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Element 1
Negotiations on the Edge
The 7 Principles


In this seminar, “Negotiations on the edge—the 7 principles” Matthias Schranner describes proven successful negotiation techniques which you will be able to implement immediately in your business dealings. Many practical examples illustrate the appropriate approaches for purchasing, sale, price, and contract negotiations, with 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 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 must win
4. LEADING THE NEGOTIATION
  • Negotiating with irrational partners
  • Proper behaviour in 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. 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


​Time & Place