Jensen, Keld
The Trust Factor
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
Nyckelord: Business and Management, Business Ethics, Business Strategy/Leadership, Operation Research/Decision Theory, Customer Relationship Management, Corporate Communication/Public Relations, Economics, general
- Författare
- Jensen, Keld
- Utgivare
- Springer
- Utgivningsår
- 2013
- Språk
- en
- Utgåva
- 1
- Sidantal
- 279 sidor
- Kategori
- Ekonomisk
- Format
- E-bok
- eISBN (PDF)
- 9781137333681
- Tryckt ISBN
- 978-1-137-33225-7