1. The Art of Negotiation
Pablo G. Molina, Campus CIO, AVP of IT and Adjunct Professor
Georgetown University
Professional Development Committee Member, EDUCAUSE

2. The Career Counselor EDUCAUSE Quarterly
Eric Bird, AVP for Technology at Massachusetts College of Art and Design
Jeffrey Cepull, VP of Information Resources and CIO at Philadelphia University
Joy Hatch, Vice Chancellor, ITS of the Virginia Community College System
Nancy Hays, Manager, Publishing Operations, EQ Editor
Lisa Trubitt, Assistant CIO for Policy and Communications of University at Albany, SUNY Me

3. THE PROBLEM To the Career Counselor:
I have held my current position within my institution for the last 8 years, and enjoy the job, the challenges it has to offer, and the folks I work with. Just recently a colleague retired, and we have now hired someone new to take their place. I now seem to find myself in constant disagreements and discussions, and am having to negotiate things that have been in place for many years. The situation is creating a lot of stress in me, and my division – and is making all of us look a little foolish. Do you have any suggestions on how to effectively deal with conflict or tips on negotiating to a better solution?
— Conflicted Techie

4. Emotions and empathy
Listen for what is felt as well as said. This simple exercise will allow you to connect more deeply to the needs and emotions of others, as well as your own. It also strengthens us and makes it easier for others to hear us.
Put yourself in the shoes of others.

5. Outcomes
Make resolution the priority rather than winning or "being right". Furthering the mission of the institution should be your goal, and being respectful of the other person, and their viewpoint should always be your first priority.

6. Past, present and future
Focus on the present. Do not hold on to old hurts or resentments for they will impair your ability to assess the current situation. Focus instead on what you can do here, and how that might resolve the problem.

7. Impasse
Pick your battles wisely. Conflicts can be draining, so weigh all the options and consider if this issue is worth your time and energy. it’s important to consider whether the issue is really worthy of your time and energy for the results that might be achieved.
Keep your ego in check.
Know when to let something go. If you cannot come to an agreement, agree to disagree.
Creativity, bargaining, quid-pro-quo, time-shifting, etc.

8. Readings and resources
General business books: The 7 Habits of Highly Effective People, The Five Disfunctions of a Team, and Now, Discover Your Strenghts.
Negotiation books, i.e. Getting to Yes: Negotiating Agreement without Giving in.
Negotiation programs in law schools, i.e. Harvard’s.
Mentors, mediators, coaches and specialists.

9. Questions?
Contact the EDUCAUSE Professional Development Committee members.
and/or
me at