This document discusses various topics related to developing a competitive edge, including negotiation skills, knowledge management, creativity, and innovation. It provides information on negotiation processes and strategies, the components and drivers of knowledge management, and methods for fostering creativity such as brainstorming, mind mapping, and heuristics. The document also differentiates between types of innovation and lists factors that can influence innovation and creativity within an organization.

1. UNIT V
DEVELOPING THE WINNING EDGE
 Self Development
Negotiation Skill
Knowledge Management
Developing competitive Spirit
Fostering Creativity & Innovation

2. NEGOTIATION
• Negotiation is a dialogue between two or more
people or parties, intended to reach an
understanding and resolve point of difference.
Skills Required
Attitude
Personal Skill
Knowledge on Problem
Defining Outcome
Framing & Reframing

3. NEGOTIATION PROCESS
Preparation & planning
Defining Ground Rules
Clarification & Justification
Bargaining & Problem Solving
Closure & implementation

4. APPROACHES TO NEGOTIATION
• Distributive Bargaining
Claiming value / Zero-Sum / Win-Lose
A competitive negotiation strategy used to
decide how to distribute a fixed resource.
• Integrative Bargaining
Interest Based / Collaborative / Win-Win
A negotiation strategy in which parties
collaborate to find a win-win solution to a
problem

5. ISSUES IN NEGOTIATION
• Biases in Decision Making
• Personality Traits
• Cultural Differences
• Third party Negotiation
Mediator: Mutually Satisfy & Strengthen Relationship
Arbitrator: Authority to dictate an outcome. Advantage is that
negotiations they are involved in always results in a settlement.
Conciliator: Someone acting only as a communication medium.
Consultant: Facilitate problem solving through communication &
analysis.

6. KNOWLEDGE MANAGEMENT
• KM comprise a wide range of strategy and
practices used in an organisation to create,
identify, store, share and application of
knowledge and experience.
Components of KM
Technology Component
Organisation Component
People Component

7. DRIVERS OF KM
 Technology Drivers
Process Drivers
Knowledge Related
Organisation Drivers
HR / Personnel Specific Drivers
Financial Drivers

8. KM PROCESS
• Knowledge Creation
• Knowledge Storage
• Knowledge Sharing
Knowledge Conversion Process
• Tacit to Tacit - Socialization
• Tacit to Explicit - Externalization
• Explicit to Tacit - Internalization
• Explicit to Explicit - Communication

9. DIFFICULTIES IN KM
1. Justification of investment in KM
2. Support from Senior Management
3. Overcoming Cultural Hurdles
4. Encouraging Employees to use and share
knowledge
5. Confidentiality Issues
6. Collection & Storage of Wrong Information
7. Measure
8. KM system is not a static system

10. CREATIVITY
• Creativity is a mental and social process
involving the generation of new ides or
concepts

11. FOSTERING CREATIVITY
• Idea Box / Matrix Analysis: Input | Frequency |
Subject | Target Group.
• Heuristic: Rapidly coming to solution that is hoped to
be close to best
• Mind Mapping: Think visually about issues and
problems
• Synectics: Joining together of different unconnected
and irrelevant.
• Metaphor: Ability to link 2 different things

12. FOSTERING CREATIVITY
• Brainstorming: Discussion
• Forced Relationship: Finding relationship between 2
things.
• Visual Thinking: Graphs, diagrams, charts and
Models
• Morphological Analysis: Work at Various problem
and combining them to a new and novel ways.
• Serendipity: Discover of things by happy accidents or
chance.

13. INNOVATION
• Ability to create something new based on knowledge that has bee
attained.
Types
1. Product
2. Process
3. Paradigm
4. Radical
5. Systems
6. Incremental
7. Additive
8. Complementing
9. Technology

14. SOURCES OF INNOVATION
1. Unexpected Outcomes
2. Incongruities (Unsuitable)
3. Process Needs
4. Industry & Market Change
5. Demographic Change
6. Perceptual Changes
7. Knowledge Based Concepts

15. FACTORS INFLUENCING
INNOVATION & CREATIVITY
• Complex & Challenging Jobs
• Diversity
• Coworker
• Resources
• Adaptability
• Conflicts