Why win-win doesn't work in tough negotiations. Insights from Matthias Schranner, CEO of The Schranner Negotiation Institute

Roles

Understanding the distinct roles within a negotiation team is crucial for strategic success. Matthias Schranner outlines the roles of negotiators, commanders, and decision-makers, emphasizing their unique responsibilities. The negotiator leads the conflict, the commander oversees the big picture, and the decision-maker sets targets without engaging in tactics. This structure ensures clarity and efficiency in negotiations.

The negotiator is responsible for the conflict. So these guys, they start with a high demand, they are leading the negotiation, and they are moving forward with the negotiation partner.

--- Matthias Schranner

Kwame Christian highlights the importance of creating a perception of limited authority to maintain strategic advantage 1.

   

Authority

Establishing authority in negotiations involves balancing power and flexibility. Kwame Christian and Matthias discuss how negotiators can maintain authority while deferring final decisions to internal processes. This approach prevents opponents from bypassing negotiators and strengthens the negotiator's position by aligning with internal goals.

Never say a name. Because if an individual name, you allow them to call them and then you lose your face.

--- Matthias Schranner

Anchoring negotiations with clear goals set by decision-makers helps frame discussions favorably 2 3.