Graduate Course Descriptions
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MANA 51.521   (1.5-1-0)   Management Theory
This course is designed to cover the fundamentals of management. Topics will include the external environment, decision making, strategic management, ethics, international management, organizational structure, human resource management, leadership, motivation, teams, communications, managerial control, organizational culture, and technology. Equivalent to MANA 3301 Principles of Management.  Fall, Spring, Summer, Online.
Prerequisite: None.

MANA 51.522   (1.5-1-0)   Business Legal Environment
An examination of the legal environment of the firm, legal procedures, contract law, regulatory and administrative law, and labor law will be discussed. Equivalent to MANA 3308 Business and Public Law.  Fall, Spring, Summer, Online.
Prerequisite: None.

MANA 6210   (2-2-0)   Business Negotiation and Conflict Resolution
This course addresses the dynamics of conflict, including avenues of resolution when it occurs. Communication and decision making will be studied with attention to various methods of resolving disputes other than traditional litigation. Students will identify useful negotiation and conflict procedures and implement them in practical exercises.   Fall, Spring, Summer.
Prerequisite: None.

MANA 6301   (3-3-0)   Employment Law
Managers must stay current on the ethical and legal aspects of labor/management relations. Areas of study in this course will include history and theory, present effects and impact, litigation and procedure, and reasonable accommodation for employees in a variety of discriminatory issues.  Spring, Online.
Prerequisite: MANA 51.521 or undergraduate equivalent.

MANA 6302   (3-3-0)   Quantitative Analysis for Managers
Students will utilize real-life cases in learning to apply some graphic and quantitative tools of decision analysis. Modeling and graphics applications used include text boxes, spreadsheet layout and design, formulas, functions, and charts of various types. Models include probability distributions, decision trees, present value, expected value of information, time series forecasting, analysis of variance, and multiple linear regression. Emphasis is on effective articulation and presentation of reasoning and conclusions. The course requires extensive use of Excel and email messages and attachments. Basic computer skills (MS Windows, Word, and Excel) are assumed.  Fall, Spring, Summer, Online.
Prerequisite: MANA 6303 or undergraduate equivalent. Managerial accounting and economics are strongly recommended.

MANA 6303   (3-3-0)   Research and Statistics
Statistics is the science of conducting studies to collect, organize, present, analyze, and draw conclusions from data. Descriptive statistics consists of the collection, organization, summarization, and presentation of the data. Inferential statistics consists of the analysis of data in order to draw conclusions when generalizing from a sample to a population. Students in this course will study both descriptive and inferential statistics, elements of probability which support statistical theory, and theoretical distributions. Tests of hypotheses will include z-tests, t-tests, chi-square tests, one-way and two-way analysis of variance, and nonparametric tests. Other topics are confidence intervals, correlation, linear regression, and multiple regression. Students will apply statistics to business decision making matters that require measurement, analysis, and decision making by business leadership position holders and will design, conduct, and report a study that demonstrates their statistical skills.   Fall, Spring, Summer.
Prerequisite: None.

MANA 6305   (3-3-0)   Staffing Organizations
This course will focus on the staffing models and strategy, planning, job analysis, internal and external recruitment processes, staffing measurements, staffing system management and retention management. Additional topics will include employment contracts, negotiable offers, job offers, orientation and socialization associated with performance.  Fall, Spring, Summer, Online.
Prerequisite: MANA 51.521 or undergraduate equivalent.

MANA 6310   (3-3-0)   Leadership in Management
Leadership addresses the multi-faceted topic of leading others in today's business environment. This course offers an in-depth investigation of the current theories and research on the topic of leadership. In addition, emphasis will be placed on the development of leadership skills and styles to enable students to become effective organizational leaders. Students will become familiar with past and current leaders and examine their personal methods of leadership.  Fall, Spring, Summer, Online.
Prerequisite: MANA 51.521 or undergraduate equivalent.

MANA 6311   (3-3-0)   Global Initiatives in Management
A comprehensive introduction to and survey of the principles of international business management will be covered. Topics include East-West trade, the international monetary system, and growth and trends in international trade and investment. The course examines strategic aspects of managing a global or multinational business firm: organization, staffing, labor relations, relations with host governments, financial management, cultural problems, legal and political considerations, and competitive market forces.  Fall, Online.
Prerequisite: MANA 51.521 or undergraduate equivalent.

