Download - NEGOTIATION FOR DECISION MAKERS

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NEGOTIATION FOR DECISION MAKERS

AWARDS & RECOGNITIONCOMMUNICATIVE COMPETENCE:Management Book of the Year in Denmark, 2000 and 2002

INTERNATIONAL NEGOTIATION AND COMMUNICATION:Best Lecture at the eMBA program in the Baltics

EXECUTIVE NEGOTIATION (BMI):Best Lecture at CopenhagenBusiness School

Nominated Top Thought Leader in Trust by Trust Across America, Trust Across The World in 2015 and2016

Optimize The Outcomes of Your Negotiation & Negotiate Your Way Through The Covid-19 Crises

Keld Jensen

15th & 16th DecemberDubai UAE2021

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Leaders should possess strong nego�a�on skills. Bargaining is not just a ma�er of buying and selling, it is more about doing everything that needs to be done for your company. This program is design to teach you smartnership concept of nego�a�on which will help you to build be�er trust and win more in your nego�a�on. You will learn how the concept of NegoEcomics Strategy will add value into your nego�a�on skills. The concept is not only being used by Top 500 companies globally but at several interna�onal universi�es in Europe and North America. Besides, the smartnership concept will introduce how to build strong rela�onship with your business partners.

Nego�a�on is the process of reaching an agreement to the sa�sfac�on of all par�es involved in the process. This process is intertwined into our daily life to the extent that we don’t even realize we are par�cipants of it, personal ques�ons like where to eat, where to go on vaca�on are all different kinds of the nego�a�on process. Thus, having good nego�a�on skills and being able to se�le differences that may arise to the sa�sfac�on of all par�es involved in the process is a skill essen�al for personal and career growth.

In a nego�a�on process, all par�cipants are keen on ge�ng the most out of it for themselves or the party they represent. This program is designed to teach the par�cipants the crucial ways and hows needed to achieve mutual sa�sfac�on and the persuasive skills needed to gain the most of the nego�a-�on processor achieve a “Smartnership” with the counterparty.

The puropse of this program is to understand the concept of nego�a�on in leadership based on theory and prac�ce of high-level professional nego�a-�on with par�cular emphasis on the context of interna�onal business whether it be public, governmental or private. It should be useful to profes-sional decision-makers in a different business environment. The goal will be to sharpen both prac�cal and analy�cal skills you can use in any situa�on from daily nego�a�ons, a wage nego�a�on with a single employee, to a nego�a�on over an interna�onal joint venture involving several partners of different types. These analy�cal skills will provide guidance in structuring and fostering agreements. Par�cular emphasis is placed on reaching agreements that achieve the largest possible joint gains for all par�es.

Program Overview

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The Trust Factor:

Negotiating in SMARTnership™

Make the Pie Bigger and Everyone Wins

CEO's, Directors, GM’s, Vice President, Division Heads, Senior Managers, Managers and anyone involved in the nego�a�on process, such as execu�ves: Legal, Business Develop-ment, Sales, Vendors, Contractors, Marke�ng, Project Managers, Sourcing and Procure-ment.

This Program is Specifically Created For:

This two-day program will quickly and drama�cally jump-start your nego�a�ng skills. Don’t miss this rare opportunity to be personally trained by Keld Jensen-the brain father of SMARTnership nego�a�ng. You will leave SMARTnership Nego�a�on training with a wealth of powerful new ideas that you can apply daily.

Why Should You Attend?

How to achieve long-las�ng, crea�ve, mutually beneficial “Smartnerships”How to nego�ate effec�vely How to save a deal How to learn and master strategy and be�er skills in nego�a�on and to handle How to handle challenges professionally and confidentlyWhen and what is the best �me and approach to start a nego�a�on How to a win situa�on for both par�es in a nego�a�onHow to be subtle during nego�a�on without ge�ng emo�onal How to leverage on what we have to win a nego�a�on How to develop the ability to iden�fy the best offer and quality How to develop the best Nego�a�on strategyHow to develop Knowledge in Cri�cal Nego�a�on

Some of The Key Take-away Points are Listed Below:

Who is This Program For


What ”SMARTnership” Nego�a�ng is really all about Why we are making emo�onal rather than ra�onal decisions The 10 phases you will need to know Comparison, summary, and understanding of the different nego�a�on strategies

The SMARTnership Nego�a�on begins with par�cipant introduc�ons, an overview of the program’s content and methodology, and the establishment of ground rules. We then discuss par�cipants’ goals and expecta�ons for the workshop and share personal best and worst nego�a�ng experiences.

