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Certificate of Special Studies in Administration and Management

Certificate of Special Studies in Administration and Management (CSS) courses require proficiency in the English language. Students who do not meet the English proficiency requirement are withdrawn from their courses by the Registrar. Students whose primary language is not English should see the information regarding this requirement in the Courses section of the CSS Program website.

Please note that all CSS courses are graduate level; therefore, students must possess a bachelor's degree to register for them. Admission to the program is not required. See the CSS Program website for more information.

Courselist

Policy, Planning, and Operations

Human Resources Development

Finance and Control

Quantitative Methods

Communications

Policy, Planning, and Operations

CSS E-100 Strategic Management
4 units. Graduate credit $1,250. Limited enrollment.

Fall term (10289) (Syllabus) (Print View): Mohsin Habib, PhD, Assistant Professor of Management, University of Massachusetts, Boston. Thursday, Sept. 23, 7:35-9:35 pm, Sever Hall, Room 102.

Spring term (20258) (Syllabus) (Print View): Mohsin Habib, PhD, Assistant Professor of Management, University of Massachusetts, Boston. Thursday, Feb. 3, 7:35-9:35 pm, Sever Hall, Room 213.

This course introduces the concept of strategic management through the use of case analysis involving the basic direction and goals of an organization; the social, political, technological, economic, and global environment; the industry and market structure; and the organization's strengths and weaknesses. This course is intended as a capstone course, integrating coursework in functional areas such as marketing, finance, accounting, human resource management, and operations management. Prerequisite: coursework in accounting and two other functional areas is desirable.
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CSS E-101 General Managers in Action (11993)
(Syllabus) (Print View)
Francis J. Aguilar, DBA, Professor of Business Administration, Emeritus, Harvard Business School.
4 units. Graduate credit $1,250. Limited enrollment.
Monday, Sept. 20, 7:35-9:35 pm, Sever Hall, Room 310. Fall term

The general manager bears responsibility for the performance and well-being of an enterprise. This leadership responsibility encompasses three broad tasks: creating a vision of what the enterprise is to be and how it is to get there, developing the organizational capabilities to create and implement this vision, and ensuring that the necessary actions are taken to achieve the desired results. This course examines the job of the general manager in its entirety and how this person can achieve and sustain superior organizational performance through leadership and personal integrity. Prerequisite: three years experience in management or coursework in at least three functional areas (for example, marketing, finance, operations management).
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CSS E-102 Information Technology and Strategic Transformation (22193)
(Syllabus) (Print View)
William L. Wellman, MS, Vice President, First Consulting Group. James C. Fitchett, MA, Chief Executive Officer, ProVentive, Inc.
4 units. Graduate credit $1,250. Limited enrollment.
Monday, Jan. 31, 7:35-9:35 pm, Sever Hall, Room 110. Spring term

The Internet and technology advances are changing the rules of competition, business models, and innovation. This course explores approaches to strategic transformation enabled by networked information technology. Topics include business strategy, industry and organizational transformation, IT strategy, knowledge management, reengineering, value chain management, change management, and the impact of new technology initiatives. This course is intended for all managers, not just IT professionals.
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CSS E-105 Marketing Management
4 units. Graduate credit $1,250. Limited enrollment.

Fall term, section 1 (11666) (Syllabus) (Print View): Carol Ann Clem, MM, Partner, Clem Cronon Associates Marketing Consultants. Wednesday, Sept. 22, 7:35-9:35 pm, William James Hall, Room 105.

Fall term, section 2 (10291) (Syllabus) (Print View): Dan T. Dunn, DBA, Associate Professor of Business Administration, Northeastern University. Thursday, Sept. 23, 5:30-7:30 pm, Harvard Hall, Room 102.

Spring term, section 1 (21495) (Syllabus) (Print View): Peter McClure, DBA, Professor of Marketing, University of Massachusetts, Boston. Wednesday, Feb. 2, 5:30-7:30 pm, Harvard Hall, Room 102.

Spring term, section 2 (21028) (Syllabus) (Print View): Carol Ann Clem, MM, Partner, Clem Cronon Associates Marketing Consultants. Wednesday, Feb. 2, 7:35-9:35 pm, William James Hall, Room 105.

Introduction to managing the marketing activities of an organization: marketing information systems and research, the marketing organizational system, and the marketing planning and control system. Topics include customer and client analysis, market research, product and service planning, pricing, communications, advertising and sales promotion, distribution management, and the development of strategies. The use of marketing concepts and tools by nonprofit organizations also is discussed. Prerequisite: introductory accounting course or equivalent.
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CSS E-105a Marketing of Services (11675)
(Syllabus) (Print View)
Peter McClure, DBA, Professor of Marketing, University of Massachusetts, Boston.
4 units. Graduate credit $1,250. Limited enrollment.
Wednesday, Sept. 22, 7:35-9:35 pm, Sever Hall, Room 107. Fall term

This course addresses challenges professionals and organizations face in creating and delivering high-quality services. Assignments provide students with a hands-on understanding of concepts and methods being used by practitioners in today's competitive markets to analyze customer/client requirements; measure service quality; and design, promote, and deliver outstanding service. The course is designed for individuals who manage or aspire to manage professional practices such as law or accounting, or service products and activities in financial, healthcare, educational, high tech, manufacturing, and retail organizations.
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CSS E-105b Multinational Marketing (11635)
(Syllabus) (Print View)
Samuel Rabino, PhD, Professor of Marketing, Northeastern University.
4 units. Graduate credit $1,250. Limited enrollment.
Tuesday, Sept. 21, 5:30-7:30 pm, Sever Hall, Room 209. Fall term

The course is designed to provide a broad understanding of critical issues and events that affect managerial decision making in the global economy. The objective is to develop knowledge and familiarity with the competitive environment, targeting global markets and managing and leading the global marketing effort. Prerequisite: CSS E-105 or consent of the instructor.
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CSS E-105d Strategic Marketing: Gaining Competitive Advantage through Positioning, Branding, and Building Trust (11616)
(Syllabus) (Print View)
David A. Shore, PhD, Associate Dean and Executive Director, Center for Continuing Professional Education, Harvard School of Public Health. John L. Teopaco, DBA, Lecturer of Marketing, Northeastern University.
4 units. Graduate credit $1,250. Limited enrollment.
Thursday, Sept. 23, 5:30-7:30 pm, Sever Hall, Room 208. Fall term

This course focuses on three core marketing strategies: positioning, branding, and building trust. In today's market, almost any product or service can be transformed into a commodity quickly as competitors copy successful products. Students will learn how to analyze the competition, and then position and brand products or services in the marketplace to prevent them from being turned into commodities. Case examples are used to illustrate theory as well as how to build, manage, and measure brands. By the conclusion of the course, participants understand the key variables to a successful branding campaign and have a blueprint to use for their own campaigns. Prerequisite: CSS E-105 or equivalent.
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CSS E-105e Internet Marketing Strategies (21944)
(Website) (Print View)
Mary Lou Roberts, PhD, Professor of Marketing, University of Massachusetts, Boston.
4 units. Graduate credit $1,250. Limited enrollment.
Thursday, Feb. 3, 7:35-9:35 pm, Maxwell Dworkin, Room G125. Spring term
Online and on-campus options. See the Distance Education website.

