P. 1
negotiation

negotiation

|Views: 350|Likes:
Published by sanket_p2188

More info:

Published by: sanket_p2188 on Dec 21, 2009
Copyright:Attribution Non-commercial

Availability:

Read on Scribd mobile: iPhone, iPad and Android.
download as PPT, PDF, TXT or read online from Scribd
See more
See less

12/07/2012

pdf

text

original

Welcome to the fascinating world of business and management

1

“What’s in a name? That which we call a rose By any other name would smell as sweet.”-wrote the Bard of Avon in Romeo and Juliet. Can Shakespeare’s this wisdom be extended to brand names? Now imagine, in a midsummer night’s dream, an entrepreneur comes up with the idea of launching a range of baby care products (inspired by the fact that only a very few organised players are there in this market). After going through a few rounds of “to name or not to name”, the entrepreneur decides on the brand name Tempest to take the market by storm. The name does not impress the consumers and the product bombs in the market. The entrepreneur dismisses the fiasco as a tragedy of errors, but incurs heavy

“What’s in a name? That which we call a rose By any other name would smell as sweet.”-wrote the Bard of Avon in Romeo and Juliet. Can Shakespeare’s this wisdom be extended to brand names? Now imagine, in a midsummer night’s dream, an entrepreneur comes up with the idea of launching a range of baby care products (inspired by the fact that only a very few organised players are there in this market). After going through a few rounds of “to name or not to name”, the entrepreneur decides on the brand name Tempest to take the market by storm. The name does not impress the consumers and the product bombs in the market. The entrepreneur dismisses the fiasco as a tragedy of errors, but incurs 2

Bijay Bhujabal

What is a Case?
A new learning method for you. Different from the teaching/learning methods you have seen so far. As a future manager, you are going to take decisions quite often. There are no set formulas to make decisions. An effective decision is the result of careful analysis, experience, judgment and a bit of intuition.
3

Case Study Benefits for You
Case studies will help you practicing making effective decisions Develop Personal and Interpersonal communication Skills – oral (public speaking, debating), listening, written Development of analytical skills – qualitative, quantitative, problem diagnosis, data handling, critical thinking Decision-making skills – generating alternatives, selection of decision criteria, evaluation skill, choosing one among many, Formulating plans and how to implement them

4

Case Study Benefits for You
Application skills – how to apply, concepts, tools and techniques Time management skills Interpersonal / social skills – dealing with peers, conflict handling Creative skills – finding unique solutions
5

What McKinsey says about Case Study
Your abilities in dealing creatively with complex or ambiguous problems in unfamiliar businesses, in structuring your thinking, and in reaching sensible conclusions with the available facts in a short time are critical to being a successful consultant.

6

What is a Case?
A description of an actual situation, commonly involving a decision, a challenge, an opportunity, a problem or an issue faced by an organization or a person in an organization.

7

What is a Case?
• A case is a story. • Cases recount – as objectively and meticulously as possible – real (or realistic) events or problems so that you experience the complexities, ambiguities, and uncertainties confronted by the original participants in the case (be they foreign policy decision makers, medical doctors, or government officials). • As you "inhabit" a case, you must tease out key components from the real messiness of the contradictory and complicated information.
8

What is a Case?
You are required to: • distinguish pertinent from peripheral information, • identify the problem(s) at hand and define its context and parameters, • identify a set of possible solutions, • formulate strategies and recommendations for action, and • make decisions and confront obstacles to implementation.

9

What is a Case?
Remember ! A case does not have a definite solution unlike an ordinary problem. If there is only one solution, nobody would need you to make decisions ! A case situation generally have more than one alternate solutions with varying degree of cost-benefit trade off.
10

What is a Case?
Remember ! A manager’s job is to choose one among the available alternatives that optimizes the resources, the alternative that is efficient and effective. Sometimes, the manager has to innovatively find out alternate solutions that are not apparent.
11

How is Case Method Different?
Not a monologue Not lecture-based Participative learning Your involvement maximum Active, not passive like lectures Practical Needs major change in your approach to learning You feel like the manager in charge !
12

So Far We Have Learnt ……. What is a case How is the approach different from our under-graduate learning approach How it will benefit us Our degree of involvement

13

Getting Started … The subject instructor may ask you to …
Make Oral Presentation or submit Written Analysis Solve the case on individual or group basis.

