational

impact to staff hence encourages staff to work hard leading to increasing

organizational productivity.

o Working and living environment when motivates staff it encourages staff to work

hard. Working environment when is conducive, has a very close relationship with

staff inputs and living environment when available, safe gives staff mental relaxation

hence focusing in work ending improving organizational productivity.

STEP 6: Mention Quality Products in the Health Service Delivery (10

minutes)

• Products stored at suitable conditions like temperature, cold, arrangement shelf and pallet

• Product from reliable source meaning genuine products

• Product with suitable shelf life

• Products with suitable package or container

• Products kept in suitable environment like too much heat and moisture

STEP 7: Key Points (5 minutes)

• Health organization productivity is the degree of efficiency of production or service

delivery to clients served by a health organization

• The relationship between organization and productivity is that when people working in

organization with a clear goal and with supportive management focusing on raising

productivity, will end up improving organizational productivity.

• Motivational has a close relationship with organizational productivity as when staff are

highly motivated will put on more efforts hence raising productivity.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

100

STEP 8: Evaluation (5 minutes)

• What is organizational productivity?

• Is there any relationship between motivation and organizational productivity?

• What are the roles of pharmaceutical unit/services to health organizational productivity?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

101

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Cole, G. A (2000) Management Theory and Practice, 6th Edition: Continuum

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

102

Session 18: Delegation

Total Session Time: 120 minutes

Learning Tasks

By the end of this session students are expected to be able to:

• Define delegation

• List types of delegation

• Differentiate verbal delegation and written delegation

• Enumerate advantages of delegation in health service delivery

• Explain reasons that make some managers hesitate to delegate and reasons which limit

subordinates to reject to be delegated.

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

2 05 minutes Presentation Delegation

20 minutes Presentation

3 Verbal Delegation and Written Delegation

Buzzing

35 minutes Presentation

Advantages of Delegation in Pharmaceutical

4 Small group

Service Delivery

Discussion

5 25 minutes Presentation Reasons that Make Some Managers Hesitate.

20 minutes Presentation Reasons which Limit Subordinates to Accept

to be Delegated

7 05 minutes Presentation Key Points

8 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

103

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Delegation (5 minutes)

• Delegation is a process of seniors entrusting power and responsibilities to followers living

them seniors with few strategic responsibilities to perform. Or

• Delegation is a system of sharing some power and responsibilities practiced by seniors to

their junior through which build capacity of juniors.

STEP 3: Verbal and Written Delegation (20 minutes)

Activity: Buzzing (5 minutes)

Ask students to pair in two and buzz on the following:

• What are the verbal and written delegations?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• Verbal delegation

o Verbal delegation is a type of delegation practices by seniors without documentation

hence no record to justify that action while

• Written delegation

o Written delegation is a clear documented delegation which specifies all the necessary

information related to that assignment. This is the recommended type of delegation

advocated to official to be practiced.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

104

STEP 4: Advantages of Delegation in Pharmaceutical Delivery Service (35

minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What are the advantages of delegation in Pharmaceutical delivery Service?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

• It facilitates to build capacity of juniors as when they are delegated some tasks are

challenging and through that they acquire knowledge and skills

• In pharmaceutical services that delegation motivates juniors when delegated

• It strengthens relationship between juniors and seniors

• When pharmaceutical seniors delegate to juniors gives seniors time to concentrate with

other key issues

• Through delegation seniors can learn area of junior strength and in case of weaknesses

then seniors may recommend them for further training.

• Through that process seniors may identify juniors who are better for further top positions

leading them to recommend for decision makers.

• Delegation process at pharmaceutical services give room for workload sharing

STEP 5: Reasons that Make some Managers Hesitate to Delegate (25

minutes)

• Managers may lack confidence hence thinking when they delegate to their juniors may

perform better than them.

• Self-centeredness of managers who prefer one man show syndrome as they lack trust to

others thinking they are the best performer.

• Inadequate know how of manager about the importance of delegation

• Fearing changes especially when juniors or delegate perform better than a delegator.

• Fear of mistake of managers when are involved in wrong things hence when delegation

take place hidden things may be disclosed which might affect the delegator.

