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For this assignment, you are asked to reflect on your experiences, decisions, actions and interactions in this module and come up with a plan for future improvement

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For this assignment, you are asked to reflect on your experiences, decisions, actions and interactions in this module and come up with a plan for future improvement.

Specifically:

1.Analyse your experiences in this module

2.Critically evaluate the learning achieved

3.Devise a personal action plan for the future

The word count for the report should be between 1500 and 2000 words.

I will provide a sample file and required notes for it.

CB8005 Consultancy, negotiation and research skills Individual self-reflection report By: Pream Chand Hosur Rajasekaran Login: ph325 No. of words: 1550(Excluding TOC) Page |2 Table of Contents Page 1.Introduction 3 2.Research skills 3 2.1 Library skills for research 3 2.2 Research and Research skills 3 3. Consultancy 3.1 Group work assignment 4 3.2 Workshops and Guest lectures 4.Negotiation 5 5. Action for Future improvement 6 Page |3 Abstract CB8005 Research, consultancy and negotiation module was an eye-opener for me in both academic and professional aspect. The research, consultancy, negotiation skills that I learnt in the module has increased my readiness in conducting the research and competitive job market. This report made me realise my strengths and weaknesses and helped me create an action plan for the future improvement of the skills. Introduction This report aims to discuss the learnings and experiences from the research skill, consultancy and negotiation module. This report is structured into four sections. In the first section, I will discuss the lessons and skills learnt from the research methodologies. In the second section, I will explain the experience and learnings outcomes from the consultancy lecture, group projects, workshops and guest lectures. The third section explains skills and experience learned from the negotiation. The final sections will demonstrate an action plan for the future improvement in the skills learnt in this module 2. Research skills 2.1. Library skills for research The seminar conducted by Tuan and Andy Prue boosted my confidence in research. The session was interactive and cleared many doubts about using internet resources and technology to make the research process quick and straightforward. The referencing tool “Mendeley “recommended in this lecture is used for my other modules too. 2.2 Research and Research methods The initial briefing provided in the lecture allowed me to understand the importance of research, the need for research, how research can add knowledge to existing concepts, theories and facts? and finally, an overview of the research process. In the next weeks, the topics like research process, research design, research approach, and research ethics were demonstrated broadly. Firstly, The research process gave a big picture about the three external drivers such choice of research topic, research problem and research design. The drivers showed the stages of each process and its relation to other internal drivers which is used to conduct the research .secondly; the research design explained the plan to integrate different elements of the research process and data collection plan to analyse the problem. Third, the types of research philosophies were explained, which made me realise the way I see the world. Lectures about literature review helped to find the early research done related to my research topic and analyse the gap to create the hypothesis on my research topic. Page |4 Furthermore, lectures about the different research methods like qualitative, quantitative, mixed methods helped me to find the right approach and types of data to write the proposal. Finally, the significance of research ethics was explained along with the procedures and criteria to apply for the Ethics approval. Overall, all the important aspects of the research and research methodologies were explained in a simpler way, reducing the complexities in kickstarting the research process for the dissertation proposal. 3.Consultancy Consultancy is a topic in which I was interested from the beginning of the module. In terms of teaching, we had a new lecturer, Prof. Desmond Doran, which was a great experience. The presentations had an excellent design and made me engage deeply. There are three outcomes from this topic; first, type of consultants and the difference in work nature were understood. Second, the process and phases of consulting gave insight into project initiation, managing the stakeholders, and delivering the project's outputs. Third, applying the consultancy skills to find the research topic and develop the dissertation. Overall, I feel the learnings from the consultancy has helped me to pitch the best research proposal and at the same time add weight to my resume to look for consultant jobs. 3.1 Group work assessment The group work assessment helped me to reassess the way I engage with others as a team. Firstly, our group consisted of seven members from my course. Even though I worked with others previously as a group, some teammates were new. Following are the learning and challenges in each stage of the group work. First, choosing a topic was the initial challenge, so I organised a poll to find everyone interested in a topic. We narrowed it down to sustainability, which in the later course developed in to "sustainability in fast fashion". This kind of approach was fresh, and it helped me to understand everyone's interest. Second, as this topic is instructed to be a consultancy work, that was the second challenge because we were not introduced to the consultancy at that time point .so, we started conducting lots of research on the nature of consultancy work, types of consultants and expectation of fast fashion sustainability which helped us decide the structure of the presentation. Third, organising the meetings, every team meeting and decisions were recorded and documented and in the next meeting, the previous meeting's targets and deadlines will be met. This practice made the team confident about the final results. There were many challenges in scheduling the meeting as the size of the team was big, and everyone has their works to complete so, we realised this in the beginning and aligned everyone to a specific time when all the teammates are free to attend the meeting. In terms of soft skill, we learnt to make logos, animations in the presentations to make the presentation Page |5 visually appealing. To sum up, By the end of the group work, I learnt skills like teamwork, time management, presentation, approaching a consultancy project and organising a project. 3.2 workshops and Guest lectures The workshops gave more insights on the dissertation proposal, the marking criteria, the dos and don'ts in finding the research questions to pitch the suitable proposal. It also made me understand that the nature of the research process is iterative. Guest lectures provided by alumni's working in top firms like Amazon, Accenture and EY were very insightful. I was interested in seeing them speak about consultancy, their daily routine in their job, their way of engaging with the customers, and some essential qualities I should develop to apply for consultancy roles. The lectures created an excellent opportunity to get a valuable connection and widen our network on a platform like LinkedIn. 4.Negotiation The negotiation topic had two parts, and the experience achieved from the learning is precious as I could relate this topic to my previous experience in procurement. I personally felt this as an opportunity to rectify the previous mistakes that I have been making in negotiation and develop the techniques to master this skill. The information in the slides was concise, which made the presentation easy to understand. From this chapter, I learnt the uses of negotiation, essential skills to negotiate, types of negotiation, situations where negotiation is required. There are three primary learning from this chapter; first, negotiation is a complex process, and it requires outstanding communication skills to influence and persuade others. Second, homework and research about the opposition party is an essential skill that will make me prepared for the best and worst scenarios during negotiation. Finally, negotiation can be used as a personal and professional tool to agree or deal with someone. For example, these skills can be used to negotiate job roles or salaries or in research when negotiating access to a company facility, and professionally, this skill can be used while negotiating price with the supplier or negotiating a proposal with top management. Overall, the lectures, presentation were well structured and more focused on the practical usage of this powerful skill. 5.Action for future improvement Page |6 Skills to be improved Actions for future improvement Timeline 1. Even though there is a significant knowledge gained through the lectures and dissertation proposal, I still get confused about the difference between types of research approaches so, research methods for business by M.K May- June Saunders will be purchased to take relevant notes and refer it until the concepts and types are clear. Research 2. Literature review is one of the challenges that I faced during the proposal. I feel hard to structure the literature review to make it more engaging so, for this, appropriate action would be is to refer to multiple journals and other literature to find the structure and reflect it in my dissertation communication Time management consultancy Negotiation 1. communications skill are vital for any job. I am personally happy about the improvement in my communication in the past eight months, but I still feel nervous when presenting a presentation or during interviews. To tackle this, I plan to attend an online speech course to overcome the fear and speak confidently. May – June June - July Time management is the skill I am still working on because I have not planned my daily work, and I run behind the deadlines, but as an action plan, I plan to make a June - July spreadsheet to plan the schedule for the next day. This will be followed when writing my dissertation. The group consultancy project has given me a basic level of consultancy skills. However, to develop the skills, I am planning to learn more journals and consultancy case study July – August reports. Negotiation is strongly connected to communication and research skills, so as I develop these skills, negotiation skills July – August will also develop. CB8005 Consultancy Negotiation and Research Skills (Introduction to the module and its contents) Introduction to CB8005 Convenor: Tuan Yu Lecturers: Tuan Yu (Wk 13-18) Prof Desmond Doran (Wk 20-24) 2 Contact details Contact information Name Student Consultation Hours Module Convenor and Seminar Leader Tuan Yu Wed 11-12 Fri 11-12 Please book appointment here: Booking an appointment Office Room Number Room 309 Sibson Email tly@kent.ac.uk Lecturer and Seminar Leader Name Prof Desmond Doran Student Consultation Hours Please email to arrange times Office Room Number Room 307 Sibson Email D.Doran@kent.ac.uk 3 Module Objectives To learn essential skills and techniques to write high-quality dissertations and manage consultancy/negotiation based projects Module Assessment Assessment Weighting Due Date Group presentation 20% video Individual reflective report 20% Individual 60% project/dissertation proposal 31 Mar 2021 (Wk 23) 12 May 2021 (Wk 25) 14 Apr 2021 (Wk 24+1) Schedule ?WEEKS and TOPICS WEEK DATE LECTURE SCHEDULE 13 18 -Jan Introduction to Consultancy, Negotiation and Research Skills and to the module and its contents 14 25 -Jan (Digital) Information and Media Literacy, Skills and Management including Database Search & Refworks (Andy Prue-Library) 15 1 - Feb The Research Process Form groups and start group work leading to presentation in Week 23 Schedule of teaching WEEK DATE 16 8 - Feb LECTURE Literature review Start Individual research proposal and reflective report 17 15 - Feb Qualitative Research Methods 18 22 - Feb Quantitative Research Methods 19 1 - Mar Free week for researching ideas for individual dissertation and start meetings with assigned supervisor Schedule of teaching WEEK DATE LECTURE 20 8 - Mar 21 15 - Mar Consultancy lecture and seminar 22 22 - Mar Negotiation Guest Lecture (external) 23 29 - Mar Negotiation lecture and seminar Consultancy Guest Lecture (external) 24 5 - Apr Group project presentation (including consultancy, negotiation and research knowledge and skills) Videos of presentations to be submitted by Wed 31st March 2020 noon The seminar will take the form of Q&A on presentations Learning Outcomes By the end of the lecture, students will be able to demonstrate an understanding of: ? The importance of Research Methods ?What is involved in Research Methods Research and Knowledge ?Main Purpose of Research: ? A process to produce new insight or knowledge, effectively shared ? Add to present knowledge that exist: ? Theories or Models ? Concepts ? Methods and Techniques ? Facts Research methods ? Research methods refer to the tools that one uses to do research. These can either be qualitative or quantitative or a combination of both (known as mixed method) ? Besides, you have to address a range of additional elements within the scope of your research, including: ? Research philosophy, types of research, research approach, methods of data collection, sampling and ethical considerations. 