Integrating web marketing activities into organizational marketing strategies is a major challenge for ongoing businesses and start-ups alike. This course focuses on the capabilities that allow business and nonprofit organizations to develop distinctive marketing approaches on the Internet. Throughout, it emphasizes the role of internet marketing in the overall marketing strategy of the organization as well as the need for careful integration between strategies executed in cyberspace and in the physical world. Students engage in case analyses of a variety of internet marketing situations and develop a marketing plan that includes major internet elements. Prerequisite: CSS E-105 or equivalent.
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CSS E-105f Customer Relationship Management and the Market-Driven Organization (12278)
(Syllabus) (Print View)
Paul Tumolo, MBA, Principal, Edusult Performance Systems. Paul Olean, MPA, Principal, The Better Idea Marketing Consultants.
4 units. Graduate credit $1,250. Limited enrollment.
Thursday, Sept. 23, 5:30-7:30 pm, Sever Hall, Room 107. Fall term

The goal of this course is to understand the dynamics of organization, culture, and the marketplace in the development of a successful customer relationship management (CRM) program. The course examines CRM's fit into an organization's strategy, including the marketing mix and the use of technology. This course is helpful to students wishing to understand the complex and competing requirements for building effective customer relationships.
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CSS E-106 Strategic Sales Management (21248)
(Syllabus) (Print View)
Dan T. Dunn, DBA, Associate Professor of Business Administration, Northeastern University.
4 units. Graduate credit $1,250. Limited enrollment.
Wednesday, Feb. 2, 7:35-9:35 pm, Sever Hall, Room 202. Spring term

Develops professional decision-making skills to build and maintain an effective sales organization. Topics include professional selling skills; account management; relationship and solution selling; supervision of field salespeople; formulation of sales policies such as finding and developing salespeople; compensation and motivation; and the senior manager's responsibility for integrating overall marketing and sales strategy.
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CSS E-107a Advertising and Buyer Behavior (21680)
(Syllabus) (Print View)
Harold G. Washburn, MBA, Chairman, Wallace & Washburn, Inc.
4 units. Graduate credit $1,250. Limited enrollment.
Wednesday, Feb. 2, 7:35-9:35 pm, Sever Hall, Room 310. Spring term

This course focuses on developing effective advertising and promotion strategies and campaigns based on the decision-making behavior of consumer and business purchasers. It examines how people respond to advertising, why they buy, and why they don't buy. Topics include market segmentation and positioning, managing and evaluating creative execution, media planning, budgeting, and measuring results. Students develop an advertising campaign as a term project. Prerequisite: CSS E-105 or equivalent.
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CSS E-108 New Product Development (12106)
(Syllabus) (Print View)
Harold G. Washburn, MBA, Chairman, Wallace & Washburn, Inc.
4 units. Graduate credit $1,250. Limited enrollment.
Wednesday, Sept. 22, 7:35-9:35 pm, Emerson Hall, Room 104. Fall term

This course examines the step-by-step process of idea generation, screening, concept development, physical development, testing, and commercialization of new products and services. Lectures and cases focus on management and the impact of information on new product marketing activities. Special attention is paid to the sources of new product success and avoidance of new product failures. Students develop a new product idea as a term project. Prerequisite: CSS E-105 or consent of instructor.
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CSS E-110 Operations Management (21681)
(Syllabus) (Print View)
Paul Tumolo, MBA, Principal, Edusult Performance Systems.
4 units. Graduate credit $1,250. Limited enrollment.
Thursday, Feb. 3, 5:30-7:30 pm, Sever Hall, Room 206. Spring term

This course covers the essentials of operations management: the basics of producing goods and services. Topics include key performance metrics, process mapping and analysis, product and process design, new product introduction, supply chain management, customer relationship management, total quality, and effective resource management. The goal is to understand the concept of total product lifecycle management and the effect of strategy in the operations role. The course includes a field project to apply the learning to actual business processes.
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CSS E-112 Project Management (12210)
(Syllabus) (Print View)
Ashok Rao, PhD, Professor of Management, Babson College.
4 units. Graduate credit $1,250. Limited enrollment.
Tuesday, Sept. 21, 5:30-7:30 pm, Sever Hall, Room 202. Fall term

The course develops skills for planning and controlling projects and understanding interpersonal issues that affect project outcomes. Focusing on the introduction of new products and processes, it examines the project management lifecycle, defining project parameters, and the role of a project manager.
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CSS E-112a Project Management of Information Technology (22074)
(Website) (Print View)
Jeffrey E. Francis, MS, Consultant.
4 units. Graduate credit $1,250. Limited enrollment.
Monday, Jan. 31, 7:35-9:35 pm, Maxwell Dworkin, Room G115. Spring term

This course explores and defines project management techniques for keeping management informed and engaged during the implementation of IT projects, which often involve significant organizational change. Discussion topics include project scope, business benefits, work and schedule, the project team, mitigating risks, project delivery, and the identification of stakeholders.
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CSS E-112c Biotechnology Project Management (22194)
(Syllabus) (Print View)
Lydia Harris, MGA, Course Director, Massachusetts Biotechnology Education Foundation, Massachusetts Biotechnology Council.
4 units. Graduate credit $1,250. Limited enrollment.
Tuesday, Feb. 1, 6-8 pm, Massachusetts Biotechnology Council, 9th Floor, 1 Cambridge Center. Spring term

This course, held at the Massachusetts Biotechnology Council office in Kendall Square, provides students with an understanding of the responsibilities, activities, and competencies required for project managers in the biotechnology environment. Topics include an overview of drug development and regulatory bodies, project management life cycle, working in a matrix, team structures and leadership, problem solving, conflict management, communication, stage gate progression, and tracking and closing projects. Prerequisite: some scientific background either through coursework or work experience.
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CSS E-115 Starting and Growing a Business (22215)
(Syllabus) (Print View)
Steven R. Kursh, PhD, Executive Professor of Finance and Insurance, Northeastern University. James Michael Donovan, MBA, Consultant, Lexecon.
4 units. Graduate credit $1,250. Limited enrollment.
Thursday, Feb. 3, 5:30-7:30 pm, Sever Hall, Room 214. Spring term

This course explores the process of starting and growing a business. We discuss defining markets, understanding customer needs, developing profitable products and services, obtaining funding, and exit strategies. The course is designed for people interested in starting a business and for people who want to grow their businesses beyond the start-up stage to successful ventures. The course includes case studies of companies in the retail, distribution, services, manufacturing, and technology industries. Prerequisite: CSS E-300 or equivalent, or permission of instructor.
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CSS E-115b Corporate Entrepreneurship and Leadership for Competitive Advantage (21822)
(Syllabus) (Print View)
Michael E. Gordon, PhD, Chief Executive Officer, Quantum Ventures and AngelDeals.com.
4 units. Graduate credit $1,250. Limited enrollment.
Wednesday, Feb. 2, 5:30-7:30 pm, Sever Hall, Room 206. Spring term

This course brings together the themes of entrepreneurship, leadership, and strategy for the purpose of positioning corporations to gain sustainable competitive advantage. Case studies span the range of product and service businesses, the single-industry firm, the family business, corporate venturing, and large multidivisional corporations. Topics include models of entrepreneurship and entrepreneurial leadership, the development of an entrepreneurial culture within the corporation, opportunity recognition, value capture, risk analysis and management, corporate venturing, alternatives for growth, and strategic planning and execution. Prerequisite: familiarity with financial statements is desirable but not essential.
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CSS E-118 Information Systems Management (10299)
(Website) (Print View)
Jeffrey E. Francis, MS, Consultant. Teresa J. Chisholm, MBA, Consultant.
4 units. Graduate credit $1,250. Limited enrollment.
Monday, Sept. 20, 7:35-9:35 pm, Maxwell Dworkin, Room G125. Fall term

