培养目标
旨在通过严格、规范、系统的学习，培养具有国际水准的工商管理硕士。
学 制
采取学分制，学制为两年。实施一年五学期制，九周为一个学期。
培养方式
学员完成基础课程、核心课程和选修课程共16门课程，通过考试，成绩合格，达到规定的学分要求（48学分）可申请获得美国韦伯斯特大学授予的工商管理硕士（MBA）学位。
课程设置
基础课程4门，核心课程10门，选修课程2门，每门课程3学分，36学时。选用英文教材，基础课程选用双语教学，核心课程和选修课程采用英语教学。
基础课程介绍
1. BUSN 5000 Business 商学导论
Course Description
This course provides students with an overview of business in an increasingly global society. Students will complete the course with knowledge of the general business environments, economic systems, business ethics, and technology and information systems. In addition, students will learn the fundamentals of economics, business ownership, entrepreneurship, management, operations and marketing.
本课程将向员工介绍日趋全球化社会中的商业概况。员工将了解商业环境、经济系统、商业伦理以及技术和信息系统等知识。此外，员工还将学习经济学、企业所有权、创业学、管理学、运营和营销等方面的基础知识。
Weekly Schedule
Week 1: What’s a business?
Week 2: Organization of a business
Week 3: Business Environment
Week 4: Management
Week 5: Managing Employee
Week 6: Marketing Concept and product strategy
Week 7: Pricing, Distribution and promotion strategy
Week 8: Business Plan Presentation
Our Instructors
楼尊
博士，毕业于赌博最大平台排名；研究领域：消费者行为、服务营销和跨文化营销等
2. BUSN 5620 Current Economic Analysis 当代经济分析
Course Description
In this course, students will explore the behavior of the economy and the determinants of the behavior. This course will examine movements in the business cycle and economic growth. Important economic issues happened in the real world will be analyzed.
在本课程中，员工将探索经济行为及其决定因素。课程将研究商业周期中的动态和长期经济增长。现实世界中的重要经济议题将被用作课堂案例。
Weekly Schedule
Week 1: Introduction
Week 2: National Income Accounting
Week 3: Growth, Accumulation and Policy
Week 4: Aggregate Supply, Aggregate Demand and the Phillips Curve
Week 5: Unemployment and Inflation
Week 6: Income and Spending
Week 7: Money, Interest, and Income
Week 8: Advanced Topics
Our Instructors
杨有智
博士，毕业于爱荷华州立大学；研究领域：经济理论、宏观经济学、契约理论等
3. BUSN 5600 Accounting Theory & Practice 会计理论与实务
Course Description
This course introduces accounting with emphasis on the relationships between business events and financial statements. The primary objective is to develop students’ ability to explain how a given business event will affect the income statement, balance sheet and the statement of cash flows. This objective will also include an understanding of the accounting cycle, accounting terminology, collection of accounting data, data entry into the accounting system, and the basic financial account statements.
本课程将向员工介绍会计学，侧重于阐述企业业务和财务报表之间的关系。本课程的基本目标是赋予员工能力以解释企业业务如何影响损益表、资产负债表和现金流量表。员工还将理解会计周期、会计术语、会计数据收集、会计系统数据录入和财务会计报表。
Weekly Schedule
Week 1: Accounting: Information for Decision Making, Basic Financial Statements
Week 2: The Accounting Cycle
Week 3: Merchandising Activities
Week 4: Financial Assets
Week 5: Inventories and the Cost of Goods Sold, Plant and Intangible Assets
Week 6: Liabilities and Stockholders’ Equity: Paid-in Capital
Week 7: Income and Changes in Retained Earnings
Week 8: Statement of Cash Flow
Our Instructors
袁敏
博士，毕业于赌博最大平台排名；研究领域：会计学、审计、内部控制等
邬展霞
博士，毕业于赌博最大平台排名；研究领域：会计学、公司治理和审计等
4. BUSN 6080 Management Information System 管理信息系统
Course Description
This course introduces a comprehensive knowledge and application of technology opportunities of information organization and management making use of database or data warehouse, architecture and integration of enterprise information system. Also the course emphasizes both theory and skills on the integration of technology and management, highlights the application and emphasizes the combination of information systems and business practice.