11 Research Methods ?Definition: ? These are rules and procedures, and can be seen as tools or a way of proceeding to solve a problem. Problem/Task Solution/Answer Method ? There must be a valid reason (or theory) underlining the actual method so that it would produce the ‘correct’ results Research Methods ?Importance: ? Properly understand the importance of theory and methodology ? Helps in planning, execution and investigation of research projects ? Appreciate that there is not one ‘BEST’ method for a research work ? Provide practical guidelines grounded on scientific approaches for undertaking projects ? Unravel the myth about research ? It’s the key to writing a successful research/consultation project Levels of Research Conceptual (Theoretical) LEVEL Measurement (Empirical) ? The choice of research design often bridges the activities at the conceptual and empirical levels ? All research requires activities at the conceptual level even for empirical research What Comes First: Theory or Research? Knowledge (THEORY) • • • Theories and Models Concepts Methods and Facts Observation/ Assumptions Problem ? Relevance of theory ? When applying present insight to solve specific problems, new observations and new questions may give rise to new explanations, methods and techniques. Research Process ? Where do you start from? ? What steps are involved? ? ** Daunting Task ** !! 5 4 3 2 1 Research Process Research Philosophy Introduction 1 Choice of Research Topic Determines Research Motivation Research Approach Problem Statement Determines Selection 2 Research Problem Research Questions Research Methodology Guides Aims and Objectives Research Implement’n Provides Data for 3 Research Design Explorative/Descriptive/Causal Research Analysis Leads to Conclusions Thank You 19 Next Week’s Class The Class will be run by Andy Prue (email: a.prue@kent.ac.uk) ?TOPIC ?Library Database Search ?Refworks CB8005 Consultancy, Negotiation and Research Skills Seminar Week 13 Introduction by seminar leader to module and essential information Exercise Please download the document “Some potential topics 2021”. Within your allocated groups, discuss and decide which topic area you would like to focus on for your group presentation due in Week 23 and why. You can opt for a topic not included in the list. You should do some preliminary searches to find information relevant to the topic before making a decision. This decision need not necessarily be final but the exercise should help to start generating ideas and also highlight areas that look promising for both the group and individual assignments. Summarise the main issues and considerations with regards to the requirements and feasibility of the topic for investigation. You will be able to enlist the help of the KBS Templeman liaison librarian next week to explore your options further. Library Skills for Research Follow-up Questions The Research Journey Google Scholar https://scholar.google.co.uk/ Microsoft Academic https://academic.microsoft.com/ Reference Management Tools https://www.mendeley.com/ Click here to view video Groupwork Library Skills for Research Follow-up Questions The Research Journey Google Scholar https://scholar.google.co.uk/ Microsoft Academic https://academic.microsoft.com/ Reference Management Tools https://www.mendeley.com/ Click here to view video Groupwork Some potential topics (group projects): CB8005 1234- Big data: applications and algorithms Green Logistics (can be in routing, supply chain, packaging, etc) Reverse Logistics DEA and its applications (performance management, applications, methods) 5- Humanitarian Logistics (routing, site selection, recovery, etc) 6- Variants in location problems (analysis, applications and algorithms; p median/p centre, hub location, location routing,..). These can be either in the - continuous space - discrete space 7- Variants in Routing & Scheduling problems - Pickup& delivery - Inventory routing - Environmental routing - Drone routing - Electrical vehicles 8- AI techniques & Data Science 9- Heuristic Search incl metaheuristics - population/evolutionary techniques - trajectory methods - applications 10Techniques for transportation problems 11Radiotherapy optimisation 12Optimisation in Finance (portfolio, technical analysis,…) 13Sustainability in global supply chains 14Reliability (applications , theories) 15Packing problems (circles in rectangle, rectangles in circles,…) 16Behavioural OR 17Applications of simulation in health 18Forecasting techniques and their applications 19Any other topic you wish to explore…. Groups Name Email Programme Boakye Tawiah, Miss CF ct505 BUSANALYTICS:MSC-T Cardasova, Miss K kc587 BUSANALYTICS:MSC-T Chiosea, Mr sc2032 BUSANALYTICS:MSC-T Dias Ribeiro Ricardo, Mr hfdr2 BUSANALYTICS:MSC-T Fakhoury, Miss R rf319 BUSANALYTICS:MSC-T Hollman, Miss cah74 BUSANALYTICS:MSC-T Wu, Miss Z zw96 BUSANALYTICS:MSC-T Bubashait, Mr SMHK smhb2 BUSANLY(FIN):MSC-T Hosangadi, Mr MS mh883 BUSANLY(FIN):MSC-T Mangi, Mr S sm2227 BUSANLY(FIN):MSC-T Muse, Mr MA mam82 BUSANLY(FIN):MSC-T Nwagbolu, Mr ion2 BUSANLY(FIN):MSC-T Robalo Correia E Sil, Mr YN yr49 BUSANLY(FIN):MSC-T Vinod, Miss V vv68 BUSANLY(FIN):MSC-T Yang, Mr Z zy61 BUSANLY(FIN):MSC-T Zhao, Mr H hz214 BUSANLY(FIN):MSC-T Alapati, Mr JSB ja707 BUSANLY(SML):MSC-T Ayetigbo, Mr OA oa412 BUSANLY(SML):MSC-T Craig, Mr K kc589 BUSANLY(SML):MSC-T Fisher, Mr DJ djf46 BUSANLY(SML):MSC-T Madapati, Mr A am2533 BUSANLY(SML):MSC-T Ojebiyi, Mr OJ oo396 BUSANLY(SML):MSC-T Payappai, Miss T tp396 BUSANLY(SML):MSC-T Spiff, Miss IE is327 BUSANLY(SML):MSC-T Agbenu, Mr EE ea505 LOGISTSUPCHMGT:MSC-T Ahmad Rabiu, Miss N na532 LOGISTSUPCHMGT:MSC-T Cox, Mr EE ec572 LOGISTSUPCHMGT:MSC-T Ememandu, Miss SD se316 LOGISTSUPCHMGT:MSC-T Ghorab, Mr JMAA jg679 LOGISTSUPCHMGT:MSC-T Liu, Mr D dl449 LOGISTSUPCHMGT:MSC-T Maj, Mr MM mmm60 LOGISTSUPCHMGT:MSC-T Mensah, Miss FK fm345 LOGISTSUPCHMGT:MSC-T Musah, Miss S sm2255 LOGISTSUPCHMGT:MSC-T Omoyajowo, Mr O oo395 LOGISTSUPCHMGT:MSC-T Rajasekaran, Mr PCH ph325 LOGISTSUPCHMGT:MSC-T Savova, Miss sds34 LOGISTSUPCHMGT:MSC-T Tran, Ms TM tt349 LOGISTSUPCHMGT:MSC-T Yao, Mr J jy239 LOGISTSUPCHMGT:MSC-T Group 1 1 1 1 1 1 1 2 2 2 2 2 2 2 2 2 3 3 3 3 3 3 3 3 4 4 4 4 4 4 4 5 5 5 5 5 5 5 CB8005 Week 17 Qualitative Research Learning Outcomes By the end of the lecture, students will be able to demonstrate a critical understanding of: ? Important characteristics of qualitative research and qualitative data ? Different types of qualitative research methods ? Sampling in qualitative research ? Validity and reliability issues in qualitative research What is Qualitative Research? ? A type of Scientific Research Method that aim to gather an in-depth understanding of human behaviour and the reasons that govern such behaviour. What is Qualitative Research? ? Helps to provide understanding of a given research problem or topic from the perspectives of the local population it involves. ? Particularly effective in obtaining culturally specific information about the values, opinions, behaviours, of particular population When to Use Qualitative Research? ? Particularly relevant when prior insight or knowledge about a research problem is modest ? Useful in exploratory and unstructured research ? Can be used to test hypothesis but main emphasis is on gaining insight and explanations and theory ? What we call Grounded Theory!!! constructing Qualitative Research? ? Approach used in the “Context of Discovery” ? The context of discovery in qualitative research links it to Grounded Theory ? Grounded Theory: Theory that is developed inductively from a corpus of data (Popper 1961) Qualitative Research and Grounded Theory Write Theory Identify Research Area Integrate with Literature Collect Data Develop Theoretical Code Open Code Data Selective Coding of Data Write Memos of Process Characteristics of Qualitative Research ? Seek to explore phenomena General Framework ? Research approach is more flexible ? Iterative style of Data Collection ? Describe Variation Analytical Objectives ? Explain Relationship ? Describe individual experiences and group norms Questions Format ? Open-ended Data Format ? Textual Flexibility ? Study design is iterative by offering more flexibility to adaptability/engagement with participants Typical Qualitative Research Approach ? Data collection and analysis are usually conducted simultaneously in an interactive way Typical Qualitative Research Approach ?Research begins with rough Ideas that turn slowly into Research Questions Typical Qualitative Research Approach ?The Literature Review gradually builds up knowledge about the Research Ideas Typical Qualitative Research Approach ?The Design is the plan to be followed in order to carry out the research. ?It must include strategies for the selection of the samples. Typical Qualitative Research Approach ?The Data Collection and Organization phase is devoted to gathering the data for the research and organizing it, so that it can be properly analysed. ?These are difficult tasks, since the volume of data collected in qualitative research can be enormous. Typical Qualitative Research Approach ?The Analysis includes three concurrent flows of action: ? Data Reduction: Which focuses, simplifies, and transforms raw data into more manageable forms; ? Data Display: Presentation of the data as organized and compressed information that permit conclusions to be analytically drawn; ? Conclusions & Verification: Review and finalize conclusions and make sure that they satisfy the requirements of validity. Typical Qualitative Research Approach ?Dissemination takes the form of very well written and detailed documents ?Allows for critical evaluation of the analysis and conclusions by others What are the main Methods used in Qualitative Research? Methods of Qualitative Research ?The main methods employed in qualitative research are: ? Observation ? Communications ? Surveys ? Interviews ? Focus Groups ? Documentary Analysis. (1) Observation as a Qualitative Method ? Observation as a data collection tool entails listening and watching other peoples behaviour in a way that allows some type of learning and analytical interpretation ? Types: ? Covert participation: No need for permissions; Ethical issues ? Overt roles: Necessitates trustful relationships (1) Observation