Negotiation Essentials The Tools You Need to Find Common Ground and Walk Away a Winner By Keld Jensen
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- 149
- File size
- 5.53 MB
- Format
- Digital PDF
- Course
- Business
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- eBook[PDF]
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About this ebook
Negotiation Essentials by Keld Jensen breaks down the art of corporate and personal deal-making into three core parts, focusing on foundational concepts, practical application strategies, and behavioral psychology. Published in late 2023, the book offers a structural breakdown designed to help readers achieve what Jensen calls "Negotiation Economics," a concept that unlocks up to 42% in hidden or unrealized deal value. [1]
The primary topics and frameworks covered in the book are organized as follows:
Part I: The Essentials
This section focuses on identifying opportunities and building structural foundations before any conversation begins.
- Identifying a Negotiation: How to recognize when a scenario is open to negotiation rather than a fixed-term agreement.
- Defining Success: Understanding how to measure who is winning a deal without destroying long-term relationships.
- Strategic Preparation: The crucial role that backend research and positioning play in predicting outcomes.
- Evaluating Negotiators: Deep dive into the distinct behavioral differences that separate great, good, and bad negotiators.
- Logistics Management: Deciding exactly when, where, and through what medium to hold a negotiation. [1]
Part II: The Essentials Applied
This module transitions from theory into real-world tactical executions and self-assessments. [1]
- Focus Assessments: Diagnostic tools used to find your personal blind spots and determine what skills you need to build.
- The 10 Phrases: A targeted list of vocabulary and phrases key to steering a negotiation successfully.
- The 5 Negotiation Styles: How to identify your natural style and fluidly switch between them depending on the scenario.
- The Art of Saying No: How to draw hard boundaries without causing conversational gridlock or walking away prematurely.
- Decoding Body Language: Reading physical cues to accurately gauge the opponent's true pressure points and comfort levels. [1, 2]
Part III: Beyond the Essentials
This final portion details advanced psychological tactics, structural frameworks, and external modern challenges. [1]
- Negotiation Economics: Jensen’s signature methodology aimed at expanding the pie to capture up to 42% more unrealized value.
- Cross-Cultural Negotiation: Navigating international or culturally diverse business landscapes and communication expectations.
- Psychological Drivers: Managing the shifting impacts of emotions, acute stress, trust, and personal chemistry.
- Virtual vs. In-Person: The structural differences, traps, and strategic advantages of online meetings versus face-to-face deals.
- The Essentials Toolkit: A closing operational resource featuring professional pre- and post-negotiation checklists. [1, 2]
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