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Sales Workshop (German)

For Whom

All managers in a sales process:

Account Managers, Key Account Managers, Sales Directors

What do you learn?

You will learn how to successfully lead a difficult sales negotiation.

Especially when it's all about the price and customer relationships becoming less important.


  • The preparation by the Schranner Concept®
  • prepare, not preloading
  • The new relationship management
  • Agenda setting
  • Negotiate in the driver seat
  • The ways out of a deadend




EUR 980

Ralf Borgwardt

Ralf Borgwardt

As Director of Enterprise and Cloud Software Sales he has responsibility for the Software business with IBM's top Software clients in Germany, Austria and Switzerland (DACH Region). As such, Ralf Borgwardt has the industry verticals for Industrial, Financial Services and Public & Consumer as well as the country horizontals in Switzerland and Austria reporting to him.

In addition, he takes responsibility for IBM's Large Deal Software Business in the region. Ralf Borgwardt has personally led negotiations with IBM's large customers, of which many are multinational enterprises.

Andreas Gossen

Andreas Gossen

As Senior Vice President of the Schranner Negotiation Institute, Andreas Goßen leads the global consultancy practice and is an instructor of the Qualified Negotiator® program.

Andreas studied business administration in Germany and the US. Having started his career at a global technology and consulting company in the automotive industry, his current role is to support clients throughout the implementation of the Schranner Negotiation Scorecard (SNSC®) for difficult negotiations.

Moreover, Andreas Goßen is a regular guest lecturer for negotiations at academic institutions in Germany and Switzerland.



Matthias Schranner

Matthias Schranner

Negotiation expert Matthias Schranner has been 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 advised corporate and government leaders  on negotiations in more than 40 countries, including the 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
    2/17/20209:00 AM
    2/17/20205:00 PM
  •  Location
    The Charles Hotel Munich
    Sophienstrasse 28
    DE – 80333 Munich
  •  Over already


Amira Martens
Amira Martens

Schranner AG
Negotiation Institute 
Limmatstrasse 260
CH-8005 Zürich
Tel.: +41 / 44 / 515 46 29
Fax: +41 / 44 / 515 46 17