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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.

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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.   

Instructors

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Dan McCray
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James Shanahan

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This course is part of this certificate

Effective Collective Bargaining and Simulation

Participants learn  how to develop a negotiating strategy and at-the-table best practices.  Program includes a full-day collective bargaining simulation in which participants negotiate in a small group setting against experienced labor relations professionals with ample opportunity for ongoing, real-time feedback and discussion.


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    Nov 18 - 20, 2020
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    $2195
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    New York, NY


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Conflict Resolution in the Workplace

Using your own workplace situations and simulations, participants will learn to diagnose conflict. Learn about the levels of workplace conflict and how to prioritize conflict resolution by frequency and organizational impact. Participants will learn to understand others’ reaction to conflict and the different resolution approaches than can be employed. 
 


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    Nov 17 - 18, 2020
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    $1695
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    New York, NY


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Advanced Negotiations Strategies and Techniques

Through a series of interactive simulations, participants learn about the conflicting motivations to compete and cooperate in negotiations. The goal is to change the way you think about and approach negotiations, and practice a variety of approaches to understand how their effectiveness varies by situation.
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    Oct 26 - 28, 2020
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    $2195
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    New York, NY


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