Matthias Schranner comments on:

The two hostages, Jessica Buchanan and Poul Thisted, were kidnapped in Galkayo in the Mudug Region of Somalia on 25 October. Like in hundreds of piracy cases in the Horn of Africa, here, too, the release of the two employees of the aid organization was negotiated in a negotiation cell of the crisis staff.

The USA used a good tactic in her conflict with Iran: a warning that was conveyed through the press.

The conflict between Iran and the USA in the Persian Gulf becomes more serious. First, the government in Teheran threatened to block oil transports in the strategically important Strait of Hormuz—and now, in addition, it announces maneuvers with “long-range missiles”.

The conflict between Iran and Israel is entering the next escalation level. From a negotiation perspective, the statements coming from the Israeli government are an anchor, and they are intended to force potential allies to commit quickly.

Christopher Schramm is an expert for crisis management at the Schranner Negotiation Institute. He talks about one of the key elements which is often used in difficult negotiations.

20./21. October 2011: Why do so many negotiations fail during the last minutes? Is it because of critical mistakes during the final phase, or are the causes for failing generated much earlier?

Poker players distinguish between a bluff (deception by way of playing) and the oral bluff (deception by way of an oral remark).

We should distinguish between your feelings and those of your negotiation partner.

Der Verhandlungsprozess um Stuttgart 21 war von Anfang an falsch definiert. Wer die Definitionen der einzelnen Schritte nicht kennt, sollte sie auch nicht benutzen.

Generally, in a beginning of a negotiation, an early final decision should be avoided. The one who is setting too early a final commitment, might suddenly loose one’s face within the negotiation process. In some cases a clear final statement is on the one hand obviously very promising and advantageous, but there are also several risks involved.

Es ist keine Kunst, den Verhandlungspartner zum Reden zu bringen. Viele Verhandlungspartner reden sogar zu viel. Es zählt die Qualität der Aussage, nicht die Quantität.

Deutsche Verhandlungsführer verhandeln effektiv, beziehungsorientiert und seriös. Eine rationale Verhandlungsführung und ein schneller Abschluss gelten in der deutschen Managerwelt als positiv. Arabische Verhandlungsführung wie im Basar oder chinesische Strategien erscheinen uns fremd und vor allem unseriös. Dieses spielerische Element der Verhandlung aus anderen Ländern finden wir nicht erstrebenswert. Da bleiben wir doch lieber sachlich und seriös.