Graduate Certificate in Negotiation and Influence
Managers need the ability to effectively negotiate and utilize their influence to construct profitable agreements, gain support, close a deal, and implement solutions. Effective negotiators are typically excellent listeners, creative and analytical thinkers, and persuasive speakers. They use their skills and influence to gain acceptance for their solutions, products, or ideas and ensure their strategies are implemented.
The 9-credit Graduate Certificate in Negotiation and Influence, developed by the internationally ranked Smeal College of Business and offered online through Penn State World Campus, can provide a foundation in these vital negotiation tactics.
The program includes courses to help you develop critical negotiation skills and knowledge that can help you identify and gain sources of power at work. You will have the opportunity to refine those skills in multiparty negotiation scenarios, demonstrating how to influence others with and without the use of power.
Step Up to a Master's Degree
You may pursue this certificate as a standalone credential, or use it as a stepping stone to the following Penn State online degree programs. The credits you earn in your certificate can count toward your master’s degree requirements, should you apply and be accepted to one of these highly competitive programs.
- Master's in Corporate Innovation and Entrepreneurship
- Master of Business Administration
- Master's in Strategic Management & Executive Leadership
- Master of Supply Chain Management
Curriculum
The 9-credit Graduate Certificate in Negotiation and Influence consists of 3 required courses that are designed to blend in-depth information about negotiations, power, and influence with hands-on, trial-and-error learning to help you develop strong negotiation skills. This program may help you become more successful in the workplace, regardless of your role or current level.
Courses are structured to allow you to complete assignments when and where it's most convenient for you. While courses are autonomous, you will have the opportunity to interact and engage with fellow classmates through integrated experiences. This peer-to-peer interaction enhances your learning experience while strengthening your professional network on a global scale.
| Title | Abbreviation | Description | Credits |
|---|---|---|---|
| Negotiation Theory and Skills | BA 805 | Delivers an overview of the difference between traditional (distributive) bargaining and interest-based (or integrative) negotiations; students can learn to identify their own and others' interests, create and claim value, and craft constructive agreements for all parties. | 3 credits |
| Power and Influence | MGMT 565 | Provides students with the frameworks, concepts, and tools that allow them to diagnose individual and organizational sources of power and influence, as well as to wield these sources of power and influence in an ethical and responsible way. | 3 credits |
| Complex Negotiations | MGMT 821 | Introduces the theory and practice of negotiation in a variety of settings, with specific emphasis on multiparty context; the course will allow students to develop these skills experientially and to understand negotiation in useful analytical frameworks. Prerequisite: BA 805 |
3 credits |