The Trust Factor [electronic resource] : Negotiating in SMARTnership /
Jensen, Keld.author.
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.
Description based upon print version of record.
Includes bibliographical references and index.
A new paradigm for commercial relationships -- Behavioral economics in deal-making -- The trust factor : the keystone of negoeconomics -- Rules of the game : defining and setting expectations -- Preparation and analysis prior to bargaining : the first 5 phases of the negotiation process -- Creating a culture of trust and openness -- Where the "bigger" comes from: expanding the range of negoeconomic potential -- Style choices -- Sealing the deal : the second 5 phases of the negotiation process -- How big is my piece? : how the added value is shared -- Dealing with stress, threats, and bluffing -- Make the pie bigger and nobody loses -- Conclusion : restoring trust to the marketplace : it all starts with you.
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.
Business ethics.
Leadership.
Operations research.
Decision making.
Customer relations—Management.
Public relations.
Economics.
Management science.
Business Ethics.
Business Strategy/Leadership.
Operations Research/Decision Theory.
Customer Relationship Management.
Corporate Communication/Public Relations.
Economics, general.