

How One Question Can Transform Your Negotiation Results
19 snips May 10, 2025
Keld Jensen, a globally recognized negotiation expert and author of 26 books, dives into the transformative power of trust in negotiations. He argues that aligning on negotiation processes upfront is crucial for success. Keld also explores the role of behavioral economics in understanding human decisions and emphasizes the importance of curiosity and empathy. He shares insights into how top companies leverage specialized negotiation teams and Centers of Excellence to elevate their outcomes, showcasing the shift from tactical to transformative negotiation strategies.
AI Snips
Chapters
Books
Transcript
Episode notes
Ask More Questions, Listen More
- Ask questions to understand the counterpart's needs instead of arguing positions.
- Listening actively and showing empathy separates great negotiators from poor ones.
Trust Lowers Costs, Boosts Profit
- Trust reduces transaction costs and increases profitability in negotiations.
- Negotiating how to negotiate and verbalizing trust enhances collaboration and outcomes.
Brainstorm Variables Before Negotiation
- Hold a pre-meeting to brainstorm all negotiable variables instead of focusing on few.
- Expanding negotiable items reveals opportunities to improve mutual profit.