Negotiate Anything
High-Stakes Negotiation Strategies from a Former Hostage Negotiator with Matthias Schranner
Jun 14, 2024
Former hostage negotiator Matthias Schranner shares high-stakes negotiation strategies. Topics include handling deadlock situations, effective negotiation tactics, distinguishing arguments from demands, team structure importance, mastering negotiations for business success, and balancing friendliness with assertiveness.
30:15
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Quick takeaways
- In high-stakes negotiations, intentionally creating deadlock scenarios signals power and readiness to negotiate effectively.
- During negotiations, showcasing strength and openness through assertive demands paves the way for constructive conflict resolution.
Deep dives
Creating a Deadlock Scenario
In tough negotiations, such as hostage situations, the key lies in intentionally creating deadlock scenarios. By doing so, individuals signal that they are in a powerful position and are prepared to negotiate. This strategy involves instigating a high-demand, low-cooperation scenario, akin to a hostage taker demanding certain conditions. This deliberate deadlock approach kicks off the real negotiation, requiring the utilization of diverse strategies and tactics.
