Negotiations

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Course Number: 
GAFL 710

Course Section

001

Program: 

  • Executive MPA

Course Type: 

  • Elective

Instructor(s)

Semester: 

  • Fall 2021

Course Format

Hybrid (on-campus and online)
On-Campus

On-campus meetings will be modified for summer and fall 2021 in accordance with COVID-19 guidelines.

On-Campus Location:

On-Campus Location: 

Fall 2021: This is a hybrid class. It will meet Mondays via Zoom from 7:00 - 8:30 p.m. and in-person on the following Fridays: 9/10, 10/8, 11/12, 12/10 from 9:30 a.m. - 5:30 p.m.

Online
Online Day(s): 
Monday
Online Time: 
7:00 - 8:30 p.m.
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.

This is a "hybrid" course, with synchronous, online meetings and once-monthly, on-campus meetings in Philadelphia, PA. Also, please note there is an additional $150 online course fee.

Fels Institute of Government

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

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