This course is designed to provide a broad overview of the issues managers face in the selection, use, and management of information technology (IT). Increasingly, IT is being used as a tool to implement business strategies and gain competitive advantage, not merely to support business operations. Using a case study approach, topics include information technology and strategy, information technology and organization, and managing information technology assets. The course takes a management rather than a technical approach to the material presented. As such, it should be of use to students of general management interested in information technology and to students of information technology interested in management. Prerequisite: knowledge of the use of information systems in business settings.
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CSS E-120 Public Management (20955)
(Syllabus) (Print View)
Arnold M. Howitt, PhD, Executive Director, A. Alfred Taubman Center for State and Local Government and Adjunct Lecturer in Public Policy, John F. Kennedy School of Government, Harvard University.
4 units. Graduate credit $1,250.
Monday, Jan. 31, 5:30-7:30 pm, Sever Hall, Room 208. Spring term

This course examines the tasks and functions of public sector executives, techniques for building and maintaining a coherent mandate within which to manage, and methods for organizing and directing production in public sector organizations. Examples are drawn primarily from state and local government, from different substantive areas (community development, environment, human services), and from people in different organizational positions. The aim is to develop frameworks that allow operating managers to diagnose their current situations and to conceive well-designed plans to advance their objectives. The course also pays special attention to the ethical dimensions of a public manager's job.
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CSS E-121 Managing the Nonprofit Organization (11802)
(Syllabus) (Print View)
Patricia H. Deyton, MDiv, MSW, Faculty Director of the Center for Gender in Organizations, Simmons School of Management and Senior Advisor to the Council of Women World Leaders.
4 units. Graduate credit $1,250. Limited enrollment.
Thursday, Sept. 23, 5:30-7:30 pm, Sever Hall, Room 102. Fall term

This course provides an introduction to the major issues and challenges leaders and managers face in increasing nonprofit organizational effectiveness. Topics include mission statements, ethics and leadership, managerial and financial controls, building organizational capacity, fundraising and revenue generation, marketing and external environment, volunteer management, governance and boards of directors, evaluation of operations and programs, and sustainability. Prerequisite: experience working or volunteering in a nonprofit organization strongly preferred but not required.
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CSS E-123 Strategies for Companies in Crisis (12413)
(Syllabus) (Print View)
Harlan D. Platt, PhD, Professor of Finance, Northeastern University.
4 units. Graduate credit $1,250. Limited enrollment.
Wednesday, Sept. 22, 5:30-7:30 pm, Sever Hall, Room 107. Fall term

This course provides students with skills to identify troubled companies, manage their revitalizations, and reorganize their futures. Alternatives discussed include turnarounds, workouts, restructuring, bankruptcies, and liquidations. Failure is treated as a problem that may be ameliorated by following the development of a responsive strategy. Issues related to finance, marketing, human resources, and operations are examined. Prerequisite: introductory accounting course.
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CSS E-124 Managing Organizational Change (11049)
(Syllabus) (Print View)
Arnold M. Howitt, PhD, Executive Director, A. Alfred Taubman Center for State and Local Government and Adjunct Lecturer in Public Policy, John F. Kennedy School of Government, Harvard University.
4 units. Graduate credit $1,250. Limited enrollment.
Monday, Sept. 20, 5:30-7:30 pm, Harvard Hall, Room 102. Fall term

Drawing on examples from the private, nonprofit, and public sectors, this course examines organizational change and discusses managerial strategies to guide it in desired directions. It considers different types of organizational change, forces impeding change, and strategies of leadership to facilitate change. The course also inquires about the characteristics that make organizations more or less receptive to change.
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CSS E-125 Conflict Resolution: Practical Negotiation Skills (20956)
(Syllabus) (Print View)
Jeffrey Prottas, PhD, Professor, Schneider Institute for Health Policy, Brandeis University.
4 units. Graduate credit $1,250. Limited enrollment.
Monday, Jan. 31, 5:30-7:30 pm, Sever Hall, Room 106. Spring term

This course is designed to develop practical negotiation skills applicable in a wide range of circumstances. Simulations of actual negotiations cover conflict resolution in labor-management disputes; among government agencies; among public agencies, community groups, and private developers; and finally among individual policy makers.
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CSS E-126 Managing Negotiations (21840)
(Syllabus) (Print View)
Helen S. Weeks, MA, Teaching Associate, Arnold Arboretum Landscape Program, Harvard University.
4 units. Graduate credit $1,250. Limited enrollment.
Wednesday, Feb. 2, 7:35-9:35 pm, Maxwell Dworkin, Room G125. Spring term

This course is designed for students who wish to manage negotiations more effectively. It is based on the premise that everyone with significant management responsibilities is involved in some form of negotiation every day. This includes intra-organizational transactions, line-staff relationships, trades with individuals and firms outside an organization, and multiparty negotiations involving other organizations, government agencies, special interest groups, and representatives of the media.
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CSS E-130 The Law of Business Enterprises (21031)
(Syllabus) (Print View)
David M. Phillips, JD, Professor of Law, Northeastern University.
4 units. Graduate credit $1,250. Limited enrollment.
Thursday, Feb. 3, 7:35-9:35 pm, Sever Hall, Room 206. Spring term

This course examines the legal structure of corporations and other business forms such as partnerships and limited liability companies. Topics include the distinction between corporations and other business forms; legal separateness of business enterprises from their owners; formation of corporations; financing of corporations under federal securities law; management duties and powers; shareholder rights; fundamental changes such as mergers, sales of assets, and tender offers; and insider trading.
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CSS E-136 Managing in the Global Economy (10465)
(Syllabus) (Print View)
Gunther S. Boroschek, PhD, Consultant, International Management Associates.
4 units. Graduate credit $1,250. Limited enrollment.
Thursday, Sept. 23, 7:35-9:35 pm, Sever Hall, Room 210. Fall term

This course is an introduction to the issues and modes of analysis used by managers when their organizations cross national borders and enter foreign business environments. It examines both external environmental factors (economic, social, regulatory, and political) and internal adaptive business strategy development (transnational organizing, controlling, and decision-making processes).
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CSS E-138 Hotel and Restaurant Management (11334)
(Syllabus) (Print View)
Michael L. Oshins, EdD, Assistant Professor of Hospitality Administration, Boston University. Denise Dupré, MPS.
4 units. Graduate credit $1,250. Limited enrollment.
Tuesday, Sept. 21, 7:35-9:35 pm, Sever Hall, Room 107. Fall term

This course offers an overview of the hospitality industry, exploring a wide range of organizations from urban hotels to country inns, from gourmet restaurants to fast food, from casinos to theme parks. The complexities of the hospitality industry's structure, including chains, franchising, ownership, and management relationships are discussed. Industry examples and case studies are used extensively.
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CSS E-140 Strategic Management in Healthcare Organizations (20270)
(Syllabus) (Print View)
Howard L. Rivenson, PhD, Adjunct Lecturer on Health Management, Harvard School of Public Health. Denise Bisaillon, EdD, Consultant, Massachusetts Department of Education and Department of Public Health. Sandra Hendren, MA, President, Performa Metrics, LLC.
4 units. Graduate credit $1,250. Limited enrollment.
Tuesday, Feb. 1, 7:35-9:35 pm, Sever Hall, Room 208. Spring term

