ADVANCED NEGOTIATOR PROGRAM - Schranner Negotiation ...
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ADVANCED
NEGOTIATOR ®
PROGRAM
THE INTERNATIONAL NEGOTIATION AUTHORIT Y
PERSONAL CONSULTATION
ZURICH
+41 44 515 46 16
NEW YORK CITY
+1 (646) 907 9017
HONG KONG
+852 3957 4065 ADVANCED NEGOTIATOR®
DUBAI
+971 55 872 5565
info@schranner.com 7 Reasons
1 Clear focus:
ADVANCED NEGOTIATOR ®
Difficult negotiations
The program for experienced leaders and managers 2 For experienced
managers only
3 Use of state-of-the-art
WHO SHOULD ATTEND? DURATION
The Advanced Negotiator ® certification gives you the > 6 days of classroom instruction (2 days per element) technology
ability to control the negotiation processes from start to > Support in between the elements
finish. There are 4 elements to this program, including > Individual preparation and follow-up 4. The Schranner Concept®
how to deliberately create deadlocks, and to lead
difficult negotiations strategically and tactically. This 5. International collaborations
program is recommended for experienced leaders and SEQUENCE
managers tasked with leading high-stakes negotiations. 1 Analysis of your goals and expectations 6 Virtual Negotiation Classroom
You will be prepared for the role of the Commander and 2 Participation in the three elements
Decision Maker based on the FBI-model. 3 Support between the elements 7 Negotiation Club
4 Final examination Membership
5 Certificate and LinkedIn Badge
YOU WILL LEARN 6 Negotiation Club membership
> To control the most difficult situations
> To analyze yourself and your negotiating partner
> To create a dead-end deliberately
> To define a successful strategy INVESTMENT
> To negotiate tactically and consistently EUR 12,000 (plus applicable value added tax)
CHF 12,000 (plus applicable value added tax)
LEARNING MODEL
LOG IN
USD 12,000 (plus applicable value added tax)
CONTENT Included are:
Negotiations on the Edge 1 Participation in all three elements
Your Path to Become
Element 1: The 7 Principles (6 classroom instruction days) an Advanced Negotiator®
Element 2: Strategy & Tactics 2 Participation in the annual “Academy Day” The certified Advanced Negotiator ®consists of three to build best-practice sharing and the direct
Element 3: Costly Mistakes for three consecutive years (3x1 day) modules that build on one another. Before attending application in the upcoming difficult negotiations.
Element 4: Certification and Consolidation 3 E-learning access with your individual the first module, you will take an online test to The course elements are offered in Zürich, Munich
documentation and tests analyze your negotiation profile. This profile forms and Vienna. The program modules are taught
4 Support before, between, and after the workshops the basis for your professional development for interactively. Your personal E-Learning access will
INSTRUCTOR 5 Final examination, including examination fees difficult negotiations. This guideline will provide you be your constant companion during the certification
Element 1 and 3: Matthias Schranner 6 Certificate and LinkedIn Badge with a solid starting point for your learning goals. process. You always have access to all relevant
Element 2: Schranner Negotiation Institute expert 7 Negotiation Club membership In-between the individual workshops you will information and are in direct contact with our
undergo a variety of assessments to analyze your Institute. Together with you we will ensure that the
strengths and areas for improvement. Based on your transferred knowledge can be applied directly and
results, we will develop your individual negotiation successfully in your own negotiations. You benefit
guidelines and specify it during the classroom from the current results of our research activity and
“Matthias Schranner is one of the phase. Coordinated learning partnerships allow you from our mentoring of difficult negotiation cases.
best negotiators worldwide.”
FORBES
2 SCHRANNER AG | PROGRAM 2021 SCHRANNER AG | PROGRAM 2021 3
ADVANCED NEGOTIATOR®
“The negotiation tactics I learned from this program will
guide and help me in my future negotiations.”
Element 1
KIO WANG, HILTI PROCUREMENT
Negotiations on the Edge — “The business world needs Negotiation Experts like
The 7 Principles Matthias Schranner, who not only understands the cultural differences,
but is also experienced in real difficult negotiations.”
