Influence, Negotiation & Stakeholder Management

Course aim

To practically apply advanced negotiation and influence tactics and develop plans to achieve successful stakeholder management for win-win negotiation outcomes.

Course content

This course equips executive leaders with negotiation skills to develop strong plans and implement influence and persuasion strategies while managing multiple negotiation stakeholders to achieve win-win outcomes.

Participants will learn and apply techniques and tools to identify high-priority issues, trade-offs, aspirations and walk-away points in negotiations, analyse the defence-related power bases of negotiators and evaluate the appropriate negotiation tactics (power plays; emotional regulation and offer-making) to develop a negotiation plan and strategy.

In order to execute these techniques and tactics, participants will also develop the knowledge on how to build rapport and trust and achieve strong coalition building to impact financial and relational negotiation outcomes.

Textbook(s)

Nil

Prerequisite(s)

Nil

Corequisite(s)

Nil

Teaching method

Note: These components may or may not be scheduled in every study period. Please refer to the timetable for further details.

Assessment

Case study, Critical analysis, Problem solving exercise, Reflection

Fees

EFTSL*: 0.125
Commonwealth Supported program (Band 4C)
To determine the fee for this course as part of a Commonwealth Supported program, go to:
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Fee-paying program for domestic and international students
International students and students undertaking this course as part of a postgraduate fee paying program must refer to the relevant program home page to determine the cost for undertaking this course.

Non-award enrolment
Non-award tuition fees are set by the university. To determine the cost of this course, go to:
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Not all courses are available on all of the above bases, and students must check to ensure that they are permitted to enrol in a particular course.

* Equivalent Full Time Study Load. Please note: all EFTSL values are published and calculated at ten decimal places. Values are displayed to three decimal places for ease of interpretation.