• If managers are aware of inadequate skills of juniors

• When managers luck trust to juniors

• If juniors resist to accept delegation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

105

STEP 6: Reasons which Make Subordinates Fear Delegation (20 minutes)

• Lack of skills to the side of subordinate

• Fear of mistakes as mistakes are costly on the junior side

• Bad previous experience on other occurrence

• If it is a meaningless delegation with no benefits or if it is practiced as a punishment

• When it is with bad intention

STEP 7: Key Points (5 minutes)

• Delegation is a process of sharing power and responsibilities

• Delegation when practiced fairly has an advantage to both sides

• Managers some time hesitate to delegate for a number of reasons like lack of confidence

to juniors, self-centeredness, fearing of hidden issues to be known, etc.

• Juniors hesitate to accept delegation due to fearing making mistakes, lack of skills, if it is

meaningless delegation, etc.

STEP 8: Evaluation (5 minutes)

• What is delegation?

• What are advantages of delegation?

• Why do juniors fear delegation?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

106

References

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Cole, G. A (2000) Management Theory and Practice, 6th Edition: Continuum

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika. Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

107

Session 19: Supportive Supervision

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define supportive supervision

• Explain importance of supportive supervision in pharmaceutical services

• Enumerate types of supportive supervision

• List competences of a supervisor

• Describe roles of a supervisor

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

2 05 minutes Presentation Supportive Supervision

20 minutes Presentation Importance of Supportive Supervision in

Buzzing Pharmaceutical Services

10 minutes Presentation

4 Types of Supportive Supervision

Brainstorming

30 minutes Presentation

Characteristics of Supportive Supervision to

5 Small group

Pharmaceutical Services

Discussion

6 10 minutes Presentation Competences of a Supervisor

7 30 minutes Presentation Roles of a Supervisor

8 05 minutes Presentation Key Points

9 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

108

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Supportive Supervision (5 minutes)

• Supportive supervision is the process of assisting, guiding, facilitating, training junior

staff by a senior staff with the intention of building capacity of the junior staff.

STEP 3: Importance of Supportive Supervision in Pharmaceutical Services

(30 minutes)

Activity: Buzzing (5 minutes)

Ask students to pair in 2 and buzz on the following:

• What is the Importance of supportive Supervision in pharmaceutical services?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• It aims to improve health worker‘s performance in relation to quality health services

delivery at pharmaceutical unit.

• Help staff at pharmaceutical to identify, analyze and address needs and problems

• Facilitate and improve the skills and motivate staff at pharmaceutical unit

• It assists to identify and plan training needs of pharmaceutical staff

• Gives room for on job training hence providing continuing professional development

(CPD) at pharmaceutical staff

• Supportive supervision facilitates team work or team spirit at pharmaceutical unit

• It improves communication within the pharmaceutical unit and facility level

• Supportive supervision at pharmaceutical unit, provide leadership, support and motivate

health workers to improve their own performance and unit performance.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

109

STEP 4: Types of Supportive Supervision (15 minutes)

Activity: Brainstorming (5 minutes)

Ask students to brainstorm on the following question:

• What are the types of supportive supervision?

ALLOW few students to respond

WRITE their responses on the flip chart/ board

CLARIFY and SUMMARISE by using the content below

• Planned/Routine Supervision

• Focused Supervision

• Unscheduled/Ad hock Supervision

STEP 5: Characteristics of Supportive Supervision to Pharmaceutical Unit

(30 minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What are the types of supportive supervision?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

• It should focus on the existing challenge or problem solving to ensure quality and meet

client needs at pharmaceutical in particular

• The supervision is the responsibility of whole team not for one team leader

• It empowerment pharmaceutical service providers to monitor and improve their own

performance at their respective unit

• Supervisor acts as facilitator, trainer and coach or mentor and not judgers or threatening

team.

• Pharmaceutical staff or supervisees participate in supervising themselves and each other

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

110

• Decision making is participatory between the supervision team and supervisee at

pharmaceutical unit leading to ownership in decision made.

STEP 6: Competences of a Supervisor (10 minutes)

• Skillful to the area of discipline

• Ability to communication with supervisee and team members

• Ability to lead a team

• Ability to training, lead and guiding team members and supervisee

• Resource mobilizer and allocator which will enable team members perform the intended

task

• Ability to listen others

• Skills of learning from others.

