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Negotiations on the Edge
Element 1: The 7 Principles


You will learn the principles of difficult negotiation and will find out how to control yourself and your negotiation partner.  


  1. Goal – Strategy – Tactic
    • Definitions for your goals in difficult negotiations    
    • Strategic vs. intuitive negotiation
    • 10 successful negotiation techniques
  2. Beginning
    • The affective phase at the beginning of the negotiation
    • Dealing with unjustified demands
    • What should you do with threats?
  3. Analysing the negotiation partner
    • Analyse the motives behind the positions
    • Police and FBI negotiation tactics
    • Why your negotiation partner needs to win
  4. Leading the negotiation            
    • Negotiating with irrational partners      
    • Proper behaviour during a stress situation
    • Stabilise the negotiation partner
  5. Team    
    • Set up your own team following FBI rules   
    • Negotiating with groups
    • The role of an executive   
  6. Resolving a deadlock      
    • Warning vs. threat
    • Commonalities vs. opposites
    • The fire-fighter uniform 
  7. Settlement or break-off
    • Written formulations for the agreement
    • Breaking off? If yes, how?    
    • The 5 ways out of a deadlock


Managers responsible for high-stakes negotiations.


  • German Munich Vienna Zurich
  • English New York London Hong Kong Shanghai Singapore
Matthias Schranner

Matthias Schranner

The negotiation expert Matthias Schranner was trained by German police and the FBI for the most difficult negotiations. As a consultant, he supports the UN, global corporations, and political parties with his institute during difficult negotiations.

He is the author of the books “Negotiations on the Edge”, “The Negotiator” and “Costly Mistakes”, and has published numerous articles.

Matthias Schranner has taught and advised on negotiation to corporate and government leaders in more than 40 countries, including United States, Russia, Ukraine, China, Singapore und Japan.

He serves as adjunct Professor for negotiations at the St. Gallen University in Switzerland and Warwick/UK, and he is President of the SNI LLC New York.

Numerous Fortune 500 Companies use his proprietary Negotiation Scorecard® for negotiation support.

"At Microsoft Inspire Washington DC, you told great stories, provided valuable insights and information, and engaged and inspired your audience"

Microsoft Inspire 2017 | Speaker Excellence
Ron Huddleston, Corporate Vice President, Microsoft Corporation
“Engaging, relevant and thought provoking. Thank you!"
Microsoft Worldwide Partner Conference, Orlando/USA
"Your speech is certainly eye-opening"
Mahmood N.Al-Yousif, Kingdom of Bahrain
"Schranner is a former police negotiator and a constitutional lawyer. He is a world-renowned negotiating expert, and one of the few in his business trained for extreme situations."


At a glance

  •  Start
    2/14/20199:00 AM
    2/15/20194:00 PM
  •  Location
    Park Hyatt Zurich
    Beethovenstrasse 21
    CH – 8002 Zürich
  •  Over already


Jens Vögeler
Jens Vögeler

Schranner AG
Negotiation Institute 
Limmatstrasse 260
CH-8005 Zurich 
Tel.: +41 / 44 / 515 46 32
Fax: +41 / 44 / 515 46 17