Overview
The Penn Leadership Education Institute's Introduction to Negotiation virtual workshop is a leadership development program that helps you strengthen your ability to collaborate, resolve conflict, and reach durable agreements. Through a series of interactive simulations and guided discussions, you’ll explore the principles and practices of effective negotiation—learning how to uncover interests, manage conflict, and design creative solutions that advance shared goals.
How would you explain the value of this program to a colleague?
“This workshop was outstanding: engaging, insightful, and genuinely fun from start to finish. Beyond simply learning techniques, the workshop helped build confidence, sharpen communication skills, and deepen understanding of collaborative problem-solving. It was both educational and enjoyable, leaving participants motivated and better equipped to negotiate effectively in any setting.”
Dr. Tamara Thomas Smith
Superintendent of Schools
Upper Merion Area School District
About the Program
Negotiation is the process through which people come together to address challenges, generate solutions, and secure agreements. In that sense, leaders across K12 and higher education institutions, non-profit and community-based organizations, public and private foundations, mission-driven corporations, and government agencies are negotiating every day, all day.
Grounded in research and real-world practice, the workshop invites you to examine both the technical and interpersonal dimensions of negotiation. In live virtual sessions, you’ll learn alongside other leaders as you practice communication and problem-solving strategies that build trust and understanding. You’ll also reflect on how values, emotions, and identity shape negotiation processes.
Throughout the program, you’ll learn how to prepare for and lead important conversations, understand what drives people’s decisions, and find common ground when interests differ. You’ll practice how to listen deeply, ask effective questions, and communicate your goals clearly. Through simulations, role-plays, and guided reflection, you’ll leave the program with practical tools and strategies you can use to approach difficult discussions with clarity, empathy, and confidence.
Day 1 - Exploring the Fundamentals of Negotiation | |
| Time | Topics |
| 12:30-1:00 p.m. | Simulation #1 |
| 1:00-2:30 p.m. | Debrief discussion & Exploration of Fundamental Concepts |
| 2:30-3:30 p.m. | Simulation #2 |
| 3:30-4:30 p.m. | Debrief, Conflict Styles Self-Assessment, and Setting Personal Goals |
Day 2 - Going Deeper in Our Negotiations | |
| Time | Topics |
| 12:30-1:00 p.m. | Dealing with Complexity as a Negotiator |
| 1:00-2:00 p.m. | Simulation #3 |
| 2:00-2:30 p.m. | Debrief Multi-Issue & Multi-Party Dynamics |
| 2:30-3:30 p.m. | Simulation #4 |
| 3:30-4:00 p.m. | Creative Problem-Solving & Securing Agreements |
| 4:00-4:30 p.m. | Closing Out & Looking Ahead |
Dr. Zachary Herrmann is a member of the professional faculty at the University of Pennsylvania Graduate School of Education and is Affiliated Faculty within the Management Department at the Wharton School. Dr. Herrmann teaches and researches topics related to collaboration, team effectiveness, and negotiation. Dr. Herrmann teaches “Collaboration & Conflict” at Penn GSE and “Negotiations” within the MBA program at The Wharton School. Zachary has earned three Excellence in Teaching awards from the Wharton School for his teaching on Negotiations within the MBA program, and leads programs and workshops for professionals across a wide range of fields.
Take the Next Step
Simply click the Register Now button to create an account and submit an application. Group discounts are available. Contact the Penn Leadership Education Institute for more information.