• All those competences may be summarized into the following Technical skills,

Interpersonal skills, Conceptual skills, knowledgeable of the health and pharmaceutical

policies and guidelines) as well supervisors should have authority to influence tings.

STEP 6: Roles of a Supervisor (30 minutes)

• To plan supportive supervision activity

• Communicate in advance to area(s) to be supervised

• Involve team members in planning and implementation of supervision plan

• Motivate team members and supervisee

• Train supervisee during supportive supervision

• Facilitating solving identified challenge or problem with supervisee

• Providing immediate and final feedback to supervisee

• Involving or inviting supervisee to express their views after supportive supervision team

feedback.

• Making follow-up to agreed plan

STEP 7: Key Points (5 minutes)

• Supportive supervision is the process of supervisors guiding, assisting, facilitating, and

training supervisee to improve their capacity in line with performance.

• Supervisors should be skillful on areas they supervise.

• Supportive supervision is not trucking mistakes for punishment rather is facilitative for

problem solving

• Types of Supportive supervision are Planned/Routine Supervision, Focused Supervision

and Unscheduled Supervision

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

111

STEP 8: Evaluation (5 minutes)

• What is supportive supervision?

• What are the types of Supportive supervision?

• What is the importance of supportive supervision?

• What are the roles of a supervisor?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

112

Reference

Peterson A.M, Kelly N.W (2014); Leadership and management in pharmacy practice, 2nd

edition, CRC press

Cole, G. A (2000) Management Theory and Practice, 6th Edition: Continuum

Marquis, B. L and Huston, C. J (1996) Leadership Roles and Management Functions in

Nursing – Theory and Application, 2nd Edition: Lippincott, Philadelphia.

Koontz, H. (1984). Management. New York: McGraw-Hill.

Luthans, F. (1981). Organizational Behavior. Auckland: Mcgraw-Hill International Book

Company.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

113

Session 20: Supportive Supervision Report

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Explain the meaning of a report

• List the contents of Supportive supervision report

• Describe the advantages of a report

• Enumerate types of supervision report

• Explain best ways of keeping reports in pharmaceutical units/departments

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD proomputer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

2 05 minutes Presentation Report

10 minutes Presentation

3 Contents of Supportive Supervision Report

Buzzing

30 minutes Presentation

4 Small Group Advantages of Supportive Supervision Report

Discussion

30 minutes Presentation Reasons of Writing Supportive Supervision

Report

10 minutes Presentation

6 Types of Supervision Report

Brainstorming

20 minutes Presentation Keeping Reports in Pharmaceutical

Units/Departments

8 05 minutes Presentation Key Points

9 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

114

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of report (5 minutes)

• Report is a written statement of the facts of a situation, project, or test, how these facts

were ascertained, their significance; the conclusions that have been drawn from them, and

the recommendations that are being made.

STEP 3: Contents of Supervision Report (10 minutes)

Activity: Buzzing (10 minutes)

Ask students to form group of 4 to buzz on the following:

• What are the contents of Supervision report?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• Title page

• Table of Contents

• Acknowledgement

• Acronyms

• Executive summary

• Introduction

• Objectives

• Main report: Findings and analysis/observation based on what was supervised

• Conclusions and recommendations

• Appendices/Attachments if any

• References

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

115

STEP 4: Advantages of Supportive Supervision Report (30 minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What is the advantage of Supportive Supervision Report?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

• Is a document which addresses work done, whether conclusively or not

• Keep others informed of work done by the supervision team in collaboration with

supervisee and reflecting areas of attention by relevant actors ie supervisee, supervisors

and management of respective level

• Justify the use of resource given to the supervision team

• Used as a reference document by various actors

• Can be used as a reference during training

• It reminds supervisee and supervisors trend of improvement

STEP 5: Reasons of Writing Supervision Reports (30 minutes)

• Official reasons which covers the following

o Record work done, whether conclusively or not

o Assess a situation

o Test the validity of information

o Avoid repeating work already done

o Circulate new ideas thus sharing experience

o Provide means of cross – fertilization of ideas

o Indicate a course of action to be taken as a result of work done

o Keep others informed of work done and of progress made

• Personnel reasons, addresses the following:

o To supply the reader with the information he/she needs in a form he/she can

understand.

o To please our superiors

o To justify one's place, position or existence in the firm, establishment or college.

o To keep personal records

• A good report is logical, clear and concise often creates a good impression on the reader

and enhances the reputation of the writer.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

116

STEP 6: Types of Supervision Report (10 minutes)

Activity: Brainstorming (5 minutes)

Ask students to brainstorm on the following question:

• What are the types of supervision Report?

