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THE PROGRAM FOR DIFFICULT NEGOTIATIONS

Transcript

1 THE PROGRAM FOR DIFFICULT NEGOTIATIONS 2018 THE INTERNATIONAL NEGOTIATION AUTHORITY

2 CONTENTS 03 CEO MESSAGE 04 OUR EXPERIENCE 05 MAKING THE DIFFERENCE 06 TEAM ZURICH 08 PROGRAM FINDER 10 QUALIFIED NEGOTIATOR THE ENTRY 12 NEW: CERTIFIED NEGOTIATOR MADE TO MEASURE 26 ADVANCED NEGOTIATOR NEGOTIATING THE DIFFERENCE IN THE BORDER AREA 32 CHIEF NEGOTIATOR NEGOTIATOR THE TRAINING OFFICE 34 CHIEF NEGOTIATOR 33 OFFICER NEGOTI SUMMER CAMP 38 FACULTY 42 SAVE THE DATES 43 REGISTRATION CEO MESSAGE 2018 Welcome to the Club About managers have now participated in our seminars. Ten years ago, our negotiating philosophy was still perceived as very strange and often questioned. In 2018, many companies are now following our 7 principles and are also preparing a dead end of the negotiation in detail. It is time to bring together the company's knowledge and experience from many negotiations. Together with you, we would like to raise, analyze and evaluate knowledge about negotiations to the next level. You already know sharing from social media, we would also like to use sharing for negotiations. Sharing knowledge, exchanging experiences and developing negotiating strategies for the future is what drives us. We are putting these ideas into practice with our new Negotiation Club. Graduates from a certification program are invited to join this club and learn from other companies and participants. Welcome to the Club is the heading for Let's promote sharing together and learn from each other. NEGOTIATION CLUB WITH THE CERTIFICATION BECOME A CLUB MEMBER THE INTERNATIONAL NEGOTIATION AUTHORITY In 2017 we expanded our office in New York, and in 2018 we will start in Hong Kong. With advancing globalization and increasing digitization, things are getting really exciting again. You can find more information on our website. We look forward to continuing to work with you. Matthias Schranner CEO SCHRANNER AG PROGRAM

3 OUR EXPERIENCE MAKING THE DIFFERENCE The Schranner Negotiation Institute is the leading consulting firm in the support of difficult negotiations. We ensure clarity and stability in the crucial moments. Numerous Fortune 500 companies are supported with our negotiation scorecard. We analyze positions of power, internal and external relationship management and design a stable and proven negotiation process. We train all managers involved to become professional negotiators and implement new strategies in the company. 1 WHEN NEGOTIATIONS GET TOUGH We assume that our customers can conduct 95 percent of negotiations successfully. Our institute focuses on the remaining 5 percent: difficult negotiations that cannot be successfully conducted with common sense. We support our customers before, during and after the most difficult negotiations. With seminars, conferences and workshops, we offer tailor-made content for every management level. Certificates conclude successful participation in our programs. With the negotiation scorecard we have developed, we implement a tried and tested negotiation strategy in companies. In this way, not only are individual managers better trained, but the entire company can be guided by a negotiation strategy. This implementation offers sustainable security for all difficult situations. 2 FACULTY Our network includes all the necessary competencies in the entire negotiation process, and we can deploy an expert for even the most difficult negotiation situation. This network is internationally unique and takes intercultural differences into account. 3 CERTIFICATION PROGRAMS We not only offer individual components, but also connected modules. With the Qualified Negotiator, Certified Negotiator, Advanced Negotiator and Chief Negotiation Officer, we offer tailor-made modules for all management levels. 4 SUSTAINABILITY A company needs clear guidelines, especially in difficult situations. With the negotiation strategy implemented by us, clear guidelines are set, all managers involved know exactly what to do. This ensures that behaviors are consolidated and applied sustainably. Our institute in Zurich 5 GLOBAL MINDSET Our customers face global challenges. So that we can map all intercultural peculiarities, we have made our network and programs international. 6 MODERN TECHNOLOGY We work on the cutting edge of technology, all data are available online for our seminar participants. Certification participants get access to e-learning and have access to all seminar content. With the help of social media, we serve all channels for successful training and constant communication. 7 FOCUS We focus on conducting difficult negotiations. We do without tricks, manipulation and tactics such as good cop bad cop. Our focus is clear: to train you to become a professional negotiator. 4 SCHRANNER AG PROGRAM 2018 SCHRANNER AG PROGRAM

4 TEAM ZURICH Each of us is responsible for our own business unit and yet we work closely together across all units. We see ourselves as a real team, support each other and always focus on the interests of our customers ALUMNI MEMBERS 5 CERTIFICATION PROGRAMS 72 NATIONALITIES JOINING OUR SEMINARS EACH YEAR 45 SEMINARS AND WORKSHOPS FOCUSING ON DIFFICULT NEGOTIATIONS PARTICIPANTS GLOBALLY FOLLOWING OUR APPROACH JENS VÖGELER Head of Seminars SAMUEL GIOIA Program Manager HARRYS SPYRIDAKOS Program Manager RAFFAEL KELLNER Program Manager 6 SCHRANNER AG PROGRAM 2018 SCHRANNER AG PROGRAM

