MODULE# 5

PRESENTATION SKILLS

CASE METHOD OF LEARNING

NEGOTIATION SKILLS
 What is Presentation
Speaking in front of a group
or presenting a topic in public
Meaning:
Presentation is the act of introducing via speech and other additional
means new information to an audience.
Keep
It
Short &
Simple
 PLAN
Steps in Presentation
PREPARE

PRACTICE

PRESENT
 Elements of Presentation
1. Presenter
 Fully planned strategy
 Prior preparation & planning
2. Purpose
Why am I giving the presentation
Create awareness
Solve Issues
Persuade
Train/Impart Knowledge
3. Audience
Understand the mind-set of the audience
Young/Old Audience
Corporate persons
All will not have same attitude
Involve the audience
Capture the attention
Introduction Get Attention

Main theme Content

Summary/
Key message
Conclusions
 Designing a Presentation
Item Minutes Details
Introduction 3 minutes Attract the Audience (Start with a Bang)

Main Body 15 minutes •What should be there

•What order should it be in
•Facts & Figures/Graphs & Pictures
•Main Topic

Conclusion 2 minutes •Summarize main points

•Quote
•Go back to Introduction

Q&A 10 minutes •Honest

•Don’t Bluff
 Delivering a Presentation
•Rehearsal - Mandatory
•More you rehearse, better is your presentation
•Removes Fear & Improves self confidence
•Crane their necks

How to practice
•Rehearse in front of someone who has time to listen to
you
•Critical feedback
•Record your presentation
•Time limit
•Eye Contact – Face Up
Ways of delivering a presentation
SI NO Method Details

1 Memorizing Method By-hearting

2 Reading Method Complex Data & No danger of

forgetting

3 Outlining Method Short Note in hand

4 Speaking Impromptu Delivering on the spot without any

preparation
Advanced
Flip Charts visual support
White / Black Board for
Overhead effective
Projectors
/ Transparencies
presentation
Posters / Paper
35mm Slides Audio Slide Show
Handouts

Video Tape Graph/Chart/Tables

• The evils of Powerpoint are familiar to everyone, they include:
– Too much text
– Too small to read and is really only serving as a crutch for the presenter
– Clip Art and Slide templates that have been seen a million times
– Spinning, wooshing, dazzlings animations

Part of the problem with having so much text onscreen is that it puts of people. If the idea of your presentation is to read
from the slides then we are you there? Besides people can read quicker than you can talk so they’ll have finished
reading your slide and be waiting for the next one, or even worse working on a masterpience doodle.

Your presentation, Powerpoint or otherwise, should be a supporting aid – you want main the focus on you not your
presentation. Ideally, you should be able to deliver an equally interesting presentation should the
projector/computer/room/audience break.

Avoid too many bullets as well – it makes the information dull for the audience.
CASE METHOD OF
LEARNING
 Case study
TOPIC: LOOPHOLES IN THE SURVEY SYSTEM
Each year before the survey is dispatched, company Z holds a staff meeting and remind employees
that the survey will be live soon. They stress the importance of being honest and assure staff that the
information will remain anonymous.
Bob, an employee who is eager to provide feedback, waits for the release date and then goes to the
site to take the survey. He first finds that he has to login with his employee credentials. That makes
him wonder how anonymous the survey really is. He is hesitant to provide completely honest
responses to some of the questions, as he had had some issues with his direct supervisor. He has tried
to resolve them in the past without success and isn’t sure if there would be ramifications for sharing
this feedback with corporate. So, he continues on the survey without providing this information.
A week later he is working alongside Jane, a coworker. Their direct supervisor approaches Jane and
says that her records indicate she hasn’t taken the employee feedback survey yet and needs to do so
in the next three days so they get 100% participation. As the supervisor walks away, Bob and Jane talk
about the fact that the survey is supposed to be anonymous, yet the supervisor knows who has taken
it and who has not.
In the break room, conversation turns to the feedback. Some employees say they were completely
honest in their feedback, though there were only a couple. Most say they were concerned about
potential backlash and admitted that they gave high ratings across the board since they had to log in
and they know that managers will know who said what.
Understanding the case method of learning
• Makes you think
• Makes you realize - Skill in Thinking & Decision making
• Teacher shares a story of a situation with the students (printed material)
• Gives time to discuss what the problem is in groups
• As students, you should name/define the problem that is featured in the story
• Identify the causes of the problem
• Alternatives/Solutions
• Evaluate the solutions
• Develop plan of action.