MANA 6312   (3-3-0)   Communication and Business Behavior
This course involves understanding an individual’s impact on others, develops the leadership ability to create and effectively communicate a strategic vision to others in an organization. Students learn to identify and improve self-awareness of communication styles and abilities, engage, influence, and motivate employees. Topics will include utilizing the five qualities of emotional intelligence, creating a diverse/unified organizational climate and culture, understanding and influencing human behavior through supportive communication, managing conflict, understanding team dynamics, and building high performance work teams.   Fall, Spring, Online.
Prerequisite: MANA 51.521 or undergraduate equivalent.

MANA 6314   (3-3-0)   Organizational Change and Development
This course builds critical skills and competencies that enable leaders to achieve the mission and vision of their organizations. Topics include organizational analysis, gap analysis, and change models and processes. Study will include organizational behavior components influencing the development of the organization’s human resources and the impact that individual groups and structures have on behavior within the organization.  Fall, Spring, Summer, Online.
Prerequisite: MANA 51.521 or undergraduate equivalent.

MANA 6319   (3-3-0)   Operational Finance
This course equips students with practical managerial skills, tools, and resources required to understand and prepare effective capital and expense budgets and forecasts, project salary budgets and forecasts, establish financial controls and reporting, create cost benefit analysis for projects, overview of audit process and governance, create and monitor performance measurements in the areas of enterprise, utility, capital and expense operations. Application of these skills will culminate in formulating a business plan utilized by many organizations today.   Fall, Spring, Summer, Online.
Prerequisite: MANA 51.521 or undergraduate equivalent.

MANA 6320   (3-3-0)   Business Ethics
The course provides an in-depth study of ethical theory. An analysis of the relationship of laws, ethics, morals, and standards within the Christian framework is explored. Students will see ethical theory applied to numerous case studies. Students will also apply theories to current-day ethical dilemmas to practice ethical problem solving.  Fall, Spring, Summer, Online.
Prerequisite: MANA 51.521 or undergraduate equivalent.

MANA 6323   (3-3-0)   Human Resource Strategy (S-L)
This course introduces a strategic management approach to human resource management. A brief overview of behavioral science perspectives on managing people and how to influence employee effectiveness is presented. Methods on how to use knowledge of environmental forces, such as work setting, technological change, globalization, government regulations and union requirements that influence performance will be discussed. Equal Employee Opportunity, legal aspects and influence of the legal environment to human resource management is evaluated. The global enterprise and its effect on global human resource management and interdependence of nations that foster international interest will be presented. Human resource acquisition, rewards, employee training, development, and career planning are examined. Labor management relations, collective bargaining and organizational safety and health sections are revised.   This course contains a field-based service-learning component. Fall, Spring, Summer, Online.
Prerequisite: MANA 51.521 or undergraduate equivalent.

MANA 6327   (3-3-0)   Future Trends in Technology
This course investigates both linear and non-linear methods of studying technology futures. The learners develop skills in basic research, Delphi technique, and scenario development. The areas influenced by information technology and telecommunications are studied. The course involves an outside research project of technology area.  Fall, Online.
Prerequisite: MISM 6314.

MANA 6329   (3-3-0)   Knowledge Management and Intellectual Capital
The new product development cycle is the focus of this course. The course is built upon the ideals of the learning organization including a focus upon the entire process of product creation. The learners investigate concept generation, sources of product innovation opportunities, research and development, and patent law. The learners will develop an understanding of systems thinking and how creativity and innovation can be driven in an organization. Contemporary issues of complexity and chaos theory are also covered.  Spring.
Prerequisite: MISM 6314.

MANA 6330   (3-3-0)   Leadership Development
This course is designed to integrate state-of-the-art strategies for enhancing human performance through developing leadership skills. This course demonstrates the importance of understanding how business strategy and organizational goals align. Topics include needs analysis process, selection and integration of appropriate strategies for human performance improvement, forming performance and competency models, succession planning, identifying performance gaps, measuring, assessing, calibrating and evaluating performance results.  Fall, Online.
Prerequisite: MANA 51.521.

