managemen proyek

8/18/2019 MANAGEMEN PROYEK

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Praise to &llah S' turnin author* +ho has iven ra,e so - ,an .inish a

re/ort o. manaement /roje,t

'ritin is one o. the tas$s an re3uirements .or ,ourses o. Enineerin

Phsi,s* hemi,al Enineerin Proram S1 %am/un niversit in 5 semester

#n this o,,asion* - e6ten m ratitue an hihest a//re,iation to all those +ho

have /rovie su//ort* en,ouraement* uian,e an ire,tion to the author

& than$ ou an our a+ar oes to7

1 E+in &z+ar*S**8S, as a le,turer o. Proje,t 8anaement

2 &n Friens* an all +ho have iven en,ouraement an s/irit so that the

re/ort ,an 9e ,om/lete

-n +ritin this re/ort* - .eel there are still man short ,omins in 9oth te,hni,al

+ritin an material :iven the a9ilit - have* there.ore* ,riti,ism an suestions

.rom all sies* so - ho/e .or the sa$e o. /er.e,tin the manu.a,ture o. /a/er

his is one o. the tas$s an re3uirements .or ,ourses in Enineerin Phsi,s*

hemi,al Enineerin Proram S1 %am/un niversit in 5 semester #n this

o,,asion* - e6ten m ratitue an hihest a//re,iation to all those +ho have

/rovie su//ort* en,ouraement* uian,e an ire,tion to the author

;anar %am/un* 0" <anuar 2015

'riter*

TABLE OF CONTENTS

FOREWORD

2



TABLE OF CONTENTS

& #ranizational ;ehavior

; Desin e..e,tive #ranization

Entre/reneurshi/ reativit #ranization

D oor/eration an om/etition in Human an &nimal

E S$ill an Perse,tive .or E6e,utive su,,ess

F he reative -ea (:ive Some -novation in =our 'or$)

: Pro9lem Solvin

H Develo/in Finan,ial s$ills in #ranizational 9ehavior

- ransa,tion %eaershi/

< Estha9lishin Po+er in Relation Shi/

> hara,terizti, o. Fun,tional #ranizational

% Su,,es.ull omuni,ation .or ;ussines an he Pro..essions

8 he So,iolo o. #ranization N ;ehavioural S,ien,es .or 8anaers

A. ORGANIZATIONAL BEHAVIOR

'hat is human ;ehavior ?

'hat is #ranizational ;ehavior ?

Human 9ehavior re.ers to the rane o. a,tion 9 humans an +hi,h are in.luen,e

9 ,ulture* attitues* emotions* values* ethi,s* authorit* ra//ort* h/nosis* /ersuasion* ,oer,ion an eneti,s

#ranizational ;ehavior is the stu o. human 9ehavior in oranizational settins*

the inter.a,e 9et+een human 9ehavior an the oranization* an the oranization

itsel. #; ,an 9e ivie into three levels7 the stu o. (a) iniviuals in

oranizations (mi,ro@level)* (9) +or$ rou/s (meso@level)* an (,) ho+

oranizations 9ehave (ma,ro@level)

3

http://en.wikipedia.org/wiki/Humans

http://en.wikipedia.org/wiki/Culture

http://en.wikipedia.org/wiki/Attitude_(psychology)



http://en.wikipedia.org/wiki/Emotion


http://en.wikipedia.org/wiki/Value_(personal_and_cultural)

http://en.wikipedia.org/wiki/Ethics

http://en.wikipedia.org/wiki/Authority

http://en.wikipedia.org/wiki/Rapport

http://en.wikipedia.org/wiki/Hypnosis



http://en.wikipedia.org/wiki/Persuasion

http://en.wikipedia.org/wiki/Coercion

http://en.wikipedia.org/wiki/Genetics

http://en.wikipedia.org/wiki/Human_behavior

http://en.wikipedia.org/wiki/Culture



http://en.wikipedia.org/wiki/Value_(personal_and_cultural)

http://en.wikipedia.org/wiki/Ethics

http://en.wikipedia.org/wiki/Authority

http://en.wikipedia.org/wiki/Rapport


http://en.wikipedia.org/wiki/Persuasion

http://en.wikipedia.org/wiki/Coercion

http://en.wikipedia.org/wiki/Genetics

http://en.wikipedia.org/wiki/Human_behavior

http://en.wikipedia.org/wiki/Humans



'hatAs the .a,tor that relate to oranizational 9ehavior ?

