Keld Jensen is committed to changing the vocabulary of negotiation - and it's about time. While the concepts in the 1981 classic Getting to Yes are still popular, the ideas, words, and phrases are all over 30 years old. The 21st century requires a new paradigm of negotiation to establish profitable commercial relationships, build trust, reduce risk, and unlock the extraordinary value buried in trading relationships.In this webinar, Keld and IACCM's Tim Cummins discuss how today's business conditions are changing the shape and strategy of negotiation and the techniques to use to achieve better results.In this thought provoking presentation, Keld will discuss the revolutionary ideas put forth in his new books SMARTnership: The Third Road - Optimizing Negotiation Outcomes and The Trust Factor: Negotiating in SMARTnership. The traditional rules governing negotiation don't work anymore. If you stay on the familiar path, you are losing out on millions - not because of increased costs, but through lost opportunity. You have failed to take advantage of the potential in the transaction that you can't even see until you get on the alternative route. This alternative route is a toll road and the toll is paid in trust. Our expertKeld JensenKeld Jensen is the former CEO of a public Scandinavian company and the author of 20 books, which have been published in 36 countries in 16 languages. Several of his books have won national awards. His most recent book, SMARTnership: The Third Road - Optimizing Negotiation Outcomes (Acanthus Publishing, 2012), is available in Europe and North America. He serves as co-academic chair and adjunct professor in the eMBA program on global negotiation at the Thunderbird School of Global Management in Arizona, USA. He is also on the faculty in the eMBA programs at Aalborg University in Denmark and the BMI program in Central and Eastern Europe. Jensen is the COO of the Global Summit on Negotiation and Trust 2013, which will be held at the Thunderbird School of Global Management.Through his consulting company in Denmark, he is advisor to a number of international organizations and governments. He is a regular contributor to Forbes.com on negotiation, trust, and behavioral economics. He is a frequent media resource on business issues, and his work has appeared in numerous daily newspapers and industry-specific journals. Jensen is a highly regarded speaker at international conferences and has been nominated as the best public speaker in Scandinavia. His latest book, The Trust Factor: Negotiating in SMARTnership, will be published in November of 2013 by McMillan-Palgrave.
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