Negotiations

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Course Number: 
GAFL 7100

Course Section:

001

Program: 

  • Executive MPA

Course Type: 

  • Elective

Instructor(s):

Semester: 

  • Fall 2022

Course Format:

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

This is a hybrid course, with synchronous, online meetings and once-monthly, on-campus meetings in Philadelphia, PA. Fall 2022 on-campus meetings will be held the following 4 Fridays from 9:30 a.m. - 5:30 p.m.: September 9, October 14, November 11, and December 9. The class will also meet online weekly on Monday evenings from 7:00 - 8:00 pm.

On-Campus Location:

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

Fels Institute of Government

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

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