CEIBS (CHINA EUROPE INTERNATIONAL BUSINESS SCHOOL) BUSINESS REVIEW
In “Negotiations on the Edge — The 7 Principles”, CONTENT
Matthias Schranner describes negotiation techniques
that have proven successful and that you will be able to PREPARATION INSTEAD OF PRESUMPTION
implement immediately in your business dealings. > Defining your goals in difficult negotiations
“Matthias Schranner advises
Many practical examples illustrate the appropriate > Stop negotiating with yourself managers, policy-makers, and the UN.”
approaches for purchasing, sales, price, and contract > Enjoying conflict
negotiations, with particular focus on difficult DER SPIEGEL
situations. CREATING CONFLICT
> Tactics such as “putting the fish on the table”
> Professional entry into negotiations
OBJECTIVE > Enduring conflict “Many people do not understand Donald Trump’s behavior.
You will learn the principles of difficult negotiation and Matthias Schranner does.”
how to control yourself and your negotiating partner. WINDOW OF OPPORTUNITY
> When to cooperate/resist DIE WELT
> The two avenues for collaboration
INSTRUCTOR > How to negotiate with an uncooperative partner
Matthias Schranner
OPTIONS INSTEAD OF SOLUTIONS WHO SHOULD ATTEND?
> The danger of offering solutions Managers responsible for high-stakes negotiations
> Dogmatism and stubbornness
> How to get out of a dead-end LANGUAGES
Zurich: English/German, Munich: German, Vienna: German
AGREEMENT OR BREAK OFF
> Key formulations for written agreements
> How to break off negotiations INVESTMENT WHEN
> Saving face in a dead-end situation BOOKED INDIVIDUALLY
EUR 3,000 (plus applicable value added tax) DATES/PLACES:
GUIDELINES FOR DIFFICULT NEGOTIATIONS CHF 3,000 (plus applicable value added tax) For available dates and places, please visit us online at
> Effective preparation USD 3,000 (plus applicable value added tax) www.schranner.com
> The right mindset
> Negotiation checklist
GETTING OUT OF A DEAD-END
> Warning instead of threats
> Common ground instead of differences
“Very interesting and informative. Full of practical examples,
> The firefighter uniform the program provided me with a completely new perspective, which
I will be able to use for my difficult negotiations in the future.”
DAVID HUGHES
You will receive a copy of the book “Negotiations on the Edge”
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ADVANCED NEGOTIATOR®
Element 2 CONTENT
Element 3 CONTENT
Negotiations GOAL DEFINITION FOR COMPLEX NEGOTIATIONS
> LTN, License to Negotiate Negotiations THE “WIN-WIN” AGREEMENT AS THE PRIMARY GOAL
> What really counts
on the Edge — >The 3 biggest mistakes in goal definitions
>Involving your company in the goal definition on the Edge — > On victory and defeat
> The end of win-win
Strategy and STRATEGY
> The 5 negotiation strategies
Costly Mistakes PREPARING CONTENT WELL IS ESSENTIAL
> Why over preparing will lead to defeat
Tactics > How to handle demands from your opponent
> How to prepare and introduce demands
> Introducing unrealistic demands
> Rhythm of Negotiation
This workshop will allow you to deepen your knowledge POWER OUR COMPANY IS PREPARED FOR ESCALATION
from “Element 1—The 7 Principles” and to combine it > Power and powerlessness In this workshop you will look at the Schranner > Team set-up according to FBI rules
with your own case studies. In this workshop, we will > The shop view Concept® in depth to gain insights into how negotiation > When will the boss intervene?
discuss and analyze real-life negotiation cases, which > Using power deliberately processes are controlled. > Information embargo during crises
will then be re-enacted through role-play. We will
develop individual guidelines for each negotiation. RELATIONSHIPS WE MUST CREATE CLARITY EARLY ON
> How resilient are your relationships with the opposing party? OBJECTIVE > The dangers of early commitment
> Maintaining short-term and long-term relationships You will learn how to avoid the most costly mistakes in > Saving and losing face
OBJECTIVE > How to build relationships strategically difficult negotiations and how to lead the most difficult > Window of Opportunity
You will learn how to conduct negotiations strategically negotiations to success.
