Deception | Lying strategies, | Information Elicitation
Prof. Dr. Michael Saller is regarded as one of the leading experts in deception, interrogation techniques, information elicitation, and negotiation strategy. He demonstrates how companies and executives can obtain better information, detect deception more quickly, and achieve smarter decisions.
Rated 4.0 out of 5 stars.
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Prof. Dr. Michael Saller, M.Jur. (Oxford), is regarded as one of the leading experts in deception, interrogation techniques, information elicitation, and negotiation strategy. He is Professor of Business Law at the Ernst Abbe University of Applied Sciences Jena, Special Counsel at a leading business law firm, and brings many years of international experience in investigations, negotiations, and regulatory affairs.
In his keynotes and workshops, he demonstrates how companies, executives, and negotiators can identify deception more quickly, obtain better information, and make smarter decisions under pressure. He combines methods from investigations, negotiation psychology, and strategic communication with practical experience from international negotiations, economic investigations, and high-stakes conflict situations.
His expertise is grounded in real investigative practice. At the German Federal Cartel Office, Michael Saller conducted complex investigations in the fields of white-collar crime and antitrust law and served as a member of the Special Commission for Cartel Enforcement. As a Senior Expert at the OECD in Paris, he led international competition and regulatory projects across Europe, Asia, and Latin America. In this role, he negotiated with ministries, regulatory authorities, companies, and international organizations in politically and economically sensitive environments. Previously, he worked for international law firms such as Latham & Watkins and Shearman & Sterling, as well as for the Boston Consulting Group.
Today, Michael Saller combines insights from investigations, psychology, interrogation techniques, antitrust law, and negotiation strategy into practical approaches for businesses and executives. His methods help leaders, compliance teams, HR professionals, procurement specialists, sales teams, and investigators assess counterparts more accurately, identify risks earlier, obtain reliable information under pressure, and manage difficult negotiations with confidence.
In his Springer-published book Tell Me Everything, he explains how techniques used in investigations and intelligence work can be applied legally and effectively in the corporate world. His second book, Lies. How They Work and How We See Through Them, will be published this autumn by the Frankfurter Allgemeine Zeitung publishing house.
In addition to his professorship, Michael Saller teaches negotiation strategy, competition law, antitrust law, and intellectual property law at institutions including the Frankfurt School of Finance & Management and the ADG Business School. Event organizers value his ability to explain complex connections between law, psychology, negotiation, and investigative practice in a precise, practical, and engaging way.
Why deception cannot be detected through body language — and what actually works in business and negotiations
How to uncover hidden information, expose bluffs, and gain strategic advantages in negotiations
Why people who ask better questions make better decisions
What executives need to know about deception, manipulation, and trust in high-risk situations
How to remain effective in high-pressure negotiations shaped by uncertainty, power politics, and strategic pressure. Strategies for dealing with threats, bluffing, escalation, and unfair tactics — for executives, sales, procurement, HR, and compliance professionals.
Interrogation Techniques for Business Practice
Companies make decisions every day based on incomplete, contradictory, or deliberately distorted information. In this workshop, executives and decision-makers learn how to structure conversations systematically, obtain reliable information, and identify deception attempts at an early stage.
Contents
The workshop combines scientific insights from communication, interrogation, and negotiation research with practical experience from investigations, regulatory practice, and international negotiations.
Particularly Relevant For
C-level executives, managers, HR, compliance, sales, procurement, and investigative functions.
Format
1–2 days | In-house training or open workshop
Strategies for the Trump Era
In this workshop, executives and negotiators learn how to remain composed and effective even under extreme pressure. Participants learn to manage power games, provocations, and unfair tactics — and to conduct difficult conversations in a controlled and goal-oriented manner.
Contents
The workshop combines insights from negotiation research and communication psychology with practical experience from international negotiations and regulatory practice.
Particularly Relevant For
C-level executives, managers, sales, procurement, HR, and compliance professionals.
Format
2 days (flexibly adaptable) | In-house training or open workshop
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Interaktiv, praxisnah und mit vielen Aha-Momenten!
Rated 4.0 out of 5 stars.
Through the workshop, we better understand the true interests of our conversation partners, which has noticeably improved our negotiations.
Rated 4.0 out of 5 stars.
Excellent presentation of the negotiation process from both a psychological and economic perspective — realistic and highly relevant in practice!
Rated 4.0 out of 5 stars.
We had a very engaging and entertaining workshop with Prof. Saller on the topic of questioning and interview techniques.
Rated 4.0 out of 5 stars.
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