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.
This workshop 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.
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:
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.