Executive Certificate in Global Negotiations

Develop your understanding of cross-cultural negotiation tactics and discover your power position and power approach.

Negotiation is an art acquired over time by understanding who your audience is, and how you can best communicate with them. Handling global communication and negotiation is a delicate task, and crafting agreements is a constant challenge in an ever-changing global environment. Stakes are higher and negotiations trickier when the parties involved come from different cultures and customs. Thunderbird Online's Executive Certificate in Global Negotiations prepares you to develop a winning global negotiation strategy by teaching you powerful tools to help maximize leverage, minimize misunderstandings and effectively execute your negotiation plan.


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Real-World Benefits



  • Learn and understand time-tested negotiation approaches for global strategy management.
  • Develop winning strategies appropriate for a wide range of negotiation situations in multicultural environments.
  • Review a cultural communication framework and the 10 dimensions of cultures.
  • Discover proven techniques for recognizing and leveraging trust in a diverse context.
  • Identify and understand strategies for determining cultural preferences and gaps in a multicultural negotiation.
  • Define key methods of preparing and planning for global negotiation success.
  • Understand the necessary strategies for working through an impasse or breakdown in a negotiation.
  • Develop and perfect techniques for identifying and using "hardball" negotiation strategies to your advantage in a global setting.

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Online courses begin the first Monday of every month.

To receive your Executive Certificate in Global Negotiations, you must register for and complete each of the three component courses online.


To earn the Executive Certificate or individual "certificates of completion," participants are required to:

  • Submit two discussion board postings to Week 4 & Week 8 Discussion Boards
  • Complete the End-of-Course Assessment with a score of 70% or higher
  • Complete the End-of-Course Survey

Thunderbird Online's Executive Certificate in Global Negotiations is ideal for business individuals who are looking to enhance their understanding of cross-cultural communication, negotiation tactics, and identifying cultural differences.

Who Should Enroll?

  • Working Professionals – Improve your marketability in today's global marketplace.
  • Experienced Executives – Gain expertise in a global business focus area.
  • Potential MBA Candidates – Get a taste of the Thunderbird MBA by enrolling in your online certificate. Thunderbird's tuition credit program will grant you up to $5,000 toward your Thunderbird degree program.
  • Post MBA – Focus on a specific business area to enhance your global knowledge.

The Thunderbird Online Executive Certificate in Global Negotiations is led by Professor Karen S. Walch, Ph.D., and Professor Denis Leclerc.

Professor Karen S. Walch, Ph.D., Associate Professor and Consultant at Thunderbird School of Global Management, has an academic background in international negotiation, cultural competencies, and global mindset. She has over 30 years of experience in various business and academic contexts, including: insurance, law, tourism, aquaculture, security studies, and MBA graduate education. Dr. Walch pursued a Ph.D. in International Political Economy and Negotiation at the University of WI while working in business, political, and legal settings. Dr. Walch’s interests are in the area of political and social-psychological factors in communication and negotiation.

Professor Denis Leclerc, Ph.D., is a Clinical Professor of Cross-Cultural Communications and Global Negotiations at the Thunderbird School of Global Management. He teaches several Thunderbird programs including the full-time MBA program, Global MBA On-Demand, Executive MBA program and custom corporate programs. His areas of expertise are focused on global communications and other aspects of global business, particularly cross-cultural communication competence, global negotiations and leading with a global mindset.

View Professor Leclerc's video on Negotiating with a Global Mindset.

Your Thunderbird Online Executive Certificate courses include:

  • All online study materials
  • Access to the Thunderbird learning environment
  • Certificate at the completion of your course and/or Thunderbird Executive Certificate


Single Program Fee: $1,980
Three-Course Certificate Track: $4,455
(a 25% savings)

The continuing education unit (CEU) is a recognized method of quantifying participation in an organized continuing education experience under qualified instruction. One CEU is equal to 10 contact hours of time spent in such an educational experience. The main purpose of CEUs is to provide a permanent record of the educational accomplishments of an individual who has completed non-credit educational and career enhancement activities.

Each participant receives 1.5 CEUs per online course completed, equating to 4.5 CEUs for the entire online executive certificate program.