5 PROGRAM FINDER PERSONAL ADVICE +41 / 44 / SchrannerAG We assume that you have mastered 95 percent of everyday negotiations. Common and reasonable communication patterns work in these negotiations. These 95 percent of the negotiations will not be part of our seminars. In our seminar program, we will discuss and train the remaining 5 percent: dealing with unjustified demands, negotiating under pressure, dealing correctly with stress and fear, managing unsympathetic negotiating partners, and warding off unfair tactics. Reason has no place in the border area, the rational communication patterns no longer work. Whoever wants to survive here needs more: more strategic thinking, more coolness in the situation and more knowledge about irrational behavior. NEGOTIATION CLUB WITH THE CERTIFICATION YOU BECOME A CLUB MEMBER THE INTERNATIONAL NEGOTIATION AUTHORITY In addition to our alumni network, we are establishing the Negotiation Club so that we can use knowledge and experience together. > PAGE 12> PAGE 14> PAGE 26> PAGE 32 Getting started THE ENTRY INTO CONDUCTING DIFFICULT NEGOTIATIONS Tailor-made ALL THE NECESSARY SKILLS FOR CONDUCTING DIFFICULT NEGOTIATIONS Your path to becoming a professional negotiator Implementation in the company With certification as a qualified negotiator you are optimal prepared to have a difficult negotiation. Here we convey the basics of operational negotiation: the professional preparation of a negotiation, the right entry into difficult negotiations and the targeted conclusion. After this seminar you will be able to conduct a difficult negotiation confidently and confidently. Your team will trust you and support you in the right negotiation phases. We offer you an individual selection from the various focal points in order to sharpen your personal negotiation profile. What influence does my body language have on a negotiation and how do I read the body language of my negotiating partner? How can I bring more sharpness into the negotiation and what is the best recipe for dealing with an aggressive negotiating partner? How can I gain the trust of my negotiating partner and what benefits can I draw from this knowledge? Which rhetorical subtleties need to be considered in a difficult negotiation? After you have completed 4 elements from this series, you can achieve certification as a Certified Negotiator. The strategic and tactical control of negotiation processes in the border area. Matthias Schranner trains you to become a professional negotiator in 3 elements. You will be able to deliberately lead negotiations into dead ends and strategically and tactically bring difficult negotiation situations to their goal. So that you can use your knowledge sustainably in your company, we give you the skills to successfully pass on our method. Together with you and your company, we will develop a tailor-made solution so that you can implement a negotiation office. 8 SCHRANNER AG PROGRAM 2018 SCHRANNER AG PROGRAM

6 ELEMENT 1 NEGOTIATION PREPARATION ELEMENT 2> OPENING &> PRACTICE-> AGREEMENT ELEMENT 3 TRANSFER Getting started with difficult negotiations PERSONAL ADVICE +41 / 44 / SchrannerAG FOR WHOM? You value in-depth training and want to lay the foundation for a strong negotiating team. With the certification as a Qualified Negotiator, you acquire the basics to prepare difficult negotiations, to apply the most important negotiation tactics and to confidently control the handling of verbal attacks. You will learn how to proceed correctly in negotiations with older and apparently more powerful partners. You will be prepared for the role of negotiator in the FBI model. WHAT YOU LEARN> The right preparation> Agenda setting> Dealing with verbal attacks> Safe negotiation from start to finish CONTENTS> The role of the negotiator in the FBI model> Coordination with the commander> Agenda setting> Introducing demands> Defense against nonsensical demands > The art of summary> Constantly leading in the driver's seat> Dealing with verbal attacks> The most important tactics DURATION 2 days of attendance Individual preparation and follow-up PROCEDURE 1. Individual preparation 2. Participation in two days of attendance 3. Final test and certification 4. Alumni membership INVESTMENT 2,000 euros (plus statutory VAT) (2,000 CHF) This includes: 1. Preparation 2. Participation in two days of attendance 3. E-learning access (documents, test procedure) 4. Final test including examination fees 5. Alumni membership DATE & PLACE: »February 2018 FRANKFURT» March 2018 MUNICH »April 2018 FRANKFURT» May 2018 LONDON (EN) »June 2018 MUNICH» June 2 018 NEW YORK CITY (EN) »July 2018 MUNICH» July 2018 FRANKFURT »September 2018 MUNICH» September 2018 LONDON (EN) »October 2018 FRANKFURT» October 2018 VIENNA (EN) »November 2018 ZURICH» November 2018 MUNICH »December 2018 VIENNA ( DE) QUALIFIED NEGOTIATOR 7 Reasons 1. You negotiate confidently and confidently in every situation 2. For career starters and high potentials 3. Use of the most modern technologies 4. Speakers from the field 5. Network with participants from different industries 6. Alumni -Membership 7. Certification LONDON VIENNA Learning Model Your path to becoming a Qualified Negotiator The certification consists of two content-related days of attendance. The content is conveyed in an interactive way. Short presentations, group work, realistic role-playing games and the use of the latest technologies ensure that you gain a high level of knowledge before, during and after certification as a Qualified Negotiator. Your personal e-learning access gives you constant access to all documents and test procedures. I have become a strong negotiator in a strong team. ANDRÉ SCHEID, SALES MANAGER ASIA PACIFIC & AMERICAS / VISCOTEC PUMPEN- U. DOSIERTECHNIK GMBH NEW YORK CITY NEW! NOW ALSO AVAILABLE IN ENGLISH FOR FURTHER INFORMATION: 10 SCHRANNER AG PROGRAM 2018 SCHRANNER AG PROGRAM

