Difficult Negotiations – Manage Hostility, Aggression and Emotions
skydive training

Know how to handle a difficult situation

Increase Revenues – Manage Hostility, Aggression and Emotions

Course Title: Manage hostility, aggression and emotions.

Course Objective:  The student will be able to manage strong emotions that emerge during difficult negotiations, ranging from low-level hostility to outright aggression.  This is a follow-up course to the conflict management course, and presents additional tools required for resolving more extreme situations, where the stronger emotions are manifested.  This course provides a new model for conflict resolution based on three basic approaches:  interests, rights and power and highlights the advantages and disadvantages of each approach.

Intended Participants: Courses are intended for company representatives responsible for reaching economic agreements with foreign companies.

Minimum Requirements:  Fluency in written and spoken English, previous experience in business negotiations.

Course Duration: 4 hrs

Cost:  950,00 Euros

Skills Acquired: In depth understanding of the negotiating process and negotiating goals, as well as understanding the external factors that influence the dynamics of the negotiation.

Course Content:

 1.  Managing Hostility and Aggression
1.1.  Environmental structuring
1.2.  Team building
1.3.  Shared goals
1.4.  Managing the process
2.  Downward and Upward Relationship Spirals
2.1.  Perceptions
2.2.  Confirmatory bias
2.3.  Upward Spiral
3.  Approaches to Conflict Resolution
3.1.  Interests
3.2.  Rights
3.3.  Power
3.4.  Advantages
3.5.  Disadvantages
4.  Prospect Theory
5.  Threats
6.  Difficult Conversations
6.1.  Focus
6.2.  Causes
6.3.  Feelings
6.4.  Identity
7. Emotions
7.1.  Importance of emotions
7.2.  Root of Emotions

Course Summary:  The student will be able to manage strong emotions that emerge during difficult negotiations, ranging from low-level hostility to outright aggression.  This is a follow-up course to the conflict management course, and presents additional tools required for resolving more extreme situations, where the stronger emotions are manifested.  This course provides a new model for conflict resolution based on three basic approaches:  interests, rights and power and highlights the advantages and disadvantages of each approach. The methodology followed is based on the negotiations concepts originally presented by Roger Fisher and William Ury L. These concepts have been updated and revised in this course to include methodologies developed by leading educational institutions in the U.S. such as Harvard University and the University of Notre Dame. The principles covered in this course provide the basis for the development of company wide systematic negotiations procedures, and improving the value and durability of the agreements reached with business partners. The course includes the participation in a simulated negotiation where the participant is able to put into practice the methodologies and concepts presented in the course, and to reinforce new negotiation habits such as planning, goal setting, establishing better personal ties with the opposing party, finding objective criteria, to identify the interests of each party, and to find creative solutions, among other skills.

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