1. Job-related attitudes and emotions

#ranizational 9ehavior eals +ith em/loee attitues an .eelins

• <o9 satis.a,tion is the .eelins one has a9out the jo9 or .a,ets o. the

jo9* su,h as /a or su/ervision

• #ranizational ,ommitment is the e6tent to +hi,h em/loees .eel

atta,hment to their oranization

• Emotional la9or ,on,erns the re3uirement that em/loees is/la

,ertain emotions* li$e smilin at ,ustomers

2. Leadership

here have 9een a num9er o. a//roa,hes an theories that ,on,ern

leaershi/ Earl theories .o,use on ,hara,teristi,s o. leaers* +hile later

theories .o,use on leaer 9ehavior* an ,onitions uner +hi,h

iniviuals ,an 9e e..e,tive Some leaershi/ a//roa,hes an theories

in,lue7

• ontinen, theor sas that oo leaershi/ e/ens on ,hara,teristi,s

o. the leaer an the situation

• Path@oal theor is a ,ontinen, theor lin$in a//ro/riate leaer stle to

oranizational ,onitions* an su9orinate /ersonalit

• rans.ormational leaershi/ theor ,on,erns the 9ehaviors leaers o that

ins/ire .ollo+ers to hih levels o. motivation an /er.orman,e Relate to

,harismati, leaershi/ that is /art o. trans.ormational

3. Managerial role

4

http://en.wikipedia.org/wiki/Job_satisfaction

http://en.wikipedia.org/wiki/Organizational_commitment

http://en.wikipedia.org/wiki/Emotional_labor

http://en.wikipedia.org/wiki/Contingency_theory

http://en.wikipedia.org/wiki/Path-goal_theory


http://en.wikipedia.org/wiki/Transformational_leadership_theory

http://en.wikipedia.org/wiki/Charismatic_leadership

http://en.wikipedia.org/wiki/Job_satisfaction

http://en.wikipedia.org/wiki/Organizational_commitment

http://en.wikipedia.org/wiki/Emotional_labor

http://en.wikipedia.org/wiki/Contingency_theory


http://en.wikipedia.org/wiki/Transformational_leadership_theory

http://en.wikipedia.org/wiki/Charismatic_leadership



In the late 1960s Henr Mint!berg" a graduate student at

MI#" $are%ull studied the a$ti&ities o% '&e e(e$uti&es. )n

the basis o% his obser&ations" Mint!berg arri&ed at three

$ategories that subsume managerial roles* interpersonal

roles+ de$isional roles+ and in%ormational roles

4. ,ational $ulture

National ,ulture is thouht to a..e,t the 9ehavior o. iniviuals in

oranizations his iea is e6em/li.ie 9 Ho.steeBs ,ultural imensions

theor Ho.stee survee a lare num9er o. ,ultures an ienti.ie si6

imensions o. national ,ultures that in.luen,e the 9ehavior o. iniviuals

in oranizations

• Po+er istan,e

• -niviualism vs ,olle,tivism

• n,ertaint avoian,e

• 8as,ulinit vs .emininit

• %on@term orientation vs short term orientation

• -nulen,e vs restraint

. )rgani!ational $iti!enship beha&ior

)rgani!ational $iti!enship beha&ior is beha&ior that goes

beond assigned tass and $ontributes to the /ell-being o%

organi!ations

http://en.wikipedia.org/wiki/Henry_Mintzberg

http://en.wikipedia.org/wiki/Hofstede's_cultural_dimensions_theory


http://en.wikipedia.org/wiki/Henry_Mintzberg





6. )rgani!ational $ulture

#ranizational ,ulture em/hasizes the ,ulture o. the oranization itsel.

his a//roa,h /resumes that oranizations ,an 9e ,hara,terize 9 ,ultural

imensions su,h as 9elie.s* values* rituals* sm9ols* an so .orth 'ithin

this a//roa,h* the a//roa,hes enerall ,onsist o. either evelo/in

moels .or unerstanin oranizational ,ulture or evelo/in t/oloies

o. oranizational ,ulture Ear S,hein evelo/e a moel .or

unerstanin oranizational ,ulture an ienti.ie three levels o.

oranizational ,ulture7

• &rti.a,ts an ;ehaviors

• Es/ouse Calues

• Share ;asi, &ssum/tions

. ersonalit

ersonalit $on$erns $onsistent patterns o% beha&ior"

$ognition" and emotion in indi&iduals. #he stud o%

personalit in organi!ations has generall %o$used on the

relation o% spe$i'$ traits to emploee per%orman$e. #here

has been a parti$ular %o$us on the ig i&e personalit

traits" /hi$h re%ers to '&e o&erar$hing personalit traits.

. )$$upational stress

#here are number o% /as to $hara$teri!e o$$upational

stress. )ne /a o% $hara$teri!ing it is to term it an

imbalan$e bet/een 5ob demands aspe$ts o% the 5ob that

re7uire mental or phsi$al e8ort and resour$es that help

manage the demands

9. :or-%amil

6

http://en.wikipedia.org/wiki/Edgar_Schein

http://en.wikipedia.org/wiki/Cognition


http://en.wikipedia.org/wiki/Big_Five_personality_traits


http://en.wikipedia.org/wiki/Edgar_Schein

http://en.wikipedia.org/wiki/Cognition






;hester arnard re$ogni!ed that indi&iduals beha&e

di8erentl /hen a$ting in their /or role than /hen a$ting

in roles outside their /or role. :or-%amil $on<i$t o$$urs

/hen the demands o% %amil and /or roles are

in$ompatible" and the demands o% at least one role

inter%ere /ith the dis$harge o% the demands o% the other.

10. Moti&ation

Moti&ation is a theoreti$al $onstru$t used to e(plain

beha&ior. It is the s$ienti'$ /ord used to represent the

reasons %or our a$tions" our desires" and our needs.

Moti&ation $an also be de'ned as our dire$tion to our

beha&ior or /hat $auses us to /ant to repeat a beha&ior

C!"!#$%"&'$&# () #*+$*"% : +%!",%- '!/%- $"!,'%,%"!$&(,!+ 'y(+&# !,-

!-!3$&).

