| Type: | Postgraduate Subject |
|---|---|
| Code: | BMBA71-102 |
| EFTSL: | 0.125 |
| Faculty: | Bond Business School |
| Credit: | 10 |
| Study areas: |
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| Subject fees: |
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Description
Decision making, influence and negotiation are central to managerial effectiveness, professional relationships and responsible leadership. In this intensive MBA subject, students will examine how individuals and groups make decisions, how people influence one another, and how negotiators create and claim value in situations of uncertainty, interdependence and competing interests. Drawing on evidence-based theories and practical frameworks, students will learn to define problems, gather relevant information, clarify criteria and interests, generate alternatives and options, evaluate evidence, engage stakeholders, use persuasion ethically and prepare for negotiations using an adaptive planning process. Through cases, simulations, structured reflection and applied activities, students will develop the concepts, tools and habits needed to continue improving as reflective and effective decision makers, influencers and negotiators.
Subject details
Learning outcomes
- Explain and effectively communicate how decision-making, influence and negotiation function as interrelated managerial capabilities in professional, organisational and personal contexts.
- Apply structured processes to complex decision-making and negotiation situations by defining problems, gathering information, clarifying criteria, generating alternatives, evaluating evidence, planning implementation and reviewing process quality.
- Apply appropriate strategies to mitigate barriers to effective judgement and responsible action, including cognitive biases, emotion, time pressure, power dynamics and social influence.
- Communicate how influence and persuasion will be used ethically to engage stakeholders and support decision processes, drawing on evidence, framing, legitimacy, Cialdini's principles, sources of power and appropriate use of generative AI.
- Plan, enact and reflect on decisions and negotiations using an adaptive framework that integrates evidence-based theories and concepts to support continuous learning and improvement.
Enrolment requirements
| Requisites: |
Nil |
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| Restrictions: |
Nil |