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Course schedule

Dates, times, and topics for all three courses. Lecture slides and readings are available after you sign in.

Mon, Oct 26

  • Entrepreneurship10:00 AM – 12:00 PMPitch Presentation 1 (Business 1 Dragon's Den–style pitch)
  • Sales2:00 PM – 4:00 PMMock B2C Sales Contest - Cold Approach (Groups of 2)
  • Negotiations4:00 PM – 5:30 PMIndividual Interviews (one-on on with instructor)Reflection – Portfolio Report (5%) Reflection – Interview (5%)

Wed, Oct 28

  • Entrepreneurship10:30 AM – 12:30 PMBusiness 2 kickoff — Rapid prototyping a digital/AI product with Claude & Lovable
  • Sales2:00 PM – 4:00 PMChapter 8 - Addressing Concerns and Earning Commitment Social Science Fair Guest Speaker
  • Negotiations4:00 PM – 5:30 PMIndividual Interviews (one-on on with instructor)

Mon, Nov 2

  • Entrepreneurship10:00 AM – 12:00 PMCanvas & value proposition, reapplied to the digital venture
  • Sales2:00 PM – 4:00 PMMock B2B Sales Contest - Cold Calls (Groups of 2)
  • Negotiations4:00 PM – 5:30 PMDeception, Lying & Information Asymmetry

Wed, Nov 4

  • Entrepreneurship10:30 AM – 12:30 PMDigital business models (subscription, marketplace, AI-native)
  • Sales2:00 PM – 4:00 PM1v1 Role Play #4: Closing the Sale
  • Negotiations4:00 PM – 5:30 PMNike vs Foot Locker

Mon, Nov 9

  • Entrepreneurship10:00 AM – 12:00 PMPricing strategy + Financial literacy (simple P&L, break-even analysis)
  • Sales2:00 PM – 4:00 PMChapter 9 - Expanding Customer RelationshipsBook 3 Quiz
  • Negotiations4:00 PM – 5:30 PMLabour Relations and Collective BargainingNike vs Foot Locker Submission (7.5%)

Wed, Nov 11

  • Entrepreneurship10:30 AM – 12:30 PMIterating on user feedback
  • Sales2:00 PM – 4:00 PMProgress Report Presentations Day 1
  • Negotiations4:00 PM – 5:30 PMLabour Relations and Collective Bargaining Session 3 – Negotiation

Mon, Nov 16

  • Entrepreneurship10:00 AM – 12:00 PMLegal & administrative basics (registration, contracts, IP)Pricing Document Submission due
  • Sales2:00 PM – 4:00 PMProgress Report Presentations Day 2
  • Negotiations4:00 PM – 5:30 PMHardball TacticsBargaining Session 3 – Negotiation Report (7.5%)

Wed, Nov 18

  • EntrepreneurshipNo class — UEA Exams
  • SalesUEA Exams - NO CLASS
  • Negotiations4:00 PM – 5:30 PMUEA Exams - NO CLASS

Mon, Nov 23

  • Entrepreneurship10:00 AM – 12:00 PMSales fundamentals & customer conversations + Team dynamics & leadershipCritical Hypotheses + Market Interviews due
  • Sales2:00 PM – 4:00 PMSupplement: Sales Metrics + Incentivization
  • Negotiations4:00 PM – 5:30 PMCostco vs. Coca-Cola / Section vs. Section – Preparation

Wed, Nov 25

  • Entrepreneurship10:30 AM – 12:30 PMPresentation: Marketing + Distribution due
  • Sales2:00 PM – 4:00 PMChapter 10 - Adding Value: Self-Leadership and Teamwork
  • Negotiations4:00 PM – 5:30 PMCostco vs. Coca-Cola / Section vs. Section – Negotiation in N-521 (UB)

Mon, Nov 30

  • Entrepreneurship10:00 AM – 12:00 PMFundraising, handling investor questions & objections
  • Sales2:00 PM – 4:00 PMClosing, Sales Psychology, Creating UrgencyBook 4 Quiz
  • Negotiations4:00 PM – 5:30 PMMultiparty and Team Negotiations

Wed, Dec 2

  • Entrepreneurship10:30 AM – 12:30 PMFailure and Pivoting
  • Sales2:00 PM – 4:00 PMExam Prep
  • Negotiations4:00 PM – 5:30 PMBargaining Session 4 – PreparationCostco vs. Coca-Cola Report (5%)

Mon, Dec 7

  • Entrepreneurship10:00 AM – 12:00 PMEntrepreneurship Review Exam (case-based)Entrepreneurship Review Exam
  • Sales2:00 PM – 4:00 PMExam 2 - Chapters 6-10 + Supplements
  • Negotiations4:00 PM – 5:30 PMBargaining Session 4 – Negotiation

Wed, Dec 9

  • Entrepreneurship10:30 AM – 12:30 PMPitch Presentation 2 (Business 1 Dragon's Den–style pitch)
  • Sales2:00 PM – 4:00 PMFinal Presentations Day 1
  • Negotiations4:00 PM – 5:30 PMThe Ask GapBargaining Session 4 – Negotiation Report (7.5%)

Thu, Dec 10

  • EntrepreneurshipPitch Presentation 2 (Business 1 Dragon's Den–style pitch)
  • SalesFinal Presentations Day 2
  • NegotiationsTestTest 2 (12.5%)