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Assessment Brief 2025/26
Please ensure you read the assessment question or task carefully and fully understand what is being
asked.
If anything is unclear or you have questions, please post them on the course Moodle Discussion
Forum, and a member of the teaching team will respond directly there.
Assessment Information
Course Code MGT4108
Course Title Art of Influencing
Course Coordinator David Potter
Assessment Weighting 100%
Question release date 22 September 2025
Submission date: 03 December 2025
Grades and Feedback to be released on: 07 January 2026
Word limit Please see below detailed in Questions (+/-
10%) Refer to word limit policy
Action to be taken if the word limit is exceeded One grade deduction in-terms of band range
1. QUESTION/ DESCRIPTION OF ACTIVITY
Type of assessment (e.g.,
individual, group)
Individual assignment
Assessment Method(s)
(e.g., essay, presentation,
journal, video, etc.)
The assignment has 3 choices. Two of which are report/essays, and
one is a combination of report/essays and a power point presentation.
ILOs assessment is
evaluating 1. Critically reflect on how to manage internal emotional, cognitive,
and behavioural states to enhance influencing prospects.
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2. Apply a range of influencing techniques to practical circumstances
and scenarios.
3. Analyse social relationships with a rapport building model.
4. Evaluate methods for gaining social influence.
5. Design a strategy for influencing social situations.
Assessment Question:
Assignment Option 1 – Influencing a person
For this 2,500-word assignment excluding references, you are required to prepare for, conduct,
report on and reflect on an in-depth influencing experiment which you have carried out since the
start of this course. Do not use an influencing attempt conducted in the past.
1. Describe your influencing situation in the present, in an abbreviated form, to allow you room to
justify your choice of model/s and to reflect fully on the outcome.
2. Select a combination of several influencing ideas from the course which suggests a way of
influencing another person.
3. Critically review the influencing idea/s engaging with literature.
4. Apply your chosen idea/s to a real-life situation. This part of your answer should contain the
following sections:
a) Identify the person(s) whom you wish to influence as Mr X or Miss/Mrs Y . Do not name them.
b) With reference to your influencing idea/s and wider course concepts develop and describe your
influencing approach. State what you are going to say and do, how you are going to set up the
situation and why.
c) Carry out your plan. As you do so, observe what happens. Make detailed notes on what happened
as soon after the event as possible.
d) Reflect on what happened. What did you say and do How did the other person respond What
went to plan, what did not Were you wholly successful, partly successful or a failure Think about
your personal relationship with your influence and other factors that may have affected the
influencing experience.
e) Critically evaluate the outcome in the light of your influencing ideas and its/their shortcomings
and limitations. If you were to do this again, what might you do differently In conclusion, what have
you learnt about the concept of influencing from this activity f) Relate your thinking, key findings
and evolving discussion points to relevant literatures inclusive of research findings and theory.
Assignment Option 2 – Influencing your graduate job application
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This assignment has 2 key tasks. The aim of this assignment is to apply your influencing skills to your
graduate job seeking and to the recruitment process. Imagine you have been granted an interview at
Google or another organisation of your choice. You have been asked to give a presentation on ‘How
you will contribute to the future development of this organisation’ (10-minute PowerPoint
presentation).
Task 1: You are to draft a 2,250-word report detailing your strategy for crafting and delivering the
presentation using influencing techniques explored throughout the course. With reference to course
methods, theory and the wider literature drawing from an evidence base describe in detail your plan
for preparing and giving this presentation, make explicit your reasoning considering your knowledge
of the organisation and of yourself. Link your discussion and thinking to relevant research findings
and theory from a critical perspective.
Task 2: In conclusion, give a 250-word summary of what you have learnt from this whole exercise
and the actions you will take in your graduate job seeking as a result. Link your discussion themes
with relevant literature and theory.
Assignment Option 3: Relationship Management
You are to consider that you are employed as a consultant for a leading consultancy practice
specialising in relationship management improvements. The client is a largescale catering
organisation. It obtains business from competitive tendering and active upselling in its many
restaurants. You are to develop a training programme for the managers and service staff to enable
improved influencing skills to improve relationship management and sales outcomes. The aims are:
Improve tender success
Increase unit sales by 10%
Improve client / contractor relations Improve management/staff relations
Build support with suppliers to develop sales campaigns
Improve team leaders’ capabilities The training programme should detail the influencing skills that
are to be targeted for improvement and the methods to be employed. For example, building rapport
as a influencing skill supported by an explanation of the skills required to build rapport.