本课程将通过数据库、架构和企业信息系统集成的应用介绍信息组织和管理的技术知识和应用。课程将介绍关于技术和管理融合的理论与技巧，着重于应用，强调信息系统与商业实践的结合。
Weekly Schedule
Week 1: The Information Age in Which You Live
Week 2: Major Business Initiatives
Week 3: Database and Data Warehouses
Week 4: Decision Support and Artificial Intelligence
Week 5: Electronic Commerce: Strategies for the New Economy
Week 6: System Development
Week 7: Enterprise Infrastructure, Metrics, and Business Continuity Planning
Week 8: Protecting People and Information
Our Instructors
崔丽丽
博士，毕业于复旦大学；研究领域：管理信息系统、信息技术创新和数据库的应用等
劳帼龄
博士，毕业于东华大学；研究领域：电子商务/电子政务、企业信息化等
核心课程介绍
1. BUSN 5760 Applied Business Statistics 商务统计
Course Description
Students examine the application of statistical analysis, hypothesis testing, and regression analysis in business decision making. The course focuses on the utilization of statistical methods as applied to business problems and operations.
在本课程中，员工将学习统计分析、假设检验、回归分析等知识在商业决策中的应用。课程侧重于统计方法在商业问题和运营中的应用。
Weekly Schedule
Week 1: Exploratory Data Analysis
Week 2: Basic Probability, Probability Distribution
Week 3: Sampling and Sampling Distribution
Week 4: Confidence Interval Estimation
Week 5: Hypothesis Testing: One Sample Tests
Week 6: Two-sample Tests and One-Way ANOVA
Week 7: Simple Linear Regression
Week 8: Multiple Regression
Our Instructors
杨楠
博士，毕业于赌博最大平台排名；研究领域：概率论、线性代数、数据挖掘、统计等
2. MRKT 5000 Marketing Management 市场营销
Course Description
Students examine the character and importance of the marketing process,its essential functions, and the institutions exercising these functions.Course content focuses on the major policies that underlie the activities ofmarketing institutions and the social, economic, and political implications of such policies.
在本课程中，员工将学习营销过程的特点和重要性、营销过程的本质功能，以及实现这些功能的制度。课程侧重于介绍营销制度的主要政策和这些政策的社会、经济和政治应用。
Weekly Schedule
Week 1: Understanding the Philosophy and Practice of Marketing
Week 2: Marketing Strategy and the Marketing Environment
Week 3: Managing Marketing Information and Understanding Consumer Behavior
Week 4: Customer Driven Marketing Strategy
Week 5: Product, Services and Brands
Week 6: Pricing Strategies
Week 7: Integrated Marketing Communications, Advertising and PR
Week 8: Retailing and Wholesaling
Our Instructors
黄蓉
博士，毕业于加拿大麦吉尔大学；研究领域：品牌价值、消费者行为等
Wance Tacconelli
博士，毕业于兰卡斯特大学；研究领域：零售、市场营销等
3. FINC 5000 Corporate Finance 公司理财
Course Description
Students examine the general nature of financial management, the American financial system, taxes, andthe major financial decisions of corporations. Specific attention is given to present value and capitalbudgeting, risk and asset pricing, financial analysis and forecasting, financial decisions and market efficiency, and capital structure. Problem-solving methodology is used to illustrate the theories and tools in financialdecision making.
