HERE - Networth - University of Maryland

Credit Hours: 3
Instructor: Karen Wouters
Pre-requisites: BUSI662 OR BUSI664
BUMO712: Leadership Development
Course Overview:
Focuses on developing skills to inspire, influence and organize others to accomplish key goals.
Building on leadership theories, course includes assessment & role-playing activities,
discussions, cases, and exercises to assess and develop personal capabilities.
Learning Objectives:
� Learn how you and others who have worked with you view your unique strengths,
proficiencies, and development needs.
� Improve your receptivity and ability to respond to constructive feedback.
� Learn how to provide effective, constructive feedback for developing the skills of others.
� Design a self-development plan for enhancing your leadership skills.
Career Relevance:
An essential course for students interested in careers in human capital management consulting,
leadership development brings skills that can be applied to any area in management. Learning
how to be a better leader is relevant every functional area in business.

Credit Hours: 2
Instructor: Joyce Russell
Pre-requisites:
BUMO714: Competitive and Collaborative Negotiation
Course Overview:
Increase negotiating self-confidence and improve capacity to achieve win-win solutions to
organizational problems. Improve effectiveness at finding creative solutions to conflict.
Learning Objectives:
� Identify the strengths and weakness of different conflict styles.
� Diagnose your own conflict style, including how to offset weaknesses.
� Understand fundamental differences in competitive and collaborative negotiation
approaches
� Gain practice in negotiating contracts and salaries.
Career Relevance:
Negotiations are at the core of many activities in business – from individual cases such as
negotiating a job offer to organizational actions such as negotiating a major acquisition. This
course is particularly relevant to students interested in careers in consulting, marketing, general
management, and new start-ups and entrepreneurs.

Credit Hours: 2
Instructor: Myeong-Gu Seo
Pre-requisites: BUSI662 OR BUSI664
BUMO720: Understanding Organizational Change
Course Overview: Develops the fundamental change knowledge and skills of MBA students
who plan to work with organizations as change agents, whether internally as managerial
employees or externally as outside consultants. Draws on literatures from organizational
behavior, human resource management and strategic management to identify models as
prescriptions of change.
Learning Objectives:
� Understand the key internal and external factors influencing the characteristics of
organizational change processes
� Diagnose the nature and process of resistance to change and other sense-making
processes that may occur during organizational change
� Understand and analyze the essential steps and processes of planned
organizational change
Career Relevance:
Students interested in careers in strategy / human capital management consulting will benefit a
lot from understanding the major concepts and processes behind organizational change. Students
interested in other functional areas will also benefit, as change involves all areas within
organizations.

Credit Hours: 2
Instructor: Myeong-Gu Seo / Susan Taylor
Pre-requisites: BUMO720
BUMO721: Managing Organizational Change
Course Overview: Develops the advanced knowledge and skills of MBA students who plan to
work with organizations as change agents. Concrete and useful strategies, tools, and
interventions for diagnosing organizational change situations, analyzing problems, and designing
and implementing organizational change. Diverse approaches to leading and managing
various types of organizational change.
Learning Objectives:
� Understand and analyze the key phases and processes of planned organizational change
� Select and apply the appropriate interventions and actions in certain phases of
organizational change
� Understand different approaches to organizational change and apply appropriate
approaches to different types of organizational change
� Acquire useful skills and tools for effective change agent
Career Relevance:
Students interested in careers in strategy / human capital management consulting will benefit a
lot from understanding the major concepts and processes behind organizational change. Students
interested in other functional areas will also benefit, as change involves all areas within
organizations.

Credit Hours: 2
Instructor: Kay Bartol
Pre-requisites:
BUMO725: Networks and Influence
Course Overview:
Focuses on networks, social capital, and influence as they relate to operating effectively in
organizations. It draws heavily on emerging literature related to social capital and networks, but
also integrates concepts from persuasion, communication, and motivation literatures to aid your
efforts to build a successful track record for yourself and your organization.
Learning Objectives:
This course will enable you to:
��Audit your current network configurations
��Calculate and apply network analytics
��Assess your network persona
��Develop a customized network strategy
��Build your networking skills.
��Manage on-going network relationships more effectively
��Proactively engage in leadership via networks
Career Relevance:
Strong evidence indicates that effective networking skills are linked to career success indicators,
such as:
· more job offers (a large proportion of job offers originate via network connections)
· faster promotions,
· higher pay,
· greater developmental opportunities,
· enhanced performance, and
· more effective leadership
Networking skills are critical in every functional area of business.

