Graduate Certificate in Negotiation and Influence at Pennsylvania State University

The Graduate Certificate in Negotiation and Influence is offered by the Smeal College of Business. The Negotiation and Influence certificate covers basic to advanced content on negotiation skills, delivering students a combination of negotiation theory, case discussion, and hands-on trial and error learning in an effort to identify, refine, and develop
negotiation capabilities. The Negotiation certificate will provide students with knowledge, skills, and practical tools for developing the critical social relation capabilities necessary for success at work.

Course content focuses on: (1) the development of critical dyadic negotiation knowledge and skills; (2) refinement of the skills in an expansion to a multiparty context; (3) helping students identify and gain sources of power at work; and (4) learn how to influence others both with and without the use of power.

• Graduates will be able to demonstrate competency in the foundational concepts and practices of effective negotiation
• Graduates will learn the how to prepare for a negotiation, including identifying their (and their counterparts') interests, effectively operationalize and quantify their interests, and develop a strategy for engaging in a successful negotiation
• Graduates will learn about the ethical challenges associated with negotiation
• Graduates will be able to demonstrate competency in managing various multiparty negotiation contexts, including third-party interventions
• Graduates will learn about the sources of power and be able to effectively manage downwards, horizontally, and upwards
• Graduates will learn how to influence without power, and demonstrate this capability