Graduate Course Descriptions

ENI 8000: Organizational Entrepreneurship

3 hours

The course explores contemporary concepts, theories, methods, and tools for systematic and sustainable entrepreneurship within established organizations — companies, non-profits, and public sector organizations. Whether recognized or not, every organization has a continual stream of potential opportunities to create customer demand. However, the complexity and speed of business obscures these opportunities (and threats). Students learn a rigorous and disciplined methodology for discovering and prioritizing opportunities for demand creation and perilous threats that can result in demand destruction. Additionally, the course investigates the emerging micro startup approach that involves a small team of entrepreneurs who innovate a new offering and/or business model with a target organization(s) in mind, where the objective is to be acquired and/or employed by the organization rather than seeking conventional investor funding and scale-up.

ENI 8101: Improving the Customer Experience

3 hours

The course deals with the application of a strategic entrepreneurship approach to dynamic business growth called Demand Creation. To prosper in today’s intensely competitive business environment, established organizations must effectively exploit current offerings/business models in ways that maximize customer demand for these offerings. Building on the foundation of ENI 8000, the course focuses on the value enhancement side of Demand Creation — identifying and exploiting the best opportunities to increase the demand for current products/services by raising customer value while simultaneously reducing the cost structure of the offerings (allowing price reduction without margin erosion). Students apply the Demand Creation methodology for improving and extending current offerings.

ENI 8102: Innovating Customer Value

3 hours

The course deals with the application of a strategic entrepreneurship approach to dynamic business growth called Demand Creation. To prosper in today’s intensely competitive business environment, established organizations must effectively innovate new offerings/business models in timely response to changing social/business realities with the aim of maximizing profitable revenue and creating beneficial social outcomes. Building on the foundation of ENI 8000, the course focuses on the value innovation side of Demand Creation – discovering and exploiting the best opportunities to fulfill important and unsatisfied customer needs via new offerings and business models in a way that maximizes an organization’s growth potential.

IB 8100: International Entrepreneurship

3 hours

This course considers theory, research and practical advice about how to take a small- or medium-sized business or a new venture (traditional or dot-com) international. In addition to attending readings and lectures, students explore complex written cases and participate in class discussions with visiting speakers involved with international entrepreneurship. In a major project, students explore the feasibility of an international business venture.

ENI 8301: Managing for Dynamic Growth

3 hours

The course explores managerial action for strategic entrepreneurship within established organizations – companies, non-profit organizations and public sector organizations. The business environment today is both complex and fast, resulting in unprecedented levels of uncertainty. Entrepreneurial organizations exploit this uncertainty to achieve dynamic growth by proactively enhancing and innovating offerings, business models and strategies in timely response to changing social/business realities with the aim of maximizing profitable revenue and creating beneficial social outcomes. Building on the foundation of both ENI 8101/8102, the course focuses on developing an entrepreneurial workforce, developing the requisite organizational capabilities for dynamic growth, developing effective micro strategies for sustaining profitable demand creation, effectively responding to customer demand dynamics, managing demand creation projects, and conjoining planned growth and dynamic growth for high performance.

MG 8420: Enhancing Leadership Skills

3 hours

Participants in this course are introduced to various processes and tactics that are used to enhance leadership skills, as well as to various perspectives on important leadership skill content that can help to guide and motivate their development as leaders. They undergo assessments of their leadership-relevant skills and characteristics, and receive guidance on how to improve as leaders. Skill improvement comes from enhanced insight and knowledge and activities conducted in class, as well as from out-of-class tasks that participants design themselves. The course is premised on the assumption that participants have had some leadership experience, since the course requires participants to reflect on their leadership experiences and skills so that their leadership skills can be improved.

MGS 8430: Negotiation

3 hours

This course is designed to help students become better negotiators by understanding and practicing the negotiation strategies and tactics appropriate for different situations. These situations range from simple buying and selling to establishing long-term agreements with key business partners. Advanced topics such as agent-principal negotiations and multi-party negotiations are also included. The course is a general treatment of negotiation that is useful to students from a broad range of majors.

ENI 8302: Leading for Entrepreneurship

3 hours

The course explores the intersection of leadership and entrepreneurship within established organizations – companies, non-profit organizations and public sector organizations. It is widely recognized that all established organizations must engage in entrepreneurial activities to one degree or another if they are to remain viable. Entrepreneurial efficacy, in large part, depends on effective leadership. But unlike conventional notions of leadership as a static leader-follower paradigm (military model), leadership in the entrepreneurial context requires entrepreneurial agents to dynamically alternate between leading and following as appropriate to the circumstances. Thus, in the entrepreneurial context there are no “leaders” and no “followers,” per se. Rather, entrepreneurial agents are both leading and following at different times. For this reason, all entrepreneurial agents must exercise timely leadership to be effective. A major objective of the course is to help students discover their own unique style of entrepreneurial leadership aligned with their personality traits, behaviors, emotions, thinking, and abilities.

MGS 8425: Coaching for Leadership

3 hours

This course identifies the roles of leadership coaching and links the applications of behavioral theory to the coaching process. The course enables students to apply appropriate assessment activities, goal-setting activities, communication processes, well-designed interventions and feedback activities to an effective coaching process. This course focuses on one-on-one coaching relationships.