as a Qualitative Method ?Researcher makes: ? regular observations of the behaviour of members ? listens to and engages in conversations ? interviews informants on issues that are not directly amenable to observation or that the researcher is unclear about ? collects documents about the group ? develops an understanding of the culture of the group ? What are the advantages and disadvantages? (1) Observation as a Qualitative Method ?Advantages: ? First-hand information can be collected ? Observed behaviour, attitudes and situation can be interpreted more accurately ? Dynamics of social behaviour can be captured ? Disadvantages: ? Conflict between one's role as a participant and one's role as a researcher ? It adds to the time demands on the researcher (2) Communication as a Qualitative Method ? Communication as a research method involves the collection of data by asking those who have experienced a particular phenomenon so that they can explain it to the researcher. ? Postal Survey ? Personal Interviews ? Telephone Interviews ? Email Interviews (2a) Surveys as a Qualitative Method ? Surveys: ? Refers to the process of data collection that utilizes questionnaires or interview techniques for recording the verbal behaviour or response of a sample ? Influencing Factors ? Sponsor: Study financed or sponsored by a particular organisation ? Appeal: An appeal made on why response is important ? Stimulus: When reward is given to respondents ? Questionnaire Format: Appearance, layout, length, paper colour ? Covering Letter: Tone and stance of the letter accompanying request ? Stamp and Self-address Envelope: Cost of response (2a) Types of Surveys: ? Measure the characteristics of a particular population, either at a fixed point in time, or comparatively over time Descriptive Survey Identify Phenomena whose variance is to be described Conceptualize and Structure Research Problem Analytic Survey Identify Independent, Dependent and Extraneous variables ? Attempt to test a theory in the field, ? Their main purpose being to explore and test associations between variables (2a) Planning a Survey: (2a) Guidelines for Constructing a Survey ? Questions must be asked in a simple and concise manner ? Consider the background of the respondents ? Check to ensure everybody understands the questions in the same manner ? Each question should deal with only one dimension of the question ? Questions should not have any escape route ? Questions should not be of a suggestive nature ? Questions should be in the right order and layout should be neat and tidy (2a) Response Rate in Surveys: Response Rate = Number of Completed Surveys Number of People Contacted Method Used Mail Response Rate 50% adequate, 60% good, 70% very good Phone 80% good Email 40% average, 50% good, 60% very good Online 30% average Face-to-Face 80-85% good (IAR, 2011) ? Ensure you provide appropriate reference for acceptable response rate in your dissertation (2b) Interviews as Qualitative Method ? Interviews are used to collect data from the subjects interactively, usually on a one-to-one/one-to-group basis. ? structured interviews ? semi-structured interviews ? unstructured interviews ? Useful for clarify the meaning of a phenomenon and to obtain personal accounts about the development of a process ? Can support the exploratory work and enrich the results that precede (or follow) a quantitative study (2b) Structured Interviews ? Usually used in survey research as a means of collecting statistical survey. ? A standard format of interview is used with exactly the same questions in the same order hence providing the same context to the questions ? Data is collected by the interviewer rather than through self- administered questionnaire (2b) Unstructured Interviews ? The researcher uses at most the short list of key words or central issues that should be discussed about. ? Questions are not formalised and are not coded ? Interviewee is allowed to answer freely and the researcher only responds to the points that seem to be worthy of being followed. ? The interview is almost like a conversation. (2b) Semi-Structured Interviews ? List of questions or topics, sample size, participants have been determine before hand. ? In the interview situation, the questions may not follow the planned guide, new questions may emerge, and some may be left outside. ? Interviewee has leeway in how to reply to questions ? Offers flexibility and advantages in the context of discovery General Research Area Specific Research Questions Interview Topics Formulate Interview Questions Review Questions General Interviews Guidelines Pilot Guide Identify Novel Issues Revise Questions Finalise Guide (2c) Focus Groups as a Qualitative Method ? A small group of people interacting with each other to seek information on a small (focused) number of issues ? Discussion Groups, Focussed Interviews, Group Interviews, ? Interviews are simultaneously conducted and participants are free to interact with each other (Group Dynamics) ? Focus group usually consists of 8-12 respondents and one interviewer ? The respondents are selected according to the relevant sampling plan Sampling in Qualitative Research ? The process of collecting information from a portion of the population as a means of using it as a basis for inference of the whole population ? Representativeness is critical in sampling ? Lack of transparency is a feature of sampling Sampling in Qualitative Research ? Convenience Sample: ? Least rigorous approach. A selection of the most accessible subjects ? Samples may be the result of restrictions placed on the researcher ? Judgement/Purposeful Sample ? Most commonly used technique ? A selection of the most productive sample (may not be random) to ensure a wide range of characteristics of subjects are captured ? Theoretical Sample ? Sampling continues until theoretical saturation is achieved; that is no new conceptual insights are generated. ? Snowball Sample ? Existing sample recruit new sample from among their acquaintances Reliability & Validity in Qualitative Research ? Validity determines whether the means of measurement are accurate and whether the research truly measures that which it was intended to measure or how truthful the research results are. ? Reliability measures whether the result is replicable. Reliability & Validity in Qualitative Research ? In other words, does the research instrument allow you to hit "the bull’s eye" of your research object and with what consistency? Types of Validity in Qualitative Research ? Descriptive Validity ? Refers to the degree to which the actual description holds true ? Example: Is the description of a strategy process correct? ? Interpretative Validity ? Refers to how good the interpretation of a research is ? Example: Multinational companies are more likely to be socially responsible than local firms. Is the explanation regarding a research finding valid? Types of Validity in Qualitative Research ? Theoretical Validity ? Refers to the adequacy of suggested “THEORY” on explanation. ? Example: Based on a substantial research effort, a theory or explanation on how firms deal with environmental externalities is given. Does it hold true? ? Generalization ? Refers to what extent can the findings from a study be generalized to other settings. ? Example: If A implies f; then A also implies F Triangulation in Qualitative Research Data Source 1 Method 1 or ? ? Data Source 2 Data Source 3 Method 2 Method 3 ? By combining theories, methods, and empirical materials intrinsic biases and the problems that come from single method, single-case studies and single-theory studies. Triangulation in Qualitative Research ? Can refer to Data or Method ? Triangulation is often used to indicate that two (or more) methods are used in a study in order to check the results ? A method of cross-checking data from multiple sources to search for regularities in the data ? Principle: Higher level of confidence with a data/result if different data sources/methods lead to the same result. “Not everything that can be counted counts, and not everything that counts can be counted” Thank You 42 CB8005 Writing and Presenting Your Literature Review Structure of Dissertation ? Commonly used Structure: a) Title Page b) Table of Content c) Abstract d) Introduction (Use as basis for your Dissertation Proposal) e) Literature Review f) Methodology g) Findings/Empirical Study/Discussions h) Conclusions and Recommendations i) Bibliography j) Appendix Chapter 1: Introduction ? 1.1 Background ? 1.2 Problem Statement ? 1.3 Research Motivation/Justification ? 1.4 Research Questions ? 1.5 Research Aims/Objectives ? 1.6 Summary of Research Methodology ? 1.7 Limitations and Main Assumptions ? 1.8 Structure of the Dissertation Chapter 2: Literature Review ? Provides the theoretical background/frameworks on which the research problem/statement is based. ? Outlines the current state of knowledge in the area of study. Key Research papers should be summarised. ? Identifies any gaps in literature (with references). ? Provides an indication of the contribution that this study hopes to achieve. ? Establishes the link between what has already been studied and what the current research explores. Structure of Review Articles ? Literature reviews are in reality a type of research on its own. ? Should conform to the structure of a typical scholarly article ? Introduction ? Methods ? Results ? Discussion ? Conclusion ? References 5 Structure of Literature Review ?Introduction ? Gives a quick idea of the topic of the literature review, such as the central theme and then the organizational pattern. ?Body ? Contains your discussion of sources. ?Conclusions/Recommendations ? What are the main Research Gaps and Findings? ? Discuss what you have drawn from reviewing literature so far. Where might the discussion proceed? 6 Organization of Literature Review Theme 1 What to Write On: The main themes identified in the Introduction Section should be a starting point for what your Theme 2 Theme 3 Lit Review will cover 7 How to Organize Studies ? Chronological ? By publication date ? By trend ? Thematic ? A structure which considers different themes- who found? ? Methodological ? Focuses on the methods of the researcher, e.g., qualitative versus quantitative approaches. 8 GOOGLE SCHOLAR/MICROSOFT ACADEMIC search engines ? Please refer to Library Skills lecture in Week 14 9 Making Links between Studies AGREEMENTS (A group of studies) ? Similarly, author B points to… ? Likewise, author C makes the case that… ? Author D also makes this point… ? Again, it is possible to see how author E agrees with author D… DISAGREEMENTS (A few groups of studies) ? However, author B points to… ? On the other hand, author C makes the case that… ? Conversely, Author D argues… ? Nevertheless, what author E suggests… 10 SUMMARY TABLE ? It is useful to prepare. ? Such a table provides a quick overview that allows the reviewer to make sense of a large mass of information. ? The tables could include columns with headings such as ? Author ? Type of study ? Sample ? Design ? Data collection approach ? Key findings 11 Citation Styles ?Information Prominent Citation EXAMPLE: For sustainable performance management of organisations, the assessment methodology influences the robustness of the results (Koh et al., 2011). 12 Citation Styles ?Author Prominent Citation EXAMPLE: • Acquaye and Yamoah (2015) developed an integrated LCA and Fair Trade labelling framework for product supply chains. • Feng and Barrett (2008), Wiedmann (2010) and Oppon (2015) have all suggested that evaluating the impacts that organisations have on the environment is a subjective exercise. 