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.

The Trust Factor: Negotiating in SMARTnership

Business & Money

Jensen, Keld

Business Culture

Springer

Negotiation Essentials: The Tools You Need to Find Common Ground and Walk Away a Winner (Mcgraw Hill's Business Essentials)

McGraw=Hill

The Elements of Negotiation: 103 Tactics for Everyone to Win in Each Deal

Management & Leadership

wiley

Positive Impact Inspiring Trust and Confidence

Positive Impact: Inspiring Trust and Confidence

Industries

Motivational Press LLC

Honest Negotiation

Negotiate your way to success It has been estimated that today, the cost of negotiating the average B2B contract is $16,800. In larger corporations, the annual costs of contract negotiation amount to more than $1.26 billion! On the order of 8.2 billion B2B contracts are signed each year; at least 50% of those require negotiation. Why are those numbers so important? Because research has shown that, on average, 42% of the potential value in negotiated agreements is lost! I’m sure we can agree that negotiating knowledge and skills need improvement! Negotiation is a psychological game between individuals. To play it effectively, you must know the game’s rules. Unfortunately, negotiations often devolve into fights, ending with winners and losers. One negotiator assumes his counterpart’s interests conflict with his own; disagreements, even hostilities arise, leading to deadlocks, lost potential value and needlessly ruined relationships. On the other hand, good negotiations make everyone involved a winner. Intelligent cooperation leads to superior results, great value and stronger, longer-lasting relationships. The energies on both sides of the table combine to build a far bigger pie, then divide it to everyone’s best advantage. This book presents a wealth of down-to-earth negotiating advice, backed by examples from actual negotiations. Every principle presented is drawn from real-world negotiating experience, augmented with reflections on trust, behavioral economics and sound decision making. If you negotiate – whether for contracts, procurement, sales, projects, management, or even in family life – this book is for you. Learned well and followed closely, the principles and advice you’ll find here can open the door to competent, confident and satisfying command of the noble art of negotiation. ”The bitterness of poor quality remains long after the sweetness of low prices is forgotten. The sweetness of good quality remains long after negotiating the right price for both parties.”

Authors Place Press

Negotiate your way to success It has been estimated that today, the cost of negotiating the average B2B contract is $16,800. In larger corporations, the annual costs of contract negotiation amount to more than $1.26 billion! On the order of 8.2 billion B2B contracts are signed each year; at least 50% of those require negotiation. Why are those numbers so important? Because research has shown that, on average, 42% of the potential value in negotiated agreements is lost! I’m sure we can agree that negotiating knowledge and skills need improvement! Negotiation is a psychological game between individuals. To play it effectively, you must know the game’s rules. Unfortunately, negotiations often devolve into fights, ending with winners and losers. One negotiator assumes his counterpart’s interests conflict with his own; disagreements, even hostilities arise, leading to deadlocks, lost potential value and needlessly ruined relationships. On the other hand, good negotiations make everyone involved a winner. Intelligent cooperation leads to superior results, great value and stronger, longer-lasting relationships. The energies on both sides of the table combine to build a far bigger pie, then divide it to everyone’s best advantage. This book presents a wealth of down-to-earth negotiating advice, backed by examples from actual negotiations. Every principle presented is drawn from real-world negotiating experience, augmented with reflections on trust, behavioral economics and sound decision making. If you negotiate – whether for contracts, procurement, sales, projects, management, or even in family life – this book is for you. Learned well and followed closely, the principles and advice you’ll find here can open the door to competent, confident and satisfying command of the noble art of negotiation. ”The bitterness of poor quality remains long after the sweetness of low prices is forgotten. The sweetness of good quality remains long after negotiating the right price for both parties.” (Keld Jensen)

This book is about the most important leadership and human skill that ever existed. The skill to interact with other people. All business is human, - it's never a relationship between two organizations but always between people. Learn how to negotiate in the world of SMARTnership - the lastest and most advanced negotiation research result developed into a method since "Getting to Yes"

The SMARTnership Negotiation Manual

lulu.com

See the best price to sell, buy, or rent books by Jensen, Keld. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Jensen, Keld

See the best price to sell, buy, or rent books by Jensen, Keld. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

The Trust Factor: Negotiating in SMARTnership

Negotiation Essentials: The Tools You Need to Find Common Ground and Walk Away a Winner (Mcgraw Hill's Business Essentials)

The Elements of Negotiation: 103 Tactics for Everyone to Win in Each Deal

Positive Impact: Inspiring Trust and Confidence

Honest Negotiation

Honest Negotiation

The SMARTnership Negotiation Manual