在本课程中，员工将考察财务管理的本质、美国财务系统、税务和企业的主要财务决策。本课程将侧重于现值与资本预算、风险与资产定价、财务分析与预算、财务决策与市场效率，以及资本结构。问题解决方法论将被用来阐释财务决策理论和工具。
Weekly Schedule
Week 1: Finance Framework & Financial Statement
Week 2: Time Value of Money & Discounted Cash Flow Valuation
Week 3: Risk and Return
Week 4: Portfolio Theory & CAPM
Week 5: Bond & Stock Valuation
Week 6: Cost of Capital and Capital Budgeting
Week 7: Capital Structure & Financial Options Introduction
Week 8: Financial Options
Our Instructors
Paul Bon
博士，毕业于荷兰阿姆斯特丹大学，拥有20年以上的企业高级管理经验
Robert Dague
博士，毕业于美国中北大学，拥有15年以上的金融行业经验
4. MNGT 5590 Organizational Behavior 组织行为学
Course Description
Students examine many of the basic principles of human behavior that effective managers use when managing individuals and groups in organizations. These include theories relating to individual differences in abilities and attitudes, attribution, motivation, group dynamics, power and politics, leadership, conflict resolution, organizational culture, and organizational structure and design.
本课程将向员工介绍高效率的经理人管理个人和团体所用到的基本人类行为原则。这些包括关于能力和态度的个体差异、归因、动机、团体动态、权力与政治、冲突解决、组织文化和组织结构与设计的理论。
Weekly Schedule
Week 1: Introduction to the Field of Organizational Behavior
Week 2: Individual Behavior, Values, and Personality Perception
Week 3: Learning in Organizations Workplace Emotions, Attitudes& Stress
Week 4: Foundations of Employee Motivation Applied Performance Practices
Week 5: Decision Making and Creativity, Team Dynamics, Communicating in Teams and Organizations
Week 6: Power and Influence in the Workplace, Conflict and Negotiation in the Workplace
Week 7: Leadership in Organizational Settings
Week 8: Organizational Structure, Organizational Culture, Organizational Change
Our Instructors
George Reid
博士，毕业于佛罗里达州立大学；研究领域：管理学、领导力、人力资源发展、组织行为学等
Fred Heismeyer
博士，毕业于阿肯色大学，拥有丰富的全球人力绩
5. FINC 5880 Advanced Corporate Finance 高级公司理财
Course Description
In this advance finance course students will learn additional concepts of finance and how to apply their knowledge of FINC 5000 and these new concepts to real world events. This course will have a high “in the financial news” content to learn from real world phenomena in the financial markets and businesses.
在本课程中，员工将学习更多的金融概念以及如何将这些概念和他们从之前的《公司理财》课程中学到的知识学以致用。本课程将有大量现实金融市场和商业中的真实案例作为课程内容。
Weekly Schedule
Week 1: Introduction to this course—FINC 5880 Advanced Corporate Finance
Week 2: Capital Structure Applied
Week 3: Dividend Policy—The pay out decision Applied
Week 4: Bottom Up Beta's Applied
Week 5: Review the materials of sessions 1-4 and Review the MOOC sessions on line
ek 6: Risk Management-Financial Derivatives Applied Option Valuation
Week 7: Financial Derivatives/Risk Management-Future and SWAP's Applied
Week 8: Working Capital Management and Short Term Financing
Our Instructors
Paul Bon
博士，毕业于荷兰阿姆斯特丹大学，拥有20年以上的企业高级管理经验
6. BUSN 6120 Managerial Economics 管理经济学
Course Description
In this course, students will understand basic economic theories and apply theories into business decision. Special emphasis will be placed on market mechanism, consumer behavior, production economic, market structure, and firm strategy.
在本课程中，员工将理解基础的经济学理论并将理论运用到商业决策中。本课程将侧重于市场机制、消费者行为、生产经济、市场结构和企业战略。
Weekly Schedule
Week 1: Introduction to managerial economics; risk, information and decision
Week 2: Demand, supply and market equilibrium; Elasticity of demand
Week 3: Consumer behavior
4: Production theory, cost analysis and its application
Week 5: Market structure and firm behavior I
Week 6: Market structure and firm behavior II
Week 7: Strategic behavior; pricing I
Week 8: Strategic behavior; pricing II
Our Instructors
王琴
博士，硕士生导师
主要研究领域：企业战略、商业模式和网络治理
7. BUSN 6110 Operation and Project Management 运营管理
Course Description
This is a course that focuses on the major managerial issues in manufacturing and service management and the tools that can be used to manage them. Special attention will be given to analysis on business process in both manufacturing and service industries, project management (including PERT, critical path scheduling, and time-cost models) and service operations settings.
