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When dealing with people, let us remember we are not dealing with creatures of logic. We are dealing with creatures of emotion, creatures bristling with prejudices and motivated by pride and vanity. DAL !A"# $% , &ow to Win 'riends and %nfluence (eople

Introduction ). *he candidates volunteering foe entry into Armed 'orces +fficers cadre are in most cases first screened by the ,nion (ublic -ervice !ommission on their academic proficiency through a written e.amination and those who /ualify, appear before the -ervices -election 0oards. *he normal testing at the -ervices -election 0oards is spread over five days. During this stay, the interaction of the candidates is ma.imum with the $*+. %t is therefore important that the $*+ should have the appropriate attitude towards the candidate and handle them in correct manner. Aim 1. *he aim is to submit paper on $*+s attitude towards the candidate and techni/ue of handling group. Pr !i " 2. *he paper is divided in the following parts. 3a4 (art % 5 Attitude and 6alues. 3b4 (art %% 5 !omponents of Attitude. 3c4 (art %%% 5 (ersonality of a $*+. 3c4 (art %6 5 $*+7s Attitude towards candidates. 3d4 (art 6 5 *echni/ue of handling group.

P#rt I$ Attitud #nd %#&u s 8. Attitude is defined as disposition to respond favorably or unfavorably to an object, person, institution, or event. (eople can hold attitudes of varying degrees of favourability towards themselves and towards discernible aspect of their environment. Widely shared positive attitudes towards relatively abstract goals li9e freedom, honesty and security are 9nown as values. :. Attitude is considered as a hypothetical constituent, being un5 observable; it must be inferred from measurable responses that reflect positive or negative evaluations of the attitude object. *hese categories of responses are distinguished, following a classification that goes bac9 at least to plato. Attitudes can be inferred from responses or beliefs reflecting perception of, and information about, the attitude object. As also responses li9e behavioral intentions, tendencies, and actions with respect to the object. <. 6alues. Attitudes are evaluative statements, either favorable or unfavorable concerning people, or events. *hey reflect how one feels about something. Attitudes are not the same as values. 6alues are the broader and more encompassing concept. Attitudes are more specific than values. 6alues also contain a moral or rightness or desirability. 6alues are relatively stable and enduring. *hey are a dominant force that shape and determine individual behavior. 6alues represent basic convictions. *hey contain a judgment element in that they carry an individual7s idea as to what is right, good or desirable. 6alues have both content and intensity attributes. *he content attribute says what mode of conduct is important and intensity attribute says how much. *o understand behavior, 9nowledge of values is important because they lay foundation for the understanding of attitude and motivation as well as influence an individual7s perception. *he values people hold can e.plain their attitude and in many cases the behavior they engage in. Attitudes are evaluations of various attitude objects. *hey are based on beliefs and often are important for guiding behavior.

P#rt II ' Com(on nts o) Attitud =. Attitude is an enduring system comprising of three components, namely, cognition, feeling and action tendency. ach of the components has dimensions called valence. 6alence may either be positive or negative i.e. either favorable or unfavorable, either pro or con, either supporting or opposing. When we say attitude towards the caste system, it reflects all the components of attitude vis5>5vis its valence, i.e. positive or negative. 'ew scientists suggest that a few attitudes are inborn. %n general, attitudes are ac/uired through e.perience. ?. Attitudes were assumed to have instrumental or utilitarian functions 3helping people attain rewards and avoid punishments4, 9nowledge functions 3organi@ing and simplifying peoples e.periences4, e.pressive functions 3enabling emotional release4, and ego5defensive functions 3protect and enhancing the self4. %n general attitudes are ac/uired or utilitarian functions. P#rt III $ P rson#&it* o) # GTO A. *he personality of a $*+ should be one which possesses positive /ualities and not just absence of negative /ualities. &e should be one who can enjoy life and provide opportunities for others to enjoy. A lively person who can feel anger, sadness of jealousy and can even these feelings under appropriate circumstance without being influenced by resentment and hostility. A person who is not subservient but is an independent worthwhile individual with abilities, s9ills feelings and aspirations, to improve and progress and has to lead a productive, eventful and self realising life. %n short, a person who has the aptitude and capacity to fit in the Armed forces who will feel happy and satisfied with his e.periences as a -ervice +fficer. P#rt I%$ GTOs Attitud to"#rds C#ndid#t s )B. *he $*+7s attitude towards the candidates is the prime factor towards a candidate revealing himself on the assigned tas9s A $*+ should beC5 3a4 Dind, sympathetic and understanding in his attitude. &e should be forgiving and generous when re/uired.

