Workshops / Negotiation for Post-Secondary Leaders
Negotiation for Post-Secondary Leaders
2 Consecutive Half-Days
⏰ 9 Hours
💻 Online via Zoom
👥 Interactive & Applied
A structured, practical workshop for leaders across post-secondary institutions — built for the conversations that actually happen in post-secondary environments.
ABOUT THIS WORKSHOP
Built for conversations that matter most
Post-secondary institutions are built on negotiation — even when we don’t call it that. Every conversation about resources, priorities, partnerships, and people involves some form of influence, advocacy, and agreement-building. Whether you are navigating a budget discussion, building a new program partnership, managing a difficult relationship, or making the case for your team’s needs, you are negotiating.
Most post-secondary leaders develop these skills through experience alone. This workshop offers something different: a structured, research-grounded framework for negotiation, paired with practical tools and real-world practice drawn directly from the post-secondary environment.
Participants leave with both the confidence and the language to approach high-stakes conversations more intentionally — and more effectively. Whether you are early in your leadership journey or a seasoned executive, the workshop meets you where you are and builds from there.
DESIGNED FOR THE POST-SECONDARY CONTEXT
This workshop acknowledges the distinctive features of academic culture — shared governance, collegial decision-making norms, collective agreements, and the reality that most leaders negotiate with people they will continue to work with for years. Simulations and examples are drawn from real post-secondary scenarios across academic, administrative, student services, and executive roles.
WHAT YOU'LL LEARN
Learning objectives
Identify their own preferred negotiation style and understand how it shapes their behaviour in institutional contexts
Distinguish between distributive and integrative bargaining and apply each approach appropriately
Apply core negotiation concepts — BATNA, ZOPA, aspiration point, reservation price — with confidence
Recognize how power, interests, positions, and emotion shape negotiation dynamics in collegial environments
Use a structured planning framework to prepare for any negotiation — budget discussions, hiring decisions, partnerships, or difficult conversations
Navigate the complexities of negotiating within academic culture: shared governance, long-term relationships, and reputational stakes
WORKSHOP DETAILS
DURATION
2 Consecutive Half-Days
DAILY SCHEDULE
8:30 AM – 1:00 PM PST
TOTAL HOURS
9 Hours
FORMAT
Online via Zoom
FACILITATOR
David Hannah, PhD
NEXT SESSION
TBD
Ready to Join?
Register now or contact us, and we’ll notify you when the next session is scheduled.
HOW WE LEARN
Learning methods
This workshop is built around doing, not just listening. Every concept is introduced briefly and then immediately applied through one of the following methods.
Self-Assessment
Before Day 1, you complete a validated conflict-handling style instrument and arrive ready to debrief your results in the context of your own leadership practice.
Role-Play Simulations
The core of the workshop. Three structured negotiation simulations — each reframed for the post-secondary environment — conducted in Zoom breakout pairs. You practise real tactics in a low-stakes space before applying them at work.
Structured Debrief
After every simulation, the full group compares outcomes and unpacks what worked, what didn’t, and why. This is where the deepest learning happens.
Peer Coaching
On Day 2, you bring a real negotiation you are facing and work through it with two colleagues using a structured planning framework. You give and receive coaching in equal measure.
Full Group Discussion
Case examples, video clips, and facilitated discussion throughout both days connect concepts directly to the post-secondary context.
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