Credit Hours: 2
BUMO751: Implementing Strategy: Organizing to Compete
Instructor: Paulo Prochno / Oliver Schlake
Pre-requisites: BUSI 690
Course Overview: Organizational dynamics of competitive advantage. Impact of alternative
organizational structures, planning and control systems, human resource management practices,
and executive leadership styles on the implementation of archetypically different strategies.
Learning Objectives:
� Understand the challenges of converting strategic intentions into reality.
� Learn to recognize and think through organizational issues that are often critical in
determining business success.
� Study and discuss common organizational challenges faced when implementing major
strategic initiatives such as launching a new product line, entering a new geographic
market, or restructuring an industry by merging with or acquiring a competitor.
� Learn concepts and reference cases to improve your organization's performance given its
current design, as well as to fundamentally redesign your organization to implement new
strategies.
Career Relevance:
Any student interested in careers in strategic management / consulting should take this course.
No strategy can bring good results if implementation is not effective; the course is designed for
all those who want to understand how to make strategies work.

Credit Hours: 2
BUMO752: Strategic Growth for Emerging Companies
Instructor: Jonathan Aberman / David Kirsch
Pre-requisites: BUSI 660 and BUMO 753 (recommended)
Course Overview:
This course builds on other entrepreneurship courses (primarily BUMO 753 and BUSI 771) and
explores the challenge of growing a successful business past the start up stage. Explores issues
of strategy, organizational development, human resources, marketing and corporate structure to
provide a comprehensive road map of the path to industry significance. Supplemented by
readings, video and guest speakers, the course highlights the application of practical lessons
leading to strategic growth and subsequent emergence as a player.
Learning Objectives:
� Identify and understand the growth strategies of different companies.
� Interpret the competitive environment facing emerging companies.
� Evaluate the likely effectiveness of a growth strategy for creating value.
� Apply these skills in the specific context of their own ventures and careers.
Career Relevance: This class would be of use to a student intending to be a start up
entrepreneur, or to someone who intends to work as an advisor or employee in a rapidly growing
business. Students taking this class will gain a specific understanding of the specific challenges
of growth – taking a business from the first $1 million in revenue and creating a lasting business.
It will provide practical skills that are essential for any entrepreneurial venture.

Credit Hours: 2
Instructor: Jonathan Aberman
Pre-requisites: BUSI 660
BUMO753: Emerging Business Formation
Course Overview: This class addresses the specific issues surrounding the creation of a brand
new entrepreneurial business, the process of taking an idea for a business and creating an actual
company. Topics covered include: business formation, core legal principals affecting start up
creation, the spectrum of financing methods available to emerging businesses, creating
management and organization and a practical application of the tools through practical projects.
Learning Objectives:
� Create a viable structure for emerging business success.
� Avoid common mistakes that prevent the successful formation of many promising
businesses.
� Appreciate the legal issues surrounding employment, management and financing.
� Appreciate the various corporate finance devices most applicable to emerging businesses.
� Manage an emerging business.
Career Relevance: The process of starting a new entrepreneurial business involves much more
than the creation of a business plan. In order to successfully begin a business an entrepreneur
must understand the process and specific issues and tools necessary to get a business established.
This course is highly relevant to any student who intends to start his or her own business, or to
students who intend to advise or work with startups.

Credit Hours: 2
Instructor: Oliver Schlake / Jim Sanders
Pre-requisites: BUSI 690
BUMO756: Industry Analysis
Course Overview: Conceptual framework and analytical tools for understanding the dynamics
of industry structure. Impacts of past and future attractiveness of the industry on profitability.
Developing and applying frameworks to devise competitive strategies in uncertain industries.
Learning Objectives:
� Describe conceptual frameworks of Industry Analysis such as Porters Five Forces and
Value Net
� Perform an Industry Analysis using class concepts in combination with a variety of data
and information sources.
� Utilize the attractiveness and future direction of an industry as basis for strategic planning
� Understand the dynamics of industry driving forces and their potential trends and create
qualitative industry scenarios to understand future attractiveness of changing industries.
Career Relevance:
Dealing with the economic drivers of industry profitability, this course is of special interest for
those interested in careers in strategy consulting and finance; entrepreneurs will also benefit
greatly from this course.

