From high-stakes corporate deals to international diplomacy, the key takeaway was clear: Negotiation isn’t about tricks—it’s about tactics, timing, and trust. Whether in a boardroom or a political standoff, those who master the psychology of negotiation hold the ultimate power.

Among the standout speakers were Erin Meyer, Daniel L. Shapiro, Michael D. Watkins, Katharina Lange, Matthias Schranner, and Remi Smolinski, each offering unique insights into what it takes to negotiate at the highest level.

Individual Speaker Recaps

Erin Meyer: Decoding Culture to Win Negotiations
For Erin Meyer, author of The Culture Map, successful international negotiations hinge on understanding cultural differences. “When we are negotiating internationally, it’s very confusing to figure out what’s just the individual you’re working with and what has to do with the cultural background they come from,” she explained.

Her culture mapping system, which breaks culture down into eight behavioral scales, helps negotiators anticipate how trust is built differently across regions. One example? Nonverbal communication.

Meyer recounted an experience in Japan where she asked if there were any questions after a lecture. No one raised their hand. But a local colleague later told her: “Erin, there were some questions.” He then stood up, looked around the room, and identified a person who, from Meyer’s perspective, had seemed motionless. “Do you have a question?” he asked. The person immediately responded: “Oh, thank you! I do.”

The secret? “It had to do with how bright their eyes were.” Small, culture-specific cues like this can mean the difference between a deal closing or failing.

Her practical tip for modern negotiators? “Get rid of your virtual background” in online meetings. Instead, place something personal behind you—like a stack of Harry Potter books—to spark small talk and build trust. “That makes it much easier for people to connect with you on a personal level.”

Matthias Schranner: No Tricks—Just Tactics
As a former hostage negotiator, Matthias Schranner knows that negotiation isn’t about convincing—it’s about conflict resolution. “If I try to convince my negotiation partner, I come up with arguments. Then I will receive a counterargument, and then I end up in this so-called deadlock phase,” he explained.

Instead of debating endlessly, Schranner advocates for a direct approach: “Come up with demands. Say what you want. Then you force the other party to say what they want, and then you can negotiate.”

He also warned against repeating the same demands in a stalemate. “What you should not do? Don’t repeat the old demands. You need something new,” he emphasized.

For Schranner, timing is everything: “In every negotiation, there’s only a small window of opportunity. If you miss it, you can’t negotiate anymore.” His core belief? There is always a deal to be made. “Even if you go to war, at the end, you need to negotiate the end of the war,” he noted.

Remi Smolinski: The Science of Negotiation Mastery
Remi Smolinski takes a scientific approach to negotiation—comparing it to sports. “The fact that we keep on running does not mean that we will be running faster. The fact that we keep on jumping does not mean that we will be jumping higher. Same goes for negotiation,” he explained.

Great negotiators don’t just make deals—they refine their craft. “A good negotiator is someone who achieves their objectives,” he said. “An excellent negotiator does that while also building strong and sustainable relationships.” His research shows that getting what you want and maintaining relationships are not mutually exclusive—they go hand in hand.

For Smolinski, mastery requires structured feedback. “We need to compare our performance with benchmarks or get structured feedback from someone who can do it for us,” he said. This, he believes, is the key to continuous improvement in negotiations.

Smolinski praised the N-Conference as a unique gathering of top minds in negotiation. “This has been a great experience for me, and I congratulate the organizers for putting together such a great event.”

The Future of Negotiation
The N-Conference 2024 made one thing clear: Negotiation isn’t just about getting what you want—it’s about crafting agreements that last. In a world where everything is negotiable—from billion-dollar acquisitions to peace treaties—those who master the balance between strategy and human insight will always have the upper hand.

And if this year’s event was any indication, the future of negotiation is as strategic as it is personal.