MBA5311 - Leadership 3: Influence and negotiations - 2017

6 points, SCA Band 3, 0.125 EFTSL

Postgraduate - Unit

Refer to the specific census and withdrawal dates for the semester(s) in which this unit is offered.


Business and Economics

Organisational Unit

MBA Program

Not offered in 2017


Leaders and professionals in organisations face a broad spectrum of issues and problems that require an integrated analytical framework to negotiate more strategically and achieve more consistent outcomes. Negotiating to create a shared environment, trust and value becomes a critical skill of organisational leaders in complex and dynamic situations. Using interactive simulations, students will learn multiple tactics and gain practical evidence-based recommendations founded on empirical research.


The learning goals associated with this unit are to:

  1. identify and appraise the theory and practice of preparing and implementing negotiations through value-creating and value-claiming techniques
  2. critically assess negotiation as an opportunity to create value for you, your organisation and your stakeholders
  3. develop awareness of the strengths and weaknesses of personal style in negotiations
  4. develop strategic flexibility in negotiation processes
  5. develop confidence and skill in successful preparation, implementation and evaluation of negotiation processes and outcomes.


Within semester assessment: 100%

Workload requirements

Minimum total expected workload to achieve the learning outcomes for this unit is 144 hours per semester typically comprising a mixture of scheduled learning activities and independent study. Independent study may include associated readings, assessment and preparation for scheduled activities. The unit requires on average three/four hours of scheduled activities per week. Scheduled activities may include a combination of teacher directed learning, peer directed learning and online engagement.

See also Unit timetable information



Students must be enrolled in B6016.