You could select a catering or hospitality business that you are familiar with. Scanning websites and
press for topical issues facing these service organisations would be useful.
The assignment should be 2,500 words excluding references and should follow the following
structure:
Introduction
What does the research tell us
Short review of the importance of influencing skills training
Clients issues
Objectives
Key stakeholders
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Influencing skills to be targeted (specific to each stakeholder group inclusive of definitions and
justifications are required) and critical evaluation linked with literature.
Methods to be used (Definitions and justifications are required) and critical evaluation linked with
literature
Evaluation of Relevant theory to inform practice
Sample training day schedule, word count excluded within a table.
Desired training outcomes
Measurement methods inclusive of critical evaluation of this aspect of the intervention.
Conclusion
2. ASSESSMENT RUBRIC/ CRITERIA Each criteria is equally weighted.
Criteria Excellent Very good Good Satisfactory Weak
Analytical
ability
Clearly
identifies and
responds to
the key
elements of
the question
and presents
an excellent
synthesis of
relevant
ideas
Clearly
identifies and
responds to
the key
elements of
the question
and presents
a very good
synthesis of
relevant
ideas
Identifies and
responds to
the some of
the key
elements of
the question
and presents
a good
synthesis of
relevant
ideas
Identifies and
responds to
some
elements of
the question
and presents
a satisfactory
synthesis of
relevant
ideas
Fails to
consistently
identify the
key elements
or respond
adequately to
the question
and fails to
consistently
present a
satisfactory
synthesis of
relevant
ideas
Using
literature
sources
effectively to
support
discussion
themes
Clearly and
consistently
applies an
excellent
range of
literature
sources to
the question
under
Applies a very
good range of
relevant
literature
sources to
the question
under
discussion
Applies a
good range of
literature
sources to
the question
under
discussion
Applies a
satisfactory
range of
relevant
literature
sources to
the question
under
discussion
Fails to
consistently
apply an
appropriate
range of
relevant
literature
sources to
the question
under
discussion
Effective use
of referencing
to support
Consistently
uses Harvard
Uses Harvard
referencing
for the
Uses Harvard
referencing
for most of
Uses Harvard
referencing
for much of
Fails to
consistently
use Harvard
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the
presentation
of evidence
referencing
throughout
majority of
the
discussion
the
discussion
the
discussion
though
inconsistently
referencing
for the
majority of
the
discussion
Structure
Consistently
clear
structure that
allows for a
focused
discussion
and analysis
Clear
structure that
allows for a
focused
discussion
and analysis
for much of
the answer
Good
structure but
some
weaknesses
of focus at
points
Satisfactory
structure, but
weaknesses
mean some
sections less
clear and
focused
Unsatisfactor
y structure
that
interferes
with a
focused
discussion
and analysis
Theory and
Practice
Consistently
and highly
insightful
content
engaging with
practice and
theory in an
innovative
manner
A times
insightful
content at
times
showing an
ability to
engage with
practice and
theory in an
innovative
manner
Showing a
limited ability
to engage
with practice
and theory
though not in
an innovative
manner
The work
leans heavily
towards
description
and has very
limited
engagement
with theory
or innovative
practices.
Fails to
evidence any
productive
engagement
with theory
and or
innovative
practices.
Critical
engagement
with
literature
Clear and
consistent
evidence of
extensive,
relevant
critical review
of both peer reviewed and
practitioner
level
materials to
inform your
thinking
Evidence of
some critical
review of
additional
materials
though a bit
inconsistent.
Work is
mainly
descriptive
with very
scarce
examples of
critical insight
There is a of
critical
distinctive
lack of
engagement
leaning
towards
weak
descriptive
representatio
n.
There is little
if any
evidence of
critical
engagement
with
literature.
Application of
techniques
Excellent
identification
and very well
justified
selection of
most
appropriate
techniques
Very good
identification
and very well
justified
selection of
most
appropriate
techniques
There was
evidence of
some ability
to identify
relevant
techniques
and justify
their
selection
There is a
satisfactory
level of
applying
techniques
leaning
towards
weak
There is little
if any
evidence of
identification
of relevant
techniques
and
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representatio
n.
justification
of their
selection.
3. FEEDBACK METHOD
The assignments will be evaluated and graded and feedback provided relative to each element of
the marking criteria on Moodle.