Keld Jensen is back on the show to talk about the things we do in negotiations that are value-losing activities. We’re chatting about some radical concepts including current negotiation training and advice that just makes the horse carriage go faster instead of inventing the car (so to speak). We’re discussing the crucial concept of negotiating, setting the context and laying out terms at the pre-negotiation meeting and how much time you’ll save by doing it this way.
Keld shares great insights on managing expectations, especially when parties are negotiating from different perspectives. What’s a SMARTnership? What’s NegoEconomics? How many variables should we be negotiating? How many are too many? How do we know when the counterparty is straight out lying and willing to break the rules we set up in the pre-negotiation meeting?
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Guest: Keld Jensen
- ProcureCon West
Code: PI-W19-NN for 25% off