Spring 2015 Course Listings (Weekend)

Accounting/Taxation
Core Courses
Economics
Finance
Information Systems
Management Communication
Management and Organizations
Marketing
Professional Responsibility

= Cancelled

= New Class Added

= Professor Change

= Rescheduled (day/time change)

Accounting/Taxation

ACCT-GB.2303 An Integrated Approach to Financial Statement Analysis (3)

Course Description:

This course describes financial reporting objectives and methods used by corporations. Focuses on the analysis of the information in corporate financial statements, including the impact of alternative accounting procedures and assumptions. Offers ways to adjust for selected reporting differences. Discusses applications using cross-sectional and time series analysis. Case studies (including firms with international operations), computer databases, and computer-based assignments may be used. An understanding of basic financial concepts is recommended.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 09:00 am - 12:00 pm	02/14-05/09	Yeo,J

Pre/Corequisite:

Pre-requisite - COR1-GB.1306 ( B01.1306 ) - Financial Accounting and Reporting

OR LAW-LW.12337 -

Specializations:

Accounting

Core Courses

COR1-GB.1303 Firms and Markets (3)

Course Description:

This course provides an overview of the microeconomics analysis of firms, industries, and markets. The course examines the rationales for decisions by individual buyers and sellers, as well as how these decisions are aggregated through markets. Among other things, the course explores the forms that competition can take, the role of industry structure, and the influences of government policies.

Microeconomics is an important component of an MBA program. First, microeconomics focuses on specific dimensions of companies' decision making, such as pricing, entry, and exit. Second, a microeconomics perspective on business plays an important role in other fields of business study - such as finance, strategy, and marketing. Third, this course provides tools, such as a game theoretic analysis of decision making with few actors, that can be applied in many business situations.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 09:00 am - 12:00 pm	02/14-05/09	Pugel,T	Fall Langone Red 1

Equivalencies:

COR1-GB.1103 ( B01.1103 ) -

COR9-GB.2303 ( B09.2303 ) -

COR1-GB.1305 Statistics and Data Analysis (3)

Course Description:

This course is designed to achieve an understanding of fundamental notions of data presentation and data analysis and to use statistical thinking in the context of business problems. The course deals with modern methods of data exploration (designed to reveal unusual or problematic aspects of databases), the uses and abuses of the basic techniques of inference, and the use of regression as a tool for management and for financial analysis.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 1:00 pm - 4:00 pm	02/14-05/09	Shahmaei,A	Fall Langone Red 1

Equivalencies:

COR9-GB.2405 ( B09.2405 ) -

COR1-GB.2314 Operations Management (3)

Course Description:

This course serves as an introduction to operations, viewed from the perspective of the general manager, rather than from that of the operations specialist. The coverage is very selective; the course concentrates on a small number of themes from the areas of operations management and information technology that have emerged as the central building blocks of world-class operations. It also presents a sample of key tools and techniques that have proven extremely useful. The topics covered are equally relevant to the manufacturing and service sectors.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 09:00 am - 12:00 pm	02/14-05/09	Shahmaei,A	Saturdays

Equivalencies:

COR1-GB.2114 ( B01.2114 ) -

COR9-GB.2314 ( B09.2314 ) -

Economics

ECON-GB.2190 Global Perspectives on Enterprise Systems (1.5)

Course Description:

This course compares the emergence and development of four of the world's leading enterprise systems-Great Britain, Germany, Japan, and the United States. It examines political, cultural, and economic similarities and differences of successful wealth-creating societies, paying special attention to impacts of government, entrepreneurship, management, and financial institutions. The objectives of the course are to develop an understanding of different enterprise systems and to hone abilities to think comparatively, both over time and across national contexts.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 09:00 am - 12:00 pm	02/14-03/28	Sylla,R	Saturdays

Specializations:

Economics

Global Business / Intl Business

Law&Business

ECON-GB.2355 Behavioral Economics: Decisions and Strategies (3)