在本课程中，员工将研习制造与服务相关的管理议题及其管理工具。本课程将着重于分析制造业和服务业的商业过程、项目管理（包括计划评估和审查技术、关键路径安排和成本模型）和服务运营。
Weekly Schedule
Week 1: Introduction of Operations Management
Week 2: Strategic Decisions on Process: Project Management and MTS/MTO
Week 3: Capacity Planning and Investment
Week 4: Inventory Management
Week 5: Managing Operational Risks
Week 6: Dynamic Pricing and Revenue Management
Week 7: Service Operations and Innovation
Week 8: Review and Broadening Horizon
Our Instructors
童春阳
博士，毕业于美国南加州大学马歇尔十大赌博正规信誉网址 研究方向：服务运营、供应链管理、项目管理
Run Niu
博士，毕业于加拿大阿博特大学。研究方向：供应链管理、生产和运营管理、商务统计、管理科学
8. BUSN 6070 Management Accounting 管理会计学
Course Description
The student examines advanced topics in management accounting as these relate to management information needs for planning, control, and decision making. Topics include interpretation of standard cost variances; application of quantitative techniques; evaluation of divisional performance; activity-based costing; and the behavioral impact of accounting systems.
在本课程中，员工将学习规划、控制和决策所需要的管理会计学知识。相关的主题包括标准成本阐释、定量技巧运用、分部业绩评估、作业成本法和会计系统的行为影响。
Weekly Schedule
Week 1: Introduction to Management Accounting
Information for Decision Making (1): Profit Volume Analysis
eek 2: Information for Decision Making (2): Relevant Costs and Revenues
Information for Decision Making (3): Pricing and Profitability
Capital Investment Appraisal
Week 3: Cost Assignment
Week 4: Cost Assignment: Introduction to Activity Based Costing
Week 5: Budgeting Process
Week 6: Introduction to Standard Costing and Variance Analysis
Week 7: Introduction to Standard Costing and Variance Analysis
Week 8: Feedback on Coursework Homework & Review of Topics A-M
Our Instructors
Lee Henderson
博士，毕业于加拿大阿萨巴斯卡大学，拥有丰富的国际商科教学经验。
David Van Brecht
毕业于伦敦大学,有着二十余年的跨国公司财务控制岗位的任职经验
9. BUSN 6200 Strategy and Competition 竞争与战略
Course Description
In this course, student examines the conceptual and practical aspects of business policies and policy decision making by utilizing all the concepts, theories, and tools that were presented in the earlier courses. The student should be able to analyze and recommend a comprehensive and workable approach to the situation. The course covers current business issues and developments.
在本课程中，员工通过利用所有的概念，理论，和早期的课程中介绍的工具检查业务策略和政策决策的理论和实际问题。员工应能够根据实际情况分析并提出全面而可行的办法。该课程涵盖当前的商业问题和发展。
Weekly Schedule
Week 1: Basic Concepts of Strategic Management
Week 2: External Scanning
Week 3: Internal Scanning
Week 4: Business Strategy
Week 5: Corporate Strategy & Functional Strategy
Week 6: Corporate Governance, Organizing for Action, Evaluation & Control
Week 7: Complete CAPSIM Year 7
Week 8: Prepare for Comp-XM & CAPSIM Team Final Reports
Our Instructors
Dana Walker
博士，毕业于韦伯斯特大学。研究方向：管理学、战略学、信息系统、程序设计
Rolf Hemmerling
博士，毕业于罗斯福大学。研究方向：战略与竞争
Robert Johnson
MBA，毕业于美国乔治城大学，具有丰富的教学与战略管理经验，长期服务于美国陆军及白宫。
10. MNGT 5990 Corporate Responsibility and Society 企业社会责任
Course Description
In this course, students evaluate the role of business in society and the demands managers face in maintaining moral integrity while fulfilling their obligations as agents of organizations and firms. Special emphasis is placed on ethical issues confronted by middle managers.
