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Element 1
Negotiations on the Edge
The 7 Principles


In the seminar “Negotiations on the Edge—the 7 Principles” Matthias Schranner describes negotiation techniques that have proven successful and that you will be able to implement immediately in your business dealings. Many practical examples illustrate the appropriate approaches for purchasing, sales, as well as price and contract negotiations, with a particular focus on difficult situations.

​Content

1. Goal – Strategy – Tactic
  • Defining objectives for difficult negotiations
  • Strategic vs. intuitive negotiation
  • 10 successful negotiation tactics
2. Entry
  • The affective phase at the beginning of the negotiation
  • Handling unjustified demands
  • What to do with threats
3. ANALYZING YOUR NEGOTIATING PARTNER
  • Analyzing the motives behind positions
  • Police and FBI negotiation tactics
  • Why your negotiating partner must win
4. LEADING THE NEGOTIATION
  • Negotiating with irrational partners
  • The right behavior for high-stress situations
  • Stabilizing your negotiating partner
5. Team
  • Setting up your own team following FBI rules
  • Negotiating with groups
  • The role of senior executives
6. RESOLVING DEADLOCKS
  • Warning vs. threat
  • Commonalities vs. differences
  • The fire-fighter uniform
7. AGREEMENT OR BREAK-OFF
  • Written formulations for an agreement
  • Breaking off? If yes, how?
  • The 5 ways out of a deadlock

Who should attend?

Managers responsible for high-stakes negotiations.

Language

  • German Munich Vienna Zurich
  • English New York London Hong Kong

Speaker

Matthias Schranner


​Time & Place