Dealing With Difficult People

by Dr. Juan Diaz-Prinz

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      Slides 07 Difficult People NegotiationSkillsStrategies.pdf
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    About the Lecture

    The lecture Dealing With Difficult People by Dr. Juan Diaz-Prinz is from the course Negotiation Skills & Strategies (EN). It contains the following chapters:

    • Working With Difficult People
    • Conflict Escalation
    • From Escalation to SMART Agreements
    • How to Work With Difficult People

    Included Quiz Questions

    1. A cycle of actions and reaction.
    2. Each reaction is a reason to stay in the conflict.
    3. Reoccurring conflict in which the relationship deteriorates.
    4. A circular argument.
    5. A well rounded conflict.
    1. Specific, Measurable, Achievable, Relevant, Timely
    2. Super, Marvellous, Awesome, Real, True
    3. Simple, Minimal, Able, Round, Tried
    4. An agreement that balances concessions.
    5. Carefully worded agreements.
    1. Change the game on them.
    2. Assess with them consequence of non-agreement.
    3. Help them see the benefit of cooperation.
    4. Challenge them.
    5. Give them evidence they will lose.
    1. Reframe from you and me to we?
    2. Focus on interests not positions
    3. Talk about rules and guidelines to negotiation.
    4. Make them weak.
    5. Bring in your allies
    1. Meet unfulfilled interests.
    2. Build on ideas of the other side
    3. Create low cost high value options.
    4. Steal the ideas of the other side.
    5. Show them what they will lose.
    1. Assess BATNA
    2. Joint assessment of cost and benefits
    3. Ask them what they will do if negotiations collapse
    4. Give them an example of their consequences
    5. Show them your power

    Author of lecture Dealing With Difficult People

    Dr. Juan Diaz-Prinz

    Dr. Juan Diaz-Prinz

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