在本课程中，员工将评估商业在社会中的角色，同时也将评估管理者在履行其作为组织和公司代理人的义务时所面临的维护正直的需求。本课程将侧重于中层管理者面临的伦理议题。
Weekly Schedule
Week 1: Ethics and Law in Society
Week 2: Business Ethics and Law
Week 3: Business and its Stakeholders
Week 4: Business and Public Policy
Week 5: Business and Employment Law & Ethics
Week 6: Business, Technology, Intellectual Property
Week 7: Legal & Ethical Obligations in the Protection of Consumers
Week 8: Global Challenges and the Environment
Our Instructors
Greg Hoffmann
博士，毕业于华盛顿大学圣路易斯校区
韦伯斯特大学兼职教授，创立了多家公司
Steven D. Fieldman
毕业于伦敦大学,有着二十余年的跨国公司财务控制岗位的任职经验
Elective Courses
Finance Track:
FINC 5860 Entrepreneurial Finance and Venture Capital
Course Description:
The course is to develop an appreciation of capital needs for maturing and growing business.
Course Objectives (Learning outcomes):
- Students will be able to predict the needed growth in capital to support a firm’s business plan;
- Students will be able to choose appropriate funding sources (lending, venture capital, etc.) given a business position and future goals.
Prerequisites:
None
FINC 5840 International Finance
Course Description:
Course content focuses on the environment in which the international financial manager operates. Students study the risks of doing business overseas and the tools available to minimize those risks. Foreign exchange risk, political risk, working capital management, long-term investments, and financing, and accounting and control are examined within this context.
Course Objectives (Learning outcomes):
- Students appreciate the overall financial environment in which global firms operate.
- Students know the basics of the market for foreign exchange.
- Students are able to discuss international parity relationships.
- Students recognize the need to manage exposures of multinational firms.
- Students understand the motivation of firms participating in foreign direct investment.
Prerequisites:
FINC 5000 Finance and FINC 5880 Advanced Corp. Finance
FINC 5210 Investment
Course Description:
The intent of this course is to provide a solid understanding of investments. In the course, students study fixed-income investments, equity investments, mutual funds and other pooled -investment vehicles, derivative securities, money market as well as capital market securities, and more. They learn how markets function, and will have the opportunity to practice managing a portfolio using a simulation tool.
Course Objectives (Learning outcomes):
- Students can calculate the value of fixed income securities;
- Students can calculate the value of equity securities;
- Students are able to discuss market functioning and the role efficient markets play in security valuation;
- Students can evaluate credit and interest rate risk;
- Students demonstrate understanding of equity valuation including the examination of economic indicators and industry-level data for a firm;
- Students can research securities and to make actual trades using a stock simulation package.
Prerequisites:
FINC 5000 Finance
BUSN 5680 Issues in Business – Business Law: Mergers & Acquisitions.
Course Description:
This course will provide the MBA students with a background understanding of the legal elements of everyday business activities (such as contracts, torts, and property), and will familiarize MBA students with the legal aspects of mergers and acquisitions and venture capital transactions.
The course goals are:
- Provide a basic knowledge of the fundamental concepts, principles, and rules of law that apply to business transactions;
- Provide a basic knowledge of the practical aspects of mergers and acquisitions and venture capital transactions, including due diligence and typical transactional documentation;
- Develop an understanding of how legal problems and business problems are intertwined, and to develop the skills of analysis, critical thinking, and organization in considering such problems and potential solutions.
Course Objectives (Learning outcomes):
At the end of the course the student will have achieved the following:
- Knowledge of basic legal terminology and practices;
- Knowledge of basic procedures and documentation mergers and acquisitions and venture capital transactions.
- Understanding of how legal issues are recognized and analyzed in current business transactions involving.
Prerequisites:
None
Marketing Track:
MRKT 5950 Consumer Behavior
Course Description:
This course should give students an understanding of Consumer Buying Behavior and how it relates to the overall Marketing Plan. Understanding Consumer Buying Behavior is essential in developing the Promotion aspect of the Marketing Plan. This course will give the student all of the tools needed to understand what the customer is getting out of the purchase and how this is integral to the overall marketing success.
