Honest Negotiation

Honest Negotiation

by Keld Jensen

Paperback

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Product Details

ISBN-13: 9781628654073
Publisher: Motivational Press
Publication date: 05/24/2017
Pages: 308
Product dimensions: 5.50(w) x 8.40(h) x 1.10(d)

Read an Excerpt

Conducting business in the future will be more about

finding the right people at the right place at the right time,

and negotiating the right agreements.

In the future, the company will be more a conglomerate of

individual parts, cultures, partnerships and alliances. More and

more firms will outsource vital competences, like R&D, storage,

sales, marketing, accounting, etc.

When people enter into partnerships and alliances, they

must also negotiate the content of the agreements involved.

Good alliances and partnerships are only created through the

work of able negotiators.

John Donnés declaration, “No man is an island,” may be

more true today than ever before. Alliances and partnerships are

essential elements of our everyday life—and they cannot exist

and will never succeed in the absence of negotiations.

In this book, I will show you how you will win without your

negotiating counterpart losing. How you will dodge and avoid

conflicts. My advice is simple, and it is built on solid experience

through work with my clients and my own negotiations. Iwill introduce

you to the way to build overwhelming valuefor yourself—called

NegoEconomics, without doing so at theexpense of your counterpart. The

advice applies whether youare negotiating with your children

Table of Contents

Acknowledgments. 6

Executive summary. 8

Four Big Ideas That Could Change the World . 11

Why we negotiate. 17

NegoPorn—Let Me Abuse You. 22

Tru$tCurrency: The Keystone of NegoEconomics. 26

How do we negotiate? . 54

Negotiations as zero-sum games or as cooperation. 90

Negotiations with two losers . 203

How Emotions, Stress, and Personal Chemistry Aff ect Decision Making ..........211

Ten important points of advice. 252

Recurring Practices that Lead to Success. 298

Conclusion. 300

Winner of Denmarks Best Negotiation/Tender of the Year Award. 302

Recommended reading . 307

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