Course Description:

Behavioral economics is an emerging sub-field that integrates insights from psychology into economic models of behavior. This MBA elective course is intended to inform managers, analysts, and consultants, of the psychological processes and biases underlying our decision-making, with an emphasis on how to incorporate such insights into business strategies. Successful business strategies depend on a thorough understanding of how consumers and producers make decisions. However, traditional models, which are founded on the assumption of perfect rationality, have serious limitations. Rather than making decisions in the manner predicted by these models, consumers and producers often use myriad rules and processes that result in (sometimes counterintuitive) decisions. For instance, consumers have an exaggerated tendency to select compromise or middle options when making choices, overpay for warranties, buy products they do not use, and do not buy products that they later wish they had. Similarly, producers overpay for acquisitions, persist in investing in losing projects, hire the wrong people, and design products that result in consumer dissatisfaction. The fact many of these decision errors and biases are systematic has powerful business implications because, as this course illustrates, it is possible to address them. This course will provide a broad overview of important results from behavioral economics that clarify how consumers and producers really make decisions, and investigate how these results can be leveraged to design original and more effective business strategies.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 1:00 pm - 4:00 pm	02/14-05/09	Bowmaker,S	Saturdays

Pre/Corequisite:

Pre-requisite - COR1-GB.1303 ( B01.1303 ) - Firms and Markets

Equivalencies:

MKTG-GB.2335 ( B70.2335 ) - Judgment and Decision Making

Specializations:

Economics

Finance

FINC-GB.2302 Corporate Finance (3)

Course Description:

This course helps students develop an analytical framework for understanding how organizations make investment and financing decisions. Students also learn the theory and practice of various valuation techniques. There is an emphasis on understanding the theory and its applications to the real world as well as appreciating the limitations of the tools in practical settings. Specific topics include capital budgeting, investment decision rules, discounted cash flow valuation, real options, cost of capital, capital structure, dividend policy, and valuation methods such as WACC and APV.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 09:00 am - 12:00 pm	02/14-05/09	Schmeits,A

Pre/Corequisite:

Pre-requisite - COR1-GB.2311 ( B01.2311 ) - Foundations of Finance

OR COR1-GB.2302 - FOUNDATIONS IN CORP FINAN

OR LAW-LW.11461 -

OR PADM-GP.2147 -

Specializations:

Corporate Finance

Finance

FINC-GB.2334 Investment Banking (3)

Course Description:

This course presents a broad overview of the role of investment banking in modern societies. What functions are performed? How are these tasks carried out in competitive and noncompetitive environments? Topics covered include concepts such as origination, syndication, distribution of security issues; pricing of new issues and the management of issues in the after markets; and the role of investment bankers in restructuring industry, financing governments, and facilitating saving and investment. Ethical issues investment bankers must face are considered.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 1:00 pm - 4:00 pm	02/14-05/09	Militello,F	Saturdays

Pre/Corequisite:

Pre-requisite - COR1-GB.2311 ( B01.2311 ) - Foundations of Finance

OR COR1-GB.2302 - FOUNDATIONS IN CORP FINAN

OR LAW-LW.11461 -

OR PADM-GP.2147 -

Co-requisite - FINC-GB.2302 ( B40.2302 ) - Corporate Finance

OR LAW-LW.11461 -

OR COR1-GB.2302 - FOUNDATIONS IN CORP FINAN

Specializations:

Banking

Corporate Finance

Finance

Financial Instruments and Markets

FINC-GB.3173 Venture Capital Financing (1.5)

Course Description:

This course provides institutional background and details necessary to deal with the venture capital and new issues markets. Examines basic valuation issues, appropriate capital structure, the value of liquidity, and the value of control. Also considers the intangible aspects of entrepreneurship and venture capital forms of financing.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 09:00 am - 12:00 pm	04/04-05/09	Okun,G	Saturdays

Equivalencies:

FINC-GB.3373 ( B40.3373 ) - New Venture Financing

FINC-GB.3361 ( B40.3361 ) - Entrepreneurial Finance

Specializations:

Entrepreneurship&Innovation

Banking

Corporate Finance

Finance

Financial Instruments and Markets

FINC-GB.3333 Debt Instruments and Markets (3)

Course Description:

Covers the valuation of fixed income securities and investment strategies utilizing them. Topics include the mathematics of bond valuation, immunization, history of interest rate structures, varieties of debt instruments, default, and country risk considerations. The role of financial futures and options on bond portfolio strategies is analyzed, as well as more traditional approaches to debt portfolio strategies.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 09:00 am - 12:00 pm	02/14-05/09	Brooks,J	Saturdays

Pre/Corequisite:

Pre-requisite - COR1-GB.2311 ( B01.2311 ) - Foundations of Finance

OR COR1-GB.2302 - FOUNDATIONS IN CORP FINAN

OR LAW-LW.11461 -

OR PADM-GP.2147 -

Specializations:

Banking

Finance

Financial Instruments and Markets

Quantitative Finance

FINC-GB.3361 Entrepreneurial Finance (3)

Course Description:

This course identifies and follows the wealth creation cycle that begins with company start-ups, passes through successive stages of various kinds of private equity financing, and ends with the harvesting of the created wealth through a sale or merger or initial public offering. Emphasis is placed on how entrepreneurial firms adapt financing and financial contracts to the information asymmetry problems, the high degree of uncertainty, and the conflicts of interest associated with start-ups.

Section	Meeting Times	Dates	Instructor	Notes
00	SU 09:00 am - 4:00 pm	02/15-03/29	Okun,G	Sundays

Equivalencies:

FINC-GB.3173 ( B40.3173 ) - Venture Capital Financing

FINC-GB.3373 ( B40.3373 ) - New Venture Financing

Specializations:

Entrepreneurship&Innovation

Banking

Corporate Finance

Finance

For more courses that count toward Finance click here.

Information Systems

INFO-GB.3336 Data Mining for Business Analytics (3)

Course Description:

Businesses, governments, and individuals create massive collections of data as a by-product of their activity. Increasingly, data is analyzed systematically to improve decision-making. In many cases automating analytical processes is necessary because of the volume of data and the speed with which data are generated. We will examine how data analytics technologies are used to improve decision-making. We will study the fundamental principles and techniques of mining data, and we will examine real-world examples and cases to place data-mining techniques in context, to improve your data-analytic thinking, and to illustrate that proper application is as much an art as it is a science. In addition, we will work hands-on with data mining software. After taking this course you should: (1) Approach business problems data-analytically. Think carefully&systematically about whether&how data can improve business performance, to make better-informed decisions. (2) Be able to interact competently on business analytics topics. Know the fundamental principles of data science, that are the basis for analytics processes, algorithms,&systems. Understand these well enough to work on data science projects and interact with everyone involved. Envision new opportunities. (3) Have had hands-on experience mining data. Be prepared to follow up on ideas or opportunities that present themselves, e.g., by performing pilot studies.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 09:00 am - 12:00 pm	02/14-05/09	Zhou,Y	Saturdays

Equivalencies:

INFO-GB.2336 ( B20.2336 ) - Intro to Data Science for Business Analytics

Specializations:

Digital Marketing

Business Analytics [formerly Data, Models&Decisions]

Financial Systems&Analytics

Marketing

Supply Chain Management&Global Sourcing

Management of Technology&Operations

Management Communication

MCOM-GB.2105 Business Communication (1.5)

Course Description:

Persuasive communication is a vital component to many aspects of business life. This course introduces the basics of communication strategy and persuasion: audience analysis, communicator credibility, and message construction and delivery. Written and oral presentation assignments derive from cases that focus on communication strategy. Students receive feedback to improve presentation effectiveness. Additional coaching is available for students who want to work on professional written communication. This course is required for all Langone Program students.

