LAW5464 - Negotiation and influence: Strategy and skills - 2018

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.



Chief examiner(s)

Tom Harber

Quota applies

Enrolments are capped at 34 for this unit.

Unit guides


City (Melbourne)

  • Term 3 2018 (On-campus)


LAW4160, LAW5344


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.


Upon successful completion of the unit, participants will:

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

This unit is open to cross-faculty Monash enrollment and to those external to Monash wishing to enroll in a single unit (assessed or unassessed).

Participants who complete the unit may also be eligible to receive advanced standing for components of PLT programs and/or credit toward industry CPD hours.


In Class Assessment (contribution, presentation, test): 30%

Negotiation Role Play: 30%

Written Assignment (3000 words): 40%

This unit applies to the following area(s) of study

Project Management and IT

Business and Economics

Social Sciences


Commercial Law

International and Comparative Law

Workplace and Employment Law

Government Law and Regulatory Practice

Media and Communications Law

Dispute Resolution

Environment & Sustainability