Why win-win doesn't work in tough negotiations. Insights from Matthias Schranner, CEO of The Schranner Negotiation Institute

Negotiate Anything

American Negotiation Institute

Business, Education, Self-improvement

4.7 • 748 Ratings

🗓️ 23 July 2023

⏱️ 26 minutes

🔗️ Recording | iTunes | RSS

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Summary

Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ 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. More About Matthias and The Schranner Negotiation Institute https://schranner.com/ Contact ANI Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/ The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/ Click here to buy your copy of How To Have Difficult Conversations About Race!: https://www.amazon.com/Have-Difficult-Conversations-About-Race/dp/1637741308/ref=pd_%5B%E2%80%A6%5Df0bc9774-7975-448b-bde1-094cab455adb&pd_rd_i=1637741308&psc=1 Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!: https://www.amazon.com/Finding-Confidence-Conflict-Negotiate-Anything/dp/0578413736/ref=sr_1_1?crid=2PSW69L6ABTK&keywords=finding+confidence+in+conflict&qid=1667317257&qu=eyJxc2MiOiIwLjQyIiwicXNhIjoiMC4xNCIsInFzcCI6IjAuMjMifQ%3D%3D&sprefix=finding+confidence+in+conflic%2Caps%2C69&sr=8-1

Transcript

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0:00.0	Hello, my friend, and welcome to another episode of Negotiate Anything.
0:06.0	Thanks for spending time with us today.
0:07.9	It's listeners like you in 181 different countries that have made Negotiate Anything
0:13.2	the most popular negotiation and conflict resolution podcast in the world.
0:17.8	I'm your host, Kwame Christian.
0:19.4	I'm a business lawyer, mediator, professor, and the
0:22.5	director of the American Negotiation Institute. Before we get started, I have two quick questions
0:27.1	for you. Is negotiation a critical part of what you do? Do you need to resolve conflict and persuade
0:32.1	at work? If you answered yes to both of those questions, visit our website to learn more about
0:36.5	our negotiation workshops.
0:38.1	We've traveled the country working with professionals just like you, and we'd love to have the
0:42.0	opportunity to work with you too. Check out the link in the description to learn more.
0:46.3	Our guest today is Matthias Shriner. Matthias is a negotiation expert that was originally trained
0:51.1	by the German police and the FBI as a lead negotiator for high-stakes
0:55.1	situations. For the past 15 years, he and his team at the Shriner Negotiation Institute
0:59.7	have been advising clients, including the UN, global corporations, and political parties in difficult
1:05.1	negotiations. I know you're going to get a lot out of this one, so without further ado,
1:09.8	let's jump into the interview.
1:11.6	Mattias, thanks for joining us today. Thank you for having me. Thank you. Oh, it's my pleasure.
1:16.8	I am excited for this interview. I've been excited for this interview for a really long time. But before we
1:22.2	jump into it, can you tell the audience a little bit about yourself and what you do? Well, I'm a former
1:26.5	hostage negotiator. And what I do now Well, I'm a former hostage negotiator,
	...

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