A33+&#!$&(, () #*+$*"% :

• &s a hit o. eneral attri9utes o. /eo/le

• o ienti. the s/e,i.i, ,ontent o. a /arti,ular rou/ o. /eo/le

C!"!#$%"&'$&# ("!,&4!$&(, #*+$*"%:

1 #9serve 9ehavioral reularities

2 Norma

Stanars o. 9ehavior e6ist in,luin ui lines on ho+ mu,h +or$ to o

! Dominant Calues

4 Philoso/h /oli,ies that set .urth the oranizations 9elieve a9out no+ em/loees an

,ustumer are to 9e treate

5 Rules

#ranization lima$s

F!#$(" $!$ -%$%"&,% $% '$"%,$ () !, ("!,&4!$&(,!+ #*+$*"% :

1 Shaveress

2 -ntensit 7 the eree o. ,ommitment o. the oranizational mem9ers to the

,ome values

http://en.wikipedia.org/wiki/Chester_Barnard

http://en.wikipedia.org/wiki/Behavior

http://en.wikipedia.org/wiki/Chester_Barnard

http://en.wikipedia.org/wiki/Behavior



O"!,&4!$&(, #*+$*% 3"()&+%

• Name o. the ,ulture 7 a,tual

• /e o. ris$ that are assume 7 hih

• /e o. .ee9a,$ .rom e,isions 7 .ast

• /i,al $ins o. oranizations that use this ,ulture 7 ,ommer,e

• Strenth o. the /ersonalit ,ulture 7 the one a9le to 3ui,$l* e..e,tivel*

e..i,ien, /rou,e a hih volume o. +or$

• 'ea$ness o. the /ersonnal ,ulture 7 the o not leave .rom /ast mista$es

P%"'(,!+&$y $"!&$' () $% &,,%"'

1 &,tion@oriente a9le to institute ,arr out ,hare

2 &9ilit to 9uil a sense o. sha$e values

! Sel.@,on.ient* hathe a9ilit to ta$e ris$s +ithout unue +orr

4 E6,ellent ,ommuni,ation s$ills

5 Hih interit

&,hieve a /attern o. a,,om/lishment in +hatever jo9s the unertoo$

Ha a ,ommitment to +hat the +ere oin an +ere +illin to hal. the

/ri,e to et there

G Have a vision that ,oul 9e im/aste to others

" %i$e ,om/etitive s/onts• & river * a stron* a9ilitions leaer* roune in all as/e,t o. the

inustr

• ;riht aressive* oal oriente* leas 9 e6am/le* a +or$aholi,

+ho +ins loalit an result

• :oo stratei, thin$er* /ersona9le* sensitive to /eo/le* .le$si9le

• harismati, an ,reative Has an 9elieva9le ener an 9o s,ont

ethi,s

• >ee/ min* intuitive* 9ut also stor num9ers man ins/irational

leaer

E6,e,utive ,an see alon +a into the .uture ienti. the ste/s ne,essar .or some

movethat +ill ta$e ears to ,om/lete* envision the ,onse3uen,es o. leaershi/*

an ta$e this measures to set everthin in motion Have a riles ,a/a,it .or

i..erentiation (loo$in at thin in i..erent +as) an interations (/ullin thins

toether) an an .le$si9le



organi!ational parti$ipants

parti$ipant $ontual them o&er beha&ior to the e(tent that the $ogniti&e and manage rele&ant en&ironme

organi!ational en&ironmenten&ironment

almost $omple( beha&ior is a$rie&ed b dire$$tl obser&ing and imitation o% her in the organi!ational en&ironment

$ogniti&e representation o% realit help guide organi!ational beha&ior

Per,ention a miht inter/retation o. the situation* not an e6a,t re,onin .it a ver

,om/le6 Sensation eals +ith ver elementar 9ehavior that is etermine larel

9 /hsioloi,al .un,tionin

Per,entual /ro,,es 7 ,om/li,ate intera,tion o. sele,tion oranization

inter/retation althouh /er,e/tion e/ens larel u/on the sereius .or ra+ ata*

the ,onitive /ro,,es ma .ilter* moi. or ,om/letel ,hane these ata

onitive 7 the /ositive an .ree+ill as/e,t o. human 9ehavior an vitilitas

,on,e/ts su,h as e6/e,tan, eman an in,entin

onitive ,on,e/t o. e6/e,tan, im/lies that the oranization thin$in a9out* or

is ,ons,ions an a+a$e o. the oal

S(#&!+ +%!/&, !33"(!# $( ("!,&4!$&(, %!/&("

9

organi!atio

nal



stimulus $on$e7uen$ebeha&iororganism

;ogniti&e mediations and the phsiologi$al beingo&er and $o&ert responses responses and pattern o% beha&iors.o&ert and $o&ert positi&e=negati&e $on$e$uen$es and en&iromental dna

o&erland $o&ert and phsi$al" so$io $ultural" te$hnologi$al en&ironment

;onte$tual en&ironment

-$ontemporar

-histori$al

-organi!ation $ulture-international $onte(t

>tru$ture*

-organi!ation stru$ture

-5ob design

ro$ess*-de$ision maing

-$ontual

-$omuni$ation-progress

-goal sitting

;ogniti&e pro$ess*

-attitudes

-personalit

-per$eption

hi$ologi$al pro$ess*

-moti&ation

-learning

>tess group dnami$s pol

iti$ leadership

nsual stimulation phsi$a en&ironment* so$io $ultural en&ironment;on%rontation o% spe$i'$ stimulus?egistration o% stimulusInterpretation o% the stimulus e(* moti&ation" learning" and personalit