and tactically—even in difficult situations. LEADERSHIP WE HAVE THE POWER / WE ARE POWERLESS
> Negotiation tactics for difficult situations > Negotiating in the “driver’s seat”
> Conducting a negotiation in a team WHO SHOULD ATTEND? > Analyzing negotiating power
WHO SHOULD ATTEND? > Managing aggression Participants must have attended ELEMENT 2. > When your opponent has the power
Participants must have attended ELEMENT 1 and it is
required that you prepare a difficult negotiation case. DELIBERATE DEAD-END NEGOTIATING IS AN INTUITIVE MATTER
We would like to underline that you agree to abide by our > Why dead-ends are necessary INSTRUCTOR > Pragmatism vs. principles
confidentiality rules before you come to the seminar and > Deliberately creating a dead-end Matthias Schranner > The most important tactics
will not disclose to third parties any content discussed > Ways out of a dead-end > When intuition leads to failure
during the course of the training.
BRIEFING AND DE-BRIEFING AVOIDING DEAD-ENDS
> Your personal strengths and weaknesses profile > Consistency vs. toughness
INSTRUCTOR >Customized advice for your negotiation > Single point of contact
Schranner Negotiation Institute expert >Your development plan to become > Breaking off and resuming negotiations
a professional negotiator
INVESTMENT WHEN BOOKED INDIVIDUALLY INVESTMENT WHEN BOOKED INDIVIDUALLY
EUR 3,000 (plus applicable value added tax) EUR 3,000 (plus applicable value added tax)
CHF 3,000 (plus applicable value added tax) CHF 3,000 (plus applicable value added tax)
USD 3,000 (plus applicable value added tax) USD 3,000 (plus applicable value added tax)
DATES/PLACES: DATES/PLACES:
For available dates and places, please visit us online at For available dates and places, please visit us online at
You will receive a copy of the book “The Negotiator” www.schranner.com You will receive a copy of the book “Costly Mistakes” www.schranner.com
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ADVANCED NEGOTIATOR®
Element 4
Negotiations on the Edge —
Certification and Consolidation
You will complete the Advanced Negotiator ® with an CONTENT
examination and subsequent certification. Following
your certification, you will receive intensive support > E-learning access (extensive handouts and documents,
from us for three years. The final Advanced test procedures, negotiation insight)
Negotiator ® exam will be taken online on our > Support in the virtual negotiation classroom
E-Learning portal, where you will have 90 minutes to > Final test including examination fees
answer 50 multiple choice questions. The questions > Invite to our “certification party” to receive you certificate
will be individually compiled for you and you can and celebrate your achievement
amend the order in which they are answered. > 1 day refresher workshop every year (3 years in total)
> Negotiation Club membership
> Invitation to exclusive events per year
> Platinum club card negotiation club for “access all areas”
INVESTMENT WHEN BOOKED INDIVIDUALLY
EUR 3,000 (plus applicable value added tax)
CHF 3,000 (plus applicable value added tax)
USD 3,000 (plus applicable value added tax)
LOG IN
DATES/PLACES:
For available dates and places, please visit us online at
www.schranner.com
WHO SHOULD ATTEND?
Participants must have attended ELEMENT 1, 2, and 3.
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THE INTERNATIONAL NEGOTIATION AUTHORITY Schranner AG Negotiation Institute Limmatstrasse 260 CH-8005 Zurich Phone +41 44 515 46 16 Schranner Negotiation LLC 500 7th Avenue, 12th Fl New York, NY 10018 Phone +1 (646) 907 9017 Schranner Negotiation Ltd. 20/F, Leighton Centre, 77 Leighton Rd, Causeway Bay, Hong Kong Phone +852 3957 4065 Schranner Negotiation Consultancy Emaar Boulevard Plaza, Tower 2 Dubai – UAE Phone +971 55 872 5565 info@schranner.com www.schranner.com
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