Advanced Negotiations for Managers
This course is designed for managers. They need negotiation skills every time they cannot achieve their objectives without the cooperation of someone else. That is most often the case in current business environments where more of the work is carried out across both internal and external boundaries; where there are more teams and projects in which conflict is a normal part of problem solving; where personal expertise and information systems have distributed power horizontally; and where new technologies and markets have created multiple objectives that compete for organizational resources. Managers in these environments face more complexity with less control. To perform effectively they must be able to “influence without authority”. Negotiation skills give them critical tools for success. In this course MBA students will develop: 1. diagnostic abilities for understanding key factors that shape and characterize different negotiation situations, 2. planning skills for identifying best approaches to particular negotiations, 3. interpersonal skills for managing the specific communication and decision-making behaviors used during bargaining, and 4. Self-awareness for recognizing how their own personality, values, perception and style affect the selection and use of various negotiation strategies and tactics. The course requires extensive student participation in the hands-on negotiation of specific business cases where both the tactical processes and strategic outcomes will be evaluated and graded for effectiveness. This 3 credit elective course is listed as SCH-MGMT 697OO.
Excel for Business Leaders
This course teaches students how to maximize Excel as a data management tool using advanced functions and formulas. Learn how to efficiently manipulate, format, and automate data. Use Excel as a database, build customized reports and dashboards, and integrate with auxiliary programs such as VBA, MS Access, and the web. Course is applicable to all disciplines and will have sections uniquely tailored to the specific needs of students. Prerequisites: basic Excel knowledge. This 3 credit elective course is listed as SCH-MGMT 797AB.
An introduction to International Money and Capital Markets with particular emphasis on global currency markets; equilibrium pricing relationships between exchange rates, interest rates, and inflation rates; measuring and managing currency risk in a global environment; understanding different types of currency risk for the multinational firm; use of currency derivatives to control currency risk; and develop an understanding of optimal international Portfolio selection; international corporate cost of capital; and international capital budgeting. This 3 credit elective course is listed as SCH-MGMT 743.
Negotiations Theory & Practice
The course examines negotiation fundamentals, including the two core strategies of competitive (win-lose) negotiation and integrative (win-win) negotiation. Course content focuses on negotiation preparation, strategy formulation, determination of goals and objectives, and processes for bringing about a successful settlement. The course will also explore psychological processes, power dynamics, communications at all stages of negotiation, ethical issues and the challenges of cross-cultural negotiations. The format of the course will be organized around a series of bargaining simulations and cases that are supported by readings, videos, and cases. This 3 credit elective course is listed as SCH-MGMT 597L.
Private Wealth Management
While Private Wealth Management has existed as a discipline for many years, it has received increased scrutiny from investors since the financial crisis began in 2007. In this course, we will examine various issues encompassing Private Wealth Management. These include the wealth management process, asset allocation including investing in alternative investments, using options and risk strategies, investor psychology and understanding tax efficiency. Course materials will be drawn from the Journal of Wealth Management published by Institutional Investor and Harvard Business School cases. We will also examine the profiles of various wealth management firms. This 1 credit elective course is listed as SCH-MGMT 797PW.
Real Estate Investment
This course offers a broad overview of real estate investments and addresses some of the concepts and techniques involved in analyzing these financial decisions. Topics include valuation of real property, investment performance measurements and ratios, cash flow analysis, and financing strategies. This 2 credit elective course is listed as SCH-MGMT 797GG.
Value Investing is designed to equip students with an historical perspective of the stock market and to acquaint them with some basic techniques for analyzing opportunities for investments in publicly traded companies. Such opportunities, it is assumed, are based in market inefficiencies that detach price from value and on the value-creating role of companies. As such, the course draws deeply on what we know about crowd psychology and as well on the approaches to analyzing the profit potential of specific companies. In effect, Value Investing is about investing in public companies the old fashioned way, one company at a time. Along with concepts/tools from psychology, strategy and finance, this course draws upon the teachings of Benjamin Graham, Philip Fisher, and Warren Buffet and on more modern practitioners such as Bill Miller and Seth Klarman. Prerequisite: Working knowledge of Microsoft Excel or equivalent spreadsheet software. This 3 credit elective course is listed as SCH-MGMT 797VL.