For decades, Win‑Win has shaped how many people think about negotiation: cooperate, build trust, search for common ground, and create value on both sides. But difficult negotiations do not always work this way.In this session, Matthias Schranner will explore what happens when your counterpart is not interested in cooperating, when interests collide, power is used openly, and concessions are interpreted as weakness.

This is the environment behind Matthias’s new book, The End of Win‑Win, in which he introduces the seven principles for difficult negotiations and dives deeper into each one following his keynote speech.

‍

In this follow up session to the keynote address, participants explore how they can recognize and reframe the limiting narratives that drive fear, perfectionism and self-protection. The session offers practical daily tools to become more aware of our conditioning, cultivate a growth mindshift, and co-create the conditions to “play to thrive.”

‍

In this follow up session to the keynote address, Dr. Weiss will go into greater detail on managing negotiation failure. He will talk about the seven types of failure, how to avoid them, and how best to get back to the table when possible.

He will then work with participants on their examples from their experience. This will be a highly interactive session – participants should come with scenarios that did go as planned for in depth analysis in small groups.

‍

This session is part of the She’s the Negotiator initiative. The role of women in negotiation is an increasingly important topic. The conference theme of failure not being an option has some different implications for women. In this breakout session, we will explore how women respond to failure in negotiation and the impact it has on them, both personally and on those around them. We will examine how women perceive failure, why they fail, and how they can prepare to overcome the barriers that hold them back, leading to more successful negotiations.