eed ba$ %or $lari'$atione(* inestheti$ or ph$hologi$eha&ior;onse$uen$es

P"(#%'' 3%"#%3$&(,

1 Stimulus (situations) 2 #ranisme7

-nternal ,onitive /ro,ess o. reistration * inter/retation* .ee9a,$

H( 3%"'(, 3%"#%&/%' ($%"' &, $% %,/&"(,%,$!+ '&$*!$&(,

1 $no+in onesel. ma$es it easier to see other a,,uratel

2 oneBs o+n ,hara,teristi,s e..e,t the ,hara,teristi,s one is li$el to see in

others

! Peo/le +ho a,,e/t them sel. are more li$el to 9e a9le to see .avora9le

as/e,t o. other /eo/le

10



elie%s about the ob5e$teeling to/ard the ob5e$teha&ional intentional regarding the ob5e$t@$tual beha&ior

6. &,,ura, in /er,eivin others is not a sinle s$ill

P%"'(, %&, 3%"#%&/%- &# &,)+*%,#% '(#&!+ 3%"#%3$&(,

1 he stations o. the /erson /er,eive +ill reatl in.luen,es others

/er,etion o. the /erson

2 he /erson 9ein /er,eive is usuall /la,e into ,ateories to sim/li.

the vie+ers /ersentual a,tivities +o ,ommon ,ateories stational role

! he visi9le traits o. the /erson /er,eive +ill reatl in.luen,e other

/er,e/tion o. the /erson

Attribution 7 re.er sim/l to ho+ a /erson e6/lains the ,ame o. anotherAs o. this

o+n 9ehavior hree sour,e imentions* /erson* entit* an ,onte6t

Stereo typing 7 tenen, to /er,eive another /erson as 9elonin to a sinle

,lass* the e6isten,e o. is,re/an, 9et+een attri9ute traits an a,tual traits

The halo effect 7 /erson is /er,eive on the 9asis o. one trait

Attitude 7 /ersistent tenen, .o .eel an 9ehavior in a /arti,ular +a to+ar some

o9je,t

Componen:

@ Emotional 7 he /ersonAs .eelin an a9out an o9je,t* /ositive* neutral*

neative

@ -n.ormation 7 the 9elie.es an in.ormation the iniviual has a9out the

o9je,t

@ ;ehavional 7 /ersonals tenen,ies to 9ehave in a /arti,ular +a to+ar an

o9je,t

;elie. .orm 7

1 Past e6/erien,e

2 &vaila9le in.ormation

! :eneralization

11



oli$ies

>tru$tures

hsi$al ;ondition

ro$esses

Job >tress

;arriers to ,hane attitues

1 'hom /eo/le .eel a ,ommitment to /arti,ular ,ourse o. a,tion

2 -nsu..i,ient in.ormation

ATTITUDE FUNCTION

FUNCTION ORIGIN AND

DYNAMICS

CONDITION CHANGE

CONDITION

&jusment tilit o. attitue o9je,t

is nee o. satis.a,tion*

ma6imizin e6ternal

re+ars an minimizin

/unishment

1 &,tivation o. nees

2 Salien,es o.

asso,iation +ith nee

satis.a,tion

1 Nee e/rivation

2 reation o. ne+

nees an ne+ levels o.

as/iration

! Shi.tin re+ars a

/unishmentE3oe.ensi Prote,tion aainst

internal ,on.li,ts an

e6ternal ,hanes

1 Poshin o. treats

2 &//eal to hatre an

re/resse im/ulses

! use an rotharian

suestion

1 Removal o. treats

2 atharsis

! Develo/ment o. sel.@

insiht

Calues E6/ressions 8aintenan,e o. sel.@

ienti.

1Sa,ient o. ,hes

asso,iate +ith values

2 &//lie to iniviual

to reassert sel. imae

1 Some eree o.

issatis.a,tion +ith sel.

2:reates

a//ro/riateness o. ne+

attitue .os sel. >no+lae Nee .or unerstanin*

meanin.ul ,onitive

oranization

,onsisten,

Reinstatement o.

asso,iate +ith ol

/ro9lems or ol

/ro9lems them selves

1 &m9init ,reate 9e

ne+ in.ormaion ,an 9e

,hane in environtment

2 8ove@meanin .ull

in.ormation a9out

/ro9lems

M!#"( +%/%+ ("!,&4!$&(,!+ '$"%''("'

12



P(+&$&#!+ "%!+&$&%'

1 #ranizations are ,om/ose o. ,oalitions +hi,h ,om/e$s +ith one another

.or resonvius ener an in.luen,e

2 Carions ,oalitions +ill see$ t /rote,t their interest an /ositiono. in.luen,e

9 moeratin environtmental /ressures an their e..e,ts

! he une3ual istri9ution o. /o+er it sel. has ehumanizin e..e,ts

#ranizational /oliti,s ,onsist o. international a,ts o. in.luen,es ma$e ta$en 9

iniviuals to enhan,e on /rote,t their sel. interest +hen ,on.li,tin ,onsist o.

a,tion are /ossi9le

P(+&$&#' &++ % %,#(*"!%- %,:

