Keld Jensen Livres

Authors examine the differences between negotiators who reached easy, quick and profitable partnerships and those whose negotiations were protracted and stressful, and resulted in poor deals or total failure.

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 $1.26billion! Negotiation is a psychological game between individuals. To play it effectively, you must know the game's rules.

The book presents techniques for deal-makers to uncover mutually beneficial solutions that often remain hidden without a cooperative approach. It emphasizes the importance of collaboration among parties to achieve shared success and highlights strategies that facilitate productive negotiations, fostering an environment where all participants can thrive.

The book explores the essential skill of human interaction in leadership and business, emphasizing that all transactions are fundamentally about relationships between individuals. It introduces the concept of SMARTnership, a cutting-edge negotiation method that builds on advanced research following the principles established in "Getting to Yes." Readers will gain insights into effective negotiation techniques that prioritize human connections, enhancing their ability to navigate complex business dynamics.

Comprehensive guide to mastering negotiation, based on 24 years of research The Elements of Negotiation provides readers with an easy-to-follow step-by-step approach to becoming exceptional negotiators in both their professional and personal lives. Grounded in 24 years of extensive research, studying the habits and techniques of 35,000 individual negotiators, the 103 steps provide a detailed roadmap for negotiation excellence, covering preparation, execution, and post-negotiation analysis. Backed by tested science proving the tips' efficacy, The Elements of Negotiation explores a wealth of real-world case studies and examples, with trends and predictions into the future of negotiation, and additional resources and training programs to further improve your negotiation skills. In this book, you'll learn: How to prepare for negotiations to achieve superior financial outcomes What to say—and not say—during any negotiation, big or small How successful negotiators achieve positive outcomes for both parties Why successful negotiators are usually successful in both their personal and professional lives With its research-backed approach and the expertise of Keld Jensen, an international authority on negotiation with countless accolades and clients like the Financial Times, Target, Government of Canada, and UCLA, The Elements of Negotiation is an invaluable resource for anyone looking to elevate their negotiation skills.

"Must-know concepts and smart strategies for every step of a negotiation from the new Essential Series for business professionals"--