Negotiations on the Edge - Softcover

Matthias Schranner

Softcover

ISBN 10: 3033031862 ISBN 13: 9783033031869

Verlag: schranner.com

Über diesen Titel

Reseña del editor

Introduction: The Seven Principles of Negotiations on the Edge. As a police officer, drug enforcement agent and trainer for negotiation techniques at the training institute of the Ministry of the Interior, I was confronted with the most difficult of negotiations. I negotiated mainly with kidnappers, bank robbers and drug dealers. After my studies I decided to make my experiences of the most difficult negotiations accessible to managers. In this book I recount my personal negotiation results for the first time and give you tips on how to master your difficult negotiations. Negotiations always follow the same principles, no matter if you negotiate with your partner or with difficult customers. You always try to feel like a winner. It is almost always true that the wishes of one partner do not match the wishes of the other. The conflict as such is not a problem at first. Many conflicts can be solved by negotiations. The difficulties start when one partner wants to win by all means and thereby drives the other partner into the role of a loser. When that happens there can be no more satisfactory agreement. Then, there will be war marriage war, price war, war with weapons. The objective is a satisfactory agreement Every day we are negotiating with our part ners on purchasing, finances, raising our children, on who is to take the trash out and who is to wash the car. We negotiate with our children about when they have to tidy their rooms, when they have to do their homework and when they have to go to bed. We negotiate with our bosses when we want to leave earlier, when we work on a project or when we want a pay rise. We consider most of these negotiations as normal. We know how to best master these everyday situations. After several tries we have a main connecting thread ready in our mind which almost always works. Yet this central idea does not apply to all negotiations. Most negotiations can be classified as normal, some are difficult. The only difference is our judgment. It becomes difficult if we cannot analyze and judge the negotiation partner or the situation. Maybe our lack of information or our lack of negotiation skills will make us unsure of ourselves. Possibly, we are simply scared of the consequences or of our negotiation partner s presumed or real power. There are numerous guides that offer negotiation support. Most guides provide support for when the negotiation partner is going along, if he is also convinced of the benefit of a satisfactory agreement and is therefore cooperating constructively. Nevertheless, if the negotiation partner no longer plays along and thinks he can win without us, we need a successful strategy. Negotiations on the Edge is the right guide for tough negotiations. I have applied all these strategies and tactics successfully in my negotiations with hostage-takers and managers in the past. In this book you will discover the 7 Principles for negotiations on the edge . How you analyze your negotiation partner before and during the negotiation;How you formulate your goal and use the perfect strategy and tactics; How you convince with the proper and correct arguments; How you take the leadership within the negotiation; How you show and prove your power; How you break your negotiation partner s resistance; How you make sure that the agreement is kept. What you are now holding in your hands and reading is a perfect guide for achieving a satisfactory agreement if your negotiation partner is cooperating constructively. In addition, you will find out how to proceed if your negotiation partner refuses to cooperate constructively. In the appendix of this book there is a work manual which will help you navigate through a negotiation step-by-step.

Biografía del autor

The negotiation expert, Matthias Schranner, was trained by German police and the FBI for the most difficult negotiations. As a consultant, he supports the UN, global corporations, and political parties with his institute - SNI - during difficult negotiations. He is the author of the books Negotiations on the Edge, The Negotiator, and Costly Mistakes, and has published numerous articles. Matthias Schranner has taught and advised on negotiation to corporate and government leaders in more than 40 countries, including the United States, Russia, Ukraine, China, Singapore, and Japan. He serves as adjunct Professor for negotiations at the St. Gallen University in Switzerland and he is President of the SNI LLC New York. Numerous Fortune 500 Companies use his proprietary Negotiation Score Card for negotiation support.

Details zur Ausgabe

• Verlag: schranner.com
• ISBN 10: 3033031862
• ISBN 13: 9783033031869
• Einband: Tapa blanda
• Sprache: Englisch
• Auflage: 2
• Anzahl der Seiten: 251