1 Resour,es 7 this is an in.usion o. ne+ un,laime resou,es

2 De,isions 7 &m9inonAs e,isions* e,ision on +hi,h there is la,$ o.

areement* an unstrains* lon lare stratei, e,ision ha to more /oliti,s

than noontime e,isions

! :oals 7 the more am9i3uolis an ,om/le6 the oals 9e,ome* the more /oliti,s

there +ill 9e

4 e,hnolo an e6ternal environment

he more ,om/le6 the internal te,hnolo an e6ternal environment at the

oranization* the more /oliti,s that +ill 9e

5 hane 7 Reoranization an a /lanne or un/lanne oranization

evelo/ment e..e,t 9rouht a9out 9 e6ternal .o,us +ill en,ourae /oliti,al

manaerin

onition that threaten the status o. the /o+er.ul on en,ourae the e..e,ts o. those

+ishin to in,rease their /o+er 9a9e +ill stimulate themtensit o. oranizational

/oliti,s an in,rease the /ro/osition o. e,ision ma$in 9ehavior that ,an 9e

,lassi.ie as /oliti,al as /oliti,al as a//ore to rational

P(+&$&#!+ '$"!$%&' )(" !$$!&,&, 3(%" &, ("!,&4!$&(,'

a a$in ,on,e/t

9 8aintainin manenvera9ilit

, Promotin limite ,ommuni,ation

E6hi9itin ,on.ien,e

e ontrollin a,,es to in.ormation

. 8a$in a,tivities ,entral an non su9stituta9le

reatin a s/onsor an ma$e relationshi/

13



h Simulatin ,om/etition amon am9itions eu9orins

i Neutralizin /otential o//osition

j 8a$in stratei, re/la,ements

$ ommittin the un,ommitte

l Formin a +innin ,oalitionm Develo/in e6/ertise

n ;uilin /ersonal status

o Em/loin trae o..

/ sin resear,h ata to su//ort oneAs o+n /oint o. vie+

3 Destri,htin ,ommuni,ation a9out real intentions

r 'ith ra+in ho+ /ett is/utes

D%#&'&(, !7&, 3"(#%''

a -ntellien,e &,tivit 7 sear,hin the environtment .or ,onition ,allin .or

e,ision

9 Desin &,tivit 7 -nventin* evelo/in* analizin /ossi9l ,ourses o.

a,tion ta$e /la,e

, hoi,e &,tivit 7 Sele,tin a /arti,ular ,ourse o. a,tion .rom amon those

availa9le

• -enti.i,ation 7 re,onition o. /ro9lem on o//ortunit arises an

ianosis

• Develo/ment 7 sear, .or e6istin stanar /ro,eures or solutions

alrea in /la,e on the esin o. a ne+* tails mae solution

• Sele,tion7

@ inment 7 on the 9asis o. e6/erien,e or intuition

@ analsis7 sstemati, 9asis* analsis o. the alternatives on a loi,al

@ ;arainin

14



I d e n t i ' $ a t i o n s

A ? e $ o g n i t i o n A B i a g n o s i s

B e & e l o p m e n t

A ? e s e a r $ h A B e s i g n

> e l e $ t i o n A i n d g m e n t A a n a l s i s A 2 a r g a i n i n g

B. ECONOMIC MODELS

8a6imum /ro.it +here marinal ,ost (8)

he ,onition are assume 7

1 he e,ision +ill 9e ,om/letel rational in the means ens sense

2 here is a ,om/lete an ,onsistent sstem o. /re.eren,es +hi,h allo+ a

,hoi,e amon the alternatives

! here is ,om/lete a+areness o. all the ,om/utations that ,an 9e /re.erne

to etermine the 9est alternative

4 Pro/a9ilit ,al,ulation are either .ihtenin non msterions

DESIGNING EFFECTIVE ORGANIZATIONS

1



;),CD?>I),I,E# )E#E#

Bete$ti&e de&i$e

;ompan de&i$eBe$ise de&i$e

?espon me$hani$

,e/ beha&e

)rgani$ beha&e

C. ENTREPENEURSHIP CREATIVITY ORGANIZATION

C"%!$&/% P%"'(,

#//enes to e6/erien,e* o9server,e@sein thin in anusual +as* ,uriosit*

a,,e/tin an re,on,ilin a//atent o//osites* toleran,e o.am9init*

ine/enen,e in inment* thouht an a,tion* neein an assumin antonom*

sel.@relian,e* not 9ein su9je,t to rou/ stanar an ,ontrol* +illinness to ta$e

,al,ulate ris$* /ersisten,e

Sensi9ilit to /ro9lems* .luen,@the a9ilit to enerate a lare num9er o. ieas*.le6i9ilit* oriinalit* res/onsiveness to .eelin* o/enness to un,on,ions to

,on,entrate* thin$in in imaes* sele,tivit

%oi, +ithout /assions is sterile* +hile ins/iration +ithout analsis is o.ten an

9itnar or mis3uie

Someone +ho is res/onsive to o//ortunit an has a sense o. .reeom 9oth in

/ersonal an in oranizational terms to a,t on that o//ortunit im/lies a vision /.