Section	Meeting Times	Dates	Instructor	Notes
00	SU 09:00 am - 4:00 pm	02/22-03/15	Dietschi,L	4 Sun: Feb 22; Mar 1,8,15
0N	SU 09:00 am - 4:00 pm	04/12-05/03	Younger,J	4 Sun: Apr 12,19,26;May 3

Equivalencies:

COR1-GB.2105 ( B01.2105 ) - Business Communication

MCOM-GB.2122 On Your Feet: Think, Speak, Lead (1.5)

Course Description:

Former CEO of ITT and NYU alum Harold Geneen famously said that,&#8216Leadership cannot be taught but it can be learned.' Over three full-day sessions, this course will provide you with learning opportunities to develop your leadership presence, drawing on best practices from both business and the arts. You will learn how to tell concise and evocative stories, which build trust and inspire action. Using improvisation and innovative thinking techniques, you will develop your collaborative and interpersonal communication abilities. Lastly, you will learn best practices for argument development and persuasive techniques in preparation for a final presentation. As with all the exercises, feedback will be provided by the professor and your peers.

Section	Meeting Times	Dates	Instructor	Notes
00	SU 09:00 am - 4:00 pm	02/15-03/01	Purdy,D	3 Sun: Feb 15,22; Mar 1
0A	SU 09:00 am - 4:00 pm	04/12-04/26	Purdy,D	3 Sun: April 12, 19, 26

Pre/Corequisite:

Pre-requisite - MCOM-GB.2105 ( B45.2105 ) - Business Communication

Management and Organizations

MGMT-GB.2159 Collaboration, Conflict, and Negotiation (1.5)

Course Description:

Successful managers know how to collaborate with other people effectively and how to resolve conflicts constructively. The goal of this course is to teach students the fundamentals of managing collaboration and conflict in one-on-one and small group settings. Our objective is to enhance students' interpersonal skills at their jobs. Drawing from the latest findings in managerial psychology, we cover the fundamentals of effective negotiation, communication, and persuasion. Special topics include getting buy-in, coping with resistance, and building coalitions.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 09:00 am - 12:00 pm	04/04-05/09	Janicik,G	Saturdays
0P	SU 09:00 am - 4:00 pm	04/12-04/26	See,K	3 Sundays: April 12,19,26

Equivalencies:

MGMT-GB.2358 ( B65.2358 ) - Conflict and Negotiation

Specializations:

Leadership and Change Management

Management

MGMT-GB.3321 Developing Managerial Skills (3)

Course Description:

Many companies bestow a management title on key talent and expect appropriate behavior to follow. That is not the most effective way to develop future business leaders. Increasing self-awareness and being open to feedback are important first steps in leading today's business for tomorrow's results. This course focuses primarily on the practical aspects of managing. While based on solid research, it stresses a hands-on approach to improving students' management skills. Each session focuses on (a) developing personal skills: self-awareness, managing stress, solving problems, and creativity; (b) interpersonal skills: coaching, counseling, supportive communication, gaining power and influence, motivating self and others, and managing conflict; and (c) group skills: empowering, delegating, and building effective teams. Class sessions also give students an opportunity to assess, learn, analyze, practice, and "apply" the above skills to their own work situations so that they can turn good ideas into accepted practice. Students learn not just about management skills but also how to apply those skills to get results

Section	Meeting Times	Dates	Instructor	Notes
00	SA 09:00 am - 12:00 pm	02/14-05/09	Mazzarese,M

Pre/Corequisite:

Pre-requisite - COR1-GB.1302 ( B01.1302 ) - Leadership in Organizations

OR CORE-GP.1020 -

Specializations:

Leadership and Change Management

Management

MGMT-GB.3335 Foundations of Entrepreneurship (3)

Course Description:

