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In this groundbreaking book, Keld Jensen demonstrates the mindset, the strategies and tactics, and the communication skills corporate leaders must master in order to successfully conclude a business deal that expands the boundaries of a commercial transaction. Using a brilliant mix of instructional commentary, sample dialogue, and case studies drawn from actual business scenarios, Jensen provides an essential playbook for successful deal-making that a corporate negotiator cannot be without.


Businesspeople in all service and manufacturing sectors are facing the harsh economic reality of margins being squeezed and profitability being eroded by the increasing cost of component parts and ancillary services. There are very few places corporate executives can go in search of bottom-line impact. In the twenty-first century economy, reducing the acquisition costs of component parts and service modules yields meaningful bottom-line results. The supplier is being squeezed by the same market forces as the manufacturer and the distributor. Labor costs are skyrocketing. The cost of raw materials is escalating at an exponential rate. Credit terms, tariffs, and taxes are posing additional challenges, even after a deal is made. Senior-level executives are becoming increasingly aware that the capacity to effectively negotiate is a key factor in their ability to deliver shareholder value.

The Trust Factor - Negotiating in SMARTnership

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