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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."


Negotiation on the Edge: Lessons from a Hostage Negotiator

Matthias Schranner, FBI-trained hostage negotiator, shares his 7 Principles for “Negotiations on the Edge”. These principles help navigate the toughest negotiations and teach a failproof process for success, including the right preparation, a professional opening, building and leading negotiation teams, and handling deadlock scenarios. The session will translate a career collection of law enforcement negotiations skills to the business context and teach participants how to adopt a negotiation mindset in the face of any challenge.

Attendee outcome: 
Attendees will leave the session with tactical and strategic negotiation skills that they can immediately apply to their toughest negotiations, and will be empowered to adopt and maintain their “license to negotiate”. After the session, participants will be able to implement learnings directly to their current negotiation situations and watch as the course of their discussions change with the application of a tried and tested negotiation process. 

45–90 Minutes (with discussion if desired)


The future of Sales

The time for “value-based selling” has come and gone, and the age of data, analytics, and procurement-focused negotiations is here. The traditional rules of engagement no longer apply, as a successful outcome for a negotiation hinges on the ability to handle a power struggle, make high demands, implement a negotiation strategy with discipline, and remain in control of a discussion without emotional reactions. There is more at stake than before – a negotiator’s ability to maintain their calm and stick to a process can mean the difference between a business loss or profit, failure or success. This new environment calls for a new negotiation strategy, one focused solely on winning the deal. 

Desired outcome: 
Attendees will leave the session with a completely transformed mindset about the future of negotiations and how a new approach must be developed in order for them to succeed and thrive in the modern deal-making landscape.  Participants will learn the 7 most important steps to winning a negotiation and will be able to apply them immediately to their toughest deals. They will be equipped to successfully maneuver data-driven discussion, including those they now face with procurement departments. 

45–90 Minutes (with discussion if desired)