Negotiate your way to success
It has been estimated that today, the cost of negotiating the average B2B contract is $16,800. In larger corporations, the annual costs of contract negotiation amount to more than $1.26 billion! On the order of 8.2 billion B2B contracts are signed each year; at least 50% of those require negotiation. Why are those numbers so important? Because research has shown that, on average, 42% of the potential value in negotiated agreements is lost!
I'm sure we can agree that negotiating knowledge and skills need improvement!
Negotiation is a psychological game between individuals. To play it effectively, you must know the game's rules. Unfortunately, negotiations often devolve into fights, ending with winners and losers. One negotiator assumes his counterpart's interests conflict with his own; disagreements, even hostilities arise, leading to deadlocks, lost potential value and needlessly ruined relationships.
On the other hand, good negotiations make everyone involved a winner. Intelligent cooperation leads to superior results, great value and stronger, longer-lasting relationships. The energies on both sides of the table combine to build a far bigger pie, then divide it to everyone's best advantage.
This book presents a wealth of down-to-earth negotiating advice, backed by examples from actual negotiations. Every principle presented is drawn from real-world negotiating experience, augmented with reflections on trust, behavioral economics and sound decision making. If you negotiate - whether for contracts, procurement, sales, projects, management, or even in family life - this book is for you.
Learned well and followed closely the principles and advice you'll find here can open the door to the competent, confident and satisfying command of the noble art of negotiation.
"The bitterness of poor quality remains long after the sweetness of low prices is forgotten. The sweetness of good quality remains long after negotiating the right price for both parties."
About the Author: Keld Jensen is an internationally recognized expert and advisor on business, communication and negotiation. He works with governments and major corporations toward achieving greater levels of success through optimized solutions to complex problems.Keld's background is primarily in sales and marketing; he has also served as CEO of a publicly-traded Scandinavian company. He teaches at top-ranked universities around the world. These include MBA programs at the Thunderbird School of Global Management, the Baltic Management School (nominated one of the world's 18 most innovative business schools), and Denmark's Aalborg University. He has lecture frequently at Copenhagen Business School, and served as chairman of the school's Center for Negotiation.Mr. Jensen has made more than 200 international TV appearances, contributes regularly to Forbes magazine, and has published hundreds of articles in other major business publications in Europe, Asia Pacific and the U.S. He is the founder and head of MarketWatch Center for Negotiation, a consulting and training organization working with private industry and governmental bodies around the world. His clients include Vestas, Novo Nordisk, Johnson & Johnson, Carlsberg Group, Siemens, Rolls Royce, SAB Miller, Bang & Olufsen, UNICEF, ThermoFisher and the governments of Canada, Denmark and Greenland. A prolific author, Keld has written 23 books, several of them award winners. His works are available in more than 35 countries and in 16 languages, with more than 2.8 million readers.
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