Textbooks
Greenberg, Jerald. Managing Behavior in Organizations. 4th ed. Upper Saddle River, NJ: Prentice Hall, 2004. ISBN: 9780131447462.
Cialdini, Robert B. Influence: Science and Practice. 4th ed. Boston, MA: Allyn and Bacon, 2000. ISBN: 9780321011473.
Additional Readings
Carroll, J. S. Introduction to Organizational Analysis: The Three Lenses. Cambridge, MA: MIT Sloan School of Management, unpublished manuscript.
Bowditch, J. L., and A. F. Buono. A Primer on Organizational Behavior. 5th ed. New York, NY: Wiley, 2001. ISBN: 9780471230588.
Golden, D. "Give Me an E. Give Me an S." Boston Globe Magazine, January 7, 1990.
Berg, N. A., and N. D. Fast. "The Lincoln Electric Company." Harvard Business School Case. Boston, MA: Harvard Business School Publishing, 1983. Case: 9-376-028.
Tversky, A., and D. Kahneman. "Judgment Under Uncertainty: Heuristics and Biases." Science, no. 185 (1974): 1124-31.
Van Maanen, J. "The Smile Factory: Work at Disneyland." In Reframing Organizational Culture. Edited by Peter Frost, et al. Thousand Oaks, CA: Sage, 1989, pp. 58-76. ISBN: 9780803936515.
Krackhardt, D., and J. R. Hanson. "Informal Networks: The Company Behind the Chart." Harvard Business Review, July-August 1993, 104-111.
Peters, T. "The Mythology of Innovation, or a Skunkworks Tale." Part II. The Stanford Magazine, 1983.
Beer, M. C. "The Strategy That Wouldn't Travel." Harvard Business Review, November-December 1996, 4-7.
| LEC # | TOPICS | READINGS |
|---|---|---|
| 1 | Introduction |
Greenberg, chapter 1 Cialdini, chapter 1 |
| 2 | The three lenses | Carroll (2002) |
| 3 | Research project methods and examples | Bowditch and Buono (2001) |
| 4 | Perceptions and attitudes |
Greenberg, chapters 3, 5 Cialdini, chapter 3 |
| 5 | Motivation |
Greenberg, chapter 6 Cialdini, chapter 2 |
| 6 | Motivation case | Berg and Fast (1983) |
| 7 | Cognitive style (MBTI) | Golden (1990) |
| 8 | Decision making |
Greenberg, chapter 10 to p. 348 only Cialdini, chapter 7 Tversky and Kahneman (1974) |
| 9 | Negotiation | |
| 10 | Creativity |
Greenberg, pp. 405-418 Peters (1983) |
| 11 | Social influence | Cialdini, chapters 5, 6 |
| 12 | Groups | Greenberg, chapters 7, 9 |
| 13 | Group decision making | Greenberg, chapter 10, p. 348 to end |
| 14 | Organizational analysis | Greenberg, chapter 13 |
| 15 | Networks |
Krackhardt (1993) Cialdini, chapter 4 |
| 16 | Organizational culture |
Greenberg, chapter 12 Van Maanen (1989) |
| 17 | Leadership and power | |
| 18 | Organizational learning | |
| 19 | Presentation skills Guest Lecturer: Karen Boiko, MIT | |
| 20 | 50K team visit | |
| 21 | Organizational change | Greenberg, chapter 14 |
| 22 | The strategy that wouldn't travel | Beers (1996) |
| 23 | The strategy that wouldn't travel (cont.) | |
| 24 | In-class quiz | |
| 25 | Finalist presentations | |
| 26 | Wrap-up |