Negotiations

Course Number: 
GAFL 710

Course Type: 

  • Elective

Instructor(s)

Semester: 

  • Fall 2019

Course Format

Hybrid (on-campus and online)
On-Campus
On-Campus Day(s): 
Friday
On-Campus Time(s): 

Fall 2019 on-campus meetings will be held on the following four (4) Fridays all day from 9:30 AM - 5:30 PM (break for lunch from 1 - 2 PM): September 6, October 4, November 1, and December 6.

On-Campus Location:

Online
Online Day(s): 
Monday
Online Time: 
7:45pm - 8:45pm
Course Description: 

To influence public policy you need analytical skills to discover optimal solutions to problems, and good negotiation skills to tailor implementable solutions that address the needs and priorities of multiple stakeholders. What resources you want to invest, whom you engage in discussions, and what you expect to receive in return are open to explicit and implicit negotiations.  This course will provide a working understanding of key negotiations concepts, including: Strategic elements of negotiations – interests, goals, positions, rights, power, value creation, high stakes, disputes; Preparation for and the details of negotiation processes; Ethical encounters and conundrums; Leveraging your strengths / understanding your negotiating personality. You will learn cooperative and competitive strategies, have a solid grasp of the decision-making science of negotiation, and better understand cognitive processes and emotional dynamics that affect the ways people negotiate.

Fels Institute of Government

The Fels Institute of Government
3814 Walnut St. 
Philadelphia, PA 19104

(215) 898-7326
felsinstitute@sas.upenn.edu

Facebook   Twitter   YouTube