In this seminar participants are assumed to be experienced in various types of negotiations and have a good understanding of the nature and the solutions to the negotiation problem. That is, how to reach agreements that are beneficial and implementable.
However, it is often the case that the Other, the party you are negotiating with, is either ignorant or unwilling to negotiate productively. This may occur because of no training, bad training, or simply as a choice: to use hard-ball (dirty) or manipulative tactics in order to achieve their goals, at your expense. In other words, this seminar deals with the cases where the Other is the problem.
Not negotiating with these problem-people is, indeed, an option, but should be the last option whenever there is, despite their counterproductive attitude, margin for mutual gain. On the other hand, negotiating under such pressure is clearly problematic. This seminar navigates in the area between these two extremes. It aims to assist participants in recognizing when the other side aims to simply impose their view and, henceforth, how to respond to such manipulative tactics in ways that do not derail the negotiation, whenever possible. The ultimate objective is not necessarily to secure a negotiation outcome, but rather to ensure that whenever a negotiation outcome may be reached it will be reached.