7 4 MODULES = Current dates: Please visit our website Your tailor-made certification PERSONAL ADVICE +41 / 44 / SchrannerAG FOR WHOM? There are principles in negotiation that you need to know. You will learn these principles as part of the Qualified Negotiator for the role of negotiator. In the Advanced Negotiator you will learn all the principles, strategies and tactics for the role of a manager. In addition to these generally applicable principles and laws, you need the right tools to implement them. These tools are very dependent on your personality, your professional environment and the culture. Our institute has researched for ten years, interviewed participants in the seminars, accompanied the implementation in the company and evaluated all data. These 20 modules represent the most important tools that you need for successful negotiation. 4 OUT OF 20 YOU CHOOSE the topics that you really need. WE will be happy to support you with an expectation survey and a subsequent consultation. DURATION> A total of 4 attendance days (can be booked individually)> Individual preparation and follow-up PROCEDURE 1. Analysis of your goals and expectations 2. Participation in the four modules 3. Repetition and deepening of the content in the context of the Virtual Negotiation Classroom 4. Final test 5. Certification 6 Admission to the INVESTMENT alumni network EUR 6,500 (plus statutory VAT) (CHF 6,500) This includes: 1. Individual preparation 2. Participation on all 4 days of your choice 3. Personal e-learning access with individual documents and tests, support before, between and after the seminars in the Virtual Negotiation Classroom, final examination including examination fees, certificate 4. Admission to the alumni network CERTIFIED NEGOTIATOR 7 Reasons 1. Tailor-made You determine your content 2. Can be booked individually or as part of a package a certification 3. Use of the most modern technologies 4. Speakers from the field 5. International cooperation 6. Alumni membership 7. Certification Learning Mon. del Your path to becoming a Certified Negotiator Before the first module, you have the opportunity to send us your goals and expectations so that we can integrate them into the seminars. Various test procedures during and between the seminars support your individual learning success. Expand your network and enable yourself to build up a best practice sharing and apply the knowledge in the next difficult negotiations. The individual seminar modules are carried out in an interactive manner. Many realistic exercises and the use of state-of-the-art learning technologies ensure that you gain a high level of knowledge before, during and after certification as a Certified Negotiator. Your personal e-learning access with all individual documents (handouts, case studies) is your constant companion during certification. The perfect framework organization, the competent speakers with their instructive exercise examples as well as the exciting field of participants form an ideal basis for establishing what has been learned step by step in negotiations. DR.PHILIPPE WYRSCH, UNIVERSITY OF ZURICH 12 SCHRANNER AG PROGRAM 2018 SCHRANNER AG PROGRAM

8 4 MODULES = Current dates: Please visit our website 4 out of 20 With these seminars you will learn all the skills you need to conduct difficult negotiations. Choose 4 out of 20 and create your personal program leading to a Certified Negotiator degree. The seminars can be booked individually or as part of the Certified Negotiator. We would be happy to advise you, please contact us at MODULE 01 Analyze negotiating partners LEO MARTIN You have to move people, not shake them, says Leo Martin, ex-secret agent. Nevertheless, his intensive training is not about a cuddle course, but about achieving goals. But smart & clever. MODULE 05 Trade Union & Works Council STEFAN SCHNEIDER Stefan Schneider describes the motivations and bargaining power of works councils. On the employer side, he negotiated with works councils and unions for many years and shows which tactics work and which do not. MODULE 02 Negotiation Psychology KLAUS LASSERT The invisible power struggle decides among negotiation experts: Who can keep a cool head? Who subtly pushes the right buttons on the other? From unconscious thought traps to the targeted reversal of a power imbalance, Dr. Klaus Lassert, how you influence the negotiation psychologically. MODULE 06 Listening RICHARD MULLENDER Letting many people get confused with listening. Listening is actually reading what has been said and listening to what has not been said. LISTENING is more than just taking in information, it is the decisive step in analyzing the other person. MODULE 03 Aggressiveness JENS WEIDNER Have you ever been overrun in a difficult negotiation? Are you often exposed to power games and want to increase your assertiveness? Jens Weidner shows you in an unforgettable way how you can lead your negotiations to success with more bite. MODULE 07 Negotiating with difficult employees MAREN LEHKY As a manager in People Management you have to negotiate again and again and this tends to increase in times of Work 4.0. Trust-based working hours, home office, salaries or separations, all of this has to be negotiated successfully. NEW MODUL 04 Body Language STEFAN SPIES In an exciting workshop with many practical examples, Stefan Spies shows which messages you can send with your body in order to control the negotiation.MODULE 08 Expedition Summit Storm HELGA HENGGE Conquering a mountain poses great challenges for expedition participants: international teams want to be led and motivated, resources are scarce and valuable, unforeseen external circumstances force flexible reactions, setbacks have to be coped with. MODULE 09 Rhetoric When every word counts RENÉ BORBONUS Every word counts in difficult negotiations. One wrong word can explode a tense situation. The right word will steer the negotiation in the right direction. MODULE 10 Monopolists & Single Sourcing PETER SCHLINDWEIN Negotiations with single sourcing suppliers require detailed preparation. Peter Schlindwein shows a professional approach for a knowledge advantage in negotiations. MODULE 11 Managing Conflicts JENS CORSSEN A negotiation is always conflict resolution. The causes of the conflict and the solution to the conflict are inextricably linked with the personality of the people involved. MODULE 12 The negotiation professional ANNETT FLEISCHER Negotiations are always a role play. You play the role of a negotiator and master the most important tactics. Professionals can play different roles during a negotiation. NEW MODULE 13 Negotiating in English KEITH JANES Many misunderstandings and the resulting conflicts can be avoided if the English language is really understood. Keith Janes shows the subtleties, idioms and warning signs of the English language. MODULE 14 Negotiating with US partners DANIEL WARNER We seem to be familiar with the conduct of US negotiations. But especially with American partners there are many stumbling blocks that are mostly underestimated. MODULE 15 Key Account Management DIRK ZUPANCIC Negotiations in key account management are more than price negotiations. Dirk Zupancic shows the strategic approach with all important tactics for successful negotiations. MODULE 16 Digital Negotiation CHRISTOPH BORNSCHEIN / JIM HESS Negotiations of the future are rarely held in face-to-face meetings. Negotiations over the phone, via Skype, and the Internet call for new tactics. This seminar is carried out online. MODULE 17 Negotiating with Russian partners JEROEN KETTING Russian business life follows many unwritten rules. Jeroen Ketting guides you through the cultural, psychological and practical aspects of communicating and negotiating with Russian business people. NEW MODULE 18 Negotiating with Chinese partners DAGMAR ZISSLER-GÜRTLER / XIANGHONG LIU For the Chinese, negotiating is a central skill that is practiced extensively in everyday life. If it comes to a business negotiation, this is an important event for the Chinese partner, where he wants to prove his skills and gain respect and face. NEW MODULE 19 Negotiating with Iranian partners BIJAN KHAJEHPOUR Iran has a complex political structure and a proud civilization. The influence of political, historical and cultural peculiarities can also be felt in business dealings. NEW MODULE 20 Negotiating Tactics for Venture Capital MODERATION: HARRYS SPYRIDAKOS This intensive 1-day workshop for VCs shows the most important tactics to get the most out of a deal. NEW 14 SCHRANNER AG PROGRAM 2018 SCHRANNER AG PROGRAM

