This session will address the importance of trust in a negotiation. Typically, most negotiations leave approximately 42% of value on the table that is not captured by either side. This session shows how to use trust to gain that 42% back by treating trust as a monetary value.
What You Will Learn:
- Capturing the 42%
- Building trust
- Creating a negotiation strategy with all this in mind
Mr. Keld Jensen, Associate Professor at Thunderbird University
Keld is an international author, professor, speaker, advisor and expert in negotiations, behavioral economics and trust. He has worked with leading global companies, governments and individuals as an advisor and trainer. These include SAB Miller, LEGO, the governments of Denmark, Lithuania and Canada, Rolls Royce, Siemens, Thermo-Fisher, Carlsberg, Vestas, and Novo Nordisk. He has authored 24 books on international negotiation and communication, published in more than 37 countries and in 18 languages, with a total of more than 2.8 million readers.
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