For many years, Matthias Schranner was the police negotiator for hostage-takings and other violent crimes. In his seminar “Negotiations on the edge – the 7 principles” he explains proven successful negotiation techniques, which you will be able to implement immediately in your business dealings. Many practical examples illustrate the appropriate approaches for purchasing, sale, price, and contract negotiations, with particular focus on difficult situations.
You will learn the principles of difficult negotiation and will find out how to control yourself and your negotiation partner.
- Goal – Strategy – Tactic
- Definitions for your goals in difficult negotiations
- Strategic vs. intuitive negotiation
- Successful negotiation techniques
The affective phase at the beginning of the negotiation
- Dealing with unjustified demands
- What should you do with threats?
- Analysing the negotiation partner
- Analyse the motives behind the positions
- Police and FBI negotiation tactics
- Listening in vs. listening
- Leading the negotiation
- Negotiating with irrational partners
- Proper behaviour during a stress situation
- Stabilise the negotiation partner
- Set up your own team following FBI rules
- Negotiating with groups
- Recognising and controlling manipulative tactics
- Resolving a deadlock
- Warning vs. threat
- Commonalities vs. opposites
- The fire-fighter uniform
- “Ultima ratio” – the last rational action
- Trust, but verify
- Written formulations for the agreement
- Breaking off? If yes, how?
Who should attend?
This training is an introduction into conducting difficult negotiations. Basic knowledge on conducting negotiations is preferred, but not required.