: Keld Jensen
: The Trust Factor Negotiating in SMARTnership
: Palgrave Macmillan
: 9781137333681
: 1
: CHF 47.40
:
: Sonstiges
: English
: 271
: Wasserzeichen/DRM
: PC/MAC/eReader/Tablet
: PDF
Offers deal-makers techniques to access mutually beneficial solutions that cannot make their way to the bargaining table without a cooperative strategy that enables the parties to together with mutual benefit and success.

Keld Jensen is founder and CEO of MarketWatch Centre for Negotiation A/S, a consulting and training organization that has worked with private industry and governmental bodies in Europe, Asia, North America, and Africa. His company has subsidiaries in Singapore and the U.K. A former Chairman of the Centre for Negotiation at the Copenhagen Business School, he teaches Business Administration, Management, and International Negotiation. He also teaches at other prominent Executive MBA schools worldwide as a guest lecturer including the Thunderbird School of Global Management (Phoenix, AZ), where he co-directs the eMBA program on negotiation. He is a frequent media commentator in Europe and the United States and blogs regularly at Forbes.com.
Cover1
Title Page3
Copyright Page4
Table of Contents5
List of Figures and Table7
Acknowledgments9
Preface11
Part A The 3-Legged Stool: Trust, Behavioral Economics, and Negotiation Competency18
1 A New Paradigm for Commercial Relationships19
2 Behavioral Economics in Deal-making29
3 The Trust Factor: The Keystone of NegoEconomics49
Part B Defining the Rules of the Games, Articulating a Negotiation Strategy, and Making the Pie Bigger76
4 Rules of the Game: Defining and Setting Expectations77
5 Preparation and Analysis Prior to Bargaining: The First 5 Phases of the Negotiation Process90
6 Creating a Culture of Trust and Openness117
7 Where the “Bigger” Comes from: Expanding the Range of NegoEconomic Potential141
Part C Dividing the Bigger Pie, Making the Deal, and Defining the Future177
8 Style Choices178
9 Sealing the Deal: The Second 5 Phases of the Negotiation Process213
10 How Big Is My Piece? How the NegoEconomic Value Is to Be Divided235
11 Dealing with Stress, Threats, and Bluffing245
12 Make the Pie Bigger and Nobody Loses258
Conclusion Restoring Trust to the Marketplace: It All Starts with You264
Notes266
Index268