Course Title: Negotiation and Influence

Part A: Course Overview

Course Title: Negotiation and Influence

Credit Points: 12.00


Course Code




Learning Mode

Teaching Period(s)


RMIT University Vietnam


830H School of Business and Management


Viet2 2018

Course Coordinator: Victor Kane

Course Coordinator Phone: (+84-28) 3776 1300 ext. 2094

Course Coordinator Email:

Course Coordinator Location: RMIT University Vietnam - Saigon South

Pre-requisite Courses and Assumed Knowledge and Capabilities

050974 - Design Thinking for Business (BUSM4534/BUSM4535 or equivalent course code)

008901 - Leadership and Management (BUSM1530/BUSM2411/BUSM4000 or equivalent course code)

Course Description

Through a series of group simulations, exercises, feedback, and debrief sessions, this course will provide students with the fundamentals of effective negotiation strategies and communication. Students will become equipped with a toolkit to address a range of contexts that call for negotiation skills. The experiential learning approach will guide towards a better awareness and understanding of negotiation strategies and tactics to apply to real-world negotiations. Whether students encounter cooperative or distrustful counterparts, or are confronted with multiple stakeholders, the core concepts presented in the course will help them develop wiser decision-making strategies under pressure, a more systematic framework to prepare for and execute negotiations, and greater facility in approaches for creating and capturing value in negotiation.

Objectives/Learning Outcomes/Capability Development

  • Proficiency in oral presentation and writing skills (English)
  • Analytical and problem-solving skills
  • Ability to work cooperatively in teams

Objectives/Learning Outcomes/Capability Development

On successful completion of this course you will be able to:

  1. Demonstrate an advanced and integrated understanding of negotiation and dispute resolution;
  2. Analyse and research complex problems relating to negotiation and make reasoned and appropriate choices amongst alternatives;
  3. Show effective, appropriate and persuasive collaboration and communication skills through engagement with communication skill exercises and negotiation simulations.
  4. Demonstrate self-management skills in a professional context and reflect on and assess your own capabilities and performance, and make use of feedback as appropriate, to support personal and professional development.

Overview of Learning Activities

Overview of Learning Activities

In this course you will be encouraged to be an active learner. Your learning will be supported through various in-class and online activities comprising individual and group work. These may include prescribed readings; sourcing, researching and analysing specific cases; solving problems; conducting presentations; producing written work and collaborating with peers on set tasks or projects.

Overview of Learning Resources

Overview of Learning Resources

From 2018, Canvas is RMIT University's Learning Management System. Canvas is a flexible online system which will provide you with an engaging and exciting learning experience as part of your studies with us. The Canvas platform will be the primary site for you to gain access to all the resources designed to support your learning in this course. Your Canvas portal can accessed by logging into the following RMIT page:

Overview of Assessment

Overview of Assessment

 The assessment alignment list below shows the assessment tasks against the learning outcomes they develop.

Assessment Task 1 (Individual): Participation and discussion of negotiations and case materials 40% 
Linked CLOs: 1, 2, 3, 4

Assessment Task 2: Group Presentation 30% 
Linked CLOs: 1, 2, 3, 4

Case Analysis Paper (Individual) 30%
Linked CLOs: 1, 2

Feedback will be provided throughout the semester in class and/or in online forums through individual and group feedback on practical exercises and by individual consultation.