{"product_id":"the-elements-of-negotiation-isbn-9781394248285","title":"The Elements of Negotiation","description":"\u003cp\u003e\u003cb\u003eComprehensive guide to mastering negotiation, based on 24 years of research\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe Elements of Negotiation\u003c\/i\u003e provides readers with an easy-to-follow step-by-step approach to becoming exceptional negotiators in both their professional and personal lives. Grounded in 24 years of extensive research, studying the habits and techniques of 35,000 individual negotiators, the 103 steps provide a detailed roadmap for negotiation excellence, covering preparation, execution, and post-negotiation analysis.  \u003c\/p\u003e\u003cp\u003eBacked by tested science proving the tips' efficacy, \u003ci\u003eThe Elements of Negotiation\u003c\/i\u003e explores a wealth of real-world case studies and examples, with trends and predictions into the future of negotiation, and additional resources and training programs to further improve your negotiation skills. In this book, you'll learn: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eHow to prepare for negotiations to achieve superior financial outcomes\u003c\/li\u003e \u003cli\u003eWhat to say—and not say—during any negotiation, big or small\u003c\/li\u003e \u003cli\u003eHow successful negotiators achieve positive outcomes for both parties\u003c\/li\u003e \u003cli\u003eWhy successful negotiators are usually successful in both their personal and professional lives\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eWith its research-backed approach and the expertise of Keld Jensen, an international authority on negotiation with countless accolades and clients like the \u003ci\u003eFinancial Times,\u003c\/i\u003e Target, Government of Canada, and UCLA, \u003ci\u003eThe Elements of Negotiation\u003c\/i\u003e is an invaluable resource for anyone looking to elevate their negotiation skills. \u003c\/p\u003e\u003cp\u003eIntroduction xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Nonverbal 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1: Introduction 1\u003c\/p\u003e \u003cp\u003eElement 1: Body Language 3\u003c\/p\u003e \u003cp\u003eElement 2: Eye Contact 7\u003c\/p\u003e \u003cp\u003eElement 3: Gesticulations 8\u003c\/p\u003e \u003cp\u003eElement 4: The Role of Voice 10\u003c\/p\u003e \u003cp\u003eElement 5: Humor 12\u003c\/p\u003e \u003cp\u003eElement 6: Use of Feet 16\u003c\/p\u003e \u003cp\u003eElement 7: Image 17\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Knowledge 21\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 2: Introduction 21\u003c\/p\u003e \u003cp\u003eElement 8: The Crucial Role of Mathematics 25\u003c\/p\u003e \u003cp\u003eElement 9: Negotiating in a Foreign Language 26\u003c\/p\u003e \u003cp\u003eElement 10: The Journey of Learning 33\u003c\/p\u003e \u003cp\u003eElement 11: Education 35\u003c\/p\u003e \u003cp\u003eElement 12: Negotiation Training 37\u003c\/p\u003e \u003cp\u003eElement 13: Asymmetric Value 39\u003c\/p\u003e \u003cp\u003eElement 14: Subject Matter 43\u003c\/p\u003e \u003cp\u003eElement 15: Leveraging AI to Enhance Your Negotiation Skills 44\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Tools 47\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 3: Introduction 47\u003c\/p\u003e \u003cp\u003eElement 16: Negotiation Strategy 49\u003c\/p\u003e \u003cp\u003eElement 17: Rules of the Game 52\u003c\/p\u003e \u003cp\u003eElement 18: Questions 54\u003c\/p\u003e \u003cp\u003eElement 19: Openness 60\u003c\/p\u003e \u003cp\u003eElement 20: The Hidden Value: NegoEconomics 62\u003c\/p\u003e \u003cp\u003eElement 21: Tru$tCurrency 65\u003c\/p\u003e \u003cp\u003eElement 22: Strategy Access Matrix (SAM) Model 67\u003c\/p\u003e \u003cp\u003eElement 23: Threats 69\u003c\/p\u003e \u003cp\u003eElement 24: Activating