Army leaders cannot achieve all military objectives single-handedly. Army leaders are
realizing that their span of responsibility is greater than their span of control, extending influence
is more complex than using authority, and working by, with, and through others to accomplish
missions requires influence and negotiations. The Army has multiple entities that have developed
varying levels of influence and negotiation training and materials. However, it is fragmented,
redundant, and haphazard.
Developing and providing a doctrinal framework focused on influence and negotiations
would help unify and focus the education and training efforts to develop leaders with effective
influence and negotiation skills.
This research project will assess and determine best practices and develop the
preliminary program directive material for a doctrinal leadership techniques publication on
influence and negotiation.