The Trust Factor

Negotiating in SMARTnership
2013. Auflage 2013
ISBN: 978-1-137-33225-7
Verlag: Palgrave MacMillan Us

Buch, Englisch, 262 Seiten, Format (B × H): 156 mm x 241 mm, Gewicht: 584 g

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.

Zielgruppe

Research

Autoren/Hrsg.

Jensen, Keld

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Unternehmensorganisation, Corporate Responsibility Unternehmensethik
• Wirtschaftswissenschaften Betriebswirtschaft Management Strategisches Management
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Kundenbeziehungsmanagement, Kundenpflege
• Wirtschaftswissenschaften Betriebswirtschaft Unternehmenskommunikation
• Wirtschaftswissenschaften Volkswirtschaftslehre Volkswirtschaftslehre Allgemein
• Wirtschaftswissenschaften Betriebswirtschaft Unternehmensforschung
• Wirtschaftswissenschaften Betriebswirtschaft Management Entscheidungsfindung

Inhaltsverzeichnis

PART I: THE 3-LEGGED STOOL - TRUST, BEHAVIORAL ECONOMICS, AND NEGOTIATION
1. A New Paradigm for Commercial Relationships 2. Behavioral Economics in Deal-Making 3. The Trust Factor: The Keystone of NegoEconomics PART II: DEFINING THE RULES OF THE GAMES, ARTICULATING A NEGOTIATION STRATEGY, AND MAKING THE PIE BIGGER 4. Rules of the Game: Defining and Setting Expectations 5. Preparation and Analysis Prior to Bargaining the First 5 Phases of the Negotiation Process 6. Creating A Culture of Trust and Openness 7. Where the 'Bigger' Comes From: Expanding the Range of NegoEconomic Potential PART III: DIVIDING THE BIGGER PIE, MAKING THE DEAL, AND DEFINING THE FUTURE 8. Style Choices 9. Sealing the Deal - the Second 5 Phases of the Negotiation Process 10. How Big is My Piece? - How the Added Value is Shared 11. Dealing with Stress, Threats, and Bluffing 12. Make the Pie Bigger and Nobody Loses Conclusion: Restoring Trust to the Marketplace It All Starts with You

Über Autor(innen)

Keld Jensen is founder and CEO of MarketWatch Centre for Negotiation A/S, a consulting and training organization that has worked with private industry and governmental bodies in Europe, Asia, North America, and Africa. His company has subsidiaries in Singapore and the U.K. A former Chairman of the Centre for Negotiation at the Copenhagen Business School, he teaches Business Administration, Management, and International Negotiation. He also teaches at other prominent Executive MBA schools worldwide as a guest lecturer including the Thunderbird School of Global Management (Phoenix, AZ), where he co-directs the eMBA program on negotiation. He is a frequent media commentator in Europe and the United States and blogs regularly at Forbes.com.