ALLOW few students to respond

WRITE their responses on the flip chart/ board

CLARIFY and SUMMARISE by using the content below

• Written supervision report

• Verbal supervision report

STEP 7: Keeping Reports in Pharmaceutical Units/Departments (20

minutes)

• Hard copy is real documents printed, filled or binded and kept in wardrobes, shelves, etc.

• Soft copy in flash is soft copy information kept electronically in the flash.

• Soft copy in disc are information kept in a floppy disk

• Soft copies kept in computers are all electronic information kept in computers.

STEP 8: Key points (5 minutes)

• Report is a written statement of the facts of a situation,

• A report contents covers:

o Title page

o Table of Contents

o Acknowledgement

o Acronyms

o Executive summary

o Introduction

o Objectives

o Main report: Findings and analysis/observation based on what was supervised

o Conclusions and recommendations

o Appendices/Attachments if any

• There are the following key reasons for writing reports official and personal reasons.

• Ways of keeping pharmaceutical reports are Hard copy, Soft copy in flash, Soft copy in

disc, Hard copy in files

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

117

STEP 9: Evaluation (5 minutes)

• What is supervision report?

• What are the key components in supervision report?

• What are the reasons for writing supervision reports?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

118

Reference

Koontz, H. (1984). Management. New York: McGraw-Hill.

Luthans, F. (1981). Organizational Behavior. Auckland: Mcgraw-Hill International Book

Company.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika.Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

119

Session 21: Coaching

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define coaching

• Explain the role of coaching to pharmaceutical services in the health services

• List qualities of a coach and a coachee

• Describe advantages of coaching to the health services

• Identify coaching challenges in pharmaceuticals services

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

2 05 minutes Presentation Coaching

30 minutes Presentation The Role of Coaching to Pharmacy Services

Buzzing in the Health Services

4 10 minutes Presentation Qualities of a Coach

10 minutes Presentation

5 Small Group Qualities of Coachee

Discussion

25 minutes Presentation Advantages of Coaching to the Health

Services

7 25 minutes Presentation Coaching Challenges in Pharmacy Services

8 05 minutes Presentation Key Points

9 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

120

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Terms Coach, Coachee, Coaching (10 minutes)

• A Coach is skilled person who guide, train, and share knowledge with coachee to make

them reflect the situation in a different way

• Coachee is under skilled person who need guidance, training, or extra skills from a coach

to be in a better position to reflect the situation.

• Coaching is a process of training, guiding, assisting a less experienced staff by a coach to

be in a better position of reflecting the current situation in a different way.

STEP 3: The Role of Coaching to Pharmaceutical Services in Health

Services (30 minutes)

Activity: Buzzing (5 minutes)

Ask students to pair in two and buzz on:

• What are the roles of coaching in pharmacy services?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• Training under skilled staff

• Guiding junior staff on pharmaceutical issues

• Assisting different pharmaceutical responsibilities like packing, clarifying issues to

clients

• Guiding junior staff better environmental setting at pharmaceutical

• Guiding junior staff best ways of communicating or seeking assistance

• Mentoring junior staff when they are stuck.

STEP 4: Qualities of a coach (10 minutes)

• Skilled in that particular field

• Interest with people

• Willing to mentor a coachee

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

121

• Provide cooperation

• Able to communicate

• Able to listen coachee

STEP 5: Qualities of a Coachee (10 minutes)

• Willing to accept identified challenges

• Eager to learn

• Provide cooperation

• Know means of communication or language used

• Listening skills

STEP 6: Advantages of Coaching to the Health Services (25 minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What are the advantages of coaching to the Health Services ?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

STEP 7: Coaching Challenges in Pharmaceuticals Services (25 minutes)

• Inadequate know how of some coaches which affects their coaching performance

• Inadequate facilities in pharmaceutical sites which limits coaches to perform his role at

pharmaceutical sites

• Inadequate skilled staff at pharmaceutical who can cope with coaching process done by a

coach

• Inadequate space for coaching process at pharmaceutical area or unit

• Shortage of supplies which may be used in coaching process which ends limiting the

coaching process.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

122

STEP 8: Key points

• Coaching is a process of guiding, training, supporting junior or coachee

• Roles of coaching to pharmaceutical services are: Training, Supporting, guiding, sharing

experiences and motivating coachee.

