Through negotiation simulations and lecture, 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.
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 various negotiations 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.
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.