This course offers a framework for understanding the entrepreneurial process and exposes the student to most problems and issues faced by entrepreneurs who start new ventures. Case study is the principal teaching method, supplemented by lectures, a venture planning exercise, and guest speakers. Major objectives are for students to learn how to identify and evaluate market opportunities; develop a venture concept and marketing plan; assess and obtain the required resources; and manage the launch of a new venture.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 1:00 pm - 4:00 pm	02/14-05/09	Wu,G	Saturdays

Equivalencies:

MGMT-GB.3336 ( B65.3336 ) - Foundations of Social Entrepreneurship

MGMT-GB.3337 ( B65.3337 ) -

Specializations:

Entrepreneurship&Innovation

Management

MGMT-GB.3356 Managing by Design (3)

Course Description:

Technological innovation and new product development (NPD) are critically important to the creation of business opportunities and sustenance of wealth. This course offers perspectives and frameworks that seek to understand technological innovation and NPD at different levels of analysis, including the firm, industry, and national levels. It addresses issues pertaining to the discovery, development, and diffusion of technological advances. For example, we attempt to understand the innovation process in both start-up and established firms, and when established firms have an easier (or more difficult) time bringing a new product to market and appropriating profits from it. We also provide frameworks for assessing new technological and business opportunities. Students are expected to analyze and evaluate technological opportunities using the frameworks and techniques presented in the course. Most students who take the course have career interests in consulting (operations or management), general management, entrepreneurship, technology/new media, or marketing, but students from all disciplines are welcome.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 1:00 pm - 4:00 pm	02/14-05/09	Boyle,E	Saturdays

Pre/Corequisite:

Pre-requisite - COR1-GB.2103 ( B01.2103 ) - Strategy I

Specializations:

Leadership and Change Management

Management

Strategy

Marketing

MKTG-GB.2128 Consultative Selling (1.5)

Course Description:

The goal of Consultative Selling is to provide students with the knowledge and skills that entrepreneurs - and nearly all other business executives - need to win customers and grow their business. We will use the consultative selling model to understand the process of selling, discovery of and alignment with customer's needs, presentations of solutions, overcoming objections, and gaining agreement. Rather than pigeonholing selling as "something done by those sales types", we look at it as providing solutions to customer's problems. Selling is unique in that everyone does it. In business, we sell our products, proposals, IPOs, projects, budgets, and anything else that someone else has to approve. In life, we buy cars and houses (buying and selling are two sides of the same coin), interview for jobs, propose marriage, and many other things that someone else has to say OK to. In short, selling is a fundamental life skill. The course is primarily an interactive discussion including debates, case discussions, and many small group, "skills drills" to apply the concepts and methods. In addition to learning the aspects of contemporary selling as it applies to their chosen careers, students will also gain a better appreciation of this important - and often misunderstood - aspect of an organization. The course is focused on professional, business-to-business (B2B) sales issues and sales management. We frequently draw on our own experiences as consumers (B2C) as a basis for developing perspectives, insights, and understanding of B2B sales themes.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 1:00 pm - 4:00 pm	02/14-03/28	Krawitz,J	Saturdays

Pre/Corequisite:

Pre-requisite - COR1-GB.2310 ( B01.2310 ) - Marketing

Equivalencies:

MKTG-GB.2329 ( B70.2329 ) - Entrepreneurial Selling and Sales Management

Specializations:

Marketing

Luxury Marketing

Product Management

MKTG-GB.2138 Consultative Sales Planning&Development (1.5)

Course Description:

The prerequisite to this course, Consultative Selling (MKTG-GB.2128), examines the consultative selling process and key personal skills within it: relationship building, questioning, platforming, listening, persuasion, and sales negotiations. Consultative Sales Plan Development (MKTG-GB.2138) builds on this by showing how to develop a detailed consultative sales plan designed to penetrate a significant target account. Students will explore the Mapping Process, an approach to thoroughly analyzing a situation and how it is influenced. Students will also look at three applications: Customer Mapping (overarching strategic perspective), Power Mapping (decision-making processes), and Influence Mapping (tactical implementation). The goal of developing a sales plan is to provide students with the knowledge and skills that are needed to win, maintain, and optimize penetration of clients.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 1:00 pm - 4:00 pm	04/04-05/09	Krawitz,J	Saturdays

