Dealing with Difficult Tactics

OVERVIEW

Building off of the foundational skills and frameworks introduced in MWI’s Negotiation Skills Workshop, MWI’s Dealing with Difficult Tactics course will offer helpful advice, tools and additional frameworks designed to address the most difficult negotiators, complex scenarios and challenging tactics.

While graduates of MWI’s Negotiation Skills Workshop understand the value of taking a collaborative approach to negotiation and recognize the benefits of negotiating in a way that helps the parties develop a long-term, durable, mutually beneficial relationship for sustained value generation, other people you negotiate with may not share the same approach. Many negotiators believe it is better to be “difficult” in a negotiation, utilizing manipulative tactics, throwing the other side off balance in order to “win” the negotiation.

This workshop is designed to address those difficult behaviors. Rather than responding in kind and degenerating the negotiation, often to all parties’ detriment, it is important to engage and to educate the other side on the benefits of collaboration, bringing them on board with a more productive approach that is proven to better meet the needs of all parties over the long-term.

This session is designed to help participants productively address:

• Manipulative tactics
• Threats
• Discrepancies in information and perceptions
• Stonewalling and other disengaging behavior
• Lack of accountability and follow through with agreements

Participants in this advanced MWI Negotiation Skills Workshop can expect to learn how to:

• Build a working language that will allow them to speak productively with difficult people;
• Diagnose and address unproductive behavior;
• Lead the Interest-based process of negotiation;
• Respond in difficult negotiation situations without further escalating the problem;
• Respond to threats and otherwise uncooperative behavior;
• Separate the people from the problem; and
• Communicate clearly and effectively in order to build and improve working relationships.

For more information on MWI's Negotiation Philosophy and Approach, click here.

WHO SHOULD ATTEND

Anyone who has previously graduated from MWI’s (or any other providers’) Negotiation Training Program.  This program is especially useful for:

• Sales or Purchasing Professionals
• Executives
• Managers
• Human Resources Professionals
• Customer Service Representatives
• Business Consultants
• Mediators and other ADR Professionals
• Attorneys
• Educators
• Social Service Professionals

. . . and other professionals interested in improving their ability to proactively and successfully negotiate in difficult circumstances with clients, colleagues, suppliers, partners and others.

PARTICIPANTS WILL RECEIVE

• One full day of advanced negotiation training;
• An interactive, hands-on, skill-building approach;
• Case studies, role-plays and opportunities for small group discussions;
• Tools for preparing for and reviewing challenging negotiations;
• Negotiation manual and accompanying resources;
• A low-risk and safe environment for learning;
• A Certificate of Completion
• Morning and afternoon refreshments
• CEU’s: An application is pending for 8 Category 1 Continuing Education Hours for relicensure with NASW and 8 Category 1 Continuing Education Hours with MMCEP for LMHCs.

PRAISE FOR MWI'S NEGOTIATION SKILLS WORKSHOPS

"Trainers were poised, knowledgeable, catalytic and they genuinely seemed to enjoy what they were doing and to enjoy the company of all of us. That’s a treat!"

"This was an extremely powerful and far reaching workshop with its greatest strength lying in the people involved in it."

"Great course - most practical training I’ve had in a long time."

DATES / TIMES

Friday, June 8, 2012
9:00 AM to 5:00 PM
Boston, Massachusetts

Click here for additional dates and times

REGISTRATION AND COST
The cost of the training is $375 per person (or $325 if registered a month in advance). Please call 800-348-4888 x24 or send an email to This e-mail address is being protected from spambots. You need JavaScript enabled to view it. for a brochure and registration form. Space is limited to 30 participants.  Space is limited to 30 participants.

LOCATION

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The training team will include one of the following trainers

Chuck Doran

Paul Giragos

Audrey Lee

Monica Parker

Anthony Wanis

Special Guest Speakers have included:

• Doug Stone and Shelia Heen, co-authors of "Difficult Conversations"
• Daniel Shapiro, Associate Director of the Harvard Negotiation Project and author of "Beyond Reason" with Roger Fisher
• Melissa Manwaring, teaches negotiation at Babson College and is the former Director of Curriculum Development at the Program on Negotiation at Harvard Law School
  

Click here for a brochure

For additional information about MWI's Open-Enrollment Negotiation Skills Workshops, please contact Chuck Doran at This e-mail address is being protected from spambots. You need JavaScript enabled to view it. or 800-348-4888 x22.