9 MODULE 01 MODULE 02 MODULE 03 MODULE 04 Current dates: Please visit our website 4 OUT OF 20 MODULE 01 ANALYZING NEGOTIATION PARTNERS LEO MARTIN MODULE 02 NEGOTIATION PSYCHOLOGY KLAUS LASSERT MODULE 03 AGGRESSIVITY JENS WEIDNER MODULE 04 BODY LANGUAGE STEFAN SPIES You don't have to stir people shake, says Leo Martin ex-secret agent. Nevertheless, his intensive training is not about a cuddle course, but about achieving goals. But smart & clever. Anyone who conducts difficult negotiations and has little time for analysis. You analyze quickly and reliably, avoid surprises and negotiate in a relationship-oriented manner. > The 007 formula for building trust How is trust created, what does it depend on, what is it based on? > Your mission: Win people over What does it depend on whether someone is open to my suggestions, accepts my offers or is willing to stand up for me? In a short time, the event conveys all the essential points of view in order to be able to go into all future discussions and negotiations. CHRISTOPH SCHMITZ The invisible power struggle decides among negotiation experts: Who can keep a cool head? Who subtly pushes the right buttons on the other? From unconscious thought traps to the targeted reversal of a power imbalance, Dr. Klaus Lassert, how you influence the negotiation psychologically. Everyone who has difficult negotiations to conduct. In addition to the technical topics of a negotiation, you also know the psychological elements and can use them consciously. > What happens in the brain during a negotiation? > Thought phenomena & perception patterns in negotiations> Avoid traps, use effects> Consciously shape power> Perceive the balance of power> Recognize and use means of power> Psychologically trained attention for negotiations> Prevent the other side from influencing> Control the conversation using techniques that reduce and exacerbate stress. The seminar was an eye opener for me. The many interesting examples within the module give me a new perspective on both past and future negotiations. Have you ever been really overwhelmed in a difficult negotiation? Are you often exposed to power games and want to increase your assertiveness? Prof. Dr. Jens Weidner shows you in an unforgettable way how you can lead your negotiations to success with more bite. All those who have aggressive and dominant negotiating partners and who want to become more aggressive themselves. You can use aggression consciously and control your counterpart in a negotiation. > Looking through power games> How much bite is necessary, how much aggression is possible? > Sheep or Porsche? What do you have to offer? > The success profile of the assertive> The bullying conversation How not to become a victim> Power games: What you shouldn't fall for The use of my positive aggression potential has helped me in several situations to avoid the victim role, to push through important issues and tactically the right course in To face negotiations. ERIK TRUMPP, GLOBAL HEAD OF RVS BUSINESS, PRODUCT LINE RETAIL DIEBOLD NIXDORF In an exciting workshop with many practical examples, Stefan Spies shows which messages you can send with your body in order to control the negotiation. Anyone who wants to consciously control a negotiation using body language. You can recognize body language, use it and use it to your own advantage. > How do I recognize friend and foe? > Protection against the role of victim> Heads, looks, hands> Taking space instead of giving> Appear confident and authentic> How do I avoid uncertainty? > How do I prepare myself mentally? > Your body's messages> Exercises and practical transfer> High and low status> My messages in a negotiation The seminar was great! Mr. Spies is a very good and committed trainer who communicates the content excellently. MARCUS KONITZNY, EXPERTREE CONSULTING CARSTEN LINNEMANN, FUNDATION LIFE SCIENCE CONSULTING & HOLDING B.V. 16 SCHRANNER AG PROGRAM 2018 SCHRANNER AG PROGRAM

