Course Title: Negotiating and Influencing

Part A: Course Overview

Course Title: Negotiating and Influencing

Credit Points: 12.00

Course Coordinator: Dr Jason Downs

Course Coordinator Phone: +61 3 9925 5113

Course Coordinator Email:

Course Coordinator Location: Building 80, City Campus

Course Coordinator Availability: via email

Pre-requisite Courses and Assumed Knowledge and Capabilities


Course Description

This course introduces you to the practices and processes of persuasive communication, such as: making connections through story-telling; the use of narrative to structure communications; influencing others and outcomes; the importance of trust and credibility for effective communication; negotiation skills; active listening and professional pitching. This course will guide you to analyse and evaluate concepts associated with influencing and negotiation, including ethics, power, gender and cultural diversity. The course will develop your skills through preparation and participation in discussion, argumentation and negotiation simulations. You will practice pitching to stakeholders and reflect on feedback received from industry, academic staff and peers.

Objectives/Learning Outcomes/Capability Development


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

  1. Engage stakeholders in the communication process and develop communication structures using narrative concepts.
  2. Critically evaluate, and reflect upon the planning strategies and outcomes appropriate for different kinds of business communications.
  3. Identify and analyse the legal, social and ethical parameters within which parties discuss issues and negotiate outcomes.
  4. Explore effective, appropriate and persuasive collaboration and communication skills for different stakeholder groups through engagement with simulations and industry case studies.
  5. Undertake reflective praxis regarding your progress in developing persuasive communication techniques for a range of business outcomes.

Overview of Learning Activities

This course is delivered as a blend of face-to-face activities and online learning. Learning will be supported through in-class and online activities such as: personal development activities; guest speakers/expert commentators; prescribed readings; practical tasks; seeking and providing peer feedback; and reflective praxis.

Overview of Learning Resources

Various learning resources are available online through MyRMIT Studies/Canvas. Class activities, recordings, notes and outcomes are posted on Canvas.

Resources are also available online through RMIT Library databases and other facilities. Visit the RMIT library website for further details. Assistance is available online via our chat and email services, face to face at our campus libraries or via the telephone on (03) 9925 2020.

Additional resources and/or sources to assist your learning will be identified by your course coordinator and will be made available to you as required during the teaching period.

Overview of Assessment

The assessment tasks, their weighting and the course learning outcomes to which they are aligned are as follows.

Assessment Task 1: 20%
Linked CLOs: 1, 2

Assessment Task 2: 40%
Linked CLOs: 1, 2, 3, 4

Assessment Task 3: 40%
Linked CLOs: 1, 2, 3, 5

Feedback will be provided throughout the semester in class and/or in online forums through individual and group feedback on progress, outcomes and approaches, and by individual consultation.