Learning Negotiation, Power and Influence

Provided by Penn State World Campus

If you are interacting with others at a job, the ability to influence them is critical,” said Stephen Humphrey, professor of management at Penn State’s Smeal College of Business and director of the online Graduate Certificate in Negotiation and Influence program. “You have to be able to talk to other people and get them to say ‘yes’ to the things you want to do.”

Everyone has a need for negotiation skills, from middle managers to department heads to CEOs, Humphrey said. “Negotiation, power and influence are core, social relation aspects of work,” he said. “The most critical factors for a leader are the ability to get the right people in the organization to agree with you. You have to lead them and motivate them.”

The new online Graduate Certificate in Negotiation and Influence offered by at Penn State World Campus, in partnership with the Penn State Smeal College of Business, covers:
– preparing a negotiation strategy,
– understanding ethical challenges,
– negotiating in multiparty scenarios,
– recognizing sources of power,
– influencing without power.

Students will practice negotiating in various scenarios and receive feedback from their instructors and peers. This nine-credit, three-course certificate can be applied toward the online master’s in corporate innovation and entrepreneurship and the online MBA.

For information on programs and the tuition reduction available to you, your spouse and legal dependents, visit Penn State World Campus Edcor website. Penn State Offers more than 150 online programs and access to academic advising, career counseling, and a financial literacy staff that specializes in serving working professionals.