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The Trust Factor

Negotiating in SMARTnership

  • Authors
  • Keld Jensen
Book

Table of contents

  1. Front Matter
    Pages i-xvii
    PDF

  2. The 3-Legged Stool: Trust, Behavioral Economics, and Negotiation Competency

    1. Front Matter
      Pages 1-1
      PDF
    2. A New Paradigm for Commercial Relationships
      Keld Jensen
      Pages 3-12
    3. Behavioral Economics in Deal-making
      Keld Jensen
      Pages 13-32
    4. The Trust Factor: The Keystone of NegoEconomics™
      Keld Jensen
      Pages 33-59

  3. Defining the Rules of the Games, Articulating a Negotiation Strategy, and Making the Pie Bigger

    1. Front Matter
      Pages 61-61
      PDF
    2. Rules of the Game: Defining and Setting Expectations
      Keld Jensen
      Pages 63-75
    3. Preparation and Analysis Prior to Bargaining: The First 5 Phases of the Negotiation Process
      Keld Jensen
      Pages 77-103
    4. Creating a Culture of Trust and Openness
      Keld Jensen
      Pages 105-128
    5. Where the “Bigger” Comes from: Expanding the Range of NegoEconomic Potential
      Keld Jensen
      Pages 129-164

  4. Dividing the Bigger Pie, Making the Deal, and Defining the Future

    1. Front Matter
      Pages 165-165
      PDF
    2. Style Choices
      Keld Jensen
      Pages 167-201
    3. Sealing the Deal: The Second 5 Phases of the Negotiation Process
      Keld Jensen
      Pages 203-224
    4. How Big Is My Piece? How the NegoEconomic Value Is to Be Divided
      Keld Jensen
      Pages 225-234
    5. Dealing with Stress, Threats, and Bluffing
      Keld Jensen
      Pages 235-247
    6. Make the Pie Bigger and Nobody Loses
      Keld Jensen
      Pages 249-254

  5. Conclusion

    1. Conclusion
      Keld Jensen
      Pages 255-256
  6. Back Matter
    Pages 257-262
    PDF

About this book

Introduction

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.

Keywords

behavioral economics business economics growth international business management Portfolio strategy trust

Bibliographic information