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Negotiating with Difficult People

Course Number
LR356

Learn key strategic and tactical choices in negotiating with irrational, narcissistic people. Drawing on techniques used by hostage negotiators, participants practice behavioral and communication techniques designed to redirect resistance. These techniques can be used in dealing with difficult people in everyday work like as well as in formal negotiations.

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Effective March 16, 2020, the educational programs scheduled to be delivered at our New York City facility will be moved to virtual delivery, where possible, or rescheduled. For those programs that do not lend themselves to a distance-education format, we will postpone them until we receive guidance from the University and public health officials that it is safe to hold those programs in-person. Please contact ilrcustomerservice@cornell.edu with any questions. We will provide updates as they become available from the University.

Schedule & Details

Course

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:

  • Hardball competitive tactics
  • Manipulating ego maniacs and narcissists
  • Tribal politics and the “us/other” mindset
  • Liars and manipulators
  • Extreme emotional and crisis situations

Key emphasis is placed on how these techniques can be used in dealing with difficult people in everyday work life as well as in formal negotiations.  This course is a part of the Advanced Collective Bargaining Certificate.   

Instructors

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Dan McCray
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James Shanahan

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This course is part of this certificate

Effective Collective Bargaining and Simulation

Participants learn  how to develop a negotiating strategy and at-the-table best practices.  Program includes a full-day collective bargaining simulation in which participants negotiate in a small group setting against experienced labor relations professionals with ample opportunity for ongoing, real-time feedback and discussion.


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    May 13 - 15, 2020
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    $2195
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    New York, NY



Register for Effective Collective Bargaining and Simulation

See more dates and locations for Effective Collective Bargaining and Simulation

Effective Collective Bargaining and Simulation

Participants learn  how to develop a negotiating strategy and at-the-table best practices.  Program includes a full-day collective bargaining simulation in which participants negotiate in a small group setting against experienced labor relations professionals with ample opportunity for ongoing, real-time feedback and discussion.


  • Circle with checkmark Icon
    May 13 - 15, 2020
  • Circle with checkmark Icon
    $2195
  • Circle with checkmark Icon

    New York, NY



Register for Effective Collective Bargaining and Simulation

See more dates and locations for Effective Collective Bargaining and Simulation

Harassment Prevention in the Workplace

Examine current legal and policy concerns and best practices related to preventing harassment and retaliation. Learn HR, managers and employee approaches for responding to inappropriate behaviors. Practice prevention strategies for creating a respectful workplace. including providing individual feedback. Review requirements for training and explore preventive training options beyond legal standards.
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    Mar 30, 2020
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    $995
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    New York, NY



Register for Harassment Prevention in the Workplace

See more dates and locations for Harassment Prevention in the Workplace