LAW5464 Negotiation and influence: Strategy and skills
Faculty of Law
LAW5464 Negotiation and influence: Strategy and skills is a level 5, 6-credit-point, postgraduate unit from the Faculty of Law. It isn't offered in 2027. It has no prerequisites.
- Credit points
- 6
- Offered in 2027
- Other periods
- Monash Law Chambers
- Assessment
- No exam
- 5 tasks
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Requisites
Before LAW5464
Prohibitions
You can't enrol if you have passed any of these.
After LAW5464
No unit lists LAW5464 as a prerequisite in the 2027 handbook.
Enrolment rules
Juris Doctor students (L6005) who commenced their course in or before 2026 must have completed a minimum of 72 credit points of study.
Juris Doctor students (L6005) who commenced their course in 2027 or later must have completed a minimum of 60 credit points of study.
Overview
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.
Offerings in 2027
| Teaching period | Campus | Mode |
|---|---|---|
| Term 4 | Monash Law Chambers | On campus, block |
Assessment
- Participation / ContributionDemonstration5%
- Presentation10%
- QuizQuiz / Test15%
- Negotiation SimulationDemonstration30%
- Written ReflectionWritten40%
Assessment details may change. Please refer to the assessment information in Moodle closer to the start of the teaching period.
Learning outcomes
When you finish this unit, you should be able to:
- 1
Recognise their own and others' negotiating behaviours and their interplay across a range of contexts.
- 2
Understand and apply the theory of principled negotiation along with a range of other strategies and methods.
- 3
Make negotiation and influence decisions based on conscious, rational, informed choice, from a broad array of available tools.
- 4
Demonstrate logical, creative and collaborative skills in generating real-time appropriate responses in a variety of interpersonal contexts.
- 5
Communicate with and present to others in way that is clear, efficient, appropriate and ultimately persuasive.
- 6
Participate in multi-party and cross-cultural appropriate judgement in these contexts.
- 7
Reflect on and assess their own and others' capabilities and performance, with a view to continuing personal and professional development.
Workload and teaching
- Workshops24 hours
- Teaching approachActive learning
Minimum total expected workload to achieve the learning outcomes for this unit typically comprises of a mixture of scheduled learning activities and independent study applicable to a 6 credit point unit. Learning activities may include a combination of teacher directed learning, peer directed learning, and online engagement.
Learning resources
Required resources
See the Moodle unit page for prescribed and recommended resources. Prescribed texts are usually available for purchase through the University Bookstore and are sometimes available for short-term loan or as eBooks through the library.
Where it fits
LAW5464 is part of 2 areas of study in the 2027 handbook.
Common questions
What are the prerequisites for LAW5464?
LAW5464 has no prerequisites, but enrolment rules apply.
When is LAW5464 offered?
LAW5464 has no offerings listed in the 2027 handbook.
Does LAW5464 have an exam?
No. LAW5464 has 5 assessment tasks and no exam.
Which majors and minors include LAW5464?
LAW5464 is part of Dispute resolution; and Labour and employment law.