• Coach should possess skills: Communication skills, relevant skill in the respective field,

have interest in people, willing to coach, etc.

• Coachee need skills like listening, communicating, accepting identified challenges, etc.

during coaching process.

STEP 9: Evaluation (5 minutes)

• What is coaching?

• What are the advantages of coaching to pharmaceutical skills?

• What are the qualities of a coach in pharmaceutical services?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

123

References

Koontz, H. (1984). Management. New York: McGraw-Hill.

Luthans, F. (1981). Organizational Behavior. Auckland: Mcgraw-Hill International Book

Company.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika.Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

124

Session 22: Mentorship Concept

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define the term mentor

• Explain the contribution of mentorship to pharmaceutical services in the health services

• List qualities of a mentor

• Describe advantages of mentorship to the health services

• Enumerate skills needed by a mentor

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

2 05 minutes Presentation The Term Mentor

30 minutes The Contribution of Mentorship to

3 Presentation Pharmaceutical Services in the Health

Services

20 minutes Presentation

4 Qualities of a Mentor

Buzzing

30 minutes Presentation

Advantages of Mentorship to the Health

5 Small Group

Services

Discussion

6 20minutes Presentation Skills Needed by a Mentor

7 05 minutes Presentation Key Points

8 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

125

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

126

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Mentorship and Mentor (5 minutes)

• Mentorship is a process of transferring skills from a senior experienced staff to a less

experienced staff.

• Mentor is a staff or a person who is conducting mentorship process to a mentee.

STEP 3: The Contribution of Mentorship to Pharmacy Services (30

minutes)

• Training under skilled staff at pharmaceutical unit

• Guiding junior staff on pharmaceutical issues

• Assisting different pharmaceutical responsibilities like packing, clarifying issues to

clients when noted or realized that the mentee is stuck.

• Guiding junior staff better environmental setting at pharmaceutical when found not

properly arranged and mentee does not know the existing gaps

• Guiding junior staff best ways of communicating or seeking assistance

• Interpreting complicated pharmaceutical procedures to junior staff.

STEP 4: Qualities of a Mentor (20 minutes)

Activity: Buzzing (5 minutes)

Ask students to pair in 2 and buzz on the following

• What are the qualities of a mentor?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• Skillful to the respective field

• Communication skills

• Have interest working with mentee

• Willing to mentor

• Provide room to listen the mentee

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

127

STEP 5: Advantages of Mentorship to the Pharmacy Services (30 minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What are the advantages of Mentorship to the Pharmacy services?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

• Builds capacity of less experienced pharmaceutical staff

• Provides needy support to relevant health staff

• Build relationship between mentor and mentee though mentorship discussion

• Gives room to mentors in the health sector to know area of gaps to mentee

STEP 6: Skills Needed by a Mentor (20 minutes)

• Skilled in that particular field of mentorship

• Listening skills

• Observation skills

• Communication skills

STEP 7: Key Points (5 minutes)

• Mentorship is a process of transferring skills and knowledge from a more experienced

senior staff to a less experienced staff

• Mentor should possess communication skills, respective discipline skills, willing to

mentor, with interest to people, cooperation, etc.

• Mentee should be willing to be coached, accept challenges identified, listening skills,

provide cooperation to the mentor.

STEP 8: Evaluation (5 minutes)

• What is mentorship?

• What are advantages of mentorship in pharmaceutical services?

• What are basic skills to a mentor?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

128

Reference

Koontz, H. (1984). Management. New York: McGraw-Hill.

