Dealing With Difficult People
Über den Vortrag
Der Vortrag „Dealing With Difficult People“ von Dr. Juan Diaz-Prinz ist Bestandteil des Kurses „Negotiation Skills & Strategies (EN)“. Der Vortrag ist dabei in folgende Kapitel unterteilt:
- Working With Difficult People
- Conflict Escalation
- From Escalation to SMART Agreements
- How to Work With Difficult People
Quiz zum Vortrag
What is a conflict spiral?
- A cycle of actions and reaction.
- Each reaction is a reason to stay in the conflict.
- Reoccurring conflict in which the relationship deteriorates.
- A circular argument.
- A well rounded conflict.
What are SMART agreements?
- Specific, Measurable, Achievable, Relevant, Timely
- Super, Marvellous, Awesome, Real, True
- Simple, Minimal, Able, Round, Tried
- An agreement that balances concessions.
- Carefully worded agreements.
Name three major steps to work with difficult people.
- Change the game on them.
- Assess with them consequence of non-agreement.
- Help them see the benefit of cooperation.
- Challenge them.
- Give them evidence they will lose.
How can we change the game on the other side?
- Reframe from you and me to we?
- Focus on interests not positions
- Talk about rules and guidelines to negotiation.
- Make them weak.
- Bring in your allies
How can we show the benefits of cooperation?
- Meet unfulfilled interests.
- Build on ideas of the other side
- Create low cost high value options.
- Steal the ideas of the other side.
- Show them what they will lose.
How do we assess consequences?
- Assess BATNA
- Joint assessment of cost and benefits
- Ask them what they will do if negotiations collapse
- Give them an example of their consequences
- Show them your power
Dozent des Vortrages Dealing With Difficult People
Dr. Juan Diaz-Prinz
Dr. Juan Diaz-Prinz has spent 15 years working with political, social and economic leaders on improving their conflict management skills. He has taught this subject at various international universities for 13 years. Over the years he has been able to bring together theory and practice of negotiations into a unique approach. Recently, he has been working in the private sector with business leaders to help them find their negotiator's voice.Kundenrezensionen
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