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:
Dan McCray is a lecturer at Cornell University and an expert in workplace negotiation, mediation, and arbitration. He is the Director of Labor Relations Programs where he manages and teaches Cornell ILR School’s professional programs in collective bargaining, contract administration, arbitration advocacy, and complex negotiations. Dan has worked with hundreds of students across dozens of organizations in the private and public sector in the United States, Latin America, and Europe to develop labor, bargaining, and negotiation strategies, engage in collective bargaining, advocate at hearings, handle complex multi-party negotiations and successfully manage workplace conflict. Prior to becoming Director in 2011, Dan was a management-side Labor Relations Director and Chief Strategist for several multi-billion dollar organizations in the US and practiced law. He is a graduate of Macalester College and New York University School of Law. His current instructional focus is: Advanced Negotiations; Negotiating with Difficult People; Costing; Collective Bargaining; and Managing and Supervising in a Union Environment.
Open Programs Manager
Phone: +352 26 25 89 80
Mobile: + 352 621 659 555