• This should be real time practical examples that have happened in the
companies, colleges, life etc.,
• Case method of learning helps in developing skills of a manager
• Illustrative Case Study
TYPES
An illustrative case study is used to examine a familiar case in order to help others to understand it. It is one of the main
types of case studies in research methodology and is primarily descriptive.
In this type of case study, usually, one or two instances are utilized to explain what a situation is like.

• Exploratory Case Study

An exploratory case study is a primary project conducted before a large-scale investigation. These types of case studies
are very popular in the social sciences like political science and primarily focus on real-life contexts and situations.
Typically, these are used to identify research questions and methods for a large and complex study. The main purpose of
an exploratory case study is to help identify situations for the further research process.

• Cumulative Case Study

A cumulative case study is one of the main types of case studies in qualitative research. It is used to collect information
from different sources at different times.
The aim of this case study is to summarize the past studies without spending additional cost and time on new
investigations. So, it is a form of data analysis.

• Critical Instance Case Study

Critical instances case studies are used to determine the cause and consequence of an event.
The main reason for this type of case study is to investigate one or more sources with unique interest and sometimes with
no interest in general. A critical case study can also be used to question a universal assertion.
• Explanatory
• The explanatory case study focuses on an
explanation for a question or a phenomenon.
Basically put, an explanatory case study is 1 + 1
= 2. The results are not up for interpretation.
• A case study with a person or group would not
be explanatory, as with humans, there will
always be variables. There are always small
variances that cannot be explained.
 Sharpens
BENEFITS OF ThinkMETHOD
CASE & Reason OF LEARNING
Exposure
Analytical Skills

Familiarity with Experience

Knowledge
the problem Sharing

Questioning
Skills
 Characteristics of a Case & its Analysis

• Critical management Issues faced by

organization
• Subject matter of case can focus on different
aspects of management
• No right or wrong answers. Proposed answers
should be logical.
 Process of Case Analysis
I. Study the Case
II. Identify the problem
III. Define the Problem
IV. Identify the causes of the Problem
V. Develop Alternatives
VI. Evaluate the Alternatives
VII.Develop a Plan of Action
 Requirements for a Case Analysis
• Thorough knowledge of the concerned subject
• Analytical Ability
• Critical Thinking Ability
• Ability to Evaluate
• Ability to infer
 Structure of a Written Case Analysis

1. Title of the Case

2. Statement of the Problem
3. The Case
4. Scope of Analysis
5. Alternative solutions and their evaluation
6. Recommended Solution
7. Conclusion
8. Executive Summary
 Difficulties of the case method
• Slow and Time consuming
• Depends on the capability of the resource person
• Depends on the capability of the author
• No best or one solution to the problem –
Teaching case study is an art
Overcoming the difficulties of the case
method
• Conquering a different learning style
• Extensive preparation
• Models a learning  environment: It offers an
exchange and flow of ideas from one person to
another and achieves trust, respect, and risk-
taking
• Overcoming the fear of writing & speaking
• Developing personal system of case analysis
• Teacher as well as the student are learning
Reading a Case properly
At least 2 readings of each case
Every manager needs solution hence a thorough reading has to be done to derive at a
solution
Always assume that your instructor who is giving you a case is an expert and trust that
person

