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13 April 2021 ·

The Negotiation Room - Part One

The Negotiation Room returns with a trilogy, featuring World CC ‘expert in residence’, Keld Jensen, together with Tim Cummins, President and professor of commercial management at the University of Leeds.

In this series they will explore the way forward in virtual negotiation and the critical interdependence of humans and data in the negotiation process.

There is evidence that organizations with disciplined negotiation planning processes are more profitable, so why don’t we plan? Coordination of people and data is challenging, because effective negotiation requires teamwork, knowledge and data.

We’ll explore how value is constrained by many of today’s negotiation practices – for example, the difficulties many negotiators face in gathering data, either from their own side or the counterparty e.g. cost information; acceptable fall-backs.


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