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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, Aug 24

  • Entrepreneurship10:00 AM – 12:00 PMCourse intro + Entrepreneurial mindset & mindset shifts Slides — sign in
  • Sales2:00 PM – 4:00 PMCourse Introduction: Importance of sales in business, how we differentiate with customer service, and introduction to the course.What it takes to succeed in sales, Chapter 1 Role Play Slides — sign in
  • Negotiations4:00 PM – 5:30 PMPrincipled Negotiation (Fisher & Ury) Slides — sign in

Wed, Aug 26

  • Entrepreneurship10:30 AM – 12:30 PMSpotting opportunities & problem hunting ("hole markets")
  • Sales2:00 PM – 4:00 PMChapter 1 - Overview of Personal Selling
  • Negotiations4:00 PM – 5:30 PMBATNA and Reservation Points

Mon, Aug 31

  • Entrepreneurship10:00 AM – 12:00 PMCreativity & ideation techniques + Lean Canvas vs. Business Model Canvas (intro)
  • Sales2:00 PM – 4:00 PMChapter 2 - Building Trust and Sales Ethics: Developing Trust and Mutual Respect with ClientsBook 1 Quiz
  • Negotiations4:00 PM – 5:30 PMAnchoring and First OffersTactics for Negotiations Presentation (5%)

Wed, Sep 2

  • Entrepreneurship10:30 AM – 12:30 PMBusiness Model Canvas Workshop
  • Sales2:00 PM – 4:00 PMChapter 3 - Understanding BuyersMock B2B: Research Companies
  • Negotiations4:00 PM – 5:30 PMTactics for Negotiations: Presentations

Mon, Sep 7

  • EntrepreneurshipNo class — Labor Day
  • SalesLabor Day - NO CLASS
  • Negotiations4:00 PM – 5:30 PMLabor Day - NO CLASS

Wed, Sep 9

  • Entrepreneurship10:30 AM – 12:30 PMAI Tooling Deep Dive, Part 1 — Claude for research, ideation & validationBusiness Model Canvas Submission due
  • Sales2:00 PM – 4:00 PM1v1 Role Play #1: Customer Needs Analysis
  • Negotiations4:00 PM – 5:30 PMIn-Class Exercise: Simple Negotiation

Mon, Sep 14

  • Entrepreneurship10:00 AM – 12:00 PMAI Tooling Deep Dive, Part 2 — Lovable for rapid prototyping + current trends (AI-native businesses, solo entrepreneurship)
  • Sales2:00 PM – 4:00 PMChapter 4 - Communication SkillsMock B2B: Prospecting/Lead Gen
  • Negotiations4:00 PM – 5:30 PMBargaining Session 1 – Preparation,Simple Negotiation Preparation Report (5%)

Wed, Sep 16

  • Entrepreneurship10:30 AM – 12:30 PMBusiness 1 kickoff — Team formation & idea selection + intro to Concierge MVP
  • Sales2:00 PM – 4:00 PMGuest Speaker (UB)
  • Negotiations4:00 PM – 5:30 PMBargaining Session 1 – Negotiation

Mon, Sep 21

  • Entrepreneurship10:00 AM – 12:00 PMDistribution, go-to-market & organic growth loops
  • Sales2:00 PM – 4:00 PMChapter 5 - Strategic Prospecting and Preparing for Sales Dialogue; Supplement: Techniques for Effective Prospecting: Cold calling, email outreach, social selling.Mock B2B: Differentiated Value Prop
  • Negotiations4:00 PM – 5:30 PMDistributive vs. Integrative NegotiationBargaining Session 1 – Negotiation Report (7.5%)

Wed, Sep 23

  • Entrepreneurship10:30 AM – 12:30 PMMarket sizing, target market definition & value proposition design
  • Sales2:00 PM – 4:00 PM1v1 Role Play #2: Value Proposition
  • Negotiations4:00 PM – 5:30 PMPower and Influence

Mon, Sep 28

  • Entrepreneurship10:00 AM – 12:00 PMCustomer discovery & interview techniquesMVP Validation Submission Due
  • Sales2:00 PM – 4:00 PMExam 1 - Chapters 1-5 + Supplements
  • Negotiations4:00 PM – 5:30 PMFixed Assets Sales/Purchase Negotiation Exercise - Negotiation

Wed, Sep 30

  • Entrepreneurship10:30 AM – 12:30 PMRevenue models & monetization basics + Unit economics
  • Sales2:00 PM – 4:00 PMChapter 6 - Planning Sales Dialogues and Presentations, LIA ExplainationMock B2B: First Contact/Qualification
  • Negotiations4:00 PM – 5:30 PMBaseball Stadium Rental Negotiation Case Bargaining Session 2 – PreparationFixed Assets Sales/Purchase Negotiation Exercise Report (5%)

Mon, Oct 5

  • EntrepreneurshipNo class — Elections
  • SalesElections - NO CLASS
  • Negotiations4:00 PM – 5:30 PMElections - NO CLASS

Tue, Oct 6

  • EntrepreneurshipMarketing fundamentals, distribution & standing out in a crowded marketSimple Financial Plan
  • SalesNo Class (by appointment) Mock B2B: Presentation / Objection Handling
  • NegotiationsBargaining Session 2 – Negotiation

Wed, Oct 7

  • Entrepreneurship10:30 AM – 12:30 PMClass 15
  • Sales2:00 PM – 4:00 PMNo Class (by appointment) Mock B2B: Presentation 2 / Closing Negotiation
  • Negotiations4:00 PM – 5:30 PMCognitive Biases in NegotiationBargaining Session 2 – Negotiation Report (7.5%)

Mon, Oct 12

  • EntrepreneurshipNo class — Thanksgiving
  • SalesTHANKSGIVING - NO CLASS
  • Negotiations4:00 PM – 5:30 PMThanksgiving - NO CLASS

Wed, Oct 14

  • Entrepreneurship10:30 AM – 12:30 PMSales fundamentals & customer conversations + Team dynamics & leadership
  • Sales2:00 PM – 4:00 PMGuest Speaker (UB)
  • Negotiations4:00 PM – 5:30 PMTestTest 1 (12.5%)

Mon, Oct 19

  • Entrepreneurship10:00 AM – 12:00 PMCompetitive Analysis
  • Sales2:00 PM – 4:00 PMChapter 7 - Sales Dialogue: Creating and Communicating ValueBook 2 Quiz
  • Negotiations4:00 PM – 5:30 PMEmotions in Negotiation; Trust, Reputation & Repeated Games

Wed, Oct 21

  • Entrepreneurship10:30 AM – 12:30 PMPitch Presentation 1 (Business 1 Dragon's Den–style pitch)
  • Sales2:00 PM – 4:00 PM1v1 Role Play #3: Handling Objections
  • Negotiations4:00 PM – 5:30 PMThird-Party Intervention: Mediation & Arbitration; Agency Problems in Negotiation

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 PMTopic TBDCritical 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%)