This course examines the strategic and financial planning processes in healthcare delivery institutions, including hospitals, HMOs, and health centers. Students develop an understanding of strategic and financial planning concepts as applied in the healthcare industry; a framework for analysis, formulation, and implementation of strategy; and an understanding of the connection between departmental and institutional strategy. Relevant financial management concepts are covered. Topics include competitive strategy, strategic planning, financial planning, and current strategic management issues such as reengineering, balanced scorecards, core competencies, and medical errors. Prerequisite: some knowledge of financial accounting is useful.
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CSS E-142 Principles and Practices of Fundraising (11615)
(Syllabus) (Print View)
Frank White, MPhil, Editorial Director, Alumni Affairs and Development, Harvard University.
4 units. Graduate credit $1,250. Limited enrollment.
Wednesday, Sept. 22, 5:30-7:30 pm, Sever Hall, Room 110. Fall term

This course is designed to give broad exposure to managers, professional staff, and volunteers in the nonprofit sector who wish to become more familiar with the strategies and methods of fundraising. Topics include history and overview of philanthropy; institutional demographics and characteristics; prospect research; development office organization; motivations for giving; communications; annual giving programs; capital campaigns; training and staffing; and gift planning, trusts, and bequests.
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CSS E-145 Issues in Museum Administration (20715)
(Syllabus) (Print View)
David W. Ellis, PhD, President and Director, Emeritus, Museum of Science, Boston. Anthony G. King, AM, Deputy Director, Sterling and Francine Clark Art Institute.
4 units. Graduate credit $1,250. Limited enrollment.
Monday, Jan. 31, 5:30-7:30 pm, Sever Hall, Room 214. Spring term

The issues museum administrators face include defining the mission of and planning for both new and outdated institutions, creative financial management in a competitive market, finding and motivating skilled staff, and attracting visitors with quality programs and services. This course explores the techniques required to deal effectively with these issues. Administrative managers from local museums share their experiences and suggest approaches to the problems they have faced. Prerequisite: MUSE E-100; two additional museum studies courses or experience working in a museum as a staff member or volunteer required.
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CSS E-165 The Business of Sports (21832)
(Syllabus) (Print View)
Stephen A. Greyser, DBA, Richard P. Chapman Professor of Business Administration, Emeritus, Harvard Business School.
4 units. Graduate credit $1,250. Limited enrollment.
Monday, Jan. 31, 7:35-9:35 pm, Sever Hall, Room 210. Spring term

This course focuses on management issues across the sports industry—local, national, and global. Topics include established and new league and team development and marketing strategies, corporate sports sponsorship, broadcasting contracts, event management, the role of agents, and athletes as endorsers. The perspective is strategy-based with an orientation to building fans, viewers, sponsorships, and revenues.
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Human Resources Development

CSS E-200 Human Resource Management
4 units. Graduate credit $1,250. Limited enrollment.

Fall term (10305) (Syllabus) (Print View): James P. Honan, EdD, Lecturer on Education, Harvard Graduate School of Education. Peter J. Martel, MS, Associate Vice President of Human Resources, Bridgewater State College. Thursday, Sept. 23, 5:30-7:30 pm, Sever Hall, Room 202.

Spring term (20272) (Syllabus) (Print View): James P. Honan, EdD, Lecturer on Education, Harvard Graduate School of Education. Peter J. Martel, MS, Associate Vice President of Human Resources, Bridgewater State College. Tuesday, Feb. 1, 5:30-7:30 pm, Sever Hall, Room 103.

This introductory course surveys what current or aspiring managers need to know about personnel and human resource (HR) management in business and nonprofit organizations. It is designed for students who are exploring career opportunities in business or HR management rather than experienced HR practitioners. The course covers staffing, recruitment and selection, strategic HR management, performance management, compensation, training and development, labor relations, and a review of HR legal issues, with discussion of recent court decisions, government regulations, and technical advances that affect HR management.
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CSS E-205 Organizational Behavior
4 units. Graduate credit $1,250. Limited enrollment.

Fall term, section 1 (12275) (Syllabus) (Print View): Mitzi S. White, PhD, JD, Research Associate in Psychiatry, Harvard Medical School. Monday, Sept. 20, 5:30-7:30 pm, Sever Hall, Room 306.

Fall term, section 2 (11540) (Syllabus) (Print View): Carmine P. Gibaldi, EdD, Professor of Management and Organizational Behavior, St. John's University. Tuesday, Sept. 21, 5:30-7:30 pm, Sever Hall, Room 310.

Spring term, section 1 (21459) (Syllabus) (Print View): Stacy McManus, MBA, Research Associate, Harvard Business School. Monday, Jan. 31, 7:35-9:35 pm, Sever Hall, Room 206.

Spring term, section 2 (22273) (Syllabus) (Print View): Edward Hudner, MBA, Partner, Cambridge Hill Partners, Inc. Monday, Jan. 31, 7:35-9:35 pm, Emerson Hall, Room 104.

This course deals with human behavior in a variety of organizations. Conceptual frameworks, case discussions, and skill-oriented activities are applied to each topic. Topics include communications, motivation, group dynamics, leadership, power, the influence of technology, and organizational design and development. Class sessions and assignments are intended to help participants acquire the skills that managers need to improve organizational relationships and performance.
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CSS E-206 The Cultural Environment of International Business (20485)
(Syllabus) (Print View)
Gunther S. Boroschek, PhD, Consultant, International Management Associates.
4 units. Graduate credit $1,250. Limited enrollment.
Thursday, Feb. 3, 7:35-9:35 pm, Sever Hall, Room 210. Spring term

An introduction to the unique challenges faced by people attempting to understand foreign environments for the purpose of managing organizations and people who have diverse notions of time, space, linguistic structures, and work-related values and practices. Topics include national cultural differences and competitive managerial behavior, corporate culture and organizational effectiveness, and competitiveness and culture. The cultural patterns and managerial practices of a variety of national settings are examined.
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CSS E-207 Managing Workplace Performance (22119)
(Syllabus) (Print View)
Mitzi S. White, PhD, JD, Research Associate in Psychiatry, Harvard Medical School.
4 units. Graduate credit $1,250. Limited enrollment.
Monday, Jan. 31, 5:30-7:30 pm, Emerson Hall, Room 104. Spring term

The effective use of human assets is critical to organizational success. Research shows that eight out of ten employees fail to perform up to their potential. This course provides the student with tools to more effectively use human assets to increase productivity. The course explores psychological technologies used to motivate and empower employees, reduce workplace stress, raise emotional intelligence, and create workspace flow. These technologies are integrated with key organizational design tools for creating high performance workplace environments. Design tools that are examined include talent- and competency-based job and workflow design, people/strategy alignment, and use of the learning organization as a structure for increasing employee satisfaction and performance.
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CSS E-208 Dealing with Change in Organizations (10529)
(Syllabus) (Print View)
Harold V. Langlois, PhD, Senior Vice President, Advest, Inc.
4 units. Graduate credit $1,250. Limited enrollment.
Tuesday, Sept. 21, 5:30-7:30 pm, Sever Hall, Room 208. Fall term

Today's competitive business environments demand that individuals and companies continually reinvent themselves. Leading knowledge-based organizations requires the establishment of environments that facilitate learning and the management of the anxieties surrounding change. Leadership at every level must instill a sense of urgency and commitment to the change process. This course examines how and why individuals and organizations resist change, and the skills that leaders need to overcome these obstacles.
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CSS E-210 Consulting Skills for Managers (12143)
(Syllabus) (Print View)
Mary Grace Duffy, EdD, Partner, Cambridge Hill Partners, Inc.
4 units. Graduate credit $1,250. Limited enrollment.
Monday, Sept. 20, 7:35-9:35 pm, Sever Hall, Room 209. Fall term