10 MODULE 05 MODULE 06 MODULE 07 MODULE 08 Current dates: Please visit our website 4 OUT OF 20 MODULE 05 UNIONS & WORKS COUNCIL MODULE 06 LISTENING RICHARD MULLENDER MODULE 07 NEGOTIATING WITH DIFFICULT EMPLOYEES MODULE 08 EXPEDITION GIPFELSTURM LATE NIGHT WORKSHOP Stefan Schneider describes the motivation and negotiating power of works councils. On the employer side, he negotiated with works councils and unions for many years and shows which tactics work and which do not. Managing directors, executives and those in charge of the HR department They conduct negotiations with the works council and trade unions from an active position and are no longer being conducted. > What do unions really want? > Which strategies help and which ones harm you? > Why escalation is important for the union> Why a strike should not be avoided> The advantages of a strong works council> How to deal with works councils The structure and content of the seminar were perfectly tailored to the target group and the time frame. The speaker’s expertise and background experience were impressive, and the presentation was great. We will be able to apply the content directly internally. Thanks! WOLFGANG BAUMGÄRTNER, LEONI AG Letting many people get confused with listening. Listening is actually reading what has been said and listening to what has not been said. LISTENING is more than just taking in information, it is the decisive step in analyzing the other person. Everyone who has to conduct emotional negotiations> Motivate to talk> Don't ask questions> Read between the lines> Analyze the motives of the negotiating partner Language: English Excellent content! This should be a compulsory seminar for everyone, especially with practical exercises in listening and keeping quiet. A must for negotiators and executives! DR. HENDRIK G. SELIGER As a manager you have to negotiate again and again in People Management and that tends to increase in times of Work 4.0. Trust-based working hours, home office, salaries, motivation, but also clear expectation management, critical behavior or separations, all of this must be successfully designed in your interests. Executives with personnel responsibility, HR managers and HR speakers, business partners and everyone who has to conduct difficult conversations. > Difficult job interviews> Emotional salary negotiations> Negotiating expectations, home office, part-time, severance payments> Coordination of decision templates> Internal negotiations> Constructive criticism discussions> Do s & dont s termination talks The mixture of professionalism, charm but always a wink when working with you I experience at least very, very seldom. And that is something valuable. Thanks! HEAD OF PERSONNEL DEVELOPMENT AND TALENT MANAGEMENT, PHARMACEUTICAL GROUP FROM FRANKFURT With a positive attitude and clear objectives, difficult negotiations can be mastered. Helga Hengge shares her experiences from extreme situations and shows ways to overcome setbacks and achieve goals. Everyone who has a great challenge to master. > Mount Everest the adventure of thinking big> Skills and willingness> Lone warriors in a team> Climb high, sleep low Budgeting resources> Cope with setbacks without losing sight of the goal> 7 weeks in icy heights and a long time not at the goal> The willingness to take risks and critical self-assessment have more in common between mountaineers and managers than the urge to climb. Helga Hengge draws amazing parallels. WIRTSCHAFTSWOCHE 18 SCHRANNER AG PROGRAM 2018 SCHRANNER AG PROGRAM

11 MODULE 09 MODULE 10 MODULE 11 MODULE 12 Current dates: Please visit our website 4 OUT OF 20 MODULE 09 RHETORIC WHEN EVERY WORD COUNTS MODULE 10 MONOPOLISTS & SINGLE SOURCING MODULE 11 COOLING CONFLICTS JENS CORSSEN MODULE 12 THE NEGOTIATION PROFI ANNETTÉ BLEFT SCHLINDWEIN Every word counts in difficult negotiations. One wrong word can explode a tense situation. The right word will steer the negotiation in the right direction. You will learn the most important formulations to exacerbate or defuse difficult situations. Everyone who has difficult negotiations to conduct. With a skilful choice of words, you can bring more sharpness or calm into explosive situations. > How to make convincing messages> Use rhetorical skills to deal with resistance and yes-but-sayings> Control emotions and conflicts> Respectfully address difficult contemporaries> Rhetorical disrespect and how to avoid them> Different arguments for different types of people sharpened for the spoken word. The entertaining way of imparting knowledge paired with practical exercises enhances sustainability and makes it easier for me to use it in negotiations. THOMAS BOLTSHUSER, PRESIDENT SPÜHL GMBH In your professional activity you are exposed to the situation of having to lead negotiations with powerful negotiating partners to a successful result, for whose products you have no alternatives? You cannot change the provider because the product is not interchangeable for your company. Do you feel powerless while the monopolist's steadily increasing price demands reduce your profit margin in an existential way? In the Monopolists & Single Sourcing seminar you will learn how to successfully prepare for difficult purchasing negotiations. CPOs, purchasing managers, strategic purchasing You create a complex and stringent environment for the successful negotiation of monopolists and single sources. > Set-up of the strategic process landscape> Your positioning in your own company> Your positioning with regard to your supplier> Weakening of the opponent's power> Management of strategic partners The war stories from him were particularly interesting. Based on these examples, I can transfer good learnings to my daily business. Overall, an excellent seminar, which I would be happy to recommend. FRANK POGGENDORFF, DEUTSCHE WERTPAPIERSERVICE BANK AG Negotiations are always about resolving conflicts. The causes of the conflict and the solution to the conflict are inextricably linked with the personality of the people involved. Everyone who has to negotiate emotionally. You will learn the causes of conflicts and new ways of coping with them. > The personality makes the difference> The self-developer> The inner and outer game> I imagined it differently> Self-motivation in difficult times Change management> Winning the inner game through excellent self-coaching> About the effective handling of failures and defeats Jens Corssen interpreted the content of his seminar convincingly and conveyed it in a practical way. It is important for everyday life, both privately and professionally, to put yourself in a lofty mood and to adopt an inner attitude. SONJA BAUER, MANAGING DIRECTOR SOVIS GMBH A negotiation is always a game, a negotiator must be able to play a role. You have to take on a role for yourself, slip into the role and then be able to play it. Anyone who conducts difficult negotiations and is emotionally affected in the process. You see the negotiation as a role, remain emotionally distant and lead professionally to the goal. > I know the role: Skills and abilities of a professional negotiator> Attitude, language, effect: The role comes to life, I slip into the role> The game: With distance and coolness to achieve goals> The new level: When both partners negotiate professionally, A new level of negotiation opens up ANNETT FLEISCHER is an actress and presenter. She was best known for the role of the TV policewoman in Hubert and Staller. 20 SCHRANNER AG PROGRAM 2018 SCHRANNER AG PROGRAM