+hat is /ossi9le an translate that ,reativension into a,tion* into a human vision

+hi,h uies the +or$ o. rou/ o. /eo/le

&9le to re,onize an ta$e avantae o. the ,reativit o. theirs

16



%orbeing$reati

&e

;reati&eperson

organitational $onte(t

$reati&e tas.

en&ironment

reativit Stae &,tivit Ps,holoi,al stle-nterest

Pre/aration

-n,u9ation

-llumination

Ceri.i,ation

E6/loitation

Environmental s,annin

Pre/arin the e6/eition

8ultin thins e6/eition

E6/erien,e

8ar$et resear,h

a/tain o. inustr

-ntuitionIemotion

Details /lannin

-ntuition

-ntuition

DetailsIrationalit

DetailsIrationalit

For 9ein reativit7

Person 7 &//re,iatin the ,reative /ersons /ro,ess an the manae* ,reative

/erson relationshi/

as$ 7Devinin the ,reative tas$ +ithout sti.lin ,reativit

#ranizational 7 reatinIin.luen,in the oranization in terms o. stru,ture an,ulture to ma6imize the ,reative atmos/here

Environment 7 Re,onizin ,reativit as resour,e in.luen,e 9 ,om/etitive

.a,tor

M!,!%"&!+ "%'3(,'&&+&$&%' &, ! #"%!$&/% ("!,&4!$&(,

1



8 reatin an sharin vision

8 ommuni,atin ,learl an .le6i9le

8 Proviin inter/ersonal su//ort

8 heerleain an ,oa,hin

8 Praisin a ,om/lishment /roviin a//lanes8 sin ,on.li,t resolution s$ills

8 >no+in +hen to o/en the /ro,,es u/ an +hen to ,lose it o+n

8 ;alan,in oriinalit +ith resour,e ,onstrainins

8 ;alan,in vision +ith attention to etail

D. ;))?D?@#I), @,B ;)MD#I#I), I, HEM@, @,B @,IM@L

Be'nition bet/een $oorperation and $ompetition.

;oorperation

;ooperation is the pro$ess o% groups o% organisms /oring or

a$ting together %or their $ommon=mutual bene't" as opposed to

/oring in $ompetition %or sel'sh bene't. Man animal and plant

spe$ies $ooperate both /ith other members o% their o/n spe$ies

and /ith members o% other spe$ies smbiosis or mutualism.

;ompetition

;ompetition is the opposite o% $ooperation. It arises /hene&er at

least t/o parties stri&e %or a goal /hi$h $annot be shared or

/hi$h is desired indi&iduall but not in sharing and $ooperation.

;ompetition o$$urs naturall bet/een li&ing organisms /hi$h

e(ist in the same en&ironment.

>o" not onl human but also animal need to $oorperate and

$ompite in their li%e.

E. >FILL @,B D?>D;#ICD )? DGD;E#ICD >E;;D>>

1

http://en.wikipedia.org/wiki/Organisms

http://en.wikipedia.org/wiki/Competition

http://en.wikipedia.org/wiki/Selfish

http://en.wikipedia.org/wiki/Animal

http://en.wikipedia.org/wiki/Plant

http://en.wikipedia.org/wiki/Species

http://en.wikipedia.org/wiki/Symbiosis

http://en.wikipedia.org/wiki/Mutualism_(biology)

http://en.wikipedia.org/wiki/Cooperation

http://en.wikipedia.org/wiki/Nature

http://en.wikipedia.org/wiki/Natural_environment

http://en.wikipedia.org/wiki/Organisms

http://en.wikipedia.org/wiki/Competition

http://en.wikipedia.org/wiki/Selfish

http://en.wikipedia.org/wiki/Animal

http://en.wikipedia.org/wiki/Plant

http://en.wikipedia.org/wiki/Species

http://en.wikipedia.org/wiki/Symbiosis

http://en.wikipedia.org/wiki/Mutualism_(biology)

http://en.wikipedia.org/wiki/Cooperation

http://en.wikipedia.org/wiki/Nature

http://en.wikipedia.org/wiki/Natural_environment



#heres some s$ale about sill and perspe$ti&e that /e ha&e to

remember %or e(e$uti&e su$$es" there are *

• e stronger in e&er situation

:e need to stand and %a$e the problem. Mae a strateg to

sol&e the problem" understand and /or e8e$ti&el.

• Boing /hate&er it taes

;an stand alone" sei!e opportunities" enthusiasti$ tae

$hange o% $areer

• uild a relationship

:or hard to understand others" get $oorperation in

$areer" negotiation /ell" get along /ith other

• >el% de&elopement

Bont blame others" lead b e(ample" $hallenge our sel%

• #eam orientation

o$us on others to a$$omplish tas

• Be$ision a/arness

e bra&e to tae a$tion and $al$ulated ris

• >el% a/arness

?e$ogni!e strenght and /eaness" see %eedba$

• @$ting /ith <e(ibilit

19



;an be tough" $an lead and let others lead" sel% $on'den$e

needed

F. #HD ;?D@#ICD IBD@ ICD >)MD I,)C@#I), I, )E?

:)?F

)pen our sel% to a$ting $reati&el thrrough generating ne/

ideas" produ$ing something" spontaniousl e(pressing our sel%"

sharing" organi!ing 7uotes" and de&eloping relations b

e(er$ising our inner $reati&it.