While not consultants themselves, many managers can benefit from developing good consulting skills: the ability to reach consensus, manage change, and influence expectations. The course focuses on developing managers' abilities to apply consulting skills and processes in a variety of situations, from working with internal personnel to getting the most from cross-functional teams to dealing with external clients and vendors. Prerequisite: some previous work experience is essential.
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CSS E-215 The Challenges of Team Management (20958)
(Syllabus) (Print View)
Harold V. Langlois, PhD, Senior Vice President, Advest, Inc.
4 units. Graduate credit $1,250. Limited enrollment.
Tuesday, Feb. 1, 5:30-7:30 pm, Sever Hall, Room 208. Spring term

The course focuses on the complexities of teamwork, leadership, group interaction, coaching skills, shared responsibility, and empowerment. Team-based organizations that rely on developing cross-functional interactions must establish environments that foster creativity, innovation, risk-taking, and achievement. By encouraging open communication, cooperative problem solving, and conflict management, teams can produce working conditions that support accountability and reward group efforts.
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CSS E-217 The Assessment and Analysis of Your Management Style (11791)
(Syllabus) (Print View)
Robert C. Benfari, PhD, Lecturer in Extension, Harvard University.
4 units. Graduate credit $1,250. Limited enrollment.
Thursday, Sept. 23, 7:35-9:35 pm, Sever Hall, Room 214. Fall term

This course focuses on the assessment, analysis, and application of management style to personal and organizational effectiveness. The objective is to present operationally defined methods for assessing management style. The key variables are motive patterns, psychological types (MBTI), boss-subordinate interactions, power bases, and problem-solving styles. Prerequisite: some management experience.
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CSS E-220 Principles and Practices of Organizational Learning (12374)
(Syllabus) (Print View)
Stacy McManus, MBA, Research Associate, Harvard Business School.
4 units. Graduate credit $1,250. Limited enrollment.
Monday, Sept. 20, 7:35-9:35 pm, Sever Hall, Room 205. Fall term

Individuals and organizations can enhance their adaptive capacity by adopting a learning-oriented approach to work. This course applies conceptual frameworks, case discussions, and developmental activities to topics including systems thinking perspectives, environmental learning requirements, team learning, and mental models that enhance or inhibit a productive learning orientation. Class sessions and assignments are intended to help participants acquire the skills that managers need to create, sustain, and enhance a learning-oriented culture in the workplace.
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CSS E-227 Creativity and Innovation for Managers and Entrepreneurs (10368)
(Syllabus) (Print View)
Michael A. Novak, PhD, Associate Professor of Management, University of Massachusetts, Boston.
4 units. Graduate credit $1,250. Limited enrollment.
Monday, Sept. 20, 7:35-9:35 pm, Sever Hall, Room 109. Fall term

Creation and innovation of new and cost-saving products, services, and processes are critical components for both entrepreneurial and well-established companies in today's globally competitive marketplace. This course examines how managers or entrepreneurs and their people work together to produce innovative results. The course focuses on understanding three interrelated areas: creativity in individuals, creativity in teams, and how managers and entrepreneurs creatively lead their people. Individuals and managers are challenged to understand the practice of innovation and creativity, and develop their own creative leadership skills.
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CSS E-229 Gender, Leadership, and Management (21964)
(Syllabus) (Print View)
Patricia H. Deyton, MDiv, MSW, Faculty Director of the Center for Gender in Organizations, Simmons School of Management and Senior Advisor to the Council of Women World Leaders.
4 units. Graduate credit $1,250. Limited enrollment.
Thursday, Feb. 3, 5:30-7:30 pm, Sever Hall, Room 210. Spring term

This course examines differences in leadership and management from a gender-based perspective. Issues covered include leadership styles and their impact, understanding of power, conflict management, ethical decision making, workplace stereotypes, impact on policy making, differences in communication, and approaches to teamwork.
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CSS E-232 Skills in Managing Conflict in Organizational Settings (10312)
(Syllabus) (Print View)
Robert C. Benfari, PhD, Lecturer in Extension, Harvard University.
4 units. Graduate credit $1,250. Limited enrollment.
Thursday, Sept. 23, 5:30-7:30 pm, Sever Hall, Room 214. Fall term

This course focuses selectively on interpersonal and organizational conflict issues. We develop skills in identifying, analyzing, and handling conflict. Topics covered include role conflicts, goal conflicts, perception, verbal and nonverbal communications, power and authority conflicts, and conflict styles. Prerequisite: some management experience.
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CSS E-233 Safety and Risk in the Workplace (22088)
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4 units. Graduate credit $1,250.
Spring term

*** CSS E-233 has been CANCELLED.***

This course deals with organizational and personal issues of safety, risk, and fear in the workplace examined through the lens of the social sciences and psychology. Topics include coping with job loss and fear of job loss, strategies for increasing safety, causes of violence, managing personal stress and other health concerns, adapting to the acquisition of new skills, the uses of psychological testing, the concerns of minorities and women, and preparedness following the events of 9/11.
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CSS E-237 Life Transitions, Career Decisions, and the Workplace (12299)
(Syllabus) (Print View)
Corvis Catsouphes, EdD, Consultant.
4 units. Graduate credit $1,250.
Tuesday, Sept. 21, 5:30-7:30 pm. Fall term

*** CSS E-237 has been CANCELLED.***

This course provides a framework for understanding how life transitions affect career decisions and work performance. Using adult development and organizational career perspectives, it examines factors that influence work motivation, professional growth, career patterns, task preferences, and job satisfaction. The course explores the impact of the changing workplace on career expectations, phases of transition, issues of work/life balance, and the formation of values and meaning about work.
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Finance and Control

CSS E-300 Financial Accounting Principles
4 units. Graduate credit $1,250.

Fall term, section 1 (10313) (Syllabus) (Print View): Leonard Kopelman, JD, Lecturer in Extension, Harvard University. Monday, Sept. 20, 5:30-7:30 pm, Harvard Hall, Room 202.

Fall term, section 2 (11979) (Syllabus) (Print View): Michael Haselkorn, PhD, Associate Professor of Accountancy, Bentley College. Tuesday, Sept. 21, 5:30-7:30 pm, Harvard Hall, Room 104.

Spring term, section 1 (20279) (Syllabus) (Print View): Leonard Kopelman, JD, Lecturer in Extension, Harvard University. Monday, Jan. 31, 5:30-7:30 pm, Science Center, Hall E.

Spring term, section 2 (20280) (Syllabus) (Print View): Michael Haselkorn, PhD, Associate Professor of Accountancy, Bentley College. Tuesday, Feb. 1, 5:30-7:30 pm, Harvard Hall, Room 104. Online and on-campus options. See the Distance Education website.

This course introduces the generally accepted principles that govern an entity's financial accounting system and the income statement and balance sheet that are the principal end-products of the system. Students learn how accounting information is used to evaluate the performance and financial status of an organization, both by managers within the organization and by shareholders, lenders, and other outside parties.
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CSS E-302 Fundamentals of Accounting and Finance for Governmental and Nonprofit Organizations (21453)
(Syllabus) (Print View)
James F. White, MS, Chief Financial Officer, Harvard Medical International.
4 units. Graduate credit $1,250. Limited enrollment.
Thursday, Feb. 3, 7:35-9:35 pm, Sever Hall, Room 310. Spring term

This course introduces the fundamentals of accounting and finance associated with governmental and nonprofit organizations. It emphasizes the issues related to fund accounting, including general and revenue funds, capital project funds, debt service funds, capital project funds, internal service funds, enterprise and fiduciary funds, long-term debt and fixed-asset accounting groups, and planning and control of cash and temporary investments. Other topics include budgeting, budgetary control and reporting, management control, financial reporting, budgeting and controlling operations, cost determination, strategic planning, program analysis, measurement of output, reporting on performance, full accrual and modified-accrual accounting, cost determination, tax levies, auditing, and preparation of financial statements. Prerequisite: CSS E-300 helpful but not required.
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CSS E-307 Financial Statement Analysis
4 units. Graduate credit $1,250. Limited enrollment.

