Negotiations Strategies and Techniques (October)

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


Through negotiation simulations and lectures, participants learn and practice a variety of approaches to negotiations, how their effectiveness varies by situation, the effectiveness of their own style and how to flex it. The key emphasis is placed on how these techniques can be used in business negotiation as well as dealing with difficult people in everyday work life.

Who should attend?

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.

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 various negotiation techniques. During this two-day workshop, a series of interactive simulations provide a common reference point for all participants to discuss negotiation concepts. The goal is to change the way you think about and approach negotiations.

  • Power and dependence in negotiation
  • Decision-making processes and flaws
  • Relationships, ego, and emotion
  • Extreme emotional and crisis situations
  • Interests, positions, and expectations
  • At-the-table process and structure
  • Dynamics of negotiation tactics and techniques
  • Multi-party and internal team bargaining


Dan 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, Dan 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.

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

19 Rue Eugene Ruppert, L-2453, Luxembourg - Grand-Duchy of Luxembourg


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