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Business professionals negotiating a deal
Graduate Certificate in
Negotiation and Influence


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. 

Course List — Graduate Certificate in Negotiation and Influence

Required Courses (9 credits)

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
Nittany Lion Shrine

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