Course Objectives (Learning outcomes):
Upon completion of this course the student should:
- Have a complete knowledge of consumer buying habits;
- Be able to identify the driving factors towards purchasing the product;
- Be able to identify ways to target products in the market based on consumer buying habits;
- Have functional knowledge of the consumer buying process and how it affects the success of marketing the product;
- Be able to recognize the importance of building customer relationships and how to leverage this into the overall promotion plan.
Prerequisites:
None
MRKT 5980 International Marketing
Course Description:
The course will focus on understanding the international business environment and service and product development in an international setting. This course is designed for MBA students, who are already working with a company that is involved in either international or global business. It can help other students to better understand what might be required to start, or continue operations outside of the domestic market. The main focus of the course will be on marketing tasks and opportunities, but will also bring in topics in finance, HRM/D, and international law where it comes to understanding the current global environment.
Course Objectives (Learning outcomes):
In terms of foreign and international business, students should have a better understanding of:
- Delivery of products and delivery in new home markets
- Difference between country and regional trade characteristics
- Understanding the International Financial environment
- Understanding the Legal International environment
- Global nature of business, including FTA’s and the WTO, IMF and the World Bank
- Buying and selling every where
- Identifying certain cultural aspects with regard to trade, and usage
- Business forms within regions and countries
- Legal terms and issues within countries
- Logistics
- Brand usage
- Buyer behavior
- Marketing organizations
- Communications
- Pricing
Prerequisites:
MRKT 5000 Marketing
MRKT 5500 Professional Seminars - Products and Service Development
Course Description:
Help students develop understanding and skills which teams have used to create, upgrade, or refine products and services. China is a focal point for R&D, design, and manufacturing. This is not an engineering course. The examination and study will be for managers and, especially, marketing manager.
Course Objectives (Learning outcomes):
Students should be able to move forward from their experiences in MRKT 5000 and move forward to better refine product and services. They should be able to understand and apply –
- What want or need among markets
- Customer and market dissatisfaction
- What kind of product or service
- Which people in the company might be involved
- Ways to look for new product concepts
- Teams, progress, and objectives
- Methods of tailoring or creating the product
- Launches
- The environmental scan
Prerequisites:
MRKT 5000 Marketing
MRKT 5940 Promotional Management
Course Description:
Students examine the use of all available promotional vehicles to communicate to potential customers the messages that support the objectives of the marketing plan. Each of the four elements of the promotion mix is covered: advertising, publicity, sales promotion, and personal selling. Specific focus is applied to building differentiated value perceptions in the customers in relation to competitors’ products.
Course Objectives (Learning outcomes):
Upon completion of this course the student should:
- Be knowledgeable of the four types of promotional vehicles available and the integration of these in an overall promotional plan.
- Have the ability to explain consumer-buying behavior to define what the customer gets out of the purchase in terms of self-images satisfied.
- Explain the effective use of all elements of the promotional mix to build the value of the product offered in the customer’s mind.
- Explain the overall promotion process and how it works.
- Be able to develop an in depth promotion budget and have the ability to sell this to management.
- Be able to practice Promotion planning and decision making.
Prerequisites:
MRKT 5000 Marketing
PROC 5850 Supply Chain Management / Logistics
Course Description:
This course is to provide a working understanding of the application of supply chain concepts and principles to domestic and international business situations. Those principles include a fundamental understanding of inventory management, network design, strategic partnering, and other critical facets of supply chain management.
Course Objectives (Learning outcomes):
The following is a list of the learning outcomes for the course:
- The students will be able to know and explain the important terminology, facts, concepts, principles, and theories used in the field of Supply Chain Management. These will consist of the mandatory topics taught in the pre-requisite, advanced core courses, and integrative capstone course.
- The students will be able to apply the important terminology, facts, concepts, principles and theories in the field of Supply Chain Management and to analyze simple to moderately complex factual Supply Chain Management situations by demonstrating knowledge and application of Supply Chain concepts and trade-offs as each competes with internal and external objectives.