Session 1: Negotiation Leadership Strategy Negotiation From Start To Target

Analysis of the opponent's posi�on Mapping the access road and its limita�ons The 11 crucial prepara�on points How to work with Rules of the game The cri�cal Rules of Nego�a�ng The ”Nice To Do” Rules of Nego�a�ng

Session 2: Preparation & Preparing Yourself To Your Negotiation

In a group, you will prepare, analyze and complete a nego�a�on implemen�ng a strategy and NegoEconomics

Session 3: Concession Management First Negotiation Case

session 4: Performing and Successful Negotiation Evaluating & Viewing of The CompletedWhat was achieved Greatest challenge Individual and Group feedback


ProgramCurriculum

CombatCompromiseDelaying tac�csConcession ManagementCoopera�onPerforming a successful Nego�a�on Naviga�ng Nego�a�on’s Minefields How nego�ators manipulate and control using different tac�cs Two CompromiseHow to recognize and use opponent's strategy The tac�cal game around the table Fair and unfair approaches

Zero-sum game, Partnership or SMARTnership, Negotiation LeadershipPre-negotiation Homework The 5 Fundamental Ways of Choosing or Combining Negotiation Behaviour:

We begin Day 2 with a review of lessons from Day 1. A�er a brief summary of Day 2’s agenda and goals, we move onto the vital subject of ge�ng the right nego�a�on strategy and tac�cs.

Session 5: How To Choose Negotiation Method, Strategy and Tactic

Individual and Group feedback;

What worked be�er the second �me? What was difficult? What was easier? What helped you and Why?

Session 6: Navigating Negotiation’s Minefields Second Negotiation Case

SMARTnership: The Third Road

Optimizing Negotiation Outcomes

ProgramCurriculum


Keld Jensen, Founder, and CEO of Marketwatch Center for Nego�a�on A/S has morethan 25 years of experience in; interna�onal management, nego�a�on, and communica-�on from his post as Managing Director of a listed Scandinavian Company. As former Chairman of the Centre for Nego�a�on at the Copenhagen Business School, one of the top business schools in the world and Thunderbird School of Global Business in the US, he teaches Business Administra�on, Management, and Interna�onal Nego�a�on. He also teaches at other prominent Execu�ve MBA schools worldwide as a lecturer.

Keld is a prolific writer on nego�a�on, communica�on, ethics, morality, and trust. Kel has wri�en 21 books, which have been published in more than 36 countries in over 16 languages, he is one of the world’s most highly respected authors on business and man-agement topics. His interna�onally acclaimed book, Nego�a�ng Partnership, has been translated into four languages and published in more than 28 countries.In 2013 he published the ’Trust Factor Nego�a�ng in SMARTnership' on Palgrave Macmil-lan in the USA. A groundbreaking new approach to any kind of rela�onship.

He also writes feature ar�cles for the na�onal and interna�onal media such as Forbes Magazine, Businessweek, and the Financial Times. He has appeared in broadcast media as a highly regarded commentator on interna�onal business issues. His ar�cles have been published by Business-Week.com, Industry Week, the Chris�an Science Monitor, and the Financial Times, among others. He is a frequent speaker at conferences around the world and has worked with numerous global businesses, governments and organiza�ons in a training and consul�ng capacity. He is the founder and CEO of MarketWatch Center for Nego�a�on A/S, a consul�ng and training organiza�on in Europe, Asia, North America, and Africa.

Meet Your Trainer

Keld Jensen


“Throughout the course i learned that qualitative negotiation is much more than what i learned in other negotiation trainings. I use the learnings from the SMARTnership course in my everyday work. I can highly recommend the SMARTnership Negotiation Master Pro-gram."Jan Carlsen - Head of Indirect Procurement, Man Energy Solutions

"The Negotiating in SMARTnership program by Keld Jensen revolutionizes the idea of negotiation. I believe this approach works wonders, especially in a global setting where cultural differences can normally hinder results. This program teaches you to see hidden potential in every negotiation beyond just what is on the table. I highly recommend you take this course as well."Kelly Sheridan - MGM/MBA Executive Vice President, Association of the United States Army

“I can say without any doubt that Mr. Jensen's knowledge and experience places him as one of the leaders in the field of negotiations.In addition - he is one of the leading speakers in the world on the topics and i have always enjoyed listening to his presentations.”

Kate Titasek - Author, educator and architect of the Vested business model

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Download - NEGOTIATION FOR DECISION MAKERS

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