In this Dispatch, we explore what negotiation reveals about leadership—especially within the complex, trust-dependent dynamics of higher education. Drawing from the careers of prominent CIOs and the insights of Chester Karrass and Chris Voss, we examine why extreme anchoring may win the moment but lose the room. Instead, we spotlight three durable strategies—clear concessions, early agenda-setting, and transparent openings—that foster influence over time. Whether you’re leading a systems overhaul or building cross-campus alignment, this episode invites you to negotiate with the kind of integrity that keeps you in the room.

Based on Substack article:

https://dispatchesinternetpioneer.substack.com/p/anchors-empathy-and-the-art-of-staying

Energetic Business Background Music by LolaMoore -- https://freesound.org/s/754966/ -- License: Attribution 4.0

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