How Two Plus Two Can Equal Forty-TwoA competitive, zero-sum mindset dominates virtually every high-level negotiation, and all sides inevitably fail to perceive or take advantage of vast amounts of hidden value. In studies of over 25,000 negotiations, the Copenhagen Business School found that over a third failed to reach a deal; another study reached the startling conclusion that businesses were forfeiting up to 42% of the total value in the transactions by failing to use all the variables available to them during the bargaining process.
Keld Jensen offers four guiding principles that will unleash the non-visible value that is being left on the table in the vast majority of commercial transactions. Using real-life anecdotes and business school research, he demonstrates the shortcomings of the traditional zero sum approach and shows the vast benefits of this new paradigm of negotiation.
Optimizing Results through Persuasion and InfluenceBased on Keld's groundbreaking book Communicative Competence, this presentation makes the bold assertion that 85% of success in business can be attributed to interpersonal skills. The ability to influence others and establish credibility is a crucial skill for people in leadership positions. This presentation provides audiences with the tools for optimizing communication in order to get the most out of what they strive to achieve.
Click here to see Keld discuss Communicative Competence
The Third Road: Optimizing Negotiation OutcomesJensen's revolutionary new approach to cooperative deal making is captured in the word SMARTnership. In this mind-altering presentation, he shows the audience that mastery of the skills of negotiation is a leadership competency. Corporate executives are constantly negotiating. Acquiring the strategic perspective of SMARTnership enables business leaders to come away from the conversation with more than they originally expected, increasing their personal effectiveness as well as the value of the transaction.
Tru$t is MoneyTM
Running an Organization on the Best Policy: Honesty, Ethics and High MoralsThe global recession has thrown into sharp relief the consequences of slipshod ethics in the business community. Conducting business honestly and ethically isn't just the right thing to do, it's also the smart thing! Keld shows how those who keep to the straight and narrow are more successful in the long run. He provides the audience a managerial toolkit for behaving ethically and building trust among the management team, employees, vendor partners, shareholders, and investment analysts.
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