Costly Mistakes

Matthias Schranner worked a number of years for the police as their leading negotiator in hostage takings and other crimes. Here he describes his successfully proven negotiating techniques. Using numerous practical examples, he illustrates various procedures which can be applied to negotiations about salary, sales, and contracts with individual customers, business partners, and groups of customers. This is a book for employees, colleagues and executives who want to negotiate competently and successfully in every situation. Matthias Schranner knows, more than anyone else, about negotiating under extreme conditions.

Matthias Schranner was a member of the crisis-negotiating task force where he negotiated in hostage situations, kidnappings, bank robberies, and suicide attempts. After obtaining his administrative law he was responsible for conceptualizing and implementing successful negotiation strategies at the German Ministry of Internal Affairs. As a consultant for difficult negotiations, Matthias Schranner supports executive personnel at global organizations. Matthias Schranner is the founder and owner of the Negotiation Institute in Zurich/Switzerland, speaker at the St. Gallen University and an advisor to the Centre for Strategic Negotiations at the University for Economics & Trade.