Over a span of 24 years, Keld Jensen has studied some 35,000 individual negotiators. His objective: to define, once and for all, the difference between a good negotiator and a great one.
Keld Jensen – The Great Negotiator’s 103 Steps
Welcome
You want this program if…
- You want to create more value in your negotiation (up to 42%)
- You want continued training, updates and advice
- You are stuck in the traditional zero-sum approach
- You want to improve your preparation for a negotiation
- You need to negotiate virtually as well as face 2 face
- Want to learn how trust can be capitalized in a negotiation
- You feel a need to change your complete mindset on how to negotiate
- You would love simple tools and checklists
- You want to learn the SMARTnership approach – the most awarded negotiation strategy in the World
- You negotiate globally
Program Content
Pick whichever order you like
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1. Begin the Journey to Become a Great Negotiator
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Welcome to The Great Negotiator’s 103 Steps
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How To Use This Course
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A Message From The Instructor
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What Are We Covering In This Program
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What Is Required To Become A Better Negotiator?
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Honest Negotiation
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The SMARTnership Negotiation Manual
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LIVE Webinar: Happening Right Here
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Before We Begin: A Quiz
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2. Non-Verbal
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Welcome To Non-Verbal Communication
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1. Facial Expression
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2. Eye Contact
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3. Gesticulation
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4. Tone of Voice
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5. Humor
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6. Use of Feet
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7. Image
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Bonus Material: Trust in Negotiation
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Bonus Material – Body Language
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Are You Unconsciously Incompetent PDF?
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Quiz Chapter 2
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3. Knowledge
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8. KASH Model
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9. Languages
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10. Unconsciously Incompetent
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11. Education
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12. Do You Know How To Swim?
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13. Asymmetric Values
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14. Behavioral Economics – What You Really Need To Succeed!
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15. The Wayne Gretzky Formal
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Negotiation Strategy – Why Progress Is Based On Your Choice Of Strategy
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Tru$tCurrency In Negotiation – The Marriage Between Trust And Economics
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4. Tools
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Welcome to Tools
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16. Strategy Choice
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17. Rules Of The Game
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18. Questions
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19. Openness
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20. NegoEconomics
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21. Tru$t Currency
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22. Strategy Assessment Matrix (SAM model)
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24. Visual Aids
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25. Agenda
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26. Preparing The Essential 11
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27. Opening Phrase
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28. The 10 Phases
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29. Roles & Team
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30. Bargaining
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31 Starting Point, Target, Walk Away
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32. Variables
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34. Cross Culture
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35. Handling Stress
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37. Listening Skills
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38. Salami Methods
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39. Package Deal
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40. TCO (Total Cost of Ownership)
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41. Mandate
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42. Summarization
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43. Time Out
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44. Checklists
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46. Understanding The Counterpart
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47. Anchoring
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48. Capitalized Variables
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49. Negotiation Planner
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Bonus material: Not Preparing Is The Same As Preparing A Failure Part 1
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Bonus material: Not Preparing Is The Same As Preparing A Failure Part 2
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Bonus material: Communication & Negotiation
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Short Positive Impact Intro 1
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Bonus material: Not Preparing Is The Same As Preparing A Failure
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Goals
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NegoEconomics – where the 42% “free” value comes from SMARTnerships – the REAL potential in collaboration
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An Animation Describing NegoEconomics and SMARTnership
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5. Strategy
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Strategy
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52. Combative Negotiation Style
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53. Unilateral Concession
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54. Delaying and Compromise Tactics Style
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55. Collaborative Negotiation Style
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56. Introduction To The 5 Different Negotiations Styles
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Bonus Material: Dividing The 10 Oranges
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Bonus material: The 5 Different Negotiation Styles And Their Body Language
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Introduction To The 5 Different Negotiation Styles
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SMARTnership Negotiation Style
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The Reaction From Stress In A Negotiation
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Online Negotiation: What You Should Be Aware Of
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Contractual Implications And Online Negotiations
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SMARTnership Negotiation Style
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Unilateral Concession Negotiation Style
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Combative Negotiator
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Delaying and Compromise Negotiation Style
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Conclusion On Negotiation Styles
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Dividing The 10 Oranges
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NegoEconomics And The Choice Of A Negotiation Strategy
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Bargaining
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6. Emotions
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57. Argumentation
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58. Oxytocin
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59. Small Talk / Chemistry Building
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60. Emotions
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61. The brain And How We Decide
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62. Lies
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64. Body Language, Mirroring, Rapport
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66. Personal Chemistry
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68. Egocentricity
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7. Things to consider
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LIVE webinar – Wrapping Up – Q&A
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69. Buying A Table
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70. Why Do Negotiation Fail?
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71. The Big Picture
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72. Typical Skills To Improve
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73. HowTo Recognize Collaboration
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74. Moral Competence Index Test And Score Card
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75. Negotiating Environment, Social And Corporate Governance
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77. E-Auctions
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78. Post Evaluation SMARTnership Negotiation
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79. Face To Face Or Virtual Negotiations
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80. Expect The Unexpected
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8. Ultimate level
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82. Initiative
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83. The Real Room To Negotiate
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84. Teaching Others
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85. Expand The Pie (Pizza)
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86. Strategy Negotiation Implementation Process
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87. Human Engineering – The 15%/85% Rule
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88. Negotiation Assessment
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9. Foundation
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Foundation
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89. Love Of Negotiation
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91. Creativity
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94. The Satellites That Creates The Great Negotiator
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95. Attitude
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96. Knowledge
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97. Skills
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98. Ethos, Logos, Pathos
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100. Avoid Unilateral Concessions
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101. Habits
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102. Reflection
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103. Interview On SMARTnership And NegoEconomics
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Syllabus Quiz
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Before you go…
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Course Features
- Lectures 0
- Quizzes 0
- Duration 10 weeks
- Skill level All levels
- Language English
- Students 89
- Assessments Yes