A+B. Intro_SJ.1 - University of Maryland University College

ADMN 628 Contract Pricing and Negotiation (3)
Techniques for planning, conducting, and managing negotiated
procurement are presented. A primary focus is on analytical
techniques for conducting price and cost analysis in preparation
for negotiations. Techniques for critically examining all categories
of costs, including profit, are examined. The theory and
practice of negotiations are studied, and students are given the
opportunity to practice negotiation techniques to achieve a fair
and reasonable contract price. Students gain practice in preparing
negotiation positions through analysis of cases containing
detailed cost and pricing data. Ethical decision making throughout
these processes is addressed.
ADMN 629 Strategic Purchasing and Logistics (3)
This course presents issues and methodologies related to strategic
purchasing and logistics. The ethics, social responsibility,
and accountability considerations in procurement, logistics, and
contract management are among the major topics considered in
this course. In addition, specific areas of study such as the professional
development of staff, just-in-time management, electronic
data interchange, vendor assessment and development,
pricing and negotiation, and international procurement issues
are presented.
ADMN 630 Financial Decision Making for Managers (3)
(Not open to students in the financial management track or
program.) Prerequisite: Knowledge of the materials covered
in UCSP 620 and 621, including the concepts of opportunity
cost, the time value of money, financial accounting, and financial
analysis. This course focuses on financial decision making in
business, government, and not-for-profit organizations. Em p h asis
is placed on the application of financial and nonfinancial information
to a wide range of management decisions from product
pricing and budgeting to project analysis and performance measurement.
A variety of decision-making tools are employed in the
analysis of these decisions. Break-even analysis is used in profit
planning. The cost of individual products and services is determined
by activity-based costing procedures. Product mix and
re s o u rce allocation issues are examined using linear pro g r a m m i n g .
Discounted cash flow techniques are used to compare alternative
investment opportunities, and the balanced scorecard provides a
framework with which organizational performance can be evaluated.
In addition, contemporary managerial systems, such as target
costing and kaizen costing, are explored as a means of improv i n g
operational efficiency. Students may receive credit for only one
of the following courses: ADMN 630 or ADMN 631.
ADMN 631 Financial Management in Organizations (3)
(For students in the financial management track or program.
Students without recent coursework in accounting or economics
are strongly advised to complete UCSP 620 and 621 first.) This
course focuses on financial management theory and applications
in business, government, and not-for-profit organizations. Basic
accounting concepts and their use in financial statement analysis
are discussed. Discounted cash flow and rate-of-return analysis
are used to evaluate projects. Break-even analysis is employed
to measure the impact of changes in volume and costs. An introduction
to scenario analysis, short- and long-term financial management,
international finance, and operating budgets and their
preparation is provided. Students may re c e i ve credit for only one
of the following courses: ADMN 630 or ADMN 631.
ADMN 632 Financial Management of Current
Operations (3)
Prerequisite: ADMN 631. The primary focus of this course is
on the financial management of ongoing operations in organizations.
The effects of various credit, inventory, accounts payable,
and working capital policies on an organization are examined,
as are alternative approaches for meeting short-term cash needs
and working capital management. Also covered are short-term
investment management and managing interest rate risk. The
use of e-commerce applications to manage these functions is
illustrated.
ADMN 633 Capital Markets, Institutions, and Long-Term
Financing (3)
Prerequisite: ADMN 631. This course concerns the long-term
capital needs of an organization and the roles of the capital markets
and institutions. The course will explore the financial environment
of organizations, the role of the Federal Reserve and
financial intermediaries, capital and money markets, options
and futures markets, the capital budgeting decision process,
capital structure management, dividend and share repurchase
policy, and investment banking and restructuring. Various types
of long-term funding sources, including term loans, debt and
equity securities, and leasing, are analyzed. Alternate policies
with regard to financial leverage, capital structure, dividends,
and the issuance of preferred stock, warrants and convertible
debt are evaluated. Mergers, leveraged buyouts, and dive s t i t u re s
are examined as special situations to create value.
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