Negotiating with difficult people – Online

Register 5 weeks in advance and get an early bird discount of 10%


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.

Who should attend?

  • This online program is useful for managers and executives who need to influence others or negotiate with other co-workers or clients. Participants from all functional areas and all industries are welcome.

Program Objectives

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


  • 3rd of March 2021 – From 18:00 to 19:30 CET
  • 10th of March 2021 – From 18:00 to 19:30 CET
  • 17th of March 2021 – From 18:00 to 19:30 CET
  • 24nd of March 2021 – From 18:00 to 19:30 CET
  • 31st of March 2021 – From 18:00 to 19:30 CET


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.

How to register

Julien Alves
Open Programs Manager
Phone: +352 26 25 89 80
Mobile: + 352 621 659 555
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Executive Education offers training designed to develop your leadership skills, expand your business knowledge and connect you to a network of peers.


+352 26 25 89 80

46 Côte d'Eich, 1450 Luxembourg


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