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Negotiating in an age of no compromise
Negotiations keep getting harder. Win-win agreements are barely possible anymore. Irrational and shifting demands, constant threats, an emphasis on negative consequences, and a focus on one's own interests over shared ones are the new standard. It isn't only US President Trump who, with his aggressive negotiating style, pushes counterparts onto the defensive. Corporate procurement departments dictate prices, suppliers paralyze production with delivery freezes, and unions bring the rail network to a standstill. Shared values in business no longer play any role.
Negotiation professional Matthias Schranner shows how to stay capable of acting in escalating conflicts, at both the corporate and political level: how do you meet aggressive counterparts without stoking the situation further, and how do you open up new room to move out of seemingly deadlocked positions? Schranner combines his years of hands-on practice with current scientific research and turns it into concrete strategies for negotiations where win-win is no longer the norm.