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Tuition Credit Opportunity

Earn up to $5,000 in tuition credit when you participate in a Thunderbird Online Executive Certificate. Not only do you get world-class instruction in the intricacies of global business and leadership - but you get a taste of what Thunderbird is all about. Now, you have an opportunity to expand your Thunderbird education with our exclusive tuition credit.

Next Certificate Course Starts in 19 Days!

Executive Certificate In Global Negotiations

    Student Experiences

    "I am enrolled in my first of three classes with Thunderbird. When I was researching what my next educational step should be, one phone conversation with a Thunderbird Online representative convinced me that Thunderbird would be the most beneficial program both educationally and professionally. He told me that what you learn in Thunderbird today, you will apply in your work place tomorrow."

    "I chose a Thunderbird Online certificate because of the quality and structure of the courses. The material and information have immediate applicability to my job. The online learning programs allow me the flexibility to do the work according to my schedule within the week. I have been very impressed by the quality instruction and the structure of the online classes."

    "Thunderbird Online's courses offer a unique learning experience because of the interactive learning process, multicultural environment and easy to navigate online learning system. By taking part in the online executive certificate, I have learned how to enhance my communication style and negotiation skills which have helped me become a more successful professional in a global working environment."

    "I will be using a lot of the concepts to develop programs and to improve the global area that I manage. I know that I will be able to negotiate as more of a problem-solver and collaborator to achieve superior outcomes in the future. Thanks for all of the terrific information - great class!! "

    "The Executive Certificate in Global Negotiations was eye opening for me, and the course material has been right on the money. I have absolutely loved this certificate and know that I have learned so much that I can apply to my daily activities. It has also fueled my desire to know even more about negotiations and its processes. I look forward to my next Thunderbird course!"

    "I am very satisfied with this course, including content, Professors, e-facilitator and Thunderbird Online support. Opposed to other "book" based programs that I've taken, I thoroughly enjoyed the multi-resource educational experience including videos, readings, quizzes, and more that this program provided. "

    "I just finished my first course and I only have good things to say about it. I did my studying three evenings per week, and found it very useful. The teacher is top notch, and I am looking forward to getting the complete executive certificate."

    "I am very thankful to be learning from and sharing knowledge and experience with many other people from various backgrounds through Thunderbird Online's program. It opens the door to thinking outside the box, looking at an issue from multiple dimensions, and learning to positively resolve conflicts. Thunderbird Online is one of the best interactive tools for people to communicate and share experiences. "

    "I enjoyed the course and certainly got a lot out of it. I do believe I have benefited and will be able to take new ideas into dealing with issues and opportunities at work. I liked the case vignettes the most as they fundamentally enhanced my learning of the various topics within the course."

    "The class is well thought out. It is global and local centric in terms of what should be considered in the sustainability spectrum. As a TBird alum, I was aware of the executive education programs at the school. Thunderbird has been producing well thought out programs for over 30 years. After my career was influenced by Thunderbird, I recognized I had reached a distinctively different path. I can attest that I am pleased and look forward to completing the Thunderbird Online program. "

    "It was from recommendations from leaders in my organization that I decided to take my first Leadership course with Thunderbird. The online format happened to suit my needs perfectly in order to sustain work-life balance. Having completed this course, I can see why they spoke so highly about the program. There was enough flexibility, yet there was work to be done on time. The “organization” of the course is excellent. I wish this is how everything was taught. The course began by presenting the big picture, discussed details into each component, and then tied everything together at the end of the course. There is plenty to read, learn and enjoy! "

    "If you are a person looking to receive the skills necessary to enhance your career, but are unable to attend a MBA or EMBA, then this is the opportunity for you. The core competencies of this program are taught by the professors at the brick and mortar campus. This will help boost your resume and assist you in developing the international skills that you are looking to attain. I know people that have attended Thunderbird, and others that have taken the online certificate programs. I reiterate, this information is very similar from the degree to the certificate program, only in a condensed version. I highly recommend both programs as one of the best, if not the best, in the world! "

    "After retiring in 2007 from my role in managing change leadership, I wanted to validate my continuing career journey. I decided to enroll in an Executive Certificate from Thunderbird, and new doors were opened for me! "

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