Several Senses 70\u003c\/p\u003e \u003cp\u003eElement 25: Using an Agenda 75\u003c\/p\u003e \u003cp\u003eElement 26: Planned Target 77\u003c\/p\u003e \u003cp\u003eElement 27: Walking Away 78\u003c\/p\u003e \u003cp\u003eElement 28: Team Dynamics 79\u003c\/p\u003e \u003cp\u003eElement 29: Division of Roles on the Team 81\u003c\/p\u003e \u003cp\u003eElement 30: The Trial Balloon and Highball\/Lowball Techniques 83\u003c\/p\u003e \u003cp\u003eElement 31: Starting Point, Threshold of Pain, and Target 85\u003c\/p\u003e \u003cp\u003eElement 32: Variables 86\u003c\/p\u003e \u003cp\u003eElement 33: The Art of Managing Non-Negotiables 89\u003c\/p\u003e \u003cp\u003eElement 34: Cross-Cultural Negotiations 91\u003c\/p\u003e \u003cp\u003eElement 35: Emotions, Stress, and Personal Chemistry 93\u003c\/p\u003e \u003cp\u003eElement 36: Prioritizing Variables: The Key to NegoEconomics 105\u003c\/p\u003e \u003cp\u003eElement 37: Listening Skills 107\u003c\/p\u003e \u003cp\u003eElement 38: Understanding and Navigating Salami Negotiations 110\u003c\/p\u003e \u003cp\u003eElement 39: Mastering Package Negotiation: A Holistic Approach 113\u003c\/p\u003e \u003cp\u003eElement 40: Total Cost of Ownership 115\u003c\/p\u003e \u003cp\u003eElement 41: Confirming a Mandate 117\u003c\/p\u003e \u003cp\u003eElement 42: The Double- Edged Sword of Ultimatums 118\u003c\/p\u003e \u003cp\u003eElement 43: Time Out: Embracing Preparation and Patience 120\u003c\/p\u003e \u003cp\u003eElement 44: Checklists 122\u003c\/p\u003e \u003cp\u003eElement 45: Closing the Deal: Strategies for Effective Negotiation Conclusions 128\u003c\/p\u003e \u003cp\u003eElement 46: Working with Summaries 131\u003c\/p\u003e \u003cp\u003eElement 47: Anchoring in Negotiation 135\u003c\/p\u003e \u003cp\u003eElement 48: Postmortems: Navigating the Aftermath 137\u003c\/p\u003e \u003cp\u003eElement 49: Creating a Negotiation Planner 139\u003c\/p\u003e \u003cp\u003eElement 50: The Next Best Alternative in Negotiations 142\u003c\/p\u003e \u003cp\u003eElement 51: Testing Limits with Respect 145\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Tactics 147\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 4: Introduction 147\u003c\/p\u003e \u003cp\u003eElement 52: The Combative Negotiator 149\u003c\/p\u003e \u003cp\u003eElement 53: The Concession- Oriented Negotiator 155\u003c\/p\u003e \u003cp\u003eElement 54: Compromise in Negotiation: The Delicate Art of Balancing Interests 157\u003c\/p\u003e \u003cp\u003eElement 55: Stalling 161\u003c\/p\u003e \u003cp\u003eElement 56: The Collaborative Negotiator 164\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Emotions 167\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 5: Introduction 167\u003c\/p\u003e \u003cp\u003eElement 57: Argumentations 169\u003c\/p\u003e \u003cp\u003eElement 58: Building Rapport with Your Counterpart 172\u003c\/p\u003e \u003cp\u003eElement 59: Small Talk 175\u003c\/p\u003e \u003cp\u003eElement 60: Positive and Negative Emotions 176\u003c\/p\u003e \u003cp\u003eElement 61: Maintaining Emotional Control 179\u003c\/p\u003e \u003cp\u003eElement 62: Cheating, Bluffing, and Little White Lies 181\u003c\/p\u003e \u003cp\u003eElement 63: Perseverance 183\u003c\/p\u003e \u003cp\u003eElement 64: Pacing, Rapport, and Lead 185\u003c\/p\u003e \u003cp\u003eElement 65: Likeability in Negotiations: Insights from Research 192\u003c\/p\u003e \u003cp\u003eElement 66: Personal Chemistry 194\u003c\/p\u003e \u003cp\u003eElement 67: Emotional Intelligence: The Foundation for Effective Negotiation 196\u003c\/p\u003e \u003cp\u003eElement 68: Decision- Making and Emotional Biases in Negotiations 199\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Things to Consider 201\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 6: Introduction 201\u003c\/p\u003e \u003cp\u003eElement 69: Implementing NegoEconomics 