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WHICH 5 THINGS WOULD YOU LIKE TO RETAIN #postCOVID19?

Apr 29, 2020

Our institute is built on two pillars: seminars and consulting. COVID19 has and continues to have an extremely negative impact on our seminars. Many of our customers’ further training programs were cancelled with immediate effect, hotels were closed and participants hit with travel bans. This side of our business effectively hit a brick wall. Happily, we are now able to offer several workshops online, and are currently working to create even more webinars.

What have I learned as a founder and entrepreneur? What will I retain post-COVID19?

Part 1: Cross-functional
It was important during the crisis to become familiar with other programs and functional areas. Employees who were able to think beyond the boundaries of their remit and had established good working relationships within a team were quicker to solve problems. When the crisis is over, I will continue to reinforce this exchange between functional areas, as well as encourage interpersonal communication and organize more cross-team events.

Read about Cross-cultural Affairs in the upcoming global newsletter next week.
Upcoming Webinars

CRISIS NEGOTIATIONS: SALES


Free live webinar with Zabeen Mirza,
Managing Director of Global Markets at Schranner Negotiation Institute

In the upcoming webinar CRISIS NEGOTIATIONS: SALES we are going to discuss the following topics:
  • Sales vs negotiations
  • Crisis negotiations
  • State of sales globally
  • Crisis plan
  • Post covid business
Date: Wednesday, May 6th, 2020, 8-9am EST

To register please email miguel.guerrero@schranner.com.

 

 

NEGOTIATION INSIGHTS

M&A NEGOTIATIONS

Webinar with Paul Aversano at A&M
NAVIGATING THE NEW NORMAL: GLOBAL BUSINESS IN A GLOBAL PANDEMIC
In an incredible joint webinar with Mr. Aversano at Alvarez & Marsal last week, we discussed M&A business opportunities as well as topics ranging from due diligence, decision-making, and capital market models.

If you are about to buy or sell shares or assets, please keep in mind:
  • Rising tide rises all the boats, now the tide its out we can see the problems. Be on ultra-high alert and risk aware.
  • Manage the risks. If there’s risk and holes in diligence, factor in the risk and price it into the deal.
  • Be prepared to work on the basis of an in principle agreement during the pandemic. Then move to setting milestones and work month to month so that negotiations are engaged.
Watch webinar video here.

 

INDUSTRY INSIGHTS

Webinar with Sergio Paneque, former Chief Procurement Officer NYC
CRISIS PROCUREMENT: HOW COVID-19 CRIPPLED NYC AND WAYS FORWARD

Speaking to a live webinar audience of over 70 global professionals, Sergio Paneque provided key insights into opportunities for private and public partnerships, especially in the “new normal” of a coronavirus world.

In an intensive 60 minutes session we have learned:

  • In a sourcing emergency, BUY EVERYTHING, no one will fault you for being over aggressive when lives are on the line.

  • Negotiate to what you feel market price is BUT you need to act quickly. Normal processes are thrown out the window.

  • Invest in your methods to move your business forward to prepare for the new normal post Covid19 world.
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Quotes from Jeff Carver, Head of North America Sales at BASF


How is BASF doing as a organization, especially while most global companies are in dire straits?
There is no doubt that we are down simply because the needs in the Oil & Gas sector have fallen off dramatically. Also, we will see a hit during the summer months when typically is the busiest time of the year for us. But with our incredibly fast shift in meeting demands we have found great success as the customer facing unit for BASF North America.

You’re still making deals. How have your negotiations changed?
One would think they would have changed with the state of the industry but it’s still about performance, the cost to achieve incremental value, service and support.

 

Upcoming Online Courses
 

Dr. Klaus Lassert

ADVANCED NEGOTIATOR, ELEMENT 2

Dr. Klaus Lassert is the Schranner Institute's Chief Psychologist. He supports managers in challenging negotiations and escalating conflicts. His profound psychological methodology as well as his knowledge on international/intercultural negotiations are valued by his clients.
Dr. Klaus Lassert will be teaching more about the psychology of deadlock and tactical negotiations in the upcoming VIRTUAL courses:

 

Thursday, May 7th, 2020
Friday, May 8th, 2020

To register please email james.kavanagh@schranner.com.