Dispatches from an Internet PioneerDeep Dive: The Negotiation Escalation Ladder
This episode explores the subtle ways conversations shift from collaboration to confrontation, breaking down the five rungs of the negotiation escalation ladder. We discuss how to recognize each move — from quiet bargaining and extreme anchors to appeals to authority and personal attacks — and share practical strategies to stay grounded and protect relationships under pressure. You’ll learn how to respond with calm clarity instead of impulse, use tactical empathy to defuse tension, and preserve trust even when emotions run high. Whether you’re managing a tough deal or navigating delicate internal dynamics, this conversation offers a practical guide for leading with patience, awareness, and lasting credibility.
About the podcast
Technology is reshaping higher education, leadership, and the economy—but the biggest challenges aren’t just technical, they’re cultural and structural. Created by Timothy Chester, this podcast explores the real impact of AI, automation, and digital transformation on universities, work, and society. With a sociologist’s lens and decades in higher ed IT leadership, he cuts through the hype to uncover what truly matters.
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