Negotiating with Difficult People

Negotiation can be an important tool for rational problem-solving, where each side is encouraged to "separate the people from the problem". But what if the people are the problem? This course teaches the key strategic and tactical process and behavioral choices that separate rational problem solving and rational competitive bargaining from negotiating with the irrational, violent and narcissistic in the workplace.

Drawing on the techniques used by hostage negotiators, suicide and crises interveners and international peace-makers, this interactive course gives participants many opportunities to practice the behavioral and communication techniques necessary to deal with:

• Hardball competitive tactics
• Manipulating egomaniacs and narcissists
• Tribal politics and the “us/other” mindset
• Liars and manipulators
• Extreme emotional and crisis situations

Through the use of videos, feedback, negotiation simulations and other exercises, you will:

• Develop a successful personal negotiation style
• Evaluate your own negotiation and dispute resolution style
• Improve your own negotiation and dispute

The participants will obtain a certificate from the Luxembourg School of Business. Our school is certified by the Ministry of Education as a lifelong learning organism and member of AACSB (Association to Advance Collegiate Schools of Business).

Lecturer:

Daniel McCray is a lecturer at Cornell University. He is an expert in workplace negotiation, mediation and arbitration. As Practice Leader and Director of the Labor Relations Programs, Daniel McCray is responsible for developing and teaching professional education programs in negotiations, conflict resolution, collective bargaining for professionals working for unions and employers in the United States, Europe and Latin America.

Dan has taught and facilitated dozens of management and union teams, with a particular emphasis on developing and executing an effective negotiating strategy and the skills of an effective negotiator.