BA6009 - MANAGERIAL BEHAVIOUR AND EFFECTIVENESS

Unit V

DEVELOPING THE WINNING EDGE

INTRODUCTION TO SELF- MANAGEMENT The twelve steps that enable people to set plan and achieve goals have been prescribed. These are: 1. Make a decision that you desire to achieve the goal. 2. Believe that you will achieve the goal 3. Write down your goal on paper 4. Be honest with yourself 5. Analyze your present position 6. Use deadlines

7. Identify the hurdles that stand in your way 8. Identify the skills you will need 9. Identify those people from whom you will need cooperation 10. Make a complete business plan 11. Visualize the perfect outcome and put in consistent effort to achieve it 12. Execute your plan with patience and persistence.

NEGOTIATION Bargaining Strategies: There are two general approaches to negotiation1. Distributive bargaining 2. Integrative bargaining Distributive Bargaining

Integrative Bargaining: Negotiation that seeks one or more settlements that can create a win-win Distributive versus Integrative Bargaining

The Negotiation process

Issues in Negotiation The four contemporary issues in negotiation are: 1. The Role of Personality Traits in Negotiation 2. Gender Differences in Negotiation 3. Cultural Differences in Negotiations 4. Third-Party Negotiations There are four basic third-party roles: A mediator An arbitrator A conciliator A consultant

KNOWLEDGE MANAGEMENT Knowledge can be classified into two; they are tacit knowledge and explicit knowledge.

Knowledge Hierarchy Tactic knowledge Vs. Explicit Knowledge

Knowledge Management Knowledge management helps the organization to Improve organizational effectiveness; Improve the returns; Build competencies/competitive advantage/distinctive competencies Create greater value for core businesses See the opportunities and exploit them. Knowledge Process

Individual knowledge conversion process According to Nonaka and Takeuchi (1995) knowledge conversion is based on four modes: Socialization Externalization Combination Internalization

Organizational knowledge creation process The individual knowledge conversion interacts with another dimension i.e., time and produce five phases of organizational knowledge creation. These five phases include: Sharing Tactic Knowledge Creating Concepts Justifying Concepts Building an Arche Type Cross-leveling knowledge

Knowledge Management Process The four dimensions of intellectual capital is presented as below: Human Capital, Structural Capital, Social Capital, Customer Capital Beckmans has proposed an eight-stage knowledge management process. These stages include:
1. 2. 3. 4. 5. 6. 7. 8.

Identify stage Collect stage Select stage Store stage Share stage Apply stage Customer acceptance Create stage

CREATIVITY AND INNOVATION The Creative Process The creative process is seldom simple and linear. Instead, it generally consists of four overlapping an interacting phases: Unconscious scanning, Intuition, Insight, and Logical formulation.

Techniques to enhance creativity Brainstorming: 1. No ideas are ever criticized 2. The more radical the ideas are, the better. 3. The quantity of idea production is stressed. 4. The improvement of ideas by others is encouraged. Synectics:

Innovation and Entrepreneurship Innovation comes about because of some of the following situations. The unexpected events, failure, or success The incongruous what is assumed and what really is The process or task that needs improvement Changes in the market or industry structure Changes in demographics. Changes in meaning or in the way things are perceived Innovation based on knowledge