The trust factor
Subtitle: negotiating in SMARTnership
By: Keld Jensen
Edition: First Edition.
Published: 2013
Language: eng
Number of pages: 262
ISBN-13: 9781137332257
Subjects: Negotiation in business; Trust; Partnership
Notes: Includes bibliographical references (pages 257-258) and index.
Table of contents: title: A new paradigm for commercial relationships; title: Behavioral economics in deal-making; title: The trust factor : the keystone of negoeconomics; title: Rules of the game : defining and setting expectations; title: Preparation and analysis prior to bargaining : the first 5 phases of the negotiation process; title: Creating a culture of trust and openness; title: Where the "bigger" comes from: expanding the range of negoeconomic potential; title: Style choices; title: Sealing the deal : the second 5 phases of the negotiation process; title: How big is my piece? : how the added value is shared; title: Dealing with stress, threats, and bluffing; title: Make the pie bigger and nobody loses; title: Conclusion : restoring trust to the marketplace : it all starts with you.