Negotiating with Fairies and Dragons
In business and team management, not every counterpart follows the rules of conventional logic. This course immerses you in the art of negotiating with disruptive psychological profiles, teaching you to identify and manage everything from the elusive volatility of “fairies” to the overbearing dominance of “dragons”. You will learn tactical tools to disarm hostility, set clear boundaries and reach solid agreements in emotionally complex environments.
Module 1: The Charming Predator Profile
Objective: Identify and neutralize counterparts who use charm and emotional manipulation.
Introduction: “The angel who turns out to be the wolf.”
- Part 1: The tactical charmer at the first meeting.
- Part 2: False scarcity as a weapon.
- Part 3: How discipline breaks down in the face of immediacy.
Conclusion: Defuse the urgency to regain positional control.
Module 2: The Dependent Theatrical Profile
Objective: Manage counterparts who use victimhood and drama.
Introduction: “When drama replaces substance.”
- Part 1: Using offense as a shield.
- Part 2: Broken promises.
- Part 3: Emotional exhaustion.
Conclusion: Anchor in facts and ignore the theater.
Module 3: The Structural Egoist Profile
Objective: Negotiate with people who demand special treatment.
Introduction: “The sun of the solar system.”
- Part 1: Spotting false competence.
- Part 2: False delegation.
- Part 3: Holding your position in the face of contempt.
Conclusion: The tactical trade-off method.
Module 4: The Rigid Moralizing Profile
Objective: Unlock rigid negotiations.
Introduction: “When the process outweighs the agreement.”
- Part 1: Information overload.
- Part 2: Minimum viable product.
- Part 3: Closing without conflict.
Conclusion: Shift from the “how” to the “what.”
Module 5: The Structural Suspicious Profile
Objective: Handle distrustful counterparts.
Introduction: “Seeing conspiracies everywhere.”
- Part 1: Paralysis through distrust.
- Part 2: Over-explaining.
- Part 3: Controlled truth.
Conclusion: Controlled transparency.
Module 6: Cross-Cutting Strategies
Objective: Tools that apply to any toxic profile.
Introduction: What always works.
- Part 1: Saying “no” without justifying it.
- Part 2: Tactical walk-away.
- Part 3: Emotional recovery.
Conclusion: The strategic negotiator’s kit.
Module 7: Self-Protection for the Negotiator
Objective: Recognize the psychological impact and set boundaries.
Introduction: “The negotiation that reshapes you.”
- Part 1: Mirroring the counterpart.
- Part 2: Emotional exhaustion.
- Part 3: Tactical armor.
Conclusion: Final preparation.
Course Wrap-up
Final Module: The Dawn of the Strategic Negotiator.
Supplementary Materials: Quick guide, analysis template and tactical ten commandments.
