Library
Stern School of Business
MKTG-GB 2128 Consultative Selling:
The goal of Consultative Selling is to provide students with the knowledge and skills that entrepreneurs - and nearly all other business executives - need to win customers and grow their business. We will use the consultative selling model to understand the process of selling discovery of and alignment with customer's needs, presentations of solutions, overcoming objections, and gaining agreement. Rather than pigeonholing selling as "something done by those sales types," we look at it as providing solutions to customer's problems. Selling is unique in that everyone does it. In business, we sell our products, proposals, IPOs, projects, budgets, and anything else that someone else has to approve. In life we buy cars and houses (buying and selling are two sides of the same coin), interview for jobs, propose marriage, and many other things that someone else has to say OK to. In short, selling is a fundamental life skill.
Stern School of Business
MKTG-GB 2116 The Business of Producing: Entrepreneurship in Entertainment & Media:
The course is designed to provide students with a framework for understanding the dynamics of producing a finished creative product in the entertainment and media industries. Covers the process of feature production from the initial concept of the story, through script development, to completion of the project. All the facets of the production process are explored, including script selection, finance, budgeting, timetable development, team building, talent selection, contract and union negotiating, regulation, and technology. Guest speakers include producers on independent movies, network TV, cable, syndicated TV, radio, and TV commercials.
Stern School of Business
FINC-GB 3373 New Venture Financing:
This course focuses on financing entrepreneurial companies especially startup and early stage ventures Its overall aim is to understand how entrepreneurs and their financial backers can spot and create value This involves learning about the following topics that trace out the venture capital cycle opportunity recognition how to tell a great opportunity from a mere good idea valuation and evaluation placing a value on the opportunity for funding purposes negotiating funding structuring the financing contract so as to avoid conflict before it arises and optimize performance incentives managing the investment helping the entrepreneur in non-financial matters and safeguarding the investment and exit taking the investee company public in an IPO selling it to management or a trade buyer or closing it down.
Stern School of Business
ECON-GB 2190 Emerging Economies and Globalization: 1950 to the Present:
This course compares the emergence and development of four of the world's leading enterprise systems Great Britain Germany Japan and the United States. It examines political cultural and economic similarities and differences of successful wealth-creating societies paying special attention to impacts of government entrepreneurship management and financial institutions. The objectives of the course are to develop an understanding of different enterprise systems and to hone abilities to think comparatively both over time and across national contexts.
Stern School of Business
MULT-UB 151 Executive Practitioner Seminar: The Dynamics of the Fashion Industry:
The fashion industry is a unique and highly visible part of the business world. Its economic impact to New York City is significant, employing 173,000 people and generating nearly $10 billion in wages. In addition, the semi-annual Fashion Week, which includes more than 500 fashion shows and attracts approximately 232,000 attendees each year, generates an economic impact of almost $900 million annually. New York City is the global capital of fashion. This course will bring together leading designers, manufacturers and retailers who will present and discuss with students the unique aspects of the fashion business. Both established players and entrepreneurial ventures will be represented, focusing on specific challenges the fashion industry faces in finance, marketing, sales, manufacturing, management and operations.
Stern School of Business
MULT-UB 45 The Middle East: Cultures, Markets, and Strategies:
MULT-UB 45 The Middle East: Culture, Markets and Strategies, is designed as an introduction to the Middle East, with a special focus on the Arabian Gulf (GCC) countries. It will examine key cultural, economic, political, and social structures in the region, and their implication for business strategies. The trip to Abu Dhabi will be used as a context to examine special topics that are relevant to the region. Some examples of topics that would be covered include sovereign wealth funds, the geopolitics of oil and renewable energy, Islam and Islamic finance, cultural issues, demographic and consumption patterns, and entrepreneurship. The topics will be covered through lectures, discussions, guest lectures, company visits, cultural excursions, and projects.
Stern School of Business
MGMT-UB 30 Negotiation & Consensus Building (Offered Fall '23):
Effective negotiation and consensus-building skills are essential for success in almost any work life domain—whether your goal is to be an entrepreneur, film producer, business manager, or political leader. In this course, students study how people reach agreement and develop an analytical approach for reaching more effective agreements in organizational settings. The course draws from research in psychology and economics to provide academic content, while making use of role-playing exercises and experiential learning to emphasize key applied lessons.
Stern School of Business
MGMT-GB 3356 Design Thinking for Managers:
Technological innovation and new product development NPD are critically important to the creation of business opportunities and sustenance of wealth This course offers perspectives and frameworks that seek to understand technological innovation and NPD at different levels of analysis including the firm industry and national levels It addresses issues pertaining to the discovery development and diffusion of technological advances For example we attempt to understand the innovation process in both startup and established firms and when established firms have an easier or more difficult time bringing a new product to market and appropriating profits from it We also provide frameworks for assessing new technological and business opportunities.
Stern School of Business
INFO-GB 2345 Tech and the City: Customer-Centric Digital Entrepreneurship:
Have you ever wondered what it's like to run a high-tech startup? This course provides students with immersive experiential learning about digital entrepreneurship through the lens of successful early-stage technology companies. Student teams are each embedded for a semester into different New York City-based startups from the investment portfolios of Union Square Ventures and other leading tech-focused venture capital firms. Over the course of this immersion students work with founders and investors to understand business models assess metrics and their connection to growth and funding and lead a customer centric assessment of the company's products.
Stern School of Business
INFO-GB 2132 High Tech Startups & Products: A Technical Perspective:
High-Tech software, whether at a red-hot startup or formidable incumbent, has become the ultimate value-adding force driving much of the modern economy. There’s not an exact science behind successful entrepreneurs, intrapreneurs and product managers. Identifying a genuine market need, building a product to address that need, and finding a business model to tie it all together profitably can’t be automated. That said, launching successful high-tech software as a new startup or product is no Voodoo either. While there’s no process that guarantees success, savvy entrepreneurs employ market-tested best practices to maximize their chances. High-tech software is built by a cross-functional team of software engineers, data scientists and/or user experience designers. Leading this team towards success requires understanding each role, how they solve problems through effective collaboration, and how to structure customers’ desires into the specifications these technologists need to deliver customer-delighting software.
