Bene' lectures share eclectic faculty knowledge
This spring, the
Kellogg School presented three more special opportunities
for others to learn from the teaching and research of its
top professors. Nota Bene, a 2004 innovation introduced by
Kellogg, is a forum to share knowledge with the school's second-year
MBA students as they approach graduation. The presentations
are designed to be both thought-provoking and practical, offering
students real-world insights they will soon be able to implement
in the work force. The lectures are especially valuable to
second-year students who did not have the chance to learn
from these professors in the classroom.
Recent Nota Bene
lectures were given by Steven Rogers, the Gordon and Llura
Gund Family Professor of Entrepreneurship and director of
the Levy Institute for Entrepreneurial Practice at Kellogg;
Victoria Medvec, the Adeline Barry Davee Professor of Management
and Organizations and director of the Kellogg Center for Executive
Women; and Hayagreeva Rao, the Richard L. Thomas Distinguished
Professor of Leadership and Organizational Change.
introduced his area of expertise, entrepreneurship, to an
audience of some 400 Kellogg Class of 2005 students, their
families and friends during Graduation Week. The lecture employed
the Socratic method, a favorite of Rogers, and resulted in
an interactive group session that explored the nature of entrepreneurs
and how they achieve success.
delivered her Nota Bene presentation on the topic "10 Key
Strategies for Negotiations," one of her areas of research.
the importance of, among other things, laying the groundwork
for negotiations with good preparation that assesses one's
goals; setting an aggressive goal; improving one's BATNA ("Best
Alternative to Negotiated Agreement"); establishing a reservation
price and scoring system; negotiating at the "package level"
rather than issue by issue; and making the first offer while
leaving sufficient room to concede.
"Those who speak
first win" in negotiation, Medvec told the audience. "The
first offer creates an anchoring effect" that then serves
as the touchstone for others' estimates.
"Make the first
offer to define the 'fair' territory," she said.
presentation, "Interagency Coordination," illustrated the
challenges that occur when problems must be addressed across
multiple jurisdictions. He accented the importance of how
"design should accomplish cognitive and motivational repair,"
and he cited examples that included the misdiagnosis of the
West Nile Virus and events leading up to a "friendly fire"
incident in Iraq, to drive home the dangers of a variety of
logical fallacies, including circular reasoning. He also provided
some frameworks and processes that would have helped avoid