Negotiation is a core leadership skill for IT professionals navigating the complex, resource-constrained environment of higher education. This interactive, half-day seminar draws on the proven thought leadership of Chester Karrass and Chris Voss to equip attendees with practical strategies for building trust, influencing outcomes, and managing expectations. Participants will explore the four primary negotiation modes—competitive, organizational, personal, and collaborative—while learning how to adapt to different behavioral styles and institutional contexts. Blending Karrass’s principles of structured, interest-based negotiation with Voss’s tactical tools like mirroring, labeling, and calibrated questioning, this session offers a unique fusion of theory and practice. Through real-world role-plays and discussion, attendees will develop the mindset and skill set to lead with empathy, credibility, and strategic influence—turning everyday conversations into opportunities for win-win outcomes.
Outcomes of this workshop:
Note: Participants who successfully complete this preconference workshop will be eligible to receive an EDUCAUSE microcredential. To earn this digital badge, you must complete a brief workshop evaluation and share two key learning outcomes from your experience. All registered participants will receive an email on October 29 with instructions for completing these steps. Completion of both is required. To learn how to accept and make the most of your microcredential, visit the EDUCAUSE Microcredential website.