Luthans, F. (1981). Organizational Behavior. Auckland: Mcgraw-Hill International Book

Company.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika.Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

129

Session 23: Networking Techniques in Delivery of Health

Care Services

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define networking

• Describe techniques in delivery of health services

• List importance of networking when providing health services

• Explain key partners used in your working environment when delivering health services

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

2 05 minutes Presentation Networking

40 minutes Presentation

3 Techniques in Delivery of Health Services

Brainstorming

30 minutes Presentation

Importance of Networking when Providing

4 Small Group

Health Services

Discussion

30 minutes Presentation Key Partners Used in your Working

5 Environment when Delivering Health

Services

6 05 minutes Presentation Key Points

7 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

130

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Networking (5 minutes)

• Networking is a process of cooperating with others to exchange information and develop

professional or social relations. Or

• Is the interaction between two or more organizations to allow them cooperate as agreed.

STEP 3: Techniques in Delivery of Health Services (30 minutes)

Activity: Brainstorming (5 minutes)

Ask students to brainstorm on the following question:

• What are the Techniques in Delivery of Health Services?

ALLOW few students to respond

WRITE their responses on the flip chart/ board

CLARIFY and SUMMARISE by using the content below

• Preventive services

• Promotive services

• Curative services

• Rehabilitative services

STEP 4: Importance of Networking when Providing Health Services

(20 minutes)

Activity: Small Group Discussion ( 15 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What is the Importance of Networking when providing Health Services?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

131

• Improves services to clients

• Gives room for resource sharing

• Facilitates sharing experiences to address health client challenges

• Supplements gaps of some stakeholders

• Builds relationship among stakeholders

• Limits duplication of efforts among stakeholders

• Shortens time of service provision to clients

• Widens coverage of health services to clients.

STEP 5: Key Partners Used in Your Working Environment when

Delivering Health Services (30 minutes)

• Internal partners those are found within the organization

o Staff and staff working in same organization who can network to address identified

challenge

o Leadership and staff of same organization

o Department and department of same organization

• External partners those who are existing outside the organization

o Organization and other organization

o Health staff and community

o Public private partnership

o Organization and development partners

STEP 6: Key Points (5 minutes)

• Networking is a process of cooperating with others to exchange information and develop

professional or social relations

• Techniques used in delivering health services are curative, preventive, rehabilitative and

promotive techniques.

• Many advantages are experienced from networking like sharing experiences, sharing

resources, avoidance of duplication of efforts, increasing speed of service provision, etc.

• Key partners are of two main categories internal and external

STEP 7: Evaluation (5 minutes)

• What is networking?

• What are the techniques used in delivering health services?

• What is the importance of networking in health services?

• What are the key partners working with your institution in delivering health services?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

132

References

Koontz, H. (1984). Management. New York: McGraw-Hill.

Luthans, F. (1981). Organizational Behavior. Auckland: Mcgraw-Hill International Book

Company.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika.Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

133

Session 24: Introduction to Negotiations

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Define negotiation

• Describe importance of negotiation in delivering health services

• Enumerate key negotiators in pharmaceutical services in the health service.

• Explain the negotiation occurance

• Explain the negotiation attitude

• Explain the negotiation end results

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

2 05 minutes Presentation Negotiation

30 minutes Presentation

Importance of Negotiation in Delivering

3 Small Group

Health Services

Discussion

25 minutes Presentation Key Negotiators in Pharmaceutical Services in

the Health Service

5 25 minutes Presentation Negotiation Occurrence

6 05 minutes Presentation Negotiation Attitude

7 15 minutes Presentation Negotiation End Results

8 05 minutes Presentation Key Points

9 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

134

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Negotiation (5 minutes)

• Is a discussion intended to accomplish resolving disputes, reach an agreement on a course

of action, Bargain for individual or collective advantage end result to satisfy various

interests

STEP 3: Importance of Negotiation in Delivering Health Services (30

minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What is the importance of negotiation in delivering health services?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

• Negotiation leads stakeholders to establish common understanding on how to address a

common goal which for this matter is health services.

• Enables health service provider establish a limit of the product cost with suppliers which

will finally lead to the affordable cost to all suppliers, providers and consumers

• It provides room to negotiate terms with contractors for the benefits of both sides

contractor and beneficially.

• Through negotiation Public Private Partnership is made possible where the two sides

share areas to provide health services for mutual benefits.