There are 4 steps in reading a case properly

1) Previewing
2) Skimming
3) Reading
4) Scanning/Reviewing

1. Previewing
1. Like you preview magazines
2. You read only headers and view pictures
3. Look at the title and sub title
4. Examine the name of the author – Is it a professor or someone you know so that you
can solve the case as per their personality
5. Several pages will be there
6. Familiarize with main headings & sub headings
7. Highlight the names of people and key points
Reading a Case properly
2. Skimming:
1. Previewing in greater deal
2. Identify the major ideas, issues, problems and potential solutions
3. Issue/problem is often found at the beginning of the page
4. Search till you actually identify the problem
Steps in Skimming
5. Read the title – It gives summary
6. Introduction and the first paragraph are very important
7. Concentrate on headings and sub headings
8. 1st sentence of each remaining paragraph gives you main idea
9. Last sentence of every paragraph is also important
10. Dig for key words – Who, what, when, why, how
Capitalized words
11. Enumerations – Numbered lists
12. Italics/Bold/Underlined/Asterix
13. Final paragraph should be read completely
Reading a Case properly
3. Reading
1. Read in a comfortable pace
2. Look for answers to questions
3. Look for facts to decide on solutions
4. Don’t underline. It is time consuming to underline. First do reading alone
5. During second reading you can underline
6. Unimportant items will be highlighted if you follow this step
7. Search for solutions on the second reading – Analyze

4. Scanning/Reviewing
8. Move eyes quickly down the page for phrases and important words
9. Absorb the main points, review your notes, so that you can refresh your mind
10. Cracking the case – Review.
Steps in Scanning
• Keep in mind what you are searching for
• Eyes should run rapidly
• Spend more time on the sentence you caught as important
• Use index finger to run quickly across the page
Case analysis
Systems approaches
Behavioral
Approach Approach

Decision Strategy
Approach Approach
 Study the Case

Process of Analyzing the case

Identify the
Problem

Define the
Problem

Identify the causes

of the problem

Develop
Alternatives

Evaluate
Alternatives

Develop Plan of
Action
Do’s of case preparation
• Remove useless value from the case study
• Learn the leadership skill of the facilitator
• Solution should be supported by proper data
• Trust your decision or take a stand
• Re-Read – Second Analysis
Don’ts of case preparation
• Don’t expect right solution/conclusion
• Don’t ask for more information before reading
the case properly
• Don’t expect help from the facilitator
• There may be many problems highlighted,
focus on the main problem
• Don’t jump to solution and conclusion
Discussing and Presenting a Case Study

• Summary
• Need to solve the problem
• Different Options
• Select the best option
• Summarize/Recap – Plan of Action
 What is Negotiation?
• Latin word ‘Negotium’
• Strikes/Salary/Fruits & Fish/Proposals/Conflict
According to Alan Fowler – “Any form of meeting
or discussion in which you and/or the persons
you are in contact with, use argument and
persuasion to achieve an agreed decision or
action”
 Nature Of Negotiation?
• Two or more parties
• There is a conflict of interest
• Voluntary process
• Notion of Give and Take
• Mutual fulfillment of needs
• Use of strategies to influence the other party
• Management of intangibles as well as
resolving tangibles (Price/Salary etc.,)
 Need for Negotiation
• Helps in Conflict Resolution
• Helps in cost reduction
• Strengthens and maintains better relation
• Provides competitive advantage
• Find solution to problem
• Helps in finding alternatives
Preparation & Planning
Stages of Negotiation Process
Definition of Ground Rules

Clarification & Justification

Bargaining & Problem Solving

Closure & Implementation

 Factors affecting Negotiation?
1. Place
2. Time
3. Subjective Factors
• Personal Relationship
• Fear
• Future Considerations
• Mutual Obligation
• Persuasion
 Collaborative/Problem
Negotiation Strategies
Competitive/Aggressive
Solving

Compromising Accommodating

Avoiding