MBA5211 - Leadership 2: Influence and negotiations - 2019

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

Chief examiner(s)

Professor Patrick Butler

Unit guides



  • MBA Teaching Period 4 2019 (On-campus block of classes)


MBA5111, MBA5112 and MBA5113.


MBA5212 and MBA5213.


Leaders and professionals in organisations face a broad spectrum of issues and problems that require an integrated analytical framework to negotiate strategically and achieve consistent, high-level 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 and other interactive pedagogies, students will learn multiple strategies and tactics and develop practical evidence-based recommendations founded on empirical research.


The learning goals associated with this unit are to:

  1. apply newly acquired skills to negotiate effectively as an individual
  2. apply newly acquired skills to negotiate effectively in a team setting
  3. demonstrate the knowledge to evaluate a negotiation experience and reflect on the process and outcome.


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