As a former officer of the Special Forces Command (KSK) of the German Bundeswehr and as an active Kidnap Response Consultant for German and international insurance companies, I have negotiated with war criminals, kidnappers, pirates, and extortionists both currently and in the past. Time and again, I have faced unpleasant individuals and situations that have put me under extreme stress. Often, due to this psychological tension, I have experienced physical pain. The environment also affects me, especially when family members are completely distraught and fearful for the health and lives of their loved ones.
The pressure in these situations is immense. How can one deal with it? What strategies and tactics are there to conduct negotiations in a way that still achieves one's own goals? Based on these experiences I have had and continue to have, I have decided to transform these negotiation strategies and techniques into the business world. Throughout this blog, I aim to shed light on various aspects of difficult negotiations with extortionists and kidnappers so that managers in sales, purchasing, business development, and human resources can gain valuable insights. Because the principles of negotiations are always the same, whether dealing with extortionists, kidnappers, or the chief buyer. Ultimately, the goal is to transform a conflict into a 'deal.' As long as both sides have an interest in resolving this conflict, negotiations will succeed. It becomes difficult when you encounter a negotiating partner who is determined to win at all costs, even if it means being willing to 'go over bodies' in the truest sense of the word. US President Trump sets an example. You may have your opinions about him, but he has developed a style that forces the other party to act - often in his favor.
I will set aside moral objections for now. You negotiate daily with your spouse, children, employees, boss, customers, or suppliers. You do it subconsciously. Through 'trial and error,' you have found a way to best achieve your goal. It's just everyday life. No special preparations are needed. You don't need tips or guidance. No clever advisor telling you what to do. After all, you have been in business long enough and are 'seasoned.' But what about negotiations in the extreme? When it gets down to the nitty-gritty? Perhaps my not-so-crazy hints and guidance can help you there? Throughout this blog, I will present you with various aspects that are intended to help prepare for particularly tough negotiations and ultimately bring them to a successful conclusion. My first experience with a tough negotiator was with my father. He was the chief buyer at an automotive supplier at that time. As part of a school project, we were supposed to accompany our parents to work for a day and then write an essay about it.
I witnessed a memorable phone call that has stuck in my mind. At the other end of the line was a representative from a foundry who was supposed to deliver cast parts. My father spoke to him in a normal tone, no reaction. He repeatedly stated the desired purchase price, which, however, did not seem to be truly accepted. My father's reaction: hanging up the phone. No 'goodbye.' No 'see you soon.' I was quite shocked, as I had been raised by my parents to have manners. And now this. My father told me that's just how things are done in business. The shock still runs deep to this day. :) In the upcoming blog chapters, I will present my 8 golden rules for negotiations at the limit and 'season' them with experiences from dealing with kidnappers and extortionists. 1. Analyzing the negotiating partner - who am I dealing with? What motivates them? What is their goal? 2. Organizing the negotiation - how do time and place affect my negotiations? How can I influence them? Through which channels do I negotiate? 3. Setting a strategy - where do I want to go? What do I want to achieve? How do I reach the set goals? 4. Dealing with pressure and threats - Can I use this tactic myself? If so, how? How do I handle pressure? Counterpressure? 5. Leading the negotiation - What leverage do I have? How do I show power and determination? 6. Breaking resistance 7.
Bringing the negotiation to a close - 'Sealing the deal' 8. Monitoring the agreement Stay tuned and see you soon...
