Course Number: 
GAFL 710


  • Fall 2016
Hybrid Course: 
Yes, this class meets On-Campus and Online.
Hybrid Days and Time: 

This course will meet on campus from 9:30am-1:00pm on the following dates: September 9-10, October 14-15, November 18-19, and December 2-3. The course will also meet online each week on Tuesdays 8-9pm.


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. 

The learning process should be challenging and developmental. The best way to learn and internalize negotiation skills is to practice negotiating in a setting where insight is offered, feedback is plentiful, personal reflection is encouraged, and careful analysis is required. This course is experiential and built around a series of negotiation exercises (simulations which you will conduct) and debriefs (analytical discussions following each negotiation). The number and type of issues on the table, as well as the parties at the table, will vary. Understanding the structure of negotiable issues (resources) will provide you a methodology for preparing strategic information prior to the negotiation and strategically exchanging information at the table, while mindfully tapping your unique approach to build relationships and jointly create and explore opportunities.

Negotiation roles will be randomly assigned with the goal of maximizing interactions among classmates. 

Excelling in the art of negotiation is a lifelong process. Being both cooperative and competitive at the same time, tending both to the task and the relationship, discovering and implementing creative solutions in ever changing environments, and interacting with diverse people all require continuous development of negotiation skills. The skill set you develop and hone will serve you in both your personal and professional life. 

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Contact Information

Fels Institute of Government
University of Pennsylvania
3814 Walnut Street
Philadelphia, PA 19104

Phone: (215) 898-2600
Fax: (215) 746-2829