14

Getting Started …The Stages
Stage
Before class

Effort
Individual

Activity
Receive/collect the case Prepare (Read, Collect additional info., Analyze) Discuss in group

Individual
Small group

During class

Large Group / Class Large Group / Class

Present / Defend / Raise questions Participate in discussion Compare individual / small group analysis with others’ analysis
Review class discussion, understand the major concepts learnt in the entire process
15

After class

Individual / Small group Individual / Small group

Stage I : Before the Class
1. 2. 3. 4. 5. 6.

Gain Familiarity Recognize symptoms Identify goals / objectives Conduct analysis Make diagnosis Prepare Action Plan
(Recommended steps for Marketing and Strategic Management Cases.)

16

Stage I : Before the Class
Gain Familiarity

1. First Reading to get a broad idea of the case 2. Subsequent Readings (till you get a complete hold of the case)
1. Focus on micro issues 2. Get familiar with the who, what, where, why and how of the case 3. Identify the main protagonists and their relationships with each other 4. Collect additional information from outside 5. Understand the contexts 6. Separate facts, inferences, speculations and assumptions: Rely more on facts

To sum up: Acquire a through understanding of the case.

17

Stage I : Before the Class
Recognize symptoms

What are the things that are not as expected, or as they should be?

18

Stage I : Before the Class
Identify goals / objectives

From the case, identify the missions, objectives, goals of the organization/individuals.

19

Stage I : Before the Class
Conduct analysis

1. Corporate level situation analysis
Corporate mission and objectives Resources and competencies

Components of a Situation Analysis

Environmental problems and opportunities
Demographic Social-cultural Economic Technological Legal and regulatory Competition

Portfolio analysis
20

Stage I : Before the Class
Conduct analysis

2. Product level situation analysis
Market analysis
Describe die product-market structure Find out who buys Assess why buyers buy Determine how buyers make choices Determine bases for market segmentation Identify potential target markets

Components of a Situation Analysis

Competitive analysis
Identify direct competitors Assess likelihood of new competitors Determine stage in product life cycle Assess pioneer advantages Assess intensity of competition Determine the competitors' advantages and disadvantages 21

Stage I : Before the Class
Conduct analysis

2. Product level situation analysis
Market measurement
Estimate market potential Determine relative potential of each geographic area Track industry sales trends Assess company or brand trends in sales and market share Make forecasts

Components of a Situation Analysis

22

Stage I : Before the Class
Conduct analysis

2. Product level situation analysis
Profitability and productivity analysis
Determine the cost structure Identify cost-volume-profit relationships Perform break-even and target profit analysis Make projections of sales or market share impact of marketing expenditures

Components of a Situation Analysis

3. Summary
Assess performance (identification of symptoms) Define problems and opportunities

23

Stage I : Before the Class
SWOT Analysis

24

Stage I : Before the Class

SWOT Analysis

25

Stage I : Before the Class

SWOT Analysis

26

Stage I : Before the Class
SWOT of Indian Software Sector

SWOT Analysis

27

Stage II : In the Class
Discussing the Case in the Classroom • Presentation or discussion method • Instructor may adopt a particular view and ask students to respond • Students can also challenge other’s analysis/suggestions • Students are encouraged to innovate while analyzing and giving suggestions • Discussion should be relevant, positive and constructive
28

Stage II : In the Class
Discussing the Case in the Classroom
• Refer to notes prepared before the class • Cite the sources of information in the case and from outside to strengthen your arguments • Share any new insight that comes to you during discussion • The session usually ends with summarization by the instructor or any of the participants and listing of the Key Learning Points (KLPs) • Your performance is evaluated • Extent of participation as well as the quality of participation (Important) is the criteria for evaluation

29

Stage II : In the Class
Working in a Group
• Coordinate to find a suitable location and time • Ensure every group members presence • Before the Group Meeting, every member should come prepared with 1-2 readings and notes, and some research • All members must contribute • Must work cohesively – lack of coordination and cohesiveness would reflect in the overall performance of the group and can not go undetected by the instructor • Having a Group leader who is able to coordinate is useful

30

Stage II : In the Class
Making oral Presentation
• Specification given by the instructor • For detailed guidelines, See Handout.

31

Stage II : In the Class
Preparing Written Analysis
• Specification given by the instructor • For detailed guidelines, See Handout.

32

You're Reading a Free Preview

Download
scribd
/*********** DO NOT ALTER ANYTHING BELOW THIS LINE ! ************/ var s_code=s.t();if(s_code)document.write(s_code)//-->