Mastering Negotiation Styles: Insights from EDUCAUSE 2025 Workshop
Explore negotiation styles, self-assessment, and effective tactics shared at the 2025 EDUCAUSE seminar to enhance your bargaining and listening skills.
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Chapter 1
Imported Transcript
Timothy Chester
Last week, a colleague and I led a negotiation seminar at the 2025 national EDUCAUSE conference. It was the fourth time in the past decade I’ve offered this workshop, and we were pleased to have more than thirty IT and higher education leaders join us for a half-day session. Over three hours, we explored the full arc of negotiation: from understanding the process and the psychology behind it, to the art of bargaining, preparation, and listening, blending the timeless insights of Chester Karrass with the modern techniques of Chris Voss.
Timothy Chester
As we wrapped up, participants shared what resonated with them the most. The clear favorite was our segment on negotiation styles and the short self-assessment we created to help them identify their own approach, its strengths, and how to adapt to others. In today’s Dispatch, we want to revisit that part of the workshop: expanding on the idea of negotiation styles, how to recognize and respond to them in conversation, and how something as simple as silence can mean very different things to each.