• Negotiation helps to build capacity of both sides who participate in the negotiation

process

• It facilitates establishing linkage between the two sides.

• Gives room to share resources to address the established goal

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

135

STEP 4: Key Negotiators in Pharmaceutical Services in the Health Service

(25 minutes)

• Pharmacist or pharmaceutical staff who are qualified in the pharmaceutical field

• Health facility management with decision making power like head of facility

• Technical skills staff like Supplies Officer, Administrators, Planners

• When necessary Financial staff

• Representatives of the clients who deals with community services

STEP 5: State when Negotiation Occur (25 minutes)

• Negotiation occurs at work situations between different actors when need arises

• Occurs when the two sides negotiate on Project deliverables & deadlines as set

• It occurs regarding Contract negotiation between contractors and management

• It happens when delegating work or assignments to a junior staff hence the two sides

should negotiate to create deep understanding

• Negotiation occurs when the two sides are discussing on Employment offer terms

between the offer and the acceptance

• Negotiation happens to negotiate on personal situations when things not clearly

understood between the two parties

• Negotiation occurs during marriage/relationships between two sides or parties may be on

bride prize or misunderstanding between the husband and wife

• Living day-to-day life environment where neighbors may differ leading to negotiation

need

• Government proceedings between employer side and employee side which causes

disputes like what is happening now on worker‘s retirement benefits that lead to

negotiation between the government, trade Union or beneficiaries themselves.

STEP 6: Negotiation Attitudes (5 minutes)

• Ready to accept the result of negotiation.

• Attitude to listen others opinions

• Calm or peaceful attitude leading to the harmonious negotiation environment

• Avoidance of attacking the other side even when they express strong message try as much

as you can to be humble.

• Avoid dominance or ego status as that may harm the negotiation.

STEP 7: Negotiation End Results (15 minutes)

• Win/Win

o Cooperative, all parties feel good and are committed to the plan of action where all

parties benefit

• Win/Lose

o In a negotiation with authoritarian approach to one side to loose

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

136

• Lose/Win

o At this area one side surrender to lose and the left side to win

• Lose/Lose

o Is a negotiation which focused on the other party as opponent regardless of the

incurred cost.

• No Deal

o The two sides agree to disagree

STEP 8: Key Points (5 minutes)

• Negotiation is discussion between two or more parties to accomplish resolving disputes or

intended task like contract and reach an agreement on a course of action. Or

• Is the bargaining for individual or collective advantage end result to satisfy interests

various involved parties.

• During negotiation actors should be in the following attitudes: Ready to accept the result,

listen other side, calm, avoidance of attacking other side and avoidance of one side

dominance.

• End result of negotiation may be win – win situation, win – lose situation. Lose – win

situation, lose – lose situation and no -deal situation.

STEP 9: Evaluation (5 minutes)

• What is negotiation?

• What are the negotiators in pharmaceutical services?

• When negotiation does occur?

• What are end results of negotiation?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

137

References

Koontz, H. (1984). Management. New York: McGraw-Hill.

Luthans, F. (1981). Organizational Behavior. Auckland: Mcgraw-Hill International Book

Company.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika.Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

138

Session 25: Negotiation Process in Delivery of Health Care

Services

Total Session Time: 120 minutes

Prerequisites

• None

Learning Tasks

By the end of this session students are expected to be able to:

• Explain different negation skills needed in delivering health services

• Describe negotiation procedures

• List actors involved in negotiation in your workplace

• Explain the benefits derived from negotiation teams

• List expected challenges to the negotiation team

Resources Needed:

• Flip charts, marker pens, and masking tape

• Black/white board and chalk/whiteboard markers

• LCD projector and computer

• Note books and Pens

SESSION OVERVIEW

Activity/

Step Time Content

Method

1 05 minutes Presentation Introduction, Learning Tasks

05 minutes Negation skills Needed in Delivering Health

2 Presentation

Services

30 minutes Presentation

3 Negotiation Procedures

Buzzing

20 minutes Presentation Actors Involved in Negotiation in Your

Workplace

30 minutes Presentation

5 Small Group Benefits Derived from Negotiation Teams

Discussion

6 20 minutes Presentation Challenges Expected by the Negotiation Team

7 05 minutes Presentation Key Points

8 05 minutes Presentation Evaluation

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

139

SESSION CONTENTS

STEP 1: Presentation of Session Title and Learning Tasks (5 minutes)

READ or ASK students to read the learning tasks and clarify

ASK students if they have any questions before continuing.

