Buy at Amazon Greenberg, Jerald. Managing Behavior in Organizations. 4th ed. Upper Saddle River, NJ: Prentice Hall, 2004. ISBN: 9780131447462.

Buy at Amazon 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 Cambridge, MA: MIT Sloan School of Management, unpublished manuscript.

Buy at Amazon 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.

Buy at Amazon 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.

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