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Personal and Professional Development


Influence & negotiation


Definition of attribute


  • Secures the involvement and engagement of others, both within and external to the University
  • Effectively manages conflict to reconcile divergent interests and objectives


Integration of attribute into practice



  • Able to get buy-in and support from others through skilled negotiating
  • Able to bring about mutually beneficial agreement between both parties
  • Forms positive and constructive partnerships which work together to deliver strategic goals
  • Helps others recognise the role of influencing in achieving objectives
  • Effectively resolves conflict and keeps emotions under control


  • Creates strategic networks and uses these to gain support for plans and goals for the benefit of the University
  • Builds commitment and support among multiple groups and stakeholders
  • Persuades others to reach a consensus on issues of institutional impact
  • Encourages others to use a range of appropriate influencing and negotiation techniques


Skills and tools


  • Networking
  • Advocacy
  • Motivating others
  • Negotiating
  • Interpersonal communication skills
  • Political awareness
  • Assertiveness
  • Self-awareness