LAW5464 · Negotiation and influence: Strategy and skills

Overview

Like it or not you are a negotiator and communicator. Whether you're a project manager or procurement officer, lawyer, human resource consultant or c-suite executive, whether you're in sales or marking, strategy or business development, whatever your role, whichever your industry, developing an ability to effectively negotiate and communicate with influence is absolutely essential. Drawing on ideas first developed at the Harvard Negotiation Project and from a variety of other research perspectives, this unit is designed to rapidly improve participants' ability to negotiate and influence. Adopting an intensive blended learning approach that incorporates lectures, readings, simulation, exercises and discussion, participants will: analyse different negotiating styles; practice utilising a myriad of negotiation and communication strategies and tools; learn how to collaborate, create and claim more value; influence and communicate more effectively (including how to persuasively present); deal with challenge and difficult tactics; and reflect on multi-party and cross-cultural issues.

Offerings

Assessment

The Handbook does not list a final examination among the assessment items. That is not a guarantee there is none.

Assessment details may change. Please refer to the assessment information in Moodle closer to the start of the teaching period.

Requisites

Learning outcomes

1. Recognise their own and others' negotiating behaviours and their interplay across a range of contexts;
2. Understand and apply the theory of principled negotiation along with a range of other strategies and methods;
3. Make negotiation and influence decisions based on conscious, rational, informed choice, from a broad array of available tools;
4. Demonstrate logical, creative and collaborative skills in generating real-time appropriate responses in a variety of interpersonal contexts;
5. Communicate with and present to others in way that is clear, efficient, appropriate and ultimately persuasive;
6. Participate in multi-party and cross-cultural appropriate judgement in these contexts; and
7. Reflect on and assess their own and others' capabilities and performance, with a view to continuing personal and professional development.

Workload

Minimum total expected workload to achieve the learning outcomes for this unit typically comprises of a mixture of scheduled learning activities and independent study applicable to a 6 credit point unit. Learning activities may include a combination of teacher directed learning, peer directed learning, and online engagement.

Student experience, not official rules. Nothing here changes what the Handbook says.