12 Keith Janes MODULE 13 MODULE 14 MODULE 15 MODULE 16 Current dates: Please visit our website 4 OUT OF 20 MODULE 13 NEGOTIATING IN ENGLISH MODULE 14 NEGOTIATING US PARTNERS MODULE 15 KEY ACCOUNT MANAGEMENT DIRK ZUPANCIC MODULE 16 DIGITAL NEGOTIATION THIS SEMINAR WILL BE ONLINE DONE BY KEITH JANES DANIEL WARNER CHRISTOPH BORNSCHEIN / JIM HESS Many misunderstandings and the resulting conflicts can be avoided if the English language is really understood. Keith Janes shows the subtleties, idioms and warning signs of the English language. Anyone who negotiates in English. The aim is to be linguistically confident and more successful in participating in negotiations in the English language. > Structure for English-language negotiations> Recognizing one's own negotiating behavior> The right formulations in a conflict> Dealing with unfair attacks> 8000 English idioms> The most important idioms and their meanings Language: English / German The key to Business English idioms Evaluate your texts with style on! Keith Janes not only conveyed the linguistic and structural subtleties for English-language negotiations, but also knew how to bring us closer to the cultural peculiarities of international settings in a humorous way. An absolutely worthwhile day! ANNETTE FÖRSTER-KRECHBERGER, PERSPECTIV GMBH The conduct of US negotiations is often misjudged in our culture. The US seems familiar and not as strange as Arab or Asian countries. This misjudgment leads to wrong preparation and wrong behavior in the conflict. Everyone who negotiates in the USA or with American partners. You know the most important negotiation tactics and the correct behavior in a conflict. > Separation of person and matter> Signals for the start of negotiations> Why there is no tie in American sports> Negotiation terms used in sport and the military> Recognizing warning signals> The correct behavior in a conflict Language: English If you do not act at eye level from the first second, you have already lost. HANS-JÜRGEN WILDAU, BIOTRONIK SE & CO. KG Negotiations in key account management are more than price negotiations. Strategic relationship building, early involvement of the purchasing departments and access to decision-makers are important success factors for negotiations. Key account managers negotiate externally with the customer, but above all internally with their own stakeholders. This seminar covers all important strategies and tactics.Key Account Manager, Sales Director You will learn the strategic approach and the correct use of tried and tested tactics. > Relationship matrix and strategic relationship building> early involvement "of the purchasing department> Internal and external expectation management> Internal and external escalation in conflict> The agreement or disagreement> The principles of successful price negotiation The seminar was the impetus to introduce his KAM concept in our company and Prof. Zupancic understood very well how to present the contents of the seminar in a practical and effective manner. I can unreservedly recommend the seminar. JENS KÖHLER, SMITH & NEPHEW GMBH Negotiations of the future are rarely held in face-to-face meetings. Negotiations on the phone, by, Skype and Internet calls for new tactics. This seminar is carried out online. Everyone who conducts complex and difficult negotiations that are not only decided at the table. They know the right use of telephone, Skype, Twitter ... and the right time for the right one Medium.> Anchor with Twitter> With Fa Building cebook relationships> Preparing a negotiation with> Probing on the phone> Video conference and Skype This seminar is held online. Language: English Have notes ready for the time afterwards. Seldom will anyone challenge and inspire you as much as Christoph Bornschein. 22 SCHRANNER AG PROGRAM 2018 SCHRANNER AG PROGRAM

