The Trust Factor

Negotiating in SMARTnership

  • Authors
  • Keld Jensen

Table of contents

  1. Front Matter
    Pages i-xvii
  2. The 3-Legged Stool: Trust, Behavioral Economics, and Negotiation Competency

    1. Front Matter
      Pages 1-1
    2. Keld Jensen
      Pages 13-32
  3. Defining the Rules of the Games, Articulating a Negotiation Strategy, and Making the Pie Bigger

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

    1. Front Matter
      Pages 165-165
    2. Keld Jensen
      Pages 167-201
    3. Keld Jensen
      Pages 235-247
    4. Keld Jensen
      Pages 249-254
  5. Conclusion

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

About this book


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.


behavioral economics business economics growth international business management Portfolio strategy trust

Bibliographic information