The Elements of Negotiation
103 Tactics for Everyone to Win in Each Deal
1. Auflage August 2024
336 Seiten, Hardcover
Wiley & Sons Ltd
Comprehensive guide to mastering negotiation, based on 24 years of research
The Elements of Negotiation provides readers with an easy-to-follow step-by-step approach to becoming exceptional negotiators in both their professional and personal lives. Grounded in 24 years of extensive research, studying the habits and techniques of 35,000 individual negotiators, the 103 steps provide a detailed roadmap for negotiation excellence, covering preparation, execution, and post-negotiation analysis.
Backed by tested science proving the tips' efficacy, The Elements of Negotiation explores a wealth of real-world case studies and examples, with trends and predictions into the future of negotiation, and additional resources and training programs to further improve your negotiation skills. In this book, you'll learn:
* How to prepare for negotiations to achieve superior financial outcomes
* What to say--and not say--during any negotiation, big or small
* How successful negotiators achieve positive outcomes for both parties
* Why successful negotiators are usually successful in both their personal and professional lives
With its research-backed approach and the expertise of Keld Jensen, an international authority on negotiation with countless accolades and clients like the Financial Times, Target, Government of Canada, and UCLA, The Elements of Negotiation is an invaluable resource for anyone looking to elevate their negotiation skills.
-- Tarek Amine, Principal, Vice President, and Chief Supply Chain Officer at Bechtel Global Corporation
"Unlock the mysteries of negotiation with Keld Jensen's comprehensive guide. From dissecting every element to outlining winning tactics, this book offers clear steps for mastering the journey toward conscious competence and avoiding common pitfalls. Gain confidence and expertise in the art of negotiation."
-- Mark Bowden, bestselling author on human behavior and advisor to G7 leaders
"The Elements of Negotiation is a great read that offers practical advice, powerful insights, and thoughtful reflection about how to be successful in negotiations. I thoroughly recommend this book for all the negotiators out there...both experienced and inexperienced practitioners!"
-- Dr. Clive Rees, PhD in Commercial Relationships; Vice President, International Chief Procurement Officer, and Executive Director of Global Supply Chain Unit at Fujitsu
" If you thought negotiation was all about power suits and stern faces, think again. Keld Jensen brings together his '103 Elements of a Negotiation' to life in a book that is rejuvenating the fun in negotiations. It's packed with clever tactics and insights that will have you thinking differently in a negotiation--and maybe even enjoying the process. These elements are valuable to all industries and experiences."
--Jim Daly, Head of North America Deal Pursuit at Google"