13 MODULE 17 MODULE 18 MODULE 19 MODULE 20 Current dates: Please visit our website MODULE 17 NEGOTIATING WITH RUSSIAN PARTNERS MODULE 18 NEGOTIATING WITH CHINESE PARTNERS MODULE 19 NEGOTIATING WITH IRANIAN PARTNERS MODULE 20 NEGOTIATING TACTICS FOR VENTURE-CAPITAL / JEROEN KETTONG LIU BIJAN KHAJEHPOUR MODERATION: HARRYS SPYRIDAKOS VC Russian business life follows many unwritten rules. With a lot of enthusiasm and in an entertaining way, Jeroen Ketting guides you through the cultural, psychological and practical aspects of communicating and negotiating with Russian business people. For everyone who negotiates with Russians in and outside Russia. Unleash the potential of effective communication and negotiate with your Russian partners and discover the psychology behind the "Russian soul". > Differences and similarities between Russians and the West in culture and business> Russian-western business psychology> The psycho-cultural approach for successful relationships between Russians and western business partners> Effective negotiations in Russia> Practical business cases Language: English For the exciting story I would like I would like to compliment you and thank you very much, as in previous years. You have a talent for entertaining presentations and conveying valuable knowledge in the process. GERARD VAANDRAGER, MANAGING DIRECTOR NRCH NETHERLANDS COUNCIL FOR TRADE PROMOTION For the Chinese, negotiating is a central skill that is extensively trained in everyday life. If it comes to a business negotiation, this is an important event for the Chinese partner, where he wants to prove his skills and gain respect and face. Here you should be able to shine according to all the rules of negotiation. A lack of background knowledge, an unsuitable negotiation strategy and misunderstood signals due to the different cultural codes often lead to unnecessary and expensive escalations. Everyone who negotiates with Chinese partners. You will learn the most important negotiation strategies and how to use them effectively. > Typical Chinese approaches and negotiating styles> Correctly assessing the negotiating team> The 7 influencing factors in negotiations with Chinese> The 5 phases of a negotiation in China> Mastering the most frequently used tactics> Reading face and non-verbal signals correctly> Correct behavior in conflict and at Escalations Language: English / German Humorous and competent. A guide to be recommended not only for showing off. DIE ZEIT Iran has a complex political structure and a proud civilization. The influence of political, historical and cultural peculiarities can also be felt in business dealings. Successful negotiations and cooperation with Iranians can only succeed if you appreciate the influence of these multifaceted phenomena on the way Iranians think and make business decisions. Anyone who negotiates with Iranians in Iran or elsewhere. You will unlock the potential of effective communication and negotiation with your Iranian partners and appreciate the many different facets of the Iranian mindset. > Introduction and expectations> History, people, religion and manners> Analysis of the Iranian power structure> Characteristics of the Iranian way of thinking> Values ​​and communication styles in Iran> Working with Iranians> Negotiating with Iranians and building sustainable relationships> Strategic considerations Language: English This intensive 1- We have designed a one-day seminar for VCs who want to sharpen their negotiating skills and who want to achieve the maximum with every deal. VCs and business angels who are actively involved in negotiations. You will maximize the return on your deals by employing effective strategies and tactics. > Negotiating stages during the deal cycle> Negotiating with different stakeholders: institutional investors, founders, co-investors, limited partners, strategic investors, M&A> Negotiating the terms and the evaluation> Negotiating strategies and tactics for high-pressure, high-stake VC -Deals Language: English 24 SCHRANNER AG PROGRAM 2018 SCHRANNER AG PROGRAM

14 ELEMENT 1 THE 7 PRINCIPLES ELEMENT 2> STRATEGY &> EXPENSIVE> CERTIFICATION-> TACTICS ELEMENT 3 ERROR ELEMENT 4 DECORATION The program for experienced executives and managers FOR WHOM? With the certification as an Advanced Negotiator you acquire the ability to control difficult negotiation processes, to consciously create dead ends as well as to conduct strategically and tactically difficult negotiations. This program is for experienced executives and managers who have a high level of responsibility to conduct a negotiation. You will be prepared for the role of commander and decision maker within the FBI model. WHAT ARE YOU LEARNING? > To be able to control even hopeless situations> To analyze yourself and the negotiating partner> To consciously bring about a dead end> ​​To define a successful strategy> To negotiate tactically and consistently CONTENTS> ELEMENT 1: The 7 principles> ELEMENT 2: Strategy & tactics> ELEMENT 3 : Expensive mistakes> ELEMENT 4: Certification SPEAKER Matthias Schranner (supervision between the modules is provided by a negotiation expert from the institute) DURATION> 6 days of attendance (2 days per module)> supervision between the modules> individual preparation and follow-up PROCEDURE 1. Analysis of your Goals and expectations 2. Participation in the three seminar modules 3. Supervision 4. Final test 5. Certification 6. Admission to the alumni network INVESTITION, Euro (plus statutory VAT) (12,000, CHF) This includes: 1. Participation on all three modules (6 days of attendance) 2. Access to e-learning with individual documents and tests 3. Supervision before, between and after the seminars 4. Final examination including examination fees 5. Certificate 6. Membership in the Negotiation Club ARD / hartaberfair Matthias Schranner leaves Frank Plasberg speechless. ARD Learning Model Your path to becoming an Advanced Negotiator The certification to become an Advanced Negotiator consists of coordinated modules. Before the first module, you analyze your negotiation profile with an online test. This profile is the basis of your development guide for difficult negotiations. With this guide you have a well-founded starting point for your learning goals. Between the seminars you will complete test procedures to analyze your strengths and potential. ADVANCED NEGOTIATOR 7 Reasons 1. Clear focus: Difficult negotiations 2. Only for experienced managers 3. Use of the most modern technologies 4. Speaker: Matthias Schranner 5. International cooperation 6. Virtual Negotiation Classroom 7. Negotiation Club Membership Based on the individual test results Your individual negotiation guidelines will be worked out and specified in the attendance phases. Coordinated learning partnerships enable you to set up best practice sharing and apply it directly in the difficult negotiations that follow. The modules are offered in Zurich, Munich, Vienna, London, New York and Hong Kong. The individual seminar modules are carried out in an interactive manner. Realistic role-playing games with video analysis and the use of the latest learning technologies ensure that you gain a high level of knowledge before, during and after certification as an Advanced Negotiator. Your personal e-learning access is your constant companion during certification. You have access to all relevant information at any time and are in direct contact with our institute. Together with you, we ensure that the knowledge imparted can be used successfully in your own negotiations. You benefit from the latest results of our research activities and the support of difficult negotiation cases. 26 SCHRANNER AG PROGRAM 2018 SCHRANNER AG PROGRAM