Fall term (11352) (Syllabus) (Print View): William E. Seltz, MS, Adjunct Faculty Member in Accounting, Boston University. Monday, Sept. 20, 5:30-7:30 pm, Harvard Hall, Room 103.

Spring term (21240) (Syllabus) (Print View): William E. Seltz, MS, Adjunct Faculty Member in Accounting, Boston University. Monday, Jan. 31, 5:30-7:30 pm, Sever Hall, Room 310.

This course presents financial statement analysis from the point of view of the primary and everyday users of financial statements: company managers, lenders, and stock investors. The objective is to provide the insight with which to recognize and appreciate the messages, biases, and limitations of financial statements. The course reviews basic financial statements and covers issues such as revenue recognition, earnings quality, cash flow, and ratio analysis. Common size statements and trend analysis are done using spreadsheet software, and a company analysis is performed. Prerequisites: CSS E-300 or equivalent required; managerial accounting and managerial finance courses helpful.
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CSS E-308 Business Analysis and Valuation (22239)
(Syllabus) (Print View)
Viktoria Dalko, PhD, Professor of Finance and Economics, Zicklin School of Business, City University of New York.
4 units. Graduate credit $1,250. Limited enrollment.
Tuesday, Feb. 1, 7:35-9:35 pm, Sever Hall, Room 206. Spring term

Knowing how to value a company is important for analysts in a range of fields, including banking, investments, mergers and acquisitions, management communications, and venture capital. This course covers the four key components of effective business analysis: business strategy analysis, accounting analysis, financial analysis, and prospective analysis. The valuation techniques examined include traditional discounted cash flow and multiple earnings models as well as techniques that link value directly to accounting numbers. An important part of the course is discussion of corporate social responsibility and its effects on sustainable profitability. Prerequisites: introductory accounting and managerial finance.
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CSS E-308a Creating Value through Corporate Restructuring and Mergers and Acquisitions (21987)
(Syllabus) (Print View)
Viktoria Dalko, PhD, Professor of Finance and Economics, Zicklin School of Business, City University of New York.
4 units. Graduate credit $1,250. Limited enrollment.
Wednesday, Feb. 2, 5:30-7:30 pm, Emerson Hall, Room 307. Spring term

This course focuses on the design, analysis, and implementation of financial strategies aimed at repositioning and revitalizing companies facing major competitive, regulatory, or internal challenges and opportunities. It helps students learn how to create corporate and social value by restructuring a company or by undergoing a business combination. Discussion focuses on leveraged buyouts, mergers and acquisitions, corporate spinoffs, and divestitures. Emphasis is given to contemporary expectations and requirements of good governance based on the roles corporations play in society. Prerequisites: introductory accounting and managerial finance courses; corporate finance is highly desired.
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CSS E-310 Managerial Accounting
4 units. Graduate credit $1,250. Limited enrollment.

Fall term (11056) (Syllabus) (Print View): Richard L. Keith, DBA, Adjunct Professor, Graduate School of International Economics and Finance, Brandeis University. Thursday, Sept. 23, 7:35-9:35 pm, Harvard Hall, Room 103. Online and on-campus options. See the Distance Education website.

Spring term (20282) (Syllabus) (Print View): Richard L. Keith, DBA, Adjunct Professor, Graduate School of International Economics and Finance, Brandeis University. Tuesday, Feb. 1, 7:35-9:35 pm, Sever Hall, Room 310.

This course teaches students how to extract and modify costs in order to make informed managerial decisions. Planning is covered by topics including activity-based costing, budgeting, flexible budgeting, cost-volume-profit analysis, cost estimating, and the costs of outsourcing. Control is covered by topics including standard costing, variance analysis, responsibility accounting, and performance evaluation. Emphasis is placed on cost terminology (the wide variety of costs), cost behavior, cost systems, and the limitations concerning the use of average costs. Prerequisite: introductory financial accounting course or equivalent.
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CSS E-315 Managerial Finance
4 units. Graduate credit $1,250. Limited enrollment.

Fall term (11376) (Syllabus) (Print View): Jonathan Welch, PhD, Professor of Finance, Northeastern University. Wednesday, Sept. 22, 5:30-7:30 pm, Sever Hall, Room 214.

Spring term (20283) (Syllabus) (Print View): Jonathan Welch, PhD, Professor of Finance, Northeastern University. Wednesday, Feb. 2, 5:30-7:30 pm, Sever Hall, Room 213.

The course deals with the function of managing business funds and planning their use to accomplish the objectives of the organization. Topics include techniques of financial analysis such as budgeting, ratio analysis, pro forma projections, and discounted cash flow analysis; the domestic and international financial environment; the sources and forms of external financing; problems of capital structure and dividend policy; capital budgeting and cost of capital; and some approaches to the valuation of a business or company. Prerequisite: introductory accounting course or equivalent.
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CSS E-316 Corporate Finance
4 units. Graduate credit $1,250. Limited enrollment.

Fall term (11637) (Syllabus) (Print View): Hamza Abdurezak, MPA2, President, Investment Valuation Group. Monday, Sept. 20, 5:30-7:30 pm, Sever Hall, Room 213. Optional sections to be arranged.

Spring term (21464) (Syllabus) (Print View): Hamza Abdurezak, MPA2, President, Investment Valuation Group. Monday, Jan. 31, 5:30-7:30 pm, Sever Hall, Room 202. Optional sections to be arranged.

The goal of this course is to develop skills for making corporate investment decisions and for risk analysis. Topics include discounted cash flow and other valuation techniques; risk and return; capital asset pricing model; corporate capital structure and financial policy; capital budgeting; mergers and acquisitions; investment and financing decisions in the international context, including exchange rate/interest rate risk analysis. Prerequisites: introductory accounting course helpful.
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CSS E-318 Investment Theory and Applications
4 units. Graduate credit $1,250. Limited enrollment.

Fall term (11787) (Syllabus) (Print View): Donald L. Santini, DBA, Instructor of Finance and Economics, Boston University. Tuesday, Sept. 21, 5:30-7:30 pm, Sever Hall, Room 213.

Spring term (21324) (Syllabus) (Print View): Donald L. Santini, DBA, Instructor of Finance and Economics, Boston University. Monday, Jan. 31, 5:30-7:30 pm, Harvard Hall, Room 103.

This course introduces the concepts of investment theory and their applications in practice. It starts with an overview of different securities and markets. We discuss portfolio theory, capital asset pricing model, and other models. The process of equity valuation is examined. This is followed by an introduction to fixed income securities, options, futures, and other derivative instruments. We also discuss portfolio management. Throughout, the emphasis is on applying theory to practice. Prerequisite: CSS E-315.
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CSS E-319 Real Estate Finance and Investment Fundamentals
4 units. Graduate credit $1,250. Limited enrollment.

Fall term (10370) (Syllabus) (Print View): Edward H. Marchant, MBA, Adjunct Lecturer in Public Policy, John F. Kennedy School of Government, Harvard University. Monday, Sept. 20, 7:35-9:35 pm, Harvard Hall, Room 103.

