Speech

Lecture Topics

• Negotiations on the Edge

  This speech deals with negotiating in both private and business settings. The contents are suitable for an audience with a wide range of interests and are presented in a fascinating and humorous manner. This speech is particularly suitable for events where invited guests bring their partner.

  Content

  1. Goals, strategy, and tactics
  2. Opening
  • Dealing with high demands
  • Dealing with threats
  3. Analyzing your negotiation partner
  • Analyzing the motive behind the position
  • Negotiation tactics used by the police and the FBI
  4. Leading a negotiation
  • Negotiating with irrational partners
  • Responding in stressful situations
  5. Team
  • Creating a team according to FBI rules
  • Negotiating with groups
  • Recognizing and managing manipulation tactics
  6. Warning
  • Warning versus threat
  • Common interests versus opposite interests
  7. Ultima ratio
  • Trust and control
  • Rules for the written agreement
  • Breaking off the negotiation

  Duration of presentation: 45–90 minutes (with discussion / Q & A session upon request)

  Matthias Schranner’s presentations are illustrated with videos, shown in PowerPoint.

   Presentations and keynotes can be customized in content and emphasis to fit client’s brief.

• Strategy and Tactics

  This speech shows the most important strategies and tactics for business negotiations. The contents can be customized to suit the audience, e.g. for sales, procurement or leadership. We will gladly include a current negotiation example in the speech.

  The contents of this speech are particularly suitable for conferences and congresses with the topic “Motivation”. Whoever realizes that even the most difficult situations can be solved is motivated to tackle new challenges.

  Matthias Schranner’s core message in the press: “Never offer a compromise; never accept a compromise – that is always a sign of powerlessness.” (Der Bund)

  Content

  1. Defining a goal for complex negotiations
  • The dealmaker and the realmaker
  • The 3 biggest mistakes in setting goals
  • Integrating company goals
  2. Strategy
  • The 5 negotiation strategies
  • Dealing with unfair demands
  • Preparing and communicating your demands
  3. Power
  • Power and lack of power
  • Alternatives and how to use them
  • Deliberately using power
  4. Relationships
  • How resilient is your relationship with your counterpart
  • Looking after relationships: short term and long term
  • Managing an international negotiation network
  5. Leadership
  • Negotiation tactics for difficult situations
  • Team negotiations
  • Dealing with aggression

  Duration of presentation: 45–90 minutes (with discussion / Q & A session upon request)

  Matthias Schranner’s presentations are illustrated with videos, shown in PowerPoint.

  Presentations and keynotes can be customised in content and emphasis to fit client’s brief.

• The Future of Negotiations

  Matthias Schranner has assisted global companies with their most difficult negotiations for the last 10 years. In this speech, he summarizes his experience in an intercultural environment and predicts what the new challenges will be in global negotiation processes.

  This speech is particularly suitable for conferences and congresses with the topic “future”. The increasing transparency in a global market requires new negotiation strategies. The contents of the speech are also suitable for an audience with a wide range of interests. This speech is particularly suitable for events where invited guests bring their partner.

  Content

  • Why many negotiations will fail
  • The new distribution of power in negotiations
  • The new relationship management
  • The rules for global negotiations
  • Recognising and applying intercultural specialities

  Duration of presentation: 45–90 minutes (with discussion / Q & A session upon request)

  Matthias Schranner’s presentations are illustrated with videos, shown in PowerPoint.

  Presentations and keynotes can be customised in content and emphasis to fit client’s brief.

• Dinner Speech

  How often does one get the opportunity to discuss with a small circle of experts? Normally Matthias Schranner is on the stage speaking to a large audience. After the speech there is only a short time for questions and perhaps for signing his book.

  This “Dinner Speech” provides the framework for a selected audience to have the opportunity for an intensive discussion. The discussion in a small group with a special evening meal creates a unique atmosphere.

  Content

  Mostly Matthias Schranner begins after the starter with a provocative thesis about negotiating. A suitable topic is e.g. that the executive board or the executive directors get involved too early in the negotiation process.

  This triggers the discussion and after the main course the topic is discussed in more depth. Usually the participants stay and discuss all of the topics that interest them.

  Duration of presentation: 2–3 hours (with discussion / Q & A session upon request)

  Matthias Schranner’s presentations are illustrated with videos, shown in PowerPoint.

  Presentations and keynotes can be customized in content and emphasis to fit client’s brief.