3b4 #on5discriminatory and benign. &e should be unbiased towards caste, creed and religion of the candidate. 3c4 -hould avoid being so positive so as to actually lead them or give them a pointer about the type of behavior he approves or that he hopes to find, or a particular desired solution. 3d4 -hould be unassuming, unobtrusive and unostentatious. &e should not show off and thrust himself on the candidates. &e should not project his own personality, as it is a sign of insecurity and not suited for objective evaluation of others. 3e4 All actions and warning should be directed towards the group in general and not towards the individual any individual. %f praise is given it should be only when it is re/uired to ward off frustration. 3f4 $*+ is li9e a catalytic agent to elicit spontaneous behavior. 3g4 &e should have strength of character to restrain himself and let others project themselves. 3h4 &e should be business oriented during the tas9s and not too familiar. After the tas9s he should ensure de5tensing and sealing off when re/uired. 3i4 &is interference should be purposive using discretion. !onstant interference will result in lac9 of spontaneity. +n the other hand being passive will result in lac9 of control and the productivity of the group will be low. (art 6 5 *echni/ue of handling group )). ffective application of the techni/ue needs E'inesse7. %t comes by e.perience and by correct understanding and approach to the following essential ingredientsC5 3a4 *est *echni/ue. *his consists of briefing, observation, recording, interpretation and evaluation of candidates. 3b4 (resence of Find+ *he $*+ should be /uic9 to foresee, understand, appreciate and deal with any situation during the testing. 3c4 Attitude towards +thers. %t is important for a $*+ to have the right attitude towards himself, candidates, the organi@ation and other assessors.

3d4 Attitude towards himself. *he $*+ should 9now himself, his strengths and wea9nesses. &e should be constantly ma9ing efforts to improve him both as an assessor and a human being. +nly then will he be able to rate himself highly and be motivated towards his job. 3e4 Attitude towards +ther Assessors. *he $*+ should have thorough understanding of his techni/ue and at the same time he should show mutual respect for other techni/ues and assessors and their e.pertise. &e should understand the perception is from different angles while applying the three techni/ues on the candidates. )1. Although a therapeutic techni/ue, free association has been used to a great advantage in group testing. *o generate natural and spontaneous behaviour, the $*+, through his briefing and warm social contact allays undue test an.ieties of the candidate and wins their confidence. &e stimulates them into activity. *he group is subjected to a number of different situations based on free for all. ach one is free to participate as much as heGshe wants and in the manner he wants. *he group is allowed to endure its own stresses. *he $*+ should ma9e himself unobtrusive and inconspicuous but in a manner that his presence is still felt by the group. *he $*+ does not merely stays as a passive spectator, instead 9eeps a control over the pulse of the group activity by his careful and tactful handling and his own /uic9 changing situations. *his purposeful occasional interference enables the $*+ to regulate the stresses on the group, prevent any mishaps and ensure continuity of productive data. Conc&usion )2. *he $*+ through his positive attitude and objective assessment can discriminate between right and the wrong choice of candidates for the services and create the right environment for objective and impartial assessing in the -ervice -election 0oards. A healthy attitude with correct implementation of techni/ue will foster greater trust H professionalism and ma9e the assessment procedure more fruitful.