DEAL OR NO DEAL: 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? 

Matthias Schranner illustrated that conflicts do not arise suddenly, but are recognisable from early on. Professor Staub recommended that conflict-prone subjects be introduced into the negotiation at an early stage. The legendary murder investigator Josef Wilfling uncovered lies, Matthias Siegried gave insights into the world of UN negotiations, Dr. Hanning reported on how teams are managed, and Helga Hengge lead the audience to the top of Mount Everest with spectacular footage. 

There was agreement on all talks: The final phase is critical and must be prepared to perfection. Those who leave the result to chance will be punished with “NO DEAL”.

All talks lead to one result: A difficult negotiation is an unavoidable conflict. Giving in too quickly and offering compromises are always negative. The conflict must be resolved step by step.