Spring term (20959) (Syllabus) (Print View): Edward H. Marchant, MBA, Adjunct Lecturer in Public Policy, John F. Kennedy School of Government, Harvard University. Monday, Jan. 31, 7:35-9:35 pm, Harvard Hall, Room 103.

This course focuses on understanding, calculating, and analyzing potential cash flow, tax, and future benefits for representative real estate asset types from a variety of perspectives, including those of a developer, investor, lender, or broker. A framework to analyze the quantitative and nonquantitative risks and rewards of existing and proposed real estate developments is used to make specific financing and investment recommendations. Prerequisite: a willingness to work with numbers.
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CSS E-322 Personal Financial Planning
4 units. Graduate credit $1,250. Limited enrollment.

Fall term (12211) (Syllabus) (Print View): Mark Passacantando, MBA, Managing Member, Financial Planning Partners, LLC. Wednesday, Sept. 22, 5:30-7:30 pm, Harvard Hall, Room 103.

Spring term (22213) (Syllabus) (Print View): Mark Passacantando, MBA, Managing Member, Financial Planning Partners, LLC. Tuesday, Feb. 1, 5:30-7:30 pm, Sever Hall, Room 213.

This course examines the principal financial issues facing an individual in today's complex financial environment. The course enables students to make informed decisions in the contexts of their own specific situations so that the chance of success is maximized and risks are minimized. Areas of study include budgeting; taxation; managing credit; investments; life, health, and property insurance; and estate planning.
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CSS E-323a Global Financial Markets (12386)
(Syllabus) (Print View)
Lal C. Chugh, PhD, Professor of Accounting and Finance, University of Massachusetts, Boston.
4 units. Graduate credit $1,250. Limited enrollment.
Monday, Sept. 20, 5:30-7:30 pm, Sever Hall, Room 103. Fall term

The course discusses the various financing alternatives available to multinational corporations in the financial markets in the United States, Latin America, Europe, and Asia. It also discusses the uses of funds for multinational corporations in the context of fluctuating exchange rates and different inflation rates in various countries. Specifically, the course covers capital budgeting for multinational corporations, Eurodollar and other financial markets, equity markets, swaps, and private placement in the international context. Prerequisite: introductory course in either finance, accounting, or economics, or equivalent experience.
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CSS E-324a The International Economy and Business (12387)
(Syllabus) (Print View)
Lal C. Chugh, PhD, Professor of Accounting and Finance, University of Massachusetts, Boston.
4 units. Graduate credit $1,250. Limited enrollment.
Monday, Sept. 20, 7:35-9:35 pm, Sever Hall, Room 103. Fall term

The objective of the course is to enhance our understanding of various economies of the world and their interdependence. In addition, the course discusses implications for conducting business in different parts of the world. Topics include national income accounting, monetary and financial systems, exchange rate systems, international competitiveness, country risk analysis, and international capital flows. For students who wish to understand the practical implications of the growing international marketplace.
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Quantitative Methods

CSS E-400 Internet and Integrated Productivity Software for Managers
4 units. Graduate credit $1,550. Limited enrollment.

Fall term (10324) (Website) (Print View): Stephan Kolitz, PhD, Lecturer in Extension, Harvard University. Tuesday, Sept. 21, 5:30-7:30 pm, Sever Hall, Room 103. Required sections to be arranged.

Spring term, section 1 (20292) (Website) (Print View): Stephan Kolitz, PhD, Lecturer in Extension, Harvard University. Tuesday, Feb. 1, 5:30-7:30 pm, Sever Hall, Room 102. Required sections to be arranged.

Spring term, section 2 (21326) (Syllabus) (Print View): Teresa J. Chisholm, MBA, Consultant. Kishan Mallur, MS, Associate Director, IT Infrastructure Services, University Information Systems, Harvard University. Wednesday, Feb. 2, 5:30-7:30 pm, Science Center, Room B-09. Optional sections to be arranged.

This course provides a solid foundation in end-user office productivity software for word processing, spreadsheet analysis and modeling, database management, charting, presentations, and appropriate applications for interacting with the Web (including development of webpages) and the rest of the Internet. Students learn the conceptual basis of each of these tools and apply them to representative tasks in business and in the home. The emphasis is on using software to organize, analyze, and communicate information. Students should expect to spend 10 or more hours each week working on assignments, usually in Harvard University computer labs. The course demands a high level of commitment to keep up with class assignments and learn the use of the software tools. Prerequisites: basic experience using either Windows or the Macintosh operating system and some experience using a word processing program, such as Microsoft Word.
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CSS E-403 Desktop Applications for Managers
4 units. Graduate credit $1,550. Limited enrollment.

Fall term (11862) (Website) (Print View): Jean A. Pfeifer, CSS, Senior Project Manager, Office of Administrative Systems, Harvard University. Wednesday, Sept. 22, 5:30-7:30 pm, Science Center, Room B11C. Optional sections Wednesday, 7:35-9:35 pm.

Spring term (21790) (Syllabus) (Print View): Jean A. Pfeifer, CSS, Senior Project Manager, Office of Administrative Systems, Harvard University. Tuesday, Feb. 1, 5:30-7:30 pm, Science Center, Room B-09. Optional sections Tuesday, 7:35-9:35 pm.

This course presents an advanced treatment of desktop software useful for managers at all levels. It emphasizes the use of desktop software to increase office productivity. Topics include automating repetitive tasks, streamlining work processes, sharing information via the Internet, collaborating within work groups, learning techniques for integrating and combining applications and for sharing best practices among coworkers. All assignments require Windows 98 or higher; class demonstrations are done with MS Office XP. Not all assignments can be completed using Macintosh systems. Prerequisite: CSS E-400 or equivalent experience.
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CSS E-408 Spreadsheet Models for Managers (10740)
(Website) (Print View)
Richard Brenner, SM, Principal, Chaco Canyon Consulting. D. Grayson Allen, BA, Vice President of Finance and Administration, AeroSat Corporation.
4 units. Graduate credit $1,550. Limited enrollment.
Thursday, Sept. 23, 7:35-9:35 pm, 53 Church Street, Room 202. Optional sections to be arranged. Fall term

Using commercial spreadsheets, this course explores practical approaches to business modeling, emphasizing the needs of retail, wholesale, service, publishing, or software concerns ranging in size from start-ups to global enterprises. Students learn to model costs, revenue, cash flow, plant and equipment requirements, and employee costs and productivity. Students develop a business model and use it to study how a business responds to change. Prerequisite: CSS E-400 or equivalent experience with Excel.
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CSS E-408a Enterprise Spreadsheet Management (22171)
(Website) (Print View)
Richard Brenner, SM, Principal, Chaco Canyon Consulting. D. Grayson Allen, BA, Vice President of Finance and Administration, AeroSat Corporation.
4 units. Graduate credit $1,550. Limited enrollment.
Thursday, Feb. 3, 7:35-9:35 pm, 53 Church Street, Room 203. Optional sections to be arranged. Spring term

Organizations use spreadsheets not only for modeling business processes but also for monitoring, compiling, and projecting financial data throughout the enterprise. Perhaps the outstanding example of a spreadsheet-assisted process is the annual enterprise budget exercise. Even though we might be very competent users of spreadsheets, using them as effective tools to support such activities requires a new set of skills and knowledge. Students learn management and technological approaches that make the spreadsheet a much more effective tool for collecting and managing financial data across large organizations. Prerequisite: CSS E-408 or equivalent experience using spreadsheets.
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CSS E-410 e-Commerce Strategies for Managers and Entrepreneurs (12097)
(Syllabus) (Print View)
Kishan Mallur, MS, Associate Director, IT Infrastructure Services, University Information Systems, Harvard University.
4 units. Graduate credit $1,550. Limited enrollment.
Wednesday, Sept. 22, 5:30-7:30 pm, 51 Brattle Street, Room 123/5. Required sections Wednesday, 7:35-8:35 pm. Fall term

