Influence, Negotiation & Stakeholder Management

Postgraduate | 2026

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Area/Catalogue
BUSI 5059
Course ID icon
Course ID
203166
Level of study
Level of study
Postgraduate
Unit value icon
Unit value
6
Course level icon
Course level
5
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Inbound study abroad and exchange
Inbound study abroad and exchange
The fee you pay will depend on the number and type of courses you study.
No
University-wide elective icon
University-wide elective course
No
Single course enrollment
Single course enrolment
No
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Note:
Course data is interim and subject to change

Course overview

The aim of this course is to practically apply advanced negotiation and influence tactics and develop plans to achieve successful stakeholder management for win-win negotiation outcomes. 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.

Course learning outcomes

  • Critically apply advanced knowledge of 'Negotiation Strategies' to identify high-priority issues, trade-offs, aspirations and walk-away points, as well as to identify facilitating and obstructing negotiation behaviours, thoughts, assumptions and emotions, in the self and in others.
  • Understand and evaluate the effectiveness of core fundamental strategies for 'Influence and Persuasion' to identify cognitive biases in decision-making, communication effectiveness enablers and cultural/ethical barriers in international multi-nation defence negotiations.
  • Critically apply advanced knowledge on 'Stakeholder Management' to classify key stakeholders. Synthesise the stakeholder analysis to choose the relevant negotiation tactics for: building rapport and trust; achieving strong coalitions; and developing a negotiation plan to achieve financial and relational negotiation outcomes.

Prerequisite(s)

N/A

Corequisite(s)

N/A

Antirequisite(s)

N/A