The Trust Factor

Negotiating in SMARTnership

Authors: Jensen, K.

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Hardcover $39.00
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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.

Reviews

'Trust is critical to effective negotiating. The Trust Factor is full of useful negotiation advice combining Jensen's impressive negotiation experiences with insights from behavioral economics and trust research. The book is clearly written and the advice is straightforward.' Daniel L. Shapiro, Ph.D., Director, Harvard International Negotiation Program and co-author, Beyond Reason: Using Emotions as You Negotiate

'Keld Jensen's book is full of great insights on how to build negotiation competency and develop long term relationships underpinned by trust. This book is very relevant for company executives who have business dealings in Asia where the TRUST Factor and the ability to connect ('Guanxi') must be established as key success factors between western companies and their Asian business partners.' Peter Woon, Vice President, Procurement and Supply Chain, Marina Bay Sands Pte Ltd

'A superb and deeply relevant book which is refreshing and thought provoking. This book will help build bridges between trading partners and highlights the unlimited possibilities for those who chose to adopt the principles of Negotiating in SMARTnership. I assure you that we at Deutsche Bank will employ this in our negotiations going forward." Joseph Martinez, Head of Global Sourcing, APAC, Deutsche Bank AG, Asia Pacific Head Office, Global Purchasing and Cost Management

'This book outlines a transition, from negotiation as an event, to negotiation as a process. In making that journey, it provides compelling evidence of the value that is missed by conventional negotiators and provides insights to a winning combination negotiation, trust and behavioral economics. Together, these elements generate new, value-add solutions that support sustainable and highly profitable relationships. Easy to read, practical to implement, substantial in its personal and business impact reading this book really is non-negotiable!' Tim Cummins, President/CEO of International Association For Contract & Commercial Management

'In The Trust Factor, Keld reminds us that our irresistible lure to a focus on results, and to "win" also narrows our focus so we can't see alternatives. Counter-productive practices like "bluffing" and over-reliance on data, feed a cycle of sub-optimal negotiations. Keld explores more rarified ideas such as: How do we find asymmetrical value? Why do people trust you? He provides a rich set of examples, tips, and tactics where you are sure to learn (or relearn) something that you can use tomorrow!' Dr. Dennis Baltzley, Senior Vice President, Executive Education, Thunderbird School of Global Management

'Anyone looking to be an excellent negotiator must read this book. Keld has completely shifted conventional thoughts on negotiation. Now everyone can win and win big!' Rodney Cheah, General Manager, TenCate Geosynthetics


Buy this book

eBook $29.99
price for USA
  • The eBook version of this title will be available soon
  • ISBN 978-1-137-33368-1
  • Digitally watermarked, no DRM
  • Included format:
  • eBooks can be used on all reading devices
  • Download immediately after purchase
Hardcover $39.00
price for USA
  • ISBN 978-1-137-33225-7
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
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Bibliographic Information

Bibliographic Information
Book Title
The Trust Factor
Book Subtitle
Negotiating in SMARTnership
Authors
Copyright
2013
Publisher
Palgrave Macmillan US
Copyright Holder
Palgrave Macmillan, a division of Nature America Inc.
eBook ISBN
978-1-137-33368-1
DOI
10.1057/9781137333681
Hardcover ISBN
978-1-137-33225-7
Edition Number
1
Number of Pages
XVII, 262
Topics