MANA 6331   (3-3-0)   Leadership Coaching and Counseling
This course is designed to develop coaching models and competencies that differentiate thinking that will change behavior, identify and diagnose work performance problems, illustrate leadership skills and techniques that focus on solutions, not problems, develop approaches for effective conversations, customize coaching styles for different personalities, examine coaching steps to achieve effective intervention, reduce turnover and employment retention, increase work satisfaction, and present feedback to stretch/challenge employees that drive greater performance. Students will gain an understanding of redirecting critical approaches to achieving unified goals. Coaching and counseling models identify systematic approaches to gaining commitment, focus and change to achieve peak performance.  Spring, Online.
Prerequisite: MANA 51.521

MANA 6332   (3-3-0)   Strategies, Models, and Processes
This course is designed to implement strategic management principles, theories, and techniques that translate strategic vision into operational processes. Students will gain an understanding of models of performance, how strategic vision links throughout the organization through financial, customer service, internal/external processes, talent management, and how to measure performance results to increase profitability.  Spring.
Prerequisite: MANA 6330, MANA 6331, MANA 6305

MANA 6333   (3-3-0)   Operations and Quality Management
The development of model-based systems used by management to plan, organize, implement, and continuously improve operations will be discussed. Quality and process reengineering tools will be examined and utilized by class members in a project format.  Fall, Spring, Online.
Prerequisite: MANA 51.521 or undergraduate equivalent.

MANA 6341   (3-3-0)   Strategic Management Decisions (S-L)
This synthesis course exploring organizational strategy considers both theoretical and application issues. Consideration is given to both linear and non-linear strategic models, as well as various strategic tools, including scenarios, product portfolio balancing change implementation approaches, and strategic intelligence. Capstone course to MBA degree.  This course contains a field-based service-learning component. Fall, Spring, Summer.
Prerequisite: May be taken only in a student's last semester in the program.

MANA 6342   (3-3-0)   Employee Negotiations and Collective Bargaining
In this course students will examine the practical aspects of negotiations, collective bargaining, motives of participants, the labor contracts; strategy and tactics of bargaining. Emphasis will be on negotiations and collective bargaining in both unions and bargaining in the private sector. This course is intended to give students an understanding of why collective bargaining occurs, the nature and complexity of its operation, what effects it has on workers, organizations, and consumers, and how it fits into the American economic, political, and social systems.  Fall, Online.
Prerequisite: MANA 51.521 or undergraduate equivalent.

MANA 6343   (3-3-0)    Compensation and Performance
Administration of compensation systems in public and private organizations; concepts, models and practices related to wage and salary levels and structure; perceived equity, individual appraisal/rewards, performance and satisfaction; and benefits will be examined. Techniques and areas explored will include: job analysis, job description, job evaluation, internal work structure, market definitions, policy lines, pay structure, incentive programs, incentive guidelines, planning, budgeting, communicating, and evaluating.  Fall, Online.
Prerequisite: MANA 51.521 or undergraduate equivalent.

MANA 6347   (3-3-0)   Career Management and Life Transitions
This course will focus on development challenges facing individuals during the entire life span with specific applications to various theories of Career Development. Students will develop an Employment Portfolio and learn various strategies useful in planning and searching for career opportunities.  Spring, Winter, Online.
Prerequisite: MANA 51.521 or undergraduate equivalent.
Cross Listed Courses: MAPD 6347

MANA 6348   (3-3-0)   Legal Issues for Nonprofit Organizations
This course will focus on the legal issues important to leaders of effective, ethical nonprofit organizations. The course will examine forming a nonprofit organization, acquiring and maintaining tax-exempt status, public charities, and private foundations, reporting requirements, charitable giving, lobbying and various political activities, and IRS audits.  Spring.
Prerequisite: MANA 6310 and MANA 6320.

MANA 6349   (3-3-0)   Creative Leadership for Nonprofit Organizations
This course will focus on the dynamics of organizational change and the challenges presented for those who hold positions of formal leadership. Other topics include board governance, strategic planning and positioning, collaboration, volunteer programs, risk management, alignment, managing versus leading, and keeping the community involved.  Fall.
Prerequisite: MANA 6310 and MANA 6320

MANA 6353   (3-3-0)   Mastering Professional Sales Solutions
This course will create informative and persuasive presentations, improve communication skills, establish alternative solutions for objections and indifference, and build strong customer relationships. Students will compose needs assessments, analyze prospective clients, gather information, develop effective time management, create customer profiles, and move prospective customers to clients.   Fall, Spring.
Prerequisite: MANA 51.521, MRKT 51.521, or undergraduate equivalent.