13 REPORTING VERBS ? ? ? ? ? ? ? ? ? ? ? ? ? ? Argue Assert Assume Challenge Claim Contend Contradict Describe Dispute Emphasize Establish Examine Find Maintain ? ? ? ? ? ? ? ? ? ? ? ? ? Note Object Observe Persuade Propose Prove Purport Recommend Refute Reject Remark Suggest Support 14 Verb Tenses – Present ? A statement about what the thesis, chapter or section does Examples: ? This thesis presents a report of an investigation into ……. ? This chapter thus provides a basis for the next. ? In this section, the results from the first set of experiments are reported. ? A statement of a generally accepted scientific fact Examples: ? There are three factors that control the concentration of aluminum in seawater. ? The finite rate coefficients have an effect on heat transfer through a horizontal porous layer. 15 Verb Tenses – Present ? A review of current research work, or research work of immediate relevance to your study. Example: ? Miller and Blair (2009) conclude that Input-Output methodology despite its inherent flaws provides a consistent approach to performance measurement. ? Comments, explanations and evaluative statements made by you when you are reviewing previous studies. Examples: ? The reason for this anomalous result is that the tests were done using a small sample size collected from only one country. 16 Verb Tenses – Past ? Report the contents, findings or conclusions of past research Examples: ? Schaltegger et al (2015) argued that the social, environmental and economic (performance) factors must all be considered in organisational performance measurement. ? Lenzen (2000) found that errors in lifecycle assessment calculation can be as much as 20%. 17 Verb Tenses – Present Perfect ? In citations where the focus is on the research area of several authors Examples: ? Several studies have provided support for the suggestion that the amount of variability among data used in performance masurement can affect the outcome of results (Frost, 1994; Smart et al, 1997; Katz & Feldman, 2001, 2002). ? To cumulate the extent of the previous research Examples: ? Many studies have been conducted in this field. ? Few researchers have examined this technique. ? There has been extensive research into......... 18 The Writing Process ? ? ? ? ? Rough Draft Final Draft Edit Revise Repeat: Research/Read/Think/Write/Read/Edit/Revise cycle ? Seek useful feedback To go from first draft to final copy, write often and regularly – don’t leave everything to the end! Remember that writing IS thinking! 19 Show others If you can, have someone else check your literature review for ? Clarity ? Can they understand what you’re trying to say? ? Flow ? Does the structure and organization make sense and do the ideas and arguments flow smoothly? ? Completeness ? Are there areas left out? Try to find good reviews. ? Use several different key words for your search ? Be on the lookout for statements without citations or supporting evidence 20 A Good Literature Review is: ? Focused - The topic should be narrow. You should only present ideas and only report on studies that are closely related to topic. ? Concise - Ideas should be presented economically. Don’t take any more space than you need to present your ideas. ? Logical - The flow within and among paragraphs should be a smooth, logical progression from one idea to the next ? Developed - Don’t leave the story half told ? Integrative - Your paper should stress how the ideas in the studies are related. Focus on the big picture. What commonality do all the studies share? How are some studies different than others? Your paper should emphasise how you intend to use all the studies reviewed to contribute to your research (theory) and how you go about your research (methodology) as well as use your collected data (analysis) and extract its meaning (interpretation). Come up with your own conceptual model/framework, if possible, to show the main variables of your research and their relationships ? Current - Your review should focus on contemporary research 21 Pitfalls ? Vagueness due to too much or inappropriate generalizations ? Limited range of data search ? Insufficient knowledge or lack of thinking leading to poor understanding of domain/problem ? Irrelevant or low quality material found ? Omission of contrasting views for a more balanced view ? Omission of recent work ? Procrastination and being overly precious about own work 22 Thank You 23 source:duckofminerva CB8005 Week 18 Quantitative Research Learning Outcomes By the end of the lecture, students will be able to demonstrate an understanding of: ? General overview of Quantitative Research Methods ? Some approaches to Quantitative Data Analysis ?Appreciate how Quantitative Research is used in research ? How to integrate Quantitative Research Method into your dissertation Quantitative Research in Context “It is better to have an approximate answer to the right question than an exact answer to the wrong one.” John Tukey; American Mathematician (1915-2000) Quantitative Research Methods ? Systematic scientific investigation of data and their relationships. ? A formal, objective, systematic process in which numerical data are utilized to obtain information about a problem Why Quantitative Research? ? Differences between groups ? Statistical significance, magnitude, and direction of differences ? Change over time (Panel/Time-series Data) ? Direction, magnitude and differences between-group ? Relationships between 2 or more variables ? Direction, magnitude, type/form, between-group differences ? Descriptions of populations and phenomena Types of Quantitative Methods ? Survey ? Quantitative Case Study ? Meta-Analysis ? Group Discussion ? Historical Review Increasing scope of applicability ? Experimental (1) Experimental QM ? Compare two or more groups that are similar except for one factor or variable ? Statistical analysis of data ? Can be used to investigate “The effects of” or “The influence of…” (2) Surveys as QM ? Use set of predetermined questions ? Collect answers from representative sample ? Answers are categorized and analysed so tendencies can be discerned What is the difference between a Surveys and a Questionnaire? Difference: Survey and Questionnaire ? Questionnaire: ? A questionnaire is a research tool that uses questions (written or oral) in the gathering of information from different respondents ? Survey: ? A systematic process of collecting information using different methods including questionnaire. It can extend beyond questions; eg: measurement, analyses of existing data ? Questionnaire is a specific type of gathering information (Measure separate variables in a scale). Surveys are more broad (phone, mail, online, personal in-home survey, etc). (3) Meta-Analysis as QM ? Numerous experimental studies with reported statistical analysis are compared ? Distinguishes trends ? Effect of size (the influence of the independent variable on the dependent variable) can be compared (4) Quantitative Case Studies ? Also called single case design ? Describes numerically a specific case (can be group or individual) ? May test or generate hypotheses ? Results often presented with tables and graphs Quantitative Research Analysis Data and Quantification/Coding ? Data is central to Quantitative Research. The type and quality of data gathered affect the choice of statistical techniques and insights that can be gathered. ? What are some sources of data for quantitative research? ? Surveys, Observations, Management experiences, Secondary data sources ? “Quantification” is the process of converting data to a numeric format or classification Data and Quantification/Coding ? Reason for Quantifying Data: ? Convert (“data reduce”) from collection format into numeric database ? First Step: ? Specifying categories or classes of responses. The type and number of categories is dependent on the research problem ? Categories must be mutually exclusive Data Quantification Examples of data transformations: ?Assign numeric representations to nominal or ordinal variables: ? Turning male into “1” and female into “2” (Nominal) ? Assigning “3” to Very Interested, “2” to Somewhat Interested, “1” to Not Interested (Ordinal) ?Assign numeric values to continuous variables: ? Turning between 1980-1990 to “01” ? Number of children = “02” Role of Statistics in Quantitative Analysis ? Statistics is used for describing and analysing data and for making inferences (decisions) about phenomena represented by the data. Descriptive Statistics (descriptive statistics aim to summarize data) Inferential Statistics (used to learn about the population that data represents by testing hypotheses) Examples of Descriptive and Inferential Statistics Descriptive Statistics: The average percentage of biodiesel fuel used by companies that claim to implement green logistics in Canterbury is 12%. Examples: Measures of frequency (Count, Percentage, Frequency), Measures of central tendency (Mean, Mode, Median etc.), Measures of dispersion/variation (Standard deviation, Range, etc.), Measures of position (Percentile, Quartiles etc.) Inferential Statistics: Our research indicate that 15% of green logistics firms in the UK use biodiesel fuel to run their trucks. This is significantly higher than that of France which stands at 5%. Quantitative Levels of Analysis (1) Uni-variate Analysis ? An analysis of a single variable ? Can be analysed using the frequency distribution of the data. ? Gives an indication of the dispersion of the data as well as other descriptive measures (Mean, Mode, Range, SD, etc) ? Be creative and use different chart types in dissertation (2) Multi-variate Analysis ?Analysis of more than two variables simultaneously. ?Can be used to understand the relationship between multiple variables more fully. ?Most typical: ? Cross-Tabulation (Chi-squared tests of independence, etc.) ? Tests of Differences (T-test, ANOVA Test, Wilcoxon’s etc.) ? Tests of Association (Correlation, Regression Analysis) (2) Multi-variate Analysis: Hypotheses ? Multi-variate analysis usually come with hypothesis test ? Hypotheses: ? A statement of reasonable guess from experience ? An explanation made on the basis of limited evidence as a starting point for further investigation ? Null Hypothesis: ? A null hypothesis is a statistical hypothesis which is the original or default hypothesis ? Alternative Hypothesis: ? Refers to any other hypotheses Test of Hypotheses ? Hypotheses is tested to determine if an assumed relationship between variables holds TRUE ? Confront the Alternative Hypotheses with the Null Hypotheses: ? If Null Hypotheses is Falsified, the Alternative Hypothesis is TRUE Test of Hypotheses ? Types of Errors: ? Type I: Reject the Null Hypothesis when it is True (False Positive) ? Type II: ‘Accept’ Null Hypotheses when it is False (False Negative) ? The Probability (α) of rejecting the Null Hypotheses when it is True is called Significance Level. ? Usually set at 5% or 0.05. If p-value is p ≤ 0.05 significance level α, the Null Hypothesis is rejected in 5% of cases (2a) Cross Tabulation ? This is the presentation of two or more variables in a table in order to analyse the relationship between them. This may be combined with Chi-square tests. ? Example: ? A study into the relationship between sector of an organisation and interest in using Big Data Analytics: The Case of Construction and Retail Industry Sector Classification Construction Interest in Big Data Analytics Retail Total High 53% (40) 41.4%(60) 45.5% (100) Low 47% (35) 58.6% (85) 54.5% (120) Total 100% (75) 100%(145) 100% (220) (2b) Test of Difference ? These statistical models are used to analyse the differences between group means ? This is done by comparing (testing) the means (or ranks) of different groups or variables for statistical significance. ?T-test (Dependent & Independent) is used for 2 groups ?ANOVA is used for 3 or more groups. (2c) Tests of Relationship ? Statistical analysis used to estimate the linear association between the independent (predictor) and the dependent (response) variables. Y X Regression Analysis ? Statistical analysis used to estimate the linear association between the independent (predictor) and the dependent (response) variables. Y β1=?y/ ?x ?y Y= β0 + β1 X1 +? ?x β0 X ? Condition for the line of Best Fit: Error between data points and line of best fit is minimized Regression Analysis Multi-Variable Application: What are the Key Performance Indicators in Logistics Management. How does these KPIs influence Green Logistics efforts in organisations Example of Regression ? Application example: ? How does supply chain visibility, resource sharing and environmental uncertainty affect performance of humanitarian organizations? ?Conceptual model ? Null Hypothesis: Predictors have no significant effect on response variables Example of Regression Example of Regression ?Interpretation of Example: ? Visibility significantly improves resource sharing and the performance of the organizations. The results also show that, in situations of high uncertainty, the association between resource sharing and performance becomes weaker ? Perceived visibility in supply chains by humanitarian organizations will increase the improved cost efficiency and flexibility of aid delivery to the beneficiaries. However interference can hinder effective coordination Computer Software to Analyze Quantitative Data ? Special statistical software is available to analyse large quantities of data and to do more complex analyses ? The most common computer software used in social sciences are SPSS and SAS ? Other software include Excel, Stata, R, Matlab, etc. Challenges with Quantitative Research • How do I quantify a construct? - Measurement • How many surveys should be conducted – Sample Size • Have I used the correct statistical test? Have I used the test correctly? • Am I measuring thins the right way? – Validity and Reliability • Are my results generalizable? Reliability What does reliability mean? • Stability – Is the measure stable over time? • e.g. test–retest method • Internal reliability – are the indicators consistent? • e.g. split-half method • Inter-observer consistency – is the measure consistent between observers? What does stability mean? • A test or measure on one occasion and then readministering it to the same sample on another occasion, i.e. T1 T2 Obs1 Obs2 • a high correlation between Ob1 and Obs2 What does validity mean? Does the indicator really measure the concept? It does if it has: – Face validity (right for the concept) – Concurrent validity (supported by a relevant criterion today) – Predictive validity (likely to be supported by a relevant criterion tomorrow) – Construct validity (are useful hypotheses produced?) – Convergent validity (supported by results from other methods) 4 Preoccupations of Quantitative Researchers 1. Measurement 2. Causality 3. Generalisation 4. Replication Causality • Explanation o Why things are the way they are • Direction of causal influence o Relationship between dependent & independent variables • Confidence o In the researcher's causal inferences Generalization • Can findings be generalized beyond the confines of the particular context? • Can findings be generalized from sample to population? • How representative are samples? Replication • Minimizing contamination from researcher biases or values • Explicit description of procedures • Control of conditions of study • Ability to replicate in differing contexts Criticisms of Quantitative Research • Failure to distinguish between objects in the natural world and social phenomena • Artificial and spurious sense of precision and accuracy • Lack of ecological validity o Reliance on instruments and measurements • Static view of social life Is it always like this? • Quantitative research design is an ideal-typical approach • Useful as a guide of good practice • But there is a discrepancy between ideal type and actual practice of business research • Pragmatic concerns mean that researchers may not adhere rigidly to these principles Key Points • Quantitative research can be characterized as a linear series of steps moving from theory to conclusions. • The measurement process in quantitative research entails the search for indicators. • Establishing the reliability and validity of measures is important for assessing their quality. • Quantitative research can be characterized as exhibiting certain preoccupations, the most central of which are: measurement; causality; generalization; and replication. • Criticisms tend to revolve around the view that a natural science model is inappropriate for studying the social world. Thank You 45 CB8005 Consultancy, Negotiation And Research Skills Week 15 Research Process Learning Outcomes By the end of the lecture, students will be able to demonstrate an understanding of: ?The main activities in the Research Process ? The different Research Approaches ? The concept of Research Design ? The importance of Research Ethics Research Philosophy Introduction 1 Choice of Research Topic Determines Research Motivation Research Approach Problem Statement Determines Selection 2 Research Problem Research Questions Research Methodology Guides Aims and Objectives Research Implement’n Provides Data for 3 Research Design Exploratory/Descriptive/Causal Research Analysis Leads to Conclusions Research Process ? Research Topic ? This is the phenomenon or theme to be studied ? The choice of research topic should be worth pursuing and it can be practical ? A research topic is not a research problem as it is more general and much broader ? The real world or gaps in literature can be sources of good research idea/topics Research Problem Research Problem Research Topic ? A research problem is usually framed as a research question ? The Aims and Objectives follow on from the research question ? These then determine the choice of research strategy, design, data collection, data analysis, interpretation, implications and Research Topic and Problem ? Example of Research Topic ? Performance Management in Multinational Corporations ? Example of Research Questions ? Are the key factors in performance management different between multinational and national corporations? ? Can green supply chain management practices enhance an organisation’s competitive advantage? ? Construct your own Research Topic and Problem!!! (Small groups → discuss) RESEARCH DESIGN Research Design ?Definition: ? The overall plan used to consistently integrate different elements of the research process together in order to address the research problem. ? Hence, it provides a plan or framework for data collection and analysis to solve the problem in the best possible way. ? Three main classes of research design: ? Exploratory ? Descriptive ? Causal Research Design ?Exploratory: Peter Falk as Lt. Columbo (1927-2011) Exploratory Research ? Exploratory research, as the name implies, intends merely to explore the research questions and does not intend to offer final and conclusive solutions to existing problems. ? This type of research is usually conducted to study a problem that has not been clearly defined yet. ? When conducting exploratory research, the researcher ought to be willing to change his/her direction as a result of revelation of new data and new insights. 11 Research Design ?Exploratory ? A research design in which the major emphasis is on gaining ideas and insights ? New terrain ? New hypotheses ? New boundaries ? Example: ? A detective at work Research Design Exploratory Literature Search In-Depth Interviews Focus Group Case Study Analyses Descriptive research ? Descriptive research is defined as a research method that describes the characteristics of the population or phenomenon that is being studied. ? This methodology focuses more on the “what” of the research subject rather than the “why” of the research subject. 14 Descriptive research (contd) ? If we want to understand the fashion purchasing trends among New York buyers, we can conduct a survey of this region, gather population data and then conduct descriptive research to uncover details on “what is the purchasing pattern of New York buyers”, but not cover investigative details on “why” the patterns exist. 15 Research Design ?Causal ? Used to establish cause-and-effect relationships between variables ? Research are commonly designed around experiments under controlled conditions ? Example: ? Would a the adoption of a new ERP system improve the performance of the organisation ? Empowering factory workers improve productivity. 1) Research Philosophy In simple terms, a research philosophy is belief about the ways in which data about a phenomenon should be collected, analyzed and used. In essence, addressing research philosophy in your dissertation involves being aware of your beliefs, values and assumptions: What is the nature of reality? (Ontology) How can we obtain knowledge of this reality? (Epistemology) What do we value?(Axiology) 2) Research Philosophy ? Positivist, Interpretive and Critical ? Positivist Research Philosophy: Existence of external and objective reality. A scientific perspective which involves measurements and evaluations with the view of deducing causal relationships between different variables. ? Interpretive Research Philosophy: No external and objective reality. No causal relationships. Study of lived experiences in which the emphasis of the inquiry is placed on the world as lived and experienced by a person. ? Critical Research Philosophy: This studies power relations and aims to transform these relations 2) Research Approach (cont) ? A research can adopt either an empirical approach (i) or a non-empirical approach (ii) ? Integrating these two research approaches (i+ii) provides a mixed approach . ? Non-Empirical Research Approach: Comprises the use of extant literature including research papers, report, news articles, etc ? Empirical Research Approach: The use of empirical (or observed) evidence gathered through direct or indirect means 1) Quantitative and Qualitative 2) Deductive and Inductive A) Quantitative versus Qualitative ? Quantitative Approach: Use of a structured method such as a survey to collect hard facts and data. ? Data is used to deduce relationships among measured variables with the purpose of explaining, predicting, and controlling phenomena under research. ? Uses tools such as Excel, SPSS, R or Python, or others tools to extraction of valuable facts and statistical information A) Quantitative versus Qualitative (cont) ? Qualitative Approach: Gaining understanding through the close study of ? Context ? Observation of behaviour and social interactions (ethnography) ? Communications/conversations ? Documents ? Language and discourse B) Deductive versus Inductive ? In research, deductive and inductive approaches are two other empirical research approaches. Other Research Empirical Approaches Deductive Research Inductive Research i) Deductive Research Approach ? Starts from the more general to Theory more specific ? Conclusion follows from premise Hypothesis (or available facts): Testing Theory ? Top-down or “waterfall” approach Observation “Waterfall” Confirmation i)Deductive Approach ? Example of Deductive Thinking Categorical Syllogism: ? All cars have wheels. I drive a car. Therefore, my car has wheels. ? Major Premise: All cars have wheels. ? Minor Premise: I drive a car. ? Conclusion: My car has wheels. (from https://examples.yourdictionary.com/examples-of-syllogism.html, 2020) ii) Inductive Research Approach ? Starts from more specific observation Theory to broader generalization and theories ? Generating New Theory from Data ? Conclusion based on premises Hypothesis ? Involves some degree of uncertainty ? Bottom-Up or “Hill Climbing” Pattern approach Observation “Hill Climbing” ii) Inductive Approach ? Example of Inductive Thinking: ? All the buses I have used in Canterbury run on biodiesel ? Therefore I conclude that all the buses in Canterbury run on biodiesel ? Notes: ? Early scientific revolution was based on this approach ? Problem: How many observations must be made before conclusions can be drawn Example: Newton’s 3rd law of motion 'every action has an equal and opposite reaction' Research Ethics Research Ethics is a world-wide set of principles governing the way any research involving interaction between the researcher and other humans or human tissue or data relating to humans, animals…. Every researcher needs to complete a KBS Ethics Form which must be approved by the Ethics Committee before they can begin their dissertation – This is an important topic and we will cover You NEED to COMPLETE an Ethics Form before the start of your Project About KBS Ethics Form KEEP CALM IT’S ONLY AN ETHICS FORM 1. You will have to complete the form if your research involves HUMAN PARTICIPANTS (interviews, surveys, etc) 2. An Ethics Checklist Form needs to be completed BEFORE any data collection can take place. Data will have to be discarded otherwise. 