In this episode of Negotiations Ninja, we’re talking with Matthias Schranner—former hostage negotiator and founder of the Schranner Negotiation Institute—about the mistakes that people make in negotiations. We're focusing on the biggest mistake—the avoidance of deadlocks. Why shouldn’t we avoid deadlock? Because sometimes starting in a deadlock gets you to the best possible outcomes. Matthias shares why it's important to start with a deadlock and more importantly, how to get out of them.
Outline of This Episode
- [2:28] Matthias Schanner’s background
- [4:15] The biggest mistakes made in negotiation
- [5:46] Why negotiators avoid deadlocks
- [6:28] How do we move beyond the deadlock
- [8:35] Why should a negotiation exclude the CEO?
- [10:27] How to avoid damaging the relationship
- [14:19] Habits that help you embrace deadlock
- [16:25] All about the ‘N Conference’
- [18:25] 3 tactics to improve negotiation results
- [20:13] How to connect with Matthias online
Resources & People Mentioned
Connect with Matthias Schranner
Connect With Mark
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