Pre/Corequisite:

Pre-requisite - COR1-GB.2310 ( B01.2310 ) - Marketing

Pre-requisite - MKTG-GB.2128 ( B70.2128 ) - Consultative Selling

Specializations:

Marketing

MKTG-GB.2365 Brand Strategy (3)

Course Description:

Brand planners/strategists face many challenges, including how to: 1. Create a comprehensive brand architecture that will provide strategic direction; 2. Generate motivating brand identities and value propositions for the key brands; 3. Develop brand-building programs; and 4. Leverage new technologies. The goal of this course is to provide concepts, models, methods, and role models that will help address
these challenges.

Section	Meeting Times	Dates	Instructor	Notes
00	SA 09:00 am - 12:00 pm	02/14-05/09	Eberhardt,J	Saturdays

Pre/Corequisite:

Pre-requisite - COR1-GB.2310 ( B01.2310 ) - Marketing

Specializations:

Digital Marketing

Marketing

Product Management

For more courses that count toward Marketing click here.

Professional Responsibility

COR2-GB.3101 Professional Responsibility (1.5)

Course Description:

The purpose of this interdisciplinary course is twofold: First, it is designed to build the student's awareness of the interplay among a society's laws, ethical norms, and markets. Second, through case analyses, it provides the student with a chance to exercise his or her own ethical judgment in business situations. The overall goal is to help the student to realize that ethical assumptions, choices, and conflicts are inherent in virtually all business decisions, and to develop a greater understanding of the manager's professional responsibilities. All sections of the course use the same book of readings and cases, and all will cover the same set of essential topics, including fiduciary responsibilities, product liability, ethical issues in the workplace (such as preferential hiring, sexual harassment, drug testing, or whistle blowing) and ethical conflicts in international business. Yet, by the instructor's selection of specific cases or readings, each section of the course will differ slightly in emphasis. Course instructors come from every department in the Stern School and reflect a broad range of interests and orientation. For each session, students will be required to study readings, either essays in business ethics or judicial opinions, and to prepare one or more cases for analysis in class. Class discussion is an essential part of the course. Students will explore in actual business contexts the fundamental concepts that underlie professional responsibility. In order to bring different perspectives to the classroom, each section of the course will host at least one outside speaker during the term. Professional Responsibility is a second year core course and part of the capstone program. Every student in the course should have a working knowledge of economics and the various functional areas of business, and this knowledge should be applied to the cases, readings, and class discussions. Students should complete or place out of all of the first-year core courses prior to enrolling.

Section	Meeting Times	Dates	Instructor	Notes
00	SU 09:00 am - 4:00 pm	02/15-03/01	Bergenfeld,J	3 Sun: Feb 15,22&Mar 1

Pre/Corequisite:

Pre-requisite - COR1-GB.1302 ( B01.1302 ) - Leadership in Organizations

Pre-requisite - COR1-GB.1303 ( B01.1303 ) - Firms and Markets

Pre-requisite - COR1-GB.1305 ( B01.1305 ) - Statistics and Data Analysis

Pre-requisite - COR1-GB.1306 ( B01.1306 ) - Financial Accounting and Reporting

Pre-requisite - COR1-GB.2103 ( B01.2103 ) - Strategy I

Pre-requisite - COR1-GB.2104 ( B01.2104 ) - Strategy II

Pre-requisite - COR1-GB.2303 ( B01.2303 ) - The Global Economy

Pre-requisite - COR1-GB.2310 ( B01.2310 ) - Marketing

Pre-requisite - COR1-GB.2311 ( B01.2311 ) - Foundations of Finance

Pre-requisite - COR1-GB.2314 ( B01.2314 ) - Operations Management