Credit Hours: 2
Instructor: Rhonda Reger
Pre-requisites: BUSI 690
BUMO757: Competitor Analysis
Course Overview:
Understanding of the dynamics of how competitors interact in the marketplace. Understanding
economic and behavioral motivations of industry players to design more effective strategies.
Learning Objectives:
� Describe conceptual frameworks of Competitor Analysis.
� Identify and analyze competitive behavior of industry players and derive strategic
direction from the results.
� Understand the reasoning behind moves and countermoves of competing players and
critique their effectiveness.
� Develop and implement a strategic early warning system to stay ahead of anticipated
competitive behavior.
Career Relevance:
Students interested in careers in strategy consulting and competitive intelligence should take this
course. It will also be of interest for careers in marketing and product development.

Credit Hours: 2
Instructor: Trent Carrier
Pre-requisites:
BUMO758J: Business of Biotech
Course Overview: In the Business of Biotech, students will take an indepth look at the underlying
business activities of biotechnology companies. The basic functions within a biotechnology business will
be reviewed from a summary level in order to elaborate the mechanisms of value creation within the
industry. Students will also meet senior leaders from the local biotech community in roundtable
discussions focused on the practical experiences of building and running biotechnology companies. The
course will conclude with team projects designed to reinforce the course principles within a highly
interactive business analysis and negotiation.
Learning Objectives:
1) To understand the basic functions within a biotechnology business
2) To understand how the functions combine to create enterprise value
3) To apply classroom concepts to valuing biotech companies
Career Relevance:
This course is designed for students with a career interest in the biotechnology industry and students
interested in evaluating companies in high technology markets

Credit Hours: 2
Instructor: Jim Sanders
Pre-requisites:
BUMO758C: International Entrepreneurship
Course Overview: This course focuses on the skills and knowledge useful for developing a new
global business. Using the perspective of a startup entrepreneur we will examine the key success
factors in creating a new business which has an international market focus. The course is
organized around the creation of a venture which focuses on one or more non-US countries. The
elements of a feasibility study are used as a method to look at the opportunities and issues in
developing a new venture.
Learning Objectives:
The course is designed to help develop skills needed to:
� assess the viability of a new business concept or idea
� understand the issues involved in initiating a new venture in a non-US context
� identify the critical assumptions underlying a new business concept and the milestones in
implementing the business concept
� understand how entrepreneurs in different cultures and economies create, find, control, and
use resources to build a growth-oriented venture
� develop skills in entrepreneurial management including opportunity recognition, market
assessment, and feasibility analysis
� develop an understanding of your personal entrepreneurship strategy
Career Relevance:
The primary focus is the process of creating a new international venture. The emphasis is on
technology and high growth markets. Many of the examples will focus on the information
technology industry, making it especially relevant for entrepreneurs interested in the IT sector.

Credit Hours: 2
Instructor: Jim Sanders
Pre-requisites:
BUMO758D: Social Entrepreneurship
Course Overview: This course is about using entrepreneurial skills to craft innovative responses
to social problems. Entrepreneurs are particularly good at recognizing opportunities, exploring
innovative approaches, mobilizing resources, managing risks, and building viable enterprises.
These skills are just as valuable in the social sector as they are in business. Social
entrepreneurship applies to both profit and non-profit firms who have programs designed to
create social value.
Learning Objectives:
1) To examine the challenges and rewards of entrepreneurship and management in creating and
developing social purpose organizations
2) To build the knowledge, skills, and attitudes necessary for responding successfully to the challenges
3) To provide an appreciation of the relative strengths and weaknesses of different organizational
forms, nonprofit and for-profit, in providing social goods and services
Career Relevance:
This course is relevant for entrepreneurs interested in opening new business in the social sector
and, more generally, for students wishing to develop careers related to the social sector.

