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Jensen, Keld

The Trust Factor

Jensen, Keld - The Trust Factor, ebook

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ISBN: 9781137333681
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Table of contents

Part A. The 3-Legged Stool: Trust, Behavioral Economics, and Negotiation Competency

1. A New Paradigm for Commercial Relationships
Keld Jensen

2. Behavioral Economics in Deal-making
Keld Jensen

3. The Trust Factor: The Keystone of NegoEconomics™
Keld Jensen

Part B. Defining the Rules of the Games, Articulating a Negotiation Strategy, and Making the Pie Bigger

4. Rules of the Game: Defining and Setting Expectations
Keld Jensen

5. Preparation and Analysis Prior to Bargaining: The First 5 Phases of the Negotiation Process
Keld Jensen

6. Creating a Culture of Trust and Openness
Keld Jensen

7. Where the “Bigger” Comes from: Expanding the Range of NegoEconomic Potential
Keld Jensen

Part C. Dividing the Bigger Pie, Making the Deal, and Defining the Future

8. Style Choices
Keld Jensen

9. Sealing the Deal: The Second 5 Phases of the Negotiation Process
Keld Jensen

10. How Big Is My Piece? How the NegoEconomic Value Is to Be Divided
Keld Jensen

11. Dealing with Stress, Threats, and Bluffing
Keld Jensen

12. Make the Pie Bigger and Nobody Loses
Keld Jensen

13. Conclusion
Keld Jensen

Keywords: Business and Management, Business Ethics, Business Strategy/Leadership, Operation Research/Decision Theory, Customer Relationship Management, Corporate Communication/Public Relations, Economics, general

Author(s)
Publisher
Springer
Publication year
2013
Language
en
Edition
1
Page amount
279 pages
Category
Economy
Format
Ebook
eISBN (PDF)
9781137333681
Printed ISBN
978-1-137-33225-7

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