15 ELEMENT 1 THE 7 PRINCIPLES Negotiating the 7 principles in the border area In this seminar Negotiating the 7 principles in the border area, Matthias Schranner describes demonstrably successful negotiation techniques that you can apply directly in business life. The appropriate procedures for purchasing, sales, price and contract negotiations, especially in difficult situations, are described in numerous practical examples. OBJECTIVE You will learn the principles of difficult negotiation and know how to control yourself and steer the negotiating partner. TRAINING CONTENT TARGET STRATEGY TACTICS> Definition of goals for difficult negotiations> Strategic instead of intuitive negotiation> Successful negotiation tactics ENTRY> The affective phase at the beginning of the negotiation> Dealing with unjustified demands> What to do in the event of threats? ANALYSIS OF THE NEGOTIATING PARTNER> Analysis of the motives behind the positions> Negotiating tactics of the police and the FBI> Why your negotiating partner has to win Matthias Schranner advises managers, politicians and the UN. DER SPIEGEL Many do not understand Donald Trump's behavior. Matthias Schranner does. DIE WELT Matthias Schranner is the best-known negotiation professional in Europe. DIE ZEIT Matthias Schranner has tips for Angela Merkel. THE STERN SPEAKER Matthias Schranner You will receive a copy of the book Negotiating in the border area THE LEADERSHIP IN NEGOTIATIONS> Negotiating with irrational partners> Correct behavior in a stressful situation> Stabilizing the negotiating partner TEAM> Setting up your own team according to FBI rules> Negotiating with groups> Recognizing manipulation tactics and use THE WAY OUT OF THE DEAD END> Warning instead of threat> Similarities instead of opposites> The firefighter uniform AGREEMENT OR CANCELLATION> Written formulations for an agreement> Termination? If yes how? > Saving face even in a dead end PARTICIPANTS Managers who have a great deal of responsibility to conduct difficult negotiations. LANGUAGE Munich, Vienna, Zurich: German Hong Kong, London, New York City: English INVESTMENT FOR SINGLE BOOKING 2,500 CHF (plus statutory VAT) 2,500 EUR (plus statutory VAT) 2,800 USD (plus statutory VAT) DATE & LOCATION: »January 2018 MUNICH» February 2018 MUNICH »March 2018 ZURICH» April 2018 HONG KONG »April 2018 VIENNA» May 2018 LONDON »June 2018 NEW YORK CITY» September 2018 ZURICH »November 2018 NEW YORK CITY» November 2018 MUNICH Very exciting and instructive. Using numerous practical examples, the seminar gave me a completely new perspective, which I can bring to bear in difficult negotiations in the future. NEW YORK I LONDON I ZURICH I MUNICH I VIENNA I HONG KONG DAVID HUGHES 28 SCHRANNER AG PROGRAM 2018 SCHRANNER AG PROGRAM

In the seminar, current negotiation cases are discussed, analyzed and deepened with role plays. Individual guidelines are drawn up for each negotiation. OBJECTIVE You will learn how to conduct negotiations strategically and tactically, even in difficult situations. PARTICIPANTS Participation in ELEMENT 1 is a prerequisite. It is necessary that you prepare a difficult negotiation case. We would like to point out that you commit yourself to confidentiality before the training and that the content discussed during the training does not leak out. SPEAKER Matthias Schranner You will receive a copy of the book The negotiator MACHT> Power and powerlessness> The workshop view> Consciously using power RELATIONSHIP> How resilient are your relationships with the other side? > Short-term and long-term relationship maintenance> Strategic relationship building LEADERSHIP> Negotiating tactics for difficult situations> Negotiating in a team> Dealing with aggression CONSCIOUSLY INTO THE DEAD END> Why the impasse is necessary> Consciously steering into the impasse> Ways out of the impasse BRIEFING AND DE-BRIEFING> Your personal strengths and weaknesses profile> Your individual negotiation tips> Your development plan to become a professional negotiator In this seminar you will deal with the negotiation scorecard. You get an insight into the control of negotiation processes. OBJECTIVE You will learn to avoid the most expensive mistakes in difficult negotiations and to lead the most difficult negotiations to success. PARTICIPANTS Participation in ELEMENT 2 is required. SPEAKER Matthias Schranner You will receive a copy of the book Expensive mistakes OUR COMPANY IS PREPARED FOR AN ESCALATION> Team formation according to FBI rules> When does the boss intervene? > Information blockage in the crisis WE HAVE TO ENSURE CLARITY EARLY> The risk of early determination> Preservation of face and loss of face> Window of Opportunity WE HAVE THE POWER / WE ARE POWERFUL> Negotiating in the driver's seat> Analyzing the bargaining power> When power is with the opponent NEGOTIATING IS A MATTER OF INTUITION> Pragmatism instead of principles> The most important tactics> When intuition leads to failure AVOIDING DEAD END END> Consistency instead of hardship> Single point of contact> Termination and return to work DATE & LOCATION: DATE & LOCATION: »March 2018 ZURICH» May 2018 ZURICH »June 2018 LONDON» July 2018 MUNICH »November 2018 NEW YORK CITY» January 2018 MUNICH »April 2018 VIENNA» September 2018 LONDON »November 2018 ZURICH INVESTMENT FOR SINGLE BOOKING CHF 3,000 (plus statutory VAT) EUR 3,000 ( plus statutory VAT) 3,400.00 USD (plus statutory VAT) INVESTMENT FOR SINGLE BOOKING 3,500.00 CHF (plus statutory VAT) 3,500.00 EUR (plus statutory VAT) 4,000.00 USD (plus legal VAT) 30 SCHRANNER AG PROGRAM 2018 SCHRANNER AG PROGRAM

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