Negotiations on the Edge

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.

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.