KD&er %alse is an opportunit to learn and not the end o% the

/orld that 7uotes means that" /e ha&e to stand up again i% /e

%all do/n. Bo not easl gi&e up in situation or %alse that /e get.>o

/e need to /ae and generate our strenght lie *

• Mae a $reati&e ideas

• romotional inno&ati&e

• #op management is $ommmited to inno&ation

• >trong 'nan$ial

• >trong moti&ation and al/as de&elope sil

• Maret in%ormation is a&ailable

• @$$sessable

• @ good $ommuni$ation or build a good relationship

20



:e need de&elope that strength so that %alse do not mean a

thing" /e better to '( all the problem and start a ne/

opportunities to be better.

G. ?)LDM >)LCI,

>teps that must /e do /hen /e get some problem *

• Bes$ribe the problem

Bes$ribe our situation ob5e$ti&ell" /hat happen" /hos

in&ol&ed" /hat are the saing

Be'ne

Betermine solution o% the problem

• @nal!e

Bes$ribe the /orst and the best

• Maing solution

athered all ideas to mae solution

• D&aluate and mae alternati&e solution

• Be$ide

;hoose our a$tion

• D&aluation ?esult

@%ter /e $hoose our a$tion" no/ /e ha&e to do /hat

solution that /e tae

>tle )% Leadership

21



&//roa,h 7 Fou,in

#9je,tive 7 set our +a

=our /ositive 7 - $no+ +hats rihtDont 3uestions m jument

Su//ortin rational 7 its 9etter to vis$ ,ausin a ne+ har .eelins than a

/osition ou are ,ommitte

&//roa,h 7 &voiin

#9je,tive 7 avoi havin to eal +ith ,on.li,t

=our /osture 7 i am mentual on the issue let me thin$ a9out it

%i$el out,ome 7 inter/ersonal /ro9lems ont et vesolve

&//roa,h 7 &,,omoatin

#9je,tive 7 Dont u/ set the other /erson

=our /osture 7 Ho+ ,an i hel/ ou .eel ooa9out this en,ontent?

Su//ortin rational 7 maintainin harmoni relationshi/ shoul 9e one

/riorit

%i$el out,ome 7 other /erson is li$el to ta$e avantae o. ou

&//roa,h 7 ,ola99oratin

#9je,tive solve the /ro9lem

=our /osture his is m /osition*+hat is /our? im ,ommite to .inin

the 9est /ossi9le solutions

Su//ortin rational 7 he /osition o. 9oth harties are e3ualt

im/ortant*e3ual em/hasis shoul 9e /la,e on the 3ualit o. the out ,ome

an the .airness o. e,ision ma$in

23



L* ?e$ogni!es /hat must do to attain designated out$omesL * ;lari'es is role * ;on'den$e in meeting role re7uirements sub5e$ti&e pro'tabilit o% su$$es

L * ?e$ogni!es /hat needsL * ;larri'es ho/ is need /ill be %ull'lled in e(ample $hange %or era$ting role to attain designated out$omes

* Moti&ation to attain desired out$omes $e( ne$ed e8e$ts

* &alen$e o% designated out$omes need %ull'lling &alue %or

%i$el out,ome 7 he /ro9lem is most li$el resolve also*9oth /artion

one ,ommite to the solutions an satis.ie that the have 9een treate

.airl

I. TRANSACTIONAL LEADERSHIP 9 L LEADER ; F

FOLLOWER <

-ntele,tual stimulation enoues in .ollo+ers the a++arnes o. /ro9lems an ho+

the ma 9e solveit /romotes the hiers o. loi, that is ,ome /lattin an

,ourin,in it stires the imaination an enerate thouhts an insihts

Su,,es.ull manaers ,ome +ith e/ensen,h o. others 9 9ein sensiti.e to it*9

elliminatin or avoiin unne,essar e/enen,e*an 9 estha9lishin /o+er over

those others

J. ESTHABLISHING POWER IN RELATIONSHIP 7

• reate a sense o. o9liations

• ;uilin re/utation an e6/erts in ,ertain matters

• Fostarrin others un,oun,ions inenti.i,ations

• Feein others 9elie.s that the are e/enent either .or hel/ others

• Formal anthorit

E=%"#&'&, 3(%" $( &,)+*%,#% ($%"'

24



• Sta9ilit /ai .or in less innovation

L. SUCCESFULL COMMUNICATION FOR BUSINESS AND THE

PROFESSIONS

ommuni,ation7

Sharin o. in.ormation* attitues* ieas an unerstanin

Pro,ess 9 +hi,h one min in.luen,es another min to in.orm* to /ersuae* to

entertain

he 9est +a to eliminate or e,rease unesira9le e..e,ts o. the ra/evine is her

manaement to maintain an o/en /oli, o. ,ommuni,ation so that em/loees .eel

that the an 9ein* list in .orme an even 9etter that the have a /art in ma$in

e,isions that e..e,t their ,om/an an themselves

& ,oe o. ethi,s .or 9usiness ,ommuni,ation

& s,ien,e ,onvi,tion not /ersuation or mani/ulation (,onvin,in reaers that the

esire a,tion +ill 9e .or their o+n 9ene.it)

a loo$in .or jo97

@ i. ou have no +or$ e6/erien,e* ou shoul /arti,ular stress our

eu,ational /re/ration

@ +or$ e6/erien,e o. an $in* in,luin volunteer +or$* as lon as it is leal

an honora9le* is 9etter than e6/erien,e o. all &n+or$* even the most

menial* ini,ates that ou have the ener an initiative an hol a jo9

• &9ilit an rollinness to assume res/onsi9ilit

• &9ilit to aa/t to ,hanin situations• &9ilit to ,ommuni,ate in oral an +ritten .orm

