On March 31 2017, Dr. Christian Bühring-Uhle spoke at the St. Galler Finance Forum in front of numerous CFOs of major family businesses from the DACH Region. The topic of the interactive event was “Negotiating as a management tool of the CFO”. Based on his long experience as an author and coach in the art of negotiation, as well as his own experience as a CEO and “acting CFO”, Christian highlighted the parallels between leading and negotiating. Together with the participants, and based on the “quadrangle of key factors” and the “negotiating dilemma”, he discussed the key criteria for understanding and successfully handling any negotiating situation.