The Trust Factor

Keld Jensen

in Palgrave Macmillan Books from Palgrave Macmillan

Date: 2013
ISBN: 978-1-137-33368-1
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Chapters in this book:

A New Paradigm for Commercial Relationships

Keld Jensen

Behavioral Economics in Deal-making

Keld Jensen

The Trust Factor: The Keystone of NegoEconomics™

Keld Jensen

Rules of the Game: Defining and Setting Expectations

Keld Jensen

Preparation and Analysis Prior to Bargaining: The First 5 Phases of the Negotiation Process

Keld Jensen

Creating a Culture of Trust and Openness

Keld Jensen

Where the “Bigger” Comes from: Expanding the Range of NegoEconomic Potential

Keld Jensen

Style Choices

Keld Jensen

Sealing the Deal: The Second 5 Phases of the Negotiation Process

Keld Jensen

How Big Is My Piece? How the NegoEconomic Value Is to Be Divided

Keld Jensen

Dealing with Stress, Threats, and Bluffing

Keld Jensen

Make the Pie Bigger and Nobody Loses

Keld Jensen

Conclusion

Keld Jensen

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Persistent link: https://EconPapers.repec.org/RePEc:pal:palbok:978-1-137-33368-1

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DOI: 10.1057/9781137333681

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