• &//earan,e

• Sense o. human

• &9ilit to ma$e e,isions

• &9ilit an esire to +or$ +ith other /eo/le

• &9ilit to +or$ alone

• Emotional an /hsi,al health

• &m9ition an enthusiasm

9 S/ea$in to rou/s

;uilin ,on.ien,e

26



1 r not to 9e a.rai in avan,e +orrin or 9ein a.rai +onAt ,hane

anthin .or the 9etter* 9ut onl ma$e matters +or$e

2 ;e ,om/letel an throuhl /re/are &.ten all that /re/aration* ou all 9e

an e6/ert on the su9je,t! %oo$ at /eo/le an noti,e their rea,tions

M. THE SOCIOLOGY OF ORGANIZATION

-nustrial oranization

ost* /ro.it te,hni,al e..i,ien,

Pro9lem7

1 E6ternal 9alan,e 7 e,onomi, 7 ,om/etition ,hanin /ri,e level et,

2 -nternal 9alan,e 7 main maintenan,e o. a $in o. so,ial oranization +hi,h

iniviualAs an rou/ throuh +or$in toether ,an satis. their o+n

esive

he loi, o. ,ost an e..i,ien, e6/ress the values o. the .ormal oranization

he loi, o. sentiments e6/ress the value o. in.ormal oranization

e,hni,al oranization

Human oranization7

@ -niviual

@ So,ial oranization7

Formal 7 @ /atterns o. intera,tion

@ Sstems o. ieas an 9elie.s (ieoloi,al oranization)

@ %oi, o. ,ost

@ %oi, o. e..i,ien,

-n.ormal 7 @ /attern o. intera,tion@ Sstem o. iea an 9elie.s

@ %oi, o. sentiment

he emon o. oranization7

@ ,ommuni,ation

@ +illinness to ,ontri9ute a,tion

@ ,onversion /ur/ose

2



Real +ith7

@ E..e,tiveness 7 ,om/rise the relevan,e o. 9e /ur/ose to the environment

mental situation

@ E..i,ien, 7 ,om/rises into ,hane 9et+een the oranizations iniviual

Po+er 7 mani/ulate to su//lie the ave,tives in,lue /hsi,al material an

sm9oli, re+ars an e/irations

-m/ressive 3uantitie ma$e a /erson attra,tive an /romise that asso,iatin

+ith him +ill 9e re+arin

N. BEHAVIOURAL SCIENCES FOR MANAGERS

Fun7 the sheer /leasure o. manain Result7 the /rou,tion o. /ositive results

&9ilit to a,hieve rea,hin a /osition +here one has the resour,es an the

relationshi/s ne,essar 9ut no su..i,ient .or su,,ess

Dire,tion ensurin that t+o a,tivities are heain in a /ro.ita9le ire,tion

& /ersonAs o,,u/ation is hel to sa a reat eal a9out them as a /erson

8anaement in mar$etin ,hannels

; 7 %onAs + stern &el El &nsar <ames R ;ro+n

8ar$etin .lo+s in ,hannels

Calue is the ratio o. /er,eive /rou,t or servi,e 3ualit to its /er,eive total ,ost

2

Phsi,al

#+nershi/

Retailer onsumen'hole

sales

Possesion

Prou,es

-

D

E

8

-

D

E

8

Neotiation

Promotion

Ris$in

Finan,in

#rerin

8ar$et

in.ormatio

Pament



& site evaluation ,he,$list

1 rain area /otential

@ Pu9li, utilit ,onne,tion (resiential)

@ Resiential 9uilin /ermits issue@ S,hool enrollment

@ Ne+ 9an$ a,,ounts o/ene

@ &vertisin imae in lo,al ne+s/a/erAs

@ Retail sales volume

@ Sales .a6 re,ei/t

@ Em/loement s/e,i.i,

@ Em/loement eneral

2 &,,essi9ilit

@ Pu9li, trans/ortation (servin site)

@ Private trans/ortation

@ Par$in .a,ilities@ rans/ortation .a,ilities

! :ro+th /otential

@ Lonin /attern

@ Lonin ,hanes

@ Lonin /otential

@ tilities tren

@ 'e ,anAt stan mar$et (lon zone .or resiential use)

@ %an are /attern (in a +as .or other than resiential)

@ Retail 9usiness $in use tren

@ Retail 9uilin min (9uilin /ermit issue .or ne+ retail 9usiness

,onstru,tion)

@ Retail im/rovement tren (/ermit issue .or remoelin e6/ansion)

@ Retail lo,ation tren (,haneAs in o,,u/an, o. retail 9usiness lo,ation)

@ -n,ome tren .or averae .amil unit

@ Plants an e3ui/ment e6/eniture tren

@ Pa roll tren

4 ;usiness inter,e/tion

%o,ation /attern ,om/ 9usinesses 9et+een site an trae area

5 omulative attra,tion /otential

Neih9orin 9usiness surve om/ati9ilit .a,tor

om/ hazar surve

@ om/ /attern ,om/etition +ithin mi$e o. site

@ om/ /attern /otential ,om/etition sites

G Site e,onomi,s

@ ost J ventur analsis

@ Site e..i,ien,

@ Natural es,ri/tion

29

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