In addition to the Harvard Concept (win-win), the Schranner Concept® (play-to-win) has proven to be particularly helpful in our practice. However, a defined distribution of roles within negotiation teams is a prerequisite for success within the Schranner approach. Resources for such a team are almost always lacking in our practice. Negotiations are often led by only one person, mainly because there are no other suitable people available (due to cost pressure, work compression and staff shortage).

In addition, we see forms of negotiations in our practice that we call micro-negotiations. These are negotiations that are either part of everyday routine or take place on an ad-hoc basis, e.g. between a manager and an employee. Here as well, negotiations usually take place without a team and a distribution of roles is therefore not possible.

In this research project, we are addressing the question of whether roles and functions in negotiations - which actually require a division among several people - can be combined in one person. We are investigating the practicability of various psychological, medical and sociological models.

Bibliography (Selection, updated in February 2023):

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• Brecht, G. / Pelz, G. et al: Transaktionsanalyse Beltz Verlag, Weinheim, 2022.
• Dahrendorf, R.: Homo Sociologicus. Ein Versuch zur Geschichte, Bedeutung und Kritik der Kategorie der sozialen Rolle. VS Verlag für Sozialwissenschaften, Wiesbaden, 16. Auflage. 
• Fisher, R. / Ury, W.. / Patton, B.: Das Harvard Konzept. Die unschlagbare Methode für beste Verhandlungsergebnisse. DVA, München, 3. Auflage, 2019.
• Harris, T. A.: Ich bin OK. Du bist OK. Wie wir uns selbst besser verstehen und unsere Einstellung zu anderen verändern können – Eine Einführung in die Transaktionsanalyse. Rowohlt, 55. Auflage, Hamburg, 2022.
• Merton, Robert K. (1957). The Role-Set. Problems in Sociological Theory. The British Journal of Sociology. Vol. 8/2. S. 106–120.
• Schranner, M.: Das Schranner-Konzept. Die neuen Prinzipien für die Verhandlungen der Zukunft. Econ, Berlin, 2019.
• Schranner, M.: Costly Mistakes. The 7 Errors in Difficult Negotiations. Eigenverlag, 2008.