How to Win Tough Negotiations with Matthias Schranner, CEO of The Schranner Negotiation Institute

Negotiate Anything

American Negotiation Institute

Business, Education, Self-improvement

4.7 • 748 Ratings

🗓️ 19 August 2019

⏱️ 29 minutes

🔗️ Recording | iTunes | RSS

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Summary

In this episode we cover the benefit of creating deadlocks, why win-win doesn't work in tough negotiations, what you should do instead of arguing, how to use the FBI model of negotiation, and much more. Request a Custom Workshop For Your Company More About Matthias and The Schranner Negotiation Institute Learn More About the N-Conference in New York Download Your Negotiation Preparation Guide More about Matthias: Negotiation expert Matthias Schranner was originally trained by the police and the FBI as a lead negotiator for high-stakes situations. For the past 15 years, he and his team at the Schranner Negotiation Institute have been advising clients including the UN, global corporations and political parties in difficult negotiations. He teaches the executive seminar series Negotiations on the Edge and is the author of books such as The Negotiator, Negotiations on the Edge and Costly Mistakes as well as numerous articles and other publications. Matthias Schranner advises business and government leaders in over 40 countries, including the US, China, Russia and Japan. His proprietary Negotiation Scorecard® is used by numerous Fortune 500 companies worldwide to succeed in difficult negotiations. Matthias Schranner serves as adjunct Professor for negotiations at the St. Gallen University in Switzerland and is the president of SNI LLC New York.

Transcript

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0:00.0	Hello, my friend, and welcome to another episode of Negotiate Anything.
0:05.9	Thanks for spending time with us today.
0:07.8	It's listeners like you in 181 different countries that have made Negotiate Anything the most popular negotiation and conflict resolution podcast in the world.
0:17.7	I'm your host, Kwame Christian.
0:19.6	I'm a business lawyer, mediator, professor, and the
0:22.4	director of the American Negotiation Institute. Before we get started, I have two quick questions for you.
0:27.8	Is negotiation a critical part of what you do? Do you need to resolve conflict and persuade at work?
0:32.7	If you answered yes to both of those questions, visit our website to learn more about our negotiation
0:37.1	workshops. We've traveled the country working with professionals just like you, and we'd love to
0:41.7	have the opportunity to work with you too. Check out the link in the description to learn more.
0:46.2	Our guest today is Matthias Shriner. Matthias is a negotiation expert that was originally trained
0:51.0	by the German police and the FBI as a lead negotiator for high-stakes situations.
0:56.2	For the past 15 years, he and his team at the Shriner Negotiation Institute have been advising clients,
1:01.2	including the UN, global corporations, and political parties in difficult negotiations.
1:06.3	I know you're going to get a lot out of this one, So without further ado, let's jump into the interview.
1:11.5	Mattias, thanks for joining us today. Thank you for having me. Thank you.
1:15.5	Oh, it's my pleasure. I am excited for this interview. I've been excited for this interview for a
1:20.4	really long time. But before we jump into it, can you tell the audience a little bit about yourself and what
1:25.0	you do? Well, I'm a former hostage negotiator.
1:32.3	And what I do now, I transfer my knowledge, my experience from tough negotiations, really, let's say, very dangerous negotiations into the business and political world.
1:37.6	Because what I have experienced, that most of the business managers are not prepared for
1:42.4	tough negotiations. I love that. No, that's a really great
	...

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