3. Access Ethics Checklist on Moodle at: DP3150: KBS Research Ethics Thank You 29 Next Week’s Class ?TOPIC ?Literature Review CB8005 Consultancy and Research Skills Topic: Management of Consultancy Projects Lecture Learning Outcomes By the end of the session, you will be able to demonstrate a critical understanding of: 5 4 3 2 1 Project organisational structure Link stakeholders to project phases Project work breakdown structure Know each of the 5 phases of a project The need for a structured approach to the management of consultancy projects Defining a Consultancy Project A project is a temporary structure to execute a predefined set of inter-related activities directed at achieving a predefined objectives for a client with a predefined set of resources within a predefined timeframe. Objectives of Consultancy Projects ? There are two different objectives of Management Consultancy Projects: ? Objective Type 1: Narrow definition of Management Consultancy ? Delivery of a recommendation to achieve a specified business results for the client. To achieve this results, the recommended solution should be feasible to implement. ? Client organisation need to be willing and able to implement recommendation. ? Stakeholder support needed. the Objectives of Consultancy Projects ? There are two different objectives of Management definition of Management Consultancy Projects: ? Objective Type 2: Broader Consultancy ? Delivery of a recommendation that is feasible to implement and to assist with the managerial task of implementing that recommendation. Activities of Consultancy Projects Understanding, Designing, Problem Solving Solution Implementation Resources for Consultancy Projects ? The main consultancy resources needed to deliver a project are: Consultants’ Skills 1 2 3 Knowledge Time Types and Scope of Consultancy Projects REMEMBER: A typical management consultancy project does not exist. ? Consultancy Projects vary with type of consultancy and consultant’s role. ? Different management consultancy projects cover different functional roles such as Operations, Business Analytics, Strategy, IT, etc. ? The scope of Management Consultancies may vary because of: i. Project Solving AND/OR Project Implementation? ii. Complexity of the scope of the client’s project? iii. Mono versus multi-disciplinary problem? (IT versus IT + Strategy + Finance) iv. Scale: duration, number of consultants, countries, products involved? Types of Consultancy Projects Brains Project ? This Procedure Project Grey Hair Project is ground- ? This involves solving breaking, thought- problems based on leadership work. long ? It involves, solving a problem that is term proven experience. ? Industry and unique or unusual or practical approaches did are used to solve the not previously. exist problems at hand. ? What was once rocket science has now become a process that can be followed in order to achieve a solution to a problem. Types of Consultancies and Leverages ? Leverage: This is the ratio of non-partner consulting staff to partners. ? Brain ≈ Lowest ratio ? Grey Hair ≈ 1:6 ? Procedure ≈1:20 P M C • • C C M C C C C a Partner with a leverage of 18 P = Partner; M = Manager; C = Consultants C M C C C C C C C Structuring Consultancy Projects 1. The scope complexity and related of the consultancy determines project the project management approach. 2. The larger the scope the more elaborate and formal the approach should be. 3. The formal approach has five elements. 4. Can be iterative as seen by the Control cycle. 5. Project execution may deviate from project plan. Class Discussion Why should the management of Consultancy Projects be STRUCTURED? Advantages: Structuring Consultancy Projects ?Defining and controlling the scope of the project will prevent the consultant to avoid doing too much (unrelated to the project) or too little work (forgetting important activities) ?Careful design and project execution allows the consultant to deliver the right quality of services within the predefined timeframe. ?Helps the consultant to work within the constraints of the predefined budget. Phase I: INITIATION Phase I: INITIATION ? Phase 1 of a Management Constancy Project involves three key stages Organisational Structure Project Scope Project Procedures Phase I (INITIATION): Organisational Structure ? The Project Organisational Structure must be set-up. This involves a number of project teams. ? The Steering Committee (Project Board or Steerco) ? Quality assurance ? Accountability ? Sounding Board ? Project Manager Phase I (INITIATION): Set Scope of Project ? Project requirements and deliverables define the project scope. ? The contract ? Project deliverables ? The dependencies (interface of the project) ? Risks and constraints (brainstorming with relevant stakeholders) ? Acceptance criteria ? Resources Phase I (INITIATION): Set the Procedure ? This defines the processes that are performed throughout the life of a project to ensure requirements are achieved. ? Communication: All aspects of project communication including reporting procedures and documentations. ? Issue Management: Procedures for deal with disagreements and conflict and changes to project scope. ? Project Definition Document: This is a document that holds project specific objectives and plans, organisational structure and operations. Phase II: DESIGN Phase II: PROJECT DESIGN Project Breakdown Plan Stages Project Risk Plan Phase II (DESIGN): Breakdown the Project Work ? Reduce Complexity: ? Before the Project Manager plans the project and allocates the task to consultants, the complexity of the work needs to be reduced. ? If it is about problem solving, a number of solution hypotheses needs to be developed. ? Project work will involve testing the hypotheses. Phase II (DESIGN): Breakdown the Project Work ? Delegation of Task: ? The consultancy project needs to be broken down into smaller project activities to reduce complexity Hypothesis Assumption 1 Data collection 1 Analysis 1 Assumption 2 Data collection 2 Analysis 2 Assumption 3 Data collection 3 Analysis 3 Phase II (DESIGN): 1 The Project Tasks Resources 2 Phase II (DESIGN) 5 6 Plan the Project Stages 3 Dependencies 4 Building Flexibility Planning the Activities Planning Techniques ? These activities provides guidance on successful implementation of the Project Plan Stages. Phase II (DESIGN): Develop a Project Risk Plan ? Project risks needs to be identified and estimated, plan to managed and measures put in place to mitigate the risk. Risk Assessment 1 2 3 Risk Management Anticipating and Countering Risk Phase III: EXECUTION Phase III: Project Execution ? Project Execution starts after the project design by the project manager is approved by the steering committee. ? Project Execution is about the implementation of the Project Plan. ? It involve carrying out the task at the lowest level of work breakdown structure. ? The execution is carried out by consultants. Phase IV: CONTROL Phase IV: Project Control ? Responsibilities of Steering Committee ? The execution of the project needs to be controlled which is the responsibility of the Steering Committee ? Project Control consist of three phases: ? Determine the Key Performance Indicators (KPIs) ? Monitoring of KPIs ? Take corrective and adaptive measures if KPIs deviates. Project Control ? To make the project more controllable, it may be broken down into execution stages. ? A “Gate Review” is organised at the end of each execution stage. ? The steering committee authorizes progress of the consultancy project. ? This helps to reduce risk, serves as quality assurance, corrective measures Execution stage 1 Gate review Execution stage 1 Corrective and adaptive measures Gate review Control Closure Corrective and adaptive measures End review Corrective and adaptive measures Phase V: CLOSURE Phase V: Project Closure ? The project Closure phase follows the completion of the Project Execution Phase. ? This phase is also controlled through the preparation of the “End of Project Report” for the steering committee. Includes impact of changes. ? Project success is measured as against the objectives. ? Problem Solving Project: Have consultants developed an effective solution for the clients problems? ? Implementation Project: Have consultants effectively , in time and within budget? implemented solution Project Phases and Stakeholder Roles Project Phases Client Initiation Design Execution Approves the design and the selection of the team members May act as sounding board Supervises the project leader Acquires the project Supervises the development of the design by project leader Communicates with the client Develops the proposal Develops the design Owns a problem Commissions the project Consultancy partner Consultancy manager (project leader) Consultants (project team members) Supervises the development of the proposal Forms the team Collect data and conduct data analysis for the proposal Train – when necessary – the client employees on the team Control Closure Decides corrective and adaptive actions Evaluates and accepts deliverables Accepts the solution Evaluates the deliverables Supervises the project leader Communicates with the client Evaluates the project Supervises the project team Coaches individual consultants Communicates with client counterpart(s) Evaluates the deliverables Takes corrective and adaptive actions Supervises the project team Evaluates the project Execute the project Communicate with client counterpart(s) Execute the corrective and adaptive actions Handover project documentation to client Where necessary, makes decisions Communicates with the client Evaluates and decommissions the project Maintains relationship with the client Disbands the team Thank You 33 NEGOTIATION 1- CB8005 Professor Des Doran Slide 6.2 LEARNING OUTCOMES By the end of this presentation you should be able to: 1 – Define Negotiation 2 – Determine the characteristics of Negotiation activity 3 – Explore the dimensions of the Negotiation process 3 – Demonstrate the importance of Negotiation to gaining access and trust from a sponsoring organisation Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 Slide 6.4 DEFINE NEGOTIATION ‘A discussion aimed at reaching agreement’ Negotiation is communication between two or more parties with the desired outcome of reaching a mutually satisfactory agreement. Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 the practice of exchanging things with others for mutual benefit, especially privileges granted by one country or organization to another. Slide 6.6 RULES OF NEGOTIATION Clear realistic objectives – Know what success looks like. What are the minimum outcomes you must achieve? Think about if you cannot achieve them, what is your walk away point? Develop your game plan – Understand your position and who is in the weaker position. Most negotiations require trade-offs and compromise so it is important to know what are the dealbreakers and where you may be willing to trade. Research you opposition – Take time to study and understand your counterpart. What is their style? Can they be trusted? What are their objectives and identify any common goals? Communication and active listening skills will play a part here. Win-Win – Aiming for a win-win is ideal where you have an ongoing relationship, as if that party felt that they were treated unfairly in the negotiation they this may cause issues and damage the relationship further down the line. You should still focus on your objectives but consider the relationship more important than win-lose. Active Listening – Listen to the other party and pay attention to their interests and what matters to them and ask questions to help you understand where there are tradeables. Build Trust – Building trust is key to a negotiation. Knowing both parties are ethical and will follow through and are trustworthy is key in the negotiation process and continuing a relationship. Focus on Value – For both parties to come to an agreement there must be value. Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 Slide 6.7 REASONS FOR NEGOTIATION Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 Slide 6.8 CIPS NEGOTIATION TOOLS Reasons for Negotiation - The need for negotiation within procurement can present itself in a number of ways. This model explores the reasons for which negotiation may become necessary. Negotiation Preparation - This model shows how much resource should be used with negotiation preparation. Negotiation Check List - This template should be used as part of the negotiation preparation. This check list will enable a buyer to be certain that all generic aspects that could present themselves in a negotiation have been thought about as well as research prior to the negotiation itself. Negotiation Styles - Negotiation styles vary depending on the relationship that a procurement professional has with their supplier. Win-Win - This model outlines the four potential outcomes of any negotiation. Negotiation Ploys - Negotiation ploys/tactics are often used but can be subject to risks. Ploys/tactics have to be carefully researched prior to introducing them into a negotiation. Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 Slide 6.9 CIPS NEGOTIATION TOOLS MIL - This model outlines the goals that the parties within a negotiation can achieve. MIL Template - This template is designed to be used prior to a negotiation as part of the preparation. By recording what has to be achieved, what would be beneficial and what would be an added bonus, a procurement professional can have a full overview of the areas that they are able to trade or concede on BATNA - This model shows the importance of having a BATNA – a Best Alternative To A Negotiated Agreement. If Negotiation Fails - Whilst in industry parties enter into negotiation with a view of generating a satisfactory outcome, it is not always possible to reach an agreement. If the negotiation cannot conclude in an acceptable manner there are options for escalation. Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 Slide 6.10 WHY NEGOTIATE? Key to conducting your research •Costs - To reduce the cost of acquisition by achieving a lower price. •Value – To achieve added value such as reduced lead or cycle times. •Performance – To improve performance through KPIs’ and SLA’s •Conflict – To resolve conflict through reaching understanding. •Problem – To solve a problem by open discussion. •Quality – To achieve optimum quality through reducing defects. •Agreement – To reach mutual agreement in a collaborative style where all parties are satisfied. Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 Slide 6.11 *THE 7 STAGES OF THE NEGOTIATION PROCESS The negotiation process comprises seven main stages. Preparation - Arguably the most important step is preparation. Without thorough preparation including research, knowing the objectives, understanding the concessions and having a BATNA, the negotiation is unlikely to reach the optimum outcome. See Negotiation Preparation and checklist. Opening - This is where both parties explain what they want as a result from the negotiation. Testing - This stage is where parties try and understand what is really important to each other and where concessions could be made. Effective communication is very important at this stage, ensuring that good listening skills are put into play to gather as much information as possible as well as reading body language from the other parties. HTTPS://WWW.CIPS.ORG/KNOWLEDGE/PROCUREMENT-TOPICS-AND-SKILLS/STRATEGYPOLICY/NEGOTIATION/ Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 Slide 6.12 *THE 7 STAGES OF THE NEGOTIATION PROCESS Proposing - This is where each party puts forward their proposals of what they would like to achieve having heard the opening stage and been involved in the testing. Bargaining – This takes place where each party offers to give up something in return for something back i.e. tradeables. If one party has to give something up but receives nothing back in trade, this in known as a concession. Agreement - Once bargaining has been completed it is expected that an agreement can be made. Agreement has to have acceptance from both parties to be legally binding. Closure - The final stage is closure. This stage includes the documentation of what has been agreed, whether that is a contract or minutes from a meeting. Closure is an important stage – without the documentation the agreement is open to interpretation. HTTPS://WWW.CIPS.ORG/KNOWLEDGE/PROCUREMENT-TOPICS-AND-SKILLS/STRATEGYPOLICY/NEGOTIATION/ Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 Slide 6.13 NEGOTIATING ACCESS ?Organisations may not wish to allocate resources ?Requests for access may not be of sufficient interest ?Failure to reach those who can give permission ?Concerns about sensitivity and confidentiality ?Perceptions about the researcher’s credibility ?Doubts about the researcher’s competence Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 Slide 6.14 GAINING COGNITIVE ACCESS TO DATA It means that not only is important to gain Physical access but after that to obtain information that would help you in your research to reach your research objective. Physical access is granted by management, while cognitive access will depend on how the participants in your research accept you, trust you, and provide you with the needed correct information. Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 Slide 6.15 MEETING YOUR SPONSOR Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 Slide 6.16 STRATEGIES TO NEGOTIATE ACCESS 1. Ensuring familiarity and understanding with the characteristics of the organization or group. 2. Allowing sufficient time for contacting and carrying the research 3. Using existing contacts and developing new ones 4. Giving a clear account of purpose will allow those you are contacting to be at ease wherever you are in the access process Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 Slide 6.17 STRATEGIES TO NEGOTIATE ACCESS 2 1. Overcoming organisational concerns: amount of time or resources involved, sensitivity about the topic, confidentiality and anonymity of the organisation or participants. 2. Identifying possible organisational benefits which may help you obtain approval of access. 3. Establishing researcher credibility will be needed to access cognitive information. Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 Slide 6.18 NEGOTIATION TIPS Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 Slide 6.19 SUMMARY Negotiation is about communication Negotiation is a process Take time to negotiate a mutually beneficial outcome for you as researcher and for the sponsoring organisation allowing you to access their operation Effective up-front negotiation should lead to more effective research outcomes Negotiation skills are key to your future success! Reference: Fells, R. (2012). Effective Negotiation: From Research to Results (2nd ed.). Cambridge: Cambridge University Press. doi:10.1017/CBO9781139196635 Saunders, Lewis and Thornhill, Research Methods for Business Students, 5th Edition, © Mark Saunders, Philip Lewis and Adrian Thornhill 2009 CONSULTING AND CONSULTING SKILLS- 1 Professor Des Doran 2 LEARNING OUTCOMES 3. Intended generic learning outcomes By the end of this module you should be able to: Identify a dissertation topic relevant to the programme subject; develop the ability to design a research project and write a research proposal. Carry out an effective literature search using electronic sources such as Scopus, Web of Knowledge and Google Scholar; accurately summarise the literature sources and critically evaluate their relevance. Learn how to use RefWorks to organize and manage information and references for research and collaboration. Develop an understanding of data collection methods. Be aware of a range of qualitative and quantitative research methods that might be necessary to analyse the data. Determine appropriate methods and frameworks from the MSc Programme to apply within the dissertation in order to produce conclusions of relevance for management or the scholarly literature. Provide a critical analysis of the conclusions. 3 CONTENTS 1 – Defining Management consultancy 2 – Types of consultant 2 – The consulting process 3 - Why do clients hire consultants? 4 – Typical consulting problems 4 1 - DEFINING MANAGEMENT CONSULTANCY A consultant is an person who provides professional or expert advice in a particular field of science or business to either an organisation or individual. A consultant provides expertise that a client lacks or support that a client is unable to fulfill. In return for their professional services, the consultant charges a fee. A consultant operates independently from the client, implying that, from the respective consultant, there is no conflict of interests between the client's issue and the services. A consultant operates in a professional manner, which ranges from having the right qualifications to ensuring high quality service delivery and a solid internal operation. A consultant is often tasked with delivering a feasible and implementable recommendation to achieve a specified business results for the client. 5 TYPES OF CONSULTANTS 1. Management Management consultants can focus on various elements of a business, from complex organisational concerns to general business processes. They can work with private firms and public institutions across a range of fields including strategy, finance, HR and marketing. 2. Strategy A strategy consultant usually operates at the highest level of the consultancy market, focusing on corporate and organisational strategy. They can also advise on things like economic and government policy. For this reason, strategy consultants work closely with the most senior members of organisations and often take on a more advisory role rather than hands-on implementation. 6 TYPES OF CONSULTANTS 3. Financial A financial consultant is a type of financial advisor. They work with clients ranging from big businesses to individuals. They audit finances to help clients better understand their finances, save money and plan for the future. The role of a financial consultant will vary depending on the client and whether they work in corporate finance, risk management, tax or real estate. 4. Operations Operations consultants help businesses by improving and streamlining their operations. Their job will vary depending on their specialism and can involve advisory services and hands-on implementation. 7 TYPES OF CONSULTANTS 5. HR HR consultants work with clients by helping them with change management, updating terms of employment, learning & development, talent management and retirement. An HR consultant can also help to change the culture of a business and transform the way HR departments work. 6. IT Sometimes known as technology, ICT or digital consultants, IT consultants help clients with the development and application of IT in their organisation. They can focus on large implementation projects or regular day-to-day operational activities. IT consultants commonly work in data analytics, cyber security and IT forensics. 