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

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.

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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.