Costly Mistakes: The 7 biggest errors in negotiations

By Matthias Schranner

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.

• Language: English
• Publisher: Schranner
• Release date: Nov 15, 2018
• ISBN: 9783982034140

Book preview

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Reviews for Costly Mistakes

[dancap69 · Rating: 4 out of 5 stars]

Some good advice. Aggressive negotiation, German-style. I love another sentence of Schranner: "as a buyer, your job is to instill fear (on the salesman)"