BUMO758F: Entrepreneurial Issues in Family and Closely-Held Businesses
Credit Hours: 2
Instructor: Jonathan Aberman
Pre-requisites:
Course Overview: Family and closely-held businesses are the largest employer and wealth
creator in the US economy. This class provides students with the practical tools to be effective
working in and advising these unique businesses. Topics addressed will include: the unique
aspects of family-owned businesses, legal and financial issues, generational conflict and
resolution, transitions, corporate governance, use of outside advisors and specific growth
strategies.
Learning Objectives:
• Develop an appreciation for the different types of family businesses.
• Gain an appreciation of the specific psychology of family businesses and develop tools for
managing conflict and transition in a family perspective.
• Develop an appreciation for family wealth preservation and legacy planning.
• Develop the tools and skills necessary to help manage family owned businesses.
Career Relevance: Family owned businesses are the largest employers in the United States, and
include a group of companies ranging from neighborhood restaurants to international trading
houses and industrial companies. All of these businesses have in common certain issues and
challenges that result from the interplay of family and entrepreneurship. Students who are
intending to work in their family’s business, or otherwise intending to be involved in a family
owned business should take this class.

Credit Hours: 2
Instructor: Paulo Prochno / Oliver Schlake
Pre-requisites:
BUMO758G: Innovation Management
Course Overview: The course is designed to give students a broad view on issues related to the
management of innovations. It covers both external dynamics of innovations and internal
management activities, with special emphasis on knowledge development and learning processes
within organizations
Learning Objectives:
Students will learn ways to answer the following questions:
� How do new technologies arise and what sorts of organizations sponsor different types of
technological breakthroughs?
� How do standards emerge and reinforce the dominance of various technologies?
� Why do some innovations create ruptures for established companies?
� How do organizations respond to the challengescoming from innovations
Career Relevance:
Though specially relevant for students interested in careers in new product development and
entrepreneurship, innovation is at the core of strategic renewal, making this course relevant to a
broad audience in management.

Credit Hours: 2
Instructor: Protiti Dastidar
Pre-requisites:
BUMO758K: Management Consulting
Course Overview: This course offers an in-depth overview of the management consulting
industry. Topics include the structure, conduct and performance of the management consulting
industry; firms in the industry and their competitive strategies; key strategic and organizational
issues facing these firms; ideas, tools and frameworks that these firms have put into practice;
problem-solving, communication, and client relation skills that are necessary for success in the
industry; management consulting careers; and ethical issues facing management consultants.
Learning Objectives:
The course aims to help students learn how to:
� Understand the dynamics of the management consulting industry
� Build critical (transferrable) management consulting skills:
o Break up a complicated problem into logical, independent pieces
o Synthesize information to drive key conclusions
o Develop specific recommendations among a range of feasible alternatives
o Present recommendations and conclusions to persuade and gain buy-in
o Influence others effectively using a range of ethical tactics
Career Relevance:
Essential for students interested in strategy consulting, it is also relevant for careers in other areas
in consulting.

Credit Hours: 3
Instructor: Brent Goldfarb
Pre-requisites:
BUMO777: Technology Commercialization
Course Overview: Students will build commercialization plans for University of Maryland
Technologies protected by the Office of Technology Commercialization. Students will learn
different mechanisms for successful technology transfer and work closely with the instructor, the
Dingman Center managing director and affiliated professionals. Successful students may pursue
additional funding through the Dingman Center to support further commercialization efforts.
Learning Objectives:
� the source, discovery, and evaluation of technological opportunities
� the process of organizing innovation to produce new technology that satisfies the needs
of customers
� the different mechanisms available to appropriate the returns from the exploitation of
technological opportunities
� the evaluation of whether opportunities are appropriate for independent entrepreneurs or
large firms.
Career Relevance:
Firms that patent produce more than 75% of the value added in the economy. This course is for
individuals who wish to understand how technology leads to competitive advantage through
hands-on experiences. The course explores how to develop business models for technologies
and how to develop technologies to fit business models within the current technological
landscape. Students receive hands-on experience with live technologies & stakeholders.

