Research

Difficult negotiations imply stress. Stress can be understood as the personal feeling of being overwhelmed by the demands of a particular situation. It arises when an individual believes these demands...

Mastering the art of asking questions in high-stakes negotiations involves a delicate balance. While questions are crucial for gathering essential information to navigate the negotiation, they must be posed carefully...

Emotions play a crucial role in shaping negotiations. According to research, emotions are not only influential but also an omnipresent element in the negotiation process. They can alter perceptions, influence...

To gain a deeper understanding of the complexities of negotiations, examining the fundamental mechanisms of social interaction is essential. A crucial element in this context is the law of reciprocity,...

An effective negotiation team forms the cornerstone of every successful negotiation. At the Schranner Negotiation Institute, our approach to team construction aligns with the FBI-business-team-model. Research underlines our conviction that,...

Comprehensive preparation stands as an unequivocal cornerstone for successful negotiations. Research exemplified by Rognes (1995) underscores the pivotal role of thorough preparation in steering negotiations toward favorable results. It is...

Negotiation skills are highly useful in our everyday lives and leave a substantial impact in our daily interactions and decisions. Undoubtedly, some individuals possess a natural talent for negotiating and...

When the topic of negotiations arises, many individuals envision discussions occurring around the formal negotiating table. What often escapes the common perception are the truly pivotal conversations that lead to...

According to the Schranner Concept®, starting a negotiation with a powerful first demand is crucial to influence the process and outcome of a negotiation positively. Opponents of this view might...

The wave of excitement surrounding Barbie has reached unparalleled heights. Across generations, the doll has found a place in many children’s rooms, and her enduring success remains undiminished to this...