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Negotiation recommendations on the 2017 Munich Security Conference

Feb 19, 2017

The most important topic, of course, was U.S. President Trump's future course of action in foreign and security policy. The appearance of the U.S. delegation led to many questions. Great anticipation surrounded the speech by Vice President Pence, which, however, turned out to be very disappointing.
Dr. Stefan Heissner of EY reported on the discussions on "Cyber Security" and the alleged hacker attacks from Russia.
Our faculty member, Dr. Daniel Warner, explained U.S. President Trump's approach and his motive behind "America first". Dr. Warner is a citizen of the United States and of Switzerland and knows both negotiation cultures. He advises the UN, NATO, and the Swiss ministries of defense and foreign-affairs. Warner maintains that President Trump will not survive his entire term in office and lists the following reasons:

  • Trump is money-driven and will soon lose interest in politics.
  • The Washington bureaucracy will delay or paralyze his plans.
  • The conflicts with the press and especially with the CIA will damage him.

Dr. Warner mentioned the risks for NATO and for Europe. But above all he spoke about the opportunities this new world order offers.
On Saturday, Dr. Dr. Stephan Klement gave insights into the negotiations with Iran. He negotiated the so-called Nuclear Deal on behalf of the EU and the UN. He talked about the consternation in Iran and other countries that watch the U.S. foreign policy with concern.


  • Germany has grown up and should abandon the attitude that "America is our protector". The time has come to approach the negotiation table with confidence and clear demands.
  • After the Brexit, the EU will have the unique opportunity to recognize a new unity and use it for its negotiations.
  • The negotiations with the United States will be difficult, because Trump is "win"-oriented. Trump is interested in one question only: "What´s in it for me?".
  • Before sitting down for negotiations with Trump, any negotiator from Germany or the EU should think about the following question: "What can I contribute? What is interesting for Trump?"
  • Traditional rules and hierarchies no longer apply, negotiations require a new dynamic and a new approach.
  • It is wrong to wait for additional demands from the U.S. side. The EU should start with their demands and lead the negotiation.
  • The "confrontational negotiation" is the new standard, which is something politicians and diplomats should master as well.


Impressions from our event during the 2017 Munich Security Conference can be found here.

Read all tweets regarding the event at #SchrannerMSC17