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.
Customer Relationship Management
This course is designed to help you understand and practice customer relationship management (CRM) comprehensively as a core business strategy at your organization. We will examine what CRM is, the benefits it delivers, the organizational contexts in which it is used, the technologies that are used and deployed, and how CRM can be implemented in practice. The course focuses on CRM principles and applications, especially with case examples from the service industry. We will study and discuss several CRM cases/articles and conduct a series of assignments applied to an organization of your choice. You are to proactively participate in topical discussions and raise issues and questions. You are assumed to have basic knowledge about (services) marketing principles and computer spreadsheet programs such as Excel. This 3 credit course is listed as SCH-MGMT 697CR.
Digital Business Models: Creating Transformative Online Business Ideas
Building off the Strategic Information Management MBA course, this course is designed to provide an understanding of how to build and transform organizations using contemporary technology. Core to this process will be understanding how to exploit and leverage technology using Design Thinking and current business modelling techniques. This 3 credit elective course is listed as SCH-MGMT 697DB.
Course will address the needs of students considering starting their own business or purchasing and managing a business or franchise. Areas to be covered during the class are as follows: Idea generation differentiate or die; discuss the importance of differentiation and why most new businesses underestimate this critical concept. Choosing the appropriate business structure: Limited Liability Company, Subchapter C Corporation, Subchapter S Corporation. Developing the business plan: gathering and preparing the proper information to attract financing. Funding your business: identifying sources of funding such as Venture Capital, Private Equity, partners, lenders. Human resources: hiring your first employee, evaluating potential sales people, choosing incentive programs. Successful marketing strategies: numerous examples of creative and effective marketing decisions propelling companies forward. Successful sales strategies: numerous examples of tactics designed to get consumers to buy. Exit strategies: selling to private firms, going public, maintaining partial ownership while remaining in management. This 3 credit elective course is listed as SCH-MGMT 697ET.
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.
Leadership & Beyond
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.
Personal Finance for Business and Professional Leaders
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.
Rethinking Ecommerce: Intro to Digital Business Strategy
This course is designed to provide a management-level understanding of how to build and transform organizations using contemporary technologies such mobile, cloud computing and others. Core to this process will be understanding how to exploit and leverage such technologies by applying business modeling techniques. Online synchronous sessions available. Students can participate at the times listed or view recorded sessions asynchronously. Limited seats available. This 3 credit course is scheduled as SCH-MGMT 697EC.
Social Media Strategy
This course will lay out the strategic process to use social media in an integrated manner to give firms and individuals a competitive advantage. The social media strategy will include a discussion of: Definition of goals and measurable objectives with respect to use of social media for branding, customer service, market research, sales, building community, recruitment, and so forth; The target market you want to engage and where to find them; Based on purpose and target market, finding the right mix of channels including Facebook, LinkedIn, Twitter, Blog, YouTube, SlideShare, Wikis, Yelp, and others; Engagement of target audiences in the selected social media channels; Establishing clear guidelines about who will participate within the organization and having clear policies about how social media will be used; Measurement of social media impact and performance; A combination of marketing theory, cases, articles, guest speakers, online discussion, and hands on use of social media channels will be used. Course participants will gain a clear understanding of popularly used social media channels and use them to promote their personal/business brands during the semester to gain a real understanding of how social media can compliment their overall marketing goals and strategy. This 3 credit elective course is listed as SCH-MGMT 697SM.
Strategic Management of Technological Innovation
This course may be taken for 1 or 2 credits, see below for section distinction.
1-credit option: Primarily a self-paced course in which you will complete assigned readings and videos, submit quizzes and short exercises and have the option of engaging with peers and the faculty via collaborative tools such as discussion forums.
(For the 1-credit option enroll in SCH-MGMT 797IT, section 1, class number: 85102)
2-credit option: In addition to the course materials and requirements mentioned above, students will have the opportunity to engage in activities that will utilize the skills and course materials and apply them to business challenges and opportunities. Students will be encouraged to think outside the box when establishing their solutions.
(For the 2-credit option enroll in SCH-MGMT 797IT, section 2, class number: 85103)
Web Analytics & SEO
This course explores issues in emerging best practices for operating a business in the online environments of today. Specifically, this course will explore the collection, measurement and analysis of Internet information for the purposes of improving the customer online experience. We will also explore how web analytics can fit into an organization's broader marketing services. This 2 credit elective is listed as SCH-MGMT 697WA.