- The students will be able to creatively construct and implement moderately complex Supply Chain Management solutions to real organizational problems using frameworks procedures, and methods derived by selecting the most appropriate logistics network design to meet an organization’s objectives.
- The students will be able to assess the effectiveness of their solutions by quantitatively or qualitatively measuring their results against theory-based criteria and standards of performance by evaluating and applying business operations strategies in support of business or government domestic and international programs.
- The students will be able to utilize themselves as scholar-practitioners, capable of creatively synthesizing intellectual explanation of PROC models with methodological competencies and experience-based perceptual skills and judgment by readily recognizing the correct (and incorrect) application of various supply chain management principles by public and private organizations.
Prerequisites:
None
MNGT 5500 Professional Seminars - Marketing Engineering
Course Description:
This course introduces quantitative marketing models with the aid of the marketing engineering software. The course covers a range of classical marketing models including business unit analysis/CRM model, brand map, consumer segmentation and targeting, conjoint analysis, Bass model, choice model and non-linear advertising response/resource allocation model.
Course Objectives (Learning outcomes):
The students are expected to apply the quantitative methods for real life marketing planning and decision. At the end of the term, students will learn how to segment customers, identify attractive customers to target, determine the best positioning of the brand in customers’ minds, develop new products that add value to consumers and firms, understand and predict the new product diffusion process, and optimize the marketing resources.
Prerequisites:
MRTK 5000 Marketing and BUSN 5670 Applied Business Statistics
Both Finance Track and Marketing Track:
PROC 5840 Negotiations
Course Description:
The course involves scope, strategies, and objectives related to negotiated acquisitions. The preparation, conduct, and documentation of the negotiation process are included.
Negotiation is the art and practice of effectively getting what you need from other people. As every negotiation has at least two parties, also trying to get what they need from you, skillful and successful negotiation will benefit from a set of tools and behaviors that we will learn and model in this class. Culture, country, organization, and specific business circumstances also play a key role in successful negotiations and we will take an in-depth look at the do’s and don’ts in negotiating across all of these dimensions.
Course Objectives (Learning outcomes):
- Increase the scope and depth of the students’ knowledge and practice of the existing best practices in negotiation studies and examples from both a Chinese and global perspective.
- Expose students to different negotiations-related skills and behaviors.
- Increase students’ self-awareness through self-assessments designed to identify their preferred negotiation-related behaviors, attitudes, and styles.
- Develop students’ ability to analyze a variety of situations involving both effective and ineffective negotiation through a wide variety of cases.
- Develop students’ ability to negotiate effectively through a series of role-plays.
- Allow students to practice negotiation in a controlled classroom environment.
Prerequisites:
None
General Track (Neither Finance Track Nor Marketing Track):
HRMG 5000 Managing Human Resources
Course Description:
This course is a comprehensive view of personnel policy development with emphasis on the interdependence of personnel and operating functions. Students analyze personnel functions of recruitment, development, training, compensation, integration into the workforce, and maintenance of personnel for the purpose of contributing to organizational, societal, and individual goals.
Course Objectives (Learning outcomes)
- Students will know and explain the important terminology, facts, concepts, principles, analytic techniques, and theories used in the field of human resources management.
- Students will be able to effectively apply important terminology, facts, concepts, principles, analytic techniques, and theories in the field of human resources management when analyzing complex factual situations.
- Students will be able to effectively integrate (or synthesize) important facts, concepts, principles, and theories in the field of human resources management when developing solutions to multifaceted human resource management problems in complex factual situations.
- Students will be able to develop appropriate strategies for implementing solutions to human resources management problems that reflect their knowledge and explaining of the interrelationships among training, staffing, compensation, and employment law.
- Students will be able to evaluate the quality of their proposed solutions to human resources management problems against appropriate criteria, including organizational constraints.
- Students will be able to use basic statistical techniques to analyze human resources management issues.
- Students will be able to explain basic financial and accounting information used by human resources managers.
Prerequisites:
None