MANA 6354   (3-3-0)   Sales Negotiation
Designed to prepare individuals to effectively handle any objection from customers. Students will be equipped with skills that address prospect’s concerns, and close sales. Individuals will apply negotiation skills to confidently win customers and develop collaborative relationships.   Fall, Spring.
Prerequisite: MANA 51.521, MRKT 51.521, or undergraduate equivalent.

MANA 6355   (3-3-0)   Sales Management Optimization (S-L)
Evaluate opportunities to convert transactional sales to solution sales. Create and design models for major account management and sales. Evaluate and leverage information to sustain existing accounts, or create new accounts. Design clear buying criteria for sales associates. Assess key sales objectives to increase revenue, improve win rates, improve talent, increase margins, and improve forecasting accuracy. Develop and implement sales management effectiveness. Assess buy cycle / sell cycle and align with corporate strategy.  This course contains a field-based service-learning component. Fall, Spring.
Prerequisite: MANA 51.521, MRKT 51.521, or undergraduate equivalent.

MANA 6356   (3-3-0)   Sales Force Management
Optimize performance of sales team and implement Sales Knowledge Management Best Practices. Execute sales enablement platform to find, use, share, engage sales staff, and functional partners. Create solutions leveraging technology to effectively align strategies across all sales functions. Design metrics to optimize sales processes, strategic benefit/value, increase customer loyalty and repeat business. Optimize competitive differential strategies, reduce “no” decisions, and predict sales success. Assess functional area of alignment in sales and product development, sales and marketing, sales and customer support, and sales and executive management.   Fall, Spring.
Prerequisite: MANA 51.521, MRKT 51.521, or undergraduate equivalent.

MANA 6360   (3-3-0)   Managerial Strategy and Implementation (S-L)
This is an integrative course designed to provide students the opportunity to strategically apply the learning they have gained in previous coursework to organizational management. Students will learn how to implement leadership, communication, change, teamwork, ethics, organizational behavior, and human resources’ skills from their previous classes to uncover and resolve organizational problems. This is the capstone course for the M.A. in Management. Students will apply a service-learning component by implementing the learning in an organization of their choice.   Fall, Spring, Online.
Prerequisite: May be taken only in a student's last semester in the program.

MANA 6370   (3-3-0)   Innovative Leadership (S-L)
Business leaders must prepare for such contemporary realities as the technology revolution, accelerated change, and the information explosion. Today’s leaders must be innovative to meet these challenges. Students will examine creative methods to enhance business problem solving and effective leadership. Students will learn to align managerial structure for innovation and how to lead the innovation process.   This course contains a field-based service-learning component.
Prerequisite: None.

MANA 6371   (3-3-0)   Motivating and Vision Casting*
This course focuses on motivating individuals and teams. Students will gain a better understanding of their leadership style for the purpose of motivating others. Students will examine how leaders and organizations of all kinds communicate to their internal and external stakeholders. Building each student’s oral and written communication capabilities will enhance the ability to effectively communicate in business settings. *Pending approval from the DBU Master's Program Committee.  
Prerequisite: None.

MANA 6372   (3-3-0)   Managing Organizations and Teams (S-L)
This course takes a macro organization perspective to examining management from the perspective of interactions among complex systems. Students will explore the interconnectedness of systems and how they influence human behavior. Learners will examine group processes and organizational design.   This course contains a field-based service-learning component.
Prerequisite: None.

MANA 6373   (3-3-0)   Business Strategy and Planning
Students will understand how to gain the total firm and industry perspectives and ways top managers create and sustain competitive advantage in today’s challenging global marketplace. Students will analyze how firms create and capture value, as well as how to create and sustain a competitive advantage. This course will analyze and manage the elements that create the platform for a successful change process in organizations. Students will know what it means to deeply understand an organization and strategize accordingly.   
Prerequisite: None.

MANA 6410   (4-4-0)   Decision Making
Learners will understand the process of strategic decision-making by examining a range of Learners will understand the process of strategic decision-making by examining a range of contextual factors that influence the decision process. This course covers both the analytical and intuitive frameworks for decision making. Students will learn to interpret and preset information in ways that enable them to solve business problems. Learners will be taught to solve problems using regression analysis and how to apply it in a variety of decision-making contexts. Students will learn to cast a strong internal and external network for information gathering and ascertain how trends are supporting or prohibiting achieving goals.   
Prerequisite: None.

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