Intended for managers or entrepreneurs interested in e-commerce strategies, this course defines facets of business-to-consumer (B2C) and business-to-business (B2B) e-commerce, including business strategy, business models, distribution channels, entrepreneurship issues, legal issues, and market strategy, and highlights opportunities and risks. Students collaborate on a project proposing a new e-commerce venture, present a business case, and create a website demonstrating critical functions of the new venture. Prerequisite: some web design experience preferred.
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CSS E-412 Using Databases for Information Management (11985)
(Website) (Print View)
Maria R. Garcia, ALM, Assistant Professor of Graduate Studies, Franklin Pierce College.
4 units. Graduate credit $1,550. Limited enrollment.
Thursday, Sept. 23, 7:35-9:35 pm, Maxwell Dworkin, Room G125. Optional sections to be arranged. Fall term

Managers encounter information management requirements both for personal use and as a company-wide resource. This course provides the fundamental concepts necessary to understand, develop, analyze, evaluate, and manage computerized database applications. Students become acquainted with the terminology associated with discrete field data collection, entry, conversion, querying, reporting, and database development using MS Access. Students build a working database using MS Access to serve the information needs of some enterprise. Through research and hands-on projects, students develop an appreciation for the adaptability, scalability, and practical utilization of databases. As a final project, students build a business database application. Prerequisites: CSS E-400 and familiarity with office productivity software, such as word processors and spreadsheets.
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CSS E-435 Operations Research and Risk Management (21950)
(Syllabus) (Print View)
Philip Anthony Vaccaro, PhD, Professor of Operations and Decision Sciences, Salem State College.
4 units. Graduate credit $1,250. Limited enrollment.
Thursday, Feb. 3, 7:35-9:35 pm, Emerson Hall, Room 104. Spring term

This course introduces non-mathematical managers to the major quantitative models designed for sound decision making in today's complex and increasingly uncertain business environment. Topics include decision theory, linear programming, simulation, and inventory control. Emphasis is placed on a general understanding of theory, mechanics, application potential, and available software packages and templates. Prerequisites: a rudimentary knowledge of algebra and familiarity with spreadsheets.
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Communications

CSS E-500 Effective Written Communication
4 units. Graduate credit $1,250. Limited enrollment.

Fall term (10327) (Syllabus) (Print View): Thomas J. C. Raymond, EdD, Professor of Business Administration, Emeritus, Harvard Business School. Peter Hallock Johnson, MDiv, Contracts Manager, Horn International Packaging, Inc. Wednesday, Sept. 22, 5:30-7:30 pm, Sever Hall, Room 203.

Spring term (20298) (Syllabus) (Print View): Thomas J. C. Raymond, EdD, Professor of Business Administration, Emeritus, Harvard Business School. Peter Hallock Johnson, MDiv, Contracts Manager, Horn International Packaging, Inc. Wednesday, Feb. 2, 5:30-7:30 pm, Sever Hall, Room 203.

This course helps students develop marketable skills for brief, clear, and vigorous written communication in the business world. During the first of the 2 hours each week, students and instructors meet and discuss communication problems as presented in case studies. During the second hour, students meet in a small group with an instructor for exercises in writing and editing based on their weekly written assignments. Prerequisite: students must complete successfully a writing assignment at the first class meeting.
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CSS E-505 Oral Communication: Business and Organizational
4 units. Graduate credit $1,250. Limited enrollment.

Fall term (10328) (Syllabus) (Print View): J. E. Hollingworth, MA, Associate Professor of Organizational and Political Communication, Emerson College. Thursday, Sept. 23, 7:35-9:35 pm, Sever Hall, Room 203.

Spring term (20299) (Syllabus) (Print View): J. E. Hollingworth, MA, Associate Professor of Organizational and Political Communication, Emerson College. Thursday, Feb. 3, 7:35-9:35 pm, Sever Hall, Room 203.

This course emphasizes the personal skills of speaking and listening in the organizational setting primarily through presentations, but topics also include interviews, meetings, team building, audiovisual support systems, leadership styles, communication audits, organizational environments, dealing with change, and crisis communication. The first hour of each class session presents a focused lecture on the above topics. The second hour is made up of small group workshops that place a major emphasis on students giving and critiquing oral presentations.
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CSS E-520 Development Communications in the Internet Age (21328)
(Syllabus) (Print View)
Frank White, MPhil, Editorial Director, Alumni Affairs and Development, Harvard University.
4 units. Graduate credit $1,250. Limited enrollment.
Wednesday, Feb. 2, 5:30-7:30 pm, Sever Hall, Room 107. Spring term

This course explores the rapidly evolving world of fundraising communications, such as case statements, annual fund appeal letters, proposals, and research reports. In addition to print communications, the course considers audio, video, and other media used to deliver development messages. The course also places special emphasis on the field of e-philanthropy.
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CSS E-523 Grant Proposal Writing (21612)
(Website) (Print View)
Linda Ann DeLauri, EdM, Director of Sponsored Research, Harvard Graduate School of Education.
4 units. Graduate credit $1,250. Limited enrollment.
Tuesday, Feb. 1, 5:30-7:30 pm, Sever Hall, Room 209. Spring term

This course covers the complete process of grant proposal development: identifying a fundable project, researching and contacting funding sources, drafting a full proposal, developing the budget, preparing the final proposal for submission, and following up. We address the institutional funding landscape and take a field trip to the Associated Grantmakers Library to learn how to research corporations and foundations. Prerequisites: good writing skills, word processing including tables, and knowledge of the Internet. Experience or coursework in nonprofit management highly recommended.
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CSS E-525 Communicating in a Global Context
4 units. Graduate credit $1,250. Limited enrollment.

Fall term (11698) (Syllabus) (Print View): Marya Dantzer-Rosenthal, MA, Communication Consultant. Tuesday, Sept. 21, 7:35-9:35 pm, Sever Hall, Room 207.

Spring term (21789) (Syllabus) (Print View): Marya Dantzer-Rosenthal, MA, Communication Consultant. Tuesday, Feb. 1, 7:35-9:35 pm, Sever Hall, Room 107.

To communicate effectively in global or multicultural business settings, managers or negotiators must interpret not only words but also worldviews. Students in this course learn to recognize the important, yet often implicit, assumptions that govern business dealings in a variety of countries and cultures. A dividend of such awareness is deeper understanding of one's own culturally determined perceptions. The results are marketable cross-cultural skills applicable in a broad range of business or professional contexts.
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CSS E-535 Writing for Public Relations and Marketing
4 units. Graduate credit $1,250. Limited enrollment.

Fall term (11459) (Syllabus) (Print View): Robert E. Brown, PhD, Professor of Communication, Salem State College. Wednesday, Sept. 22, 7:35-9:35 pm, Sever Hall, Room 206.

Spring term (21329) (Syllabus) (Print View): Robert E. Brown, PhD, Professor of Communication, Salem State College. Wednesday, Feb. 2, 7:35-9:35 pm, Sever Hall, Room 208.

Organizations rely on both the public relations and marketing functions to conceive and develop persuasive and promotional written communications targeted to a broad range of audiences. This course gives students the opportunity to draft a collection of strategic, image-oriented organizational documents including high-impact promotional speeches; ghost-written, by-lined feature articles suitable for newspaper and magazine placement; and positioning brochures and newsletters.
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