8 THE CONSULTING PROCESS ? ? ? ? ? ? ? ? Define scope of intervention Visit site to observe operation Engage with relevant stakeholders Measure Engage Recommend Implement Measure gains 9 THE CONSULTING PROCESS 1 8 Define scope of intervention 2 Visit site to observe operation Measure gains 3 Consulting process 7 Implement Engage with relevant stakeholders 6 4 Recommend Measure 5 Engage 10 Project Phases Client Consultancy partner Consultancy manager (project leader) Consultants (project team members) Initiation Design Execution Owns a problem Approves the design and the selection of the team members May act as sounding board Supervises the project leader Acquires the project Supervises the development of the design by project leader Communicates with the client Develops the proposal Develops the design Commissions the project Supervises the development of the proposal Forms the team Collect data and conduct data analysis for the proposal Train – when necessary – the client employees on the team Control Closure Decides corrective and adaptive actions Evaluates and accepts deliverables Accepts the solution Evaluates the deliverables Supervises the project leader Communicates with the client Evaluates the project Supervises the project team Coaches individual consultants Communicates with client counterpart(s) Evaluates the deliverables Takes corrective and adaptive actions Supervises the project team Evaluates the project Execute the project Communicate with client counterpart(s) Execute the corrective and adaptive actions Handover project documentation to client Where necessary, makes decisions Communicates with the client Evaluates and decommissions the project Maintains relationship with the client Disbands the team TYPICAL CONSULTING PROBLEMS Profit (falling) Market (Opportunities) Product (New) Process (Changes) 12 CONSULTANCY FRAMEWORK – OPERATIONS MANAGEMENT TASKS Generally involve: ?Process issues ?Technology ?SCM ?Layout 13 TOOLS FOR CONSULTING There are a range of tools that can be used to focus and structure your approach to providing consulting services, including: ?3Cs ?SWOT/PESTEL/Porter’s 5 forces etc ?Operations hybrid model 14 EXPECTATIONS OF YOU AS CONSULTANT Some tips/observations 1 – Ensure that the project is clearly defined 2 – Manage expectations 3 – Learn to see/observe and record 4 – Use appropriate tools/techniques from your studies 5 – Communicate regularly with your project team 6 – Be prepared to adapt 7 – Expect things to change during the project 8 – Be prepared to communicate your observations/findings/recommendations 9 – To be professional throughout (in terms of ethics, being timely, empathetic and understanding) 15 BENEFITS TO YOU The consultancy project provides you with the opportunity to develop a number of very employable skills: Improves you ability to apply technical knowledge to a real-life business problem Develops your Project management skills Improves your ability to communication with Clients and colleagues Provides an opportunity to enhance your CV and to discuss your experience at interviews/assessment centres 16 17 SUMMARY The consulting project provides you with an opportunity to: ? Apply learning to a live situation ? Demonstrate you ability to understand complex issues ? Polish your communication skills ? Develop a method for analysing business problems ? Improve the impact of your CV 18 NEGOTIATION 2 CB8005 Prof Des Doran LEARNING OBJECTIVES Key negotiation questions Context of potential negotiations What is being negotiated? Being an effective negotiator Negotiating a position – issues Negotiation preparation Negotiation behaviour Negotiating your first position Negotiating by email Looking the part KEY NEGOTIATION QUESTIONS When and why are negotiation skills required in your professional life? What is the nature of negotiations you have encountered/ been involved in? ? (e.g. negotiating for yourself or on behalf of others / what sorts of things are under negotiation)? Who is involved/ making the decisions? ? Is there a gender (or other) bias in willingness to negotiate and/ or in success? What are the attributes of a good negotiator? How do you go about negotiating effectively? ? What problems have you encountered in negotiation scenarios and why? ? When have you experienced success in negotiation and what do you think was important in that? (e.g. key strategies or specific situations/ relationships)? CONTEXT OF POTENTIAL NEGOTIATIONS ?Salary, job level / description, time ?Working with different values ?Unacceptable behaviour ?Contract boundaries ?Role identification WHAT IS BEING NEGOTIATED? ?Salary ?Level of position ?Working conditions (flexibility?) ?Job title ?Personal workspace(options for homeworking?) ?Provision of IT ?Conditions of employment (whether on probation, if so, what are the nature of the conditions? NEGOTIATING A POSITION - ISSUES ?Feeling awkward about asking ?Not feeling able to ask (may be new to this environment) ?Not feeling listened to (power, position and gender play a role here) ?Caving in too quickly (just being grateful to have been offered a position) NEGOTIATION PREPARATION ?Background knowledge ?Personalities involved ?Building relationships ?Set goals ? Know what you want! ? What are the deal- breakers? ? Know what you will concede ? Know when to walk away ?Formulate specific questions NEGOTIATION BEHAVIOUR ?Don’t ask = don’t get ?Listen ?Be open ?Make points clearly and ask for clarification ?Build arguments logically ?Assertiveness and emotional control NEGOTIATING YOUR FIRST POSITION Press Coverage Website Social media/Blogs Your network connections (particularly LinkedIn) NEGOTIATING YOUR FIRST POSITION- BENEFITS More vacation leave More sick leave Early performance review Travel privileges Company car Relocation allowance or assistance Tuition reimbursement/training support Training certifications Child care Expenses policy (particularly where you are travelling as part of your role) NEGOTIATING BY EMAIL LOOK THE PART! SUMMARY Don’t be afraid to negotiate Be prepared to communicate your potential value Be confident and communicate clearly and effectively Do conduct research in advance of assessment/interview Corporate data may provide only limited insights into the potential employer – therefore conduct additional research using your own networks, social media, corporate blogs etc Page |1 CB8005 Consultancy, negotiation and research skills Individual self-reflection report By: Pream Chand Hosur Rajasekaran Login: ph325 No. of words: 1550(Excluding TOC) Page |2 Table of Contents Page 1.Introduction 3 2.Research skills 3 2.1 Library skills for research 3 2.2 Research and Research skills 3 3. Consultancy 3.1 Group work assignment 4 3.2 Workshops and Guest lectures 4.Negotiation 5 5. Action for Future improvement 6 Page |3 Abstract CB8005 Research, consultancy and negotiation module was an eye-opener for me in both academic and professional aspect. The research, consultancy, negotiation skills that I learnt in the module has increased my readiness in conducting the research and competitive job market. This report made me realise my strengths and weaknesses and helped me create an action plan for the future improvement of the skills. Introduction This report aims to discuss the learnings and experiences from the research skill, consultancy and negotiation module. This report is structured into four sections. In the first section, I will discuss the lessons and skills learnt from the research methodologies. In the second section, I will explain the experience and learnings outcomes from the consultancy lecture, group projects, workshops and guest lectures. The third section explains skills and experience learned from the negotiation. The final sections will demonstrate an action plan for the future improvement in the skills learnt in this module 2. Research skills 2.1. Library skills for research The seminar conducted by Tuan and Andy Prue boosted my confidence in research. The session was interactive and cleared many doubts about using internet resources and technology to make the research process quick and straightforward. The referencing tool “Mendeley “recommended in this lecture is used for my other modules too. 2.2 Research and Research methods The initial briefing provided in the lecture allowed me to understand the importance of research, the need for research, how research can add knowledge to existing concepts, theories and facts? and finally, an overview of the research process. In the next weeks, the topics like research process, research design, research approach, and research ethics were demonstrated broadly. Firstly, The research process gave a big picture about the three external drivers such choice of research topic, research problem and research design. The drivers showed the stages of each process and its relation to other internal drivers which is used to conduct the research .secondly; the research design explained the plan to integrate different elements of the research process and data collection plan to analyse the problem. Third, the types of research philosophies were explained, which made me realise the way I see the world. Lectures about literature review helped to find the early research done related to my research topic and analyse the gap to create the hypothesis on my research topic. Page |4 Furthermore, lectures about the different research methods like qualitative, quantitative, mixed methods helped me to find the right approach and types of data to write the proposal. Finally, the significance of research ethics was explained along with the procedures and criteria to apply for the Ethics approval. Overall, all the important aspects of the research and research methodologies were explained in a simpler way, reducing the complexities in kickstarting the research process for the dissertation proposal. 3.Consultancy Consultancy is a topic in which I was interested from the beginning of the module. In terms of teaching, we had a new lecturer, Prof. Desmond Doran, which was a great experience. The presentations had an excellent design and made me engage deeply. There are three outcomes from this topic; first, type of consultants and the difference in work nature were understood. Second, the process and phases of consulting gave insight into project initiation, managing the stakeholders, and delivering the project's outputs. Third, applying the consultancy skills to find the research topic and develop the dissertation. Overall, I feel the learnings from the consultancy has helped me to pitch the best research proposal and at the same time add weight to my resume to look for consultant jobs. 3.1 Group work assessment The group work assessment helped me to reassess the way I engage with others as a team. Firstly, our group consisted of seven members from my course. Even though I worked with others previously as a group, some teammates were new. Following are the learning and challenges in each stage of the group work. First, choosing a topic was the initial challenge, so I organised a poll to find everyone interested in a topic. We narrowed it down to sustainability, which in the later course developed in to "sustainability in fast fashion". This kind of approach was fresh, and it helped me to understand everyone's interest. Second, as this topic is instructed to be a consultancy work, that was the second challenge because we were not introduced to the consultancy at that time point .so, we started conducting lots of research on the nature of consultancy work, types of consultants and expectation of fast fashion sustainability which helped us decide the structure of the presentation. Third, organising the meetings, every team meeting and decisions were recorded and documented and in the next meeting, the previous meeting's targets and deadlines will be met. This practice made the team confident about the final results. There were many challenges in scheduling the meeting as the size of the team was big, and everyone has their works to complete..