Credit Hours: 2
Instructor: Brent Goldfarb / David Kirsch
Pre-requisites:
BUSI660: Entrepreneurship and New Ventures
Course Overview: Provides an introduction to important tools and skills necessary to create and
grow a successful new venture. Integrates research findings from a range of different practical
and intellectual perspectives, including psychology, sociology, economics, strategic
management, and history into practical, hands on lessons for an entrepreneur. Class projects
provide the foundations for new, real businesses.
Learning Objectives:
� What? We will describe the process of entrepreneurship as an activity originating from
market need, the creative recognition of opportunity, and innovative problem solving in
the business environment.
� How? We will understand the process by which opportunities are exploited through the
creation of new ventures.
� Through the development of an industry analysis and / or feasibility study, we will
evaluate the opportunity associated with a given venture idea along with relevant
constraints.
Career Relevance:
This course is for students who might one day be interested in leading or working for or with a
new venture. Thus, this course is targeted to those currently considering a specific business
opportunity, as well as those who might be interested in founding a new venture at a later time
(indeed, research indicates that MBAs are more likely to found their own venture later rather
than sooner in their career). Additionally, the covered concepts and frameworks are highly
applicable for those interested in serving in an executive role at a young venture (e.g., the Meg
Whitman / Steve Ballmer model) or those interested in helping established firms interact with
new firms (a topic of increasing importance for dynamic and innovative strategies).

Credit Hours: 2
Instructor: Oliver Schlake
Pre-requisites:
BUSI661: Creativity for Business Leaders and Entrepreneurs
Course Overview: Examines the concept of creativity as it applies in today's and tomorrow's
complex business environment. An overview of the cognitive foundations of creativity, examines
many of the preconceived notions about creativity in business and discusses multiple ways in
which creativity can help business leaders and entrepreneurs to succeed. Topics include
creativity techniques for groups and individuals, creativity as a foundation to recognize business
opportunities and develop innovative products and services, selecting ideas and making them
stick, mental and organizational obstacles to creativity as well as an overview of electronic tools
to increase creative capability.
Learning Objectives:
� Comprehend the costs and benefits of employing creative problem solving to managerial
challenges
� Describe a wide range of creative thinking and problem-solving techniques;
� Awareness of IT tools to support creative problem solving
� Employ self-selected creative thinking and problem solving techniques in a wide range
of practical settings and situations;
� Collaborate effectively in creative thinking and problem-solving
� Understand how to plan and facilitate a creative session with several participants in a
business setting.
Career Relevance:
This course has a very broad appeal to many different areas in business. Entrepreneurs and
consultants will find it especially relevant.

Credit Hours: 2
Instructor: Anil Gupta / Paulo Prochno
Pre-requisites:
BUSI674: Globalizing the Enterprise
Course Overview: Focuses on the "strategic" and "organizational" questions that a company
must address as it globalizes its footprint. Among the questions that will be addressed are: What
are the potential benefits, costs, and risks associated with going abroad? What differentiates a
"global" from a "multidomestic" industry? What are the sources of competitive advantage in a
global context?
Learning Objectives:
� Understand the major drivers for global expansion
� Understand why, when and where to go global
� Decide on best mode of entry into new locations
� Know how to structure and manage the global network of locations
Career Relevance:
Anyone interested in working in multinational companies will benefit from this course. With the
rise of multinationals from emerging markets creating new challenges for local companies, this
course is also useful for those working in environments where there is significant competition
from foreign players.

Credit Hours: 2
BUSI771: New Venture Financing
Instructor: Robert Baum / Jonathan Aberman
Pre-requisites: BUSI 660 and BUMO 753 (recommended)
Course Overview: Development of skills for financing new ventures (both small and potentially
large). Exploration of various funding sources. Criteria used in evaluation and decision process,
including commercial banks, venture capital companies, small business investment companies,
underwriters, private placement-financial consultants, mortgage bankers, and small business
innovative research grants (U.S. Government).
Learning Objectives:
As a result of taking this course, students should be better able to:
� Analyze the feasibility of financing new, transformed, and growing ventures.
� Understand the advantages and disadvantages of the full array of financing options.
� Acquire financing for a new or growing venture.
� Understand applicable valuation methods.
� Understand the motivations and requirements of investors and other financing sources.
Career Relevance:
Corporate finance for emerging businesses is distinct from corporate finance for established
businesses. Understanding the financing tools available, and the structure and mechanics to
utilize them is an essential part of any start up entrepreneur’s tool kit. Any student intending to
start his or her own business should take this class, as should students that would like to better
understand the process of growing and financing emerging businesses.