STEP 2: Definition of Negotiation and Negotiation Process (5 minutes)

• Negotiation is a process of deliberate talk which involves more than one part to address

an issue for reaching a compromise. Or

• Negotiation process is the way or system where discussion will be carried out or

conducted between two or more parties to address certain issue.

STEP 3: Negotiation Procedures (30 minutes)

Activity: Buzzing (5 minutes)

Ask students to pair in two and buzz in 3 minutes on the following:

• What are the procedures involved in negotiation?

ALLOW few students to respond

WRITE their responses on the flip chart/board

CLARIFY and SUMMARISE by using the content below

• Delegates from the two sides who will take part in negotiation introducing to each other

before proceeding with negotiation.

• Agreeing on the issue to be discussed by both sides which during negotiation will be

focused.

• Agreeing on method to be used like round table or tele negotiation and there after adhere

to it.

• Try as much as possible to limit one side dominance hence fair room to all involved sides

• Agreeing on best way and methods of documenting and keeping proceeding records

• Agreeing on negotiation leadership which will moderate the negotiation procedure

without bias.

• Agree on negotiation time and adhere with it and in case of any changes should be agreed

on.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

140

STEP 4: Actors Involved in Negotiation in Your Workplace (20 minutes)

• Determinant factor of actors to be involved will be the purpose of negotiation which will

lead the nomination or selection of actors.

• Actors should be with relevant skills

• With experience

• Victual position

STEP 5: Benefits Derived from Negotiation Teams (30 minutes)

Activity: Small Group Discussion ( 20 minutes)

DIVIDE students into small manageable groups

ASK students to discuss on the following question

• What are the benefits derived from negotiation teams?

ALLOW students to discuss for 15 minutes

ALLOW few groups to present and the rest to add points not mentioned

CLARIFY and SUMMARIZE by using the contents below:

Benefits derived from negotiation teams:

• End results are the benefits

• Establishing relationship between the two sides

• Exchanging knowledge and experience

• Building capacity to the two teams

STEP 6: Expected Challenges to the Negotiation Team (20 minutes)

• Language barrier

• Attitude among the two teams

• Resource limitation

• Skills and knowledge

• External pressure

• Inadequate information in line with the negotiation area

STEP 7: Key Points (5 minutes)

• Negotiation process is the way or system where discussion will be carried out or

conducted between two or more parties to address certain issue.

• Benefits derived from the negotiation team will benefit all involved sides

• Expected challenges during negotiations are language barrier, attitude among members,

resource limitation, skills and knowledge and external pressure.

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

141

STEP 8: Evaluation (5 minutes)

• What is negotiation process?

• Who are the actors involved in pharmaceutical negotiations?

• What are the benefits derived from negotiation?

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

142

References

Koontz, H. (1984). Management. New York: McGraw-Hill.

Luthans, F. (1981). Organizational Behavior. Auckland: Mcgraw-Hill International Book

Company.

Graham, H. T. and Bennett, R. (1998). Human resources management. London: Pitman.

Heller, R. and Hindle, T. (1998). Essential managers manual. London: Dorling Kindersley.

Mashimi J B. (2006). Uongozi na Utawala Bora na maendeleo ya Afrika.Business Image

Graphic & Promotions.

Saleemi N.A. and Bogonko J. B. (1997). Management (Principles and Practice) Simplified.

N. A. Saleemi Publishers

PST 06101 Leadership and Management NTA L 6 Semester 2 Facilitator Guide

143

← View topic-by-topic index

PDF / OFFLINE NOTES

Unataka kutumiwa notes hizi kupitia WhatsApp?Kwa notes zilizopangiliwa vizuri kwa kusoma offline au PDF, bonyeza kitufe hapa chini. Ujumbe wenye Level, Semester, Module na Topic utaandaliwa moja kwa moja.TUMIWA NOTES WHATSAPP

WhatsApp: 255620339260