Readings

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 Cambridge, MA: MIT Sloan School of Management, unpublished manuscript.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: 9-376028. 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 1 Introduction READINGS Greenberg, chapter 1

LEC # TOPICS

READINGS Cialdini, chapter 1

2 3

The three lenses Research project methods and examples

Carroll (2002) Bowditch and Buono (2001) Greenberg, chapters 3, 5

Perceptions and attitudes

Cialdini, chapter 3 Greenberg, chapter 6

Motivation

Cialdini, chapter 2 Berg and Fast (1983) Golden (1990) Greenberg, chapter 10 to p. 348 only

6 7

Motivation case Cognitive style (MBTI)

Decision making

Cialdini, chapter 7 Tversky and Kahneman (1974)

Negotiation Greenberg, pp. 405-418

10

Creativity

Peters (1983) Cialdini, chapters 5, 6

11

Social influence

LEC # TOPICS 12 13 14 Groups Group decision making Organizational analysis

READINGS Greenberg, chapters 7, 9 Greenberg, chapter 10, p. 348 to end Greenberg, chapter 13 Krackhardt (1993)

15

Networks

Cialdini, chapter 4 Greenberg, chapter 12

16

Organizational culture

Van Maanen (1989)

17 18 19 20 21 22 23 24 25 26

Leadership and power Organizational learning Presentation skills Guest Lecturer: Karen Boiko, MIT 50K team visit Organizational change The strategy that wouldn't travel The strategy that wouldn't travel (cont.) In-class quiz Finalist presentations Wrap-up Greenberg, chapter 14 Beers (1996)