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Negotiating with Difficult People

Course Number
LR356

Learn key strategic and tactical choices in negotiating with irrational, narcissistic people. Drawing on techniques used by hostage negotiators, participants practice behavioral and communication techniques designed to redirect resistance. Techniques can be used in dealing with difficult people in everyday work like as well as in formal negotiations.

Dates for online sessions will be posted as soon as they are available.
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Cornell ILR will continue to host training programs in Fall 2020. Following the on-going COVID-19 developments, these trainings will be either virtual or in-person. We are committed to the health of our employees and clients and will keep you informed about training options for Fall 2020.We will decide on the mode of delivery based on the guidance from the University and public health officials.. Please contact ilrcustomerservice@cornell.edu with any questions.

Schedule & Details

Course

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 ego maniacs and narcissists
  • Tribal politics and the “us/other” mindset
  • Liars and manipulators
  • Extreme emotional and crisis situations

Key emphasis is placed on how these techniques can be used in dealing with difficult people in everyday work life as well as in formal negotiations.  This course is a part of the Advanced Collective Bargaining Certificate.   

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This course is part of this certificate