203\u003c\/p\u003e \u003cp\u003eElement 70: The Role of Mediators\/Facilitators 208\u003c\/p\u003e \u003cp\u003eElement 71: The Big Picture 210\u003c\/p\u003e \u003cp\u003eElement 72: Typical Skills to Improve 215\u003c\/p\u003e \u003cp\u003eElement 73: Navigating the Cosmos of Negotiation: Lessons from John Glenn’s Insight 217\u003c\/p\u003e \u003cp\u003eElement 74: Addressing Misunderstandings 219\u003c\/p\u003e \u003cp\u003eElement 75: The Total Cost of Ownership (TCO) 221\u003c\/p\u003e \u003cp\u003eElement 76: Listening, Summarizing, and Locking (LSL) 224\u003c\/p\u003e \u003cp\u003eElement 77: Contingent Contracts 225\u003c\/p\u003e \u003cp\u003eElement 78: Post- Negotiation Audit 227\u003c\/p\u003e \u003cp\u003eElement 79: Face- to- Face or Virtual Negotiations 229\u003c\/p\u003e \u003cp\u003eElement 80: Ability to Anticipate 234\u003c\/p\u003e \u003cp\u003eElement 81: Soft vs. Hard Variables 235\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Ultimate Level 237\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 7: Introduction 237\u003c\/p\u003e \u003cp\u003eElement 82: The Essence of Negotiation Mastery 239\u003c\/p\u003e \u003cp\u003eElement 83: Using Silence Effectively 241\u003c\/p\u003e \u003cp\u003eElement 84: Teaching Others 244\u003c\/p\u003e \u003cp\u003eElement 85: Expanding the Pie 246\u003c\/p\u003e \u003cp\u003eElement 86: Subtext Awareness 248\u003c\/p\u003e \u003cp\u003eElement 87: Human Engineering 252\u003c\/p\u003e \u003cp\u003eElement 88: Mastering Conflict Resolution Skills 254\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 The Foundation 257\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 8: Introduction 257\u003c\/p\u003e \u003cp\u003eElement 89: The Love of Negotiation 259\u003c\/p\u003e \u003cp\u003eElement 90: Building Trust 260\u003c\/p\u003e \u003cp\u003eElement 91: Unleashing Creativity 264\u003c\/p\u003e \u003cp\u003eElement 92: Conveying Empathy 266\u003c\/p\u003e \u003cp\u003eElement 93: Practicing 269\u003c\/p\u003e \u003cp\u003eElement 94: The Nuances of Argumentation 271\u003c\/p\u003e \u003cp\u003eElement 95: Adaptability 273\u003c\/p\u003e \u003cp\u003eElement 96: Ethical Negotiations 275\u003c\/p\u003e \u003cp\u003eElement 97: Choosing a Strategy 278\u003c\/p\u003e \u003cp\u003eElement 98: Brainstorming 282\u003c\/p\u003e \u003cp\u003eElement 99: Considering Gender 284\u003c\/p\u003e \u003cp\u003eElement 100: Making Sure You Get Something in Return 286\u003c\/p\u003e \u003cp\u003eElement 101: The Power of Habit 288\u003c\/p\u003e \u003cp\u003eElement 102: Reflection: Essential Skills and Behaviors for Becoming an Accomplished Negotiator 289\u003c\/p\u003e \u003cp\u003eElement 103: The Choice to Negotiate: Challenging the Obvious 291\u003c\/p\u003e \u003cp\u003eAcknowledgments 293\u003c\/p\u003e \u003cp\u003eAbout the Author 295\u003c\/p\u003e \u003cp\u003eIndex 297\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eKELD JENSEN\u003c\/b\u003e is a globally recognized expert in negotiation, trust, and communication. With 26 published books and a readership of over 3 million, Jensen’s insights have shaped the negotiation strategies of countless professionals worldwide. He is a Top Negotiation Voice on LinkedIn, an associated professor at several international universities, on the top 5 Global Gurus negotiation list, and appeared in more than 200 television programs. Keld’s extensive and impressive client list includes Rolls-Royce, PG\u0026amp;E, Microsoft, IKEA, UCLA, DLA Piper, LEGO, UNICEF, several governments, Novo Nordisk, and others.   \u003c\/p\u003e\u003cp\u003eWhat do successful negotiators do? How do they prepare? What do they say—and not say? \u003ci\u003eThe Elements of Negotiation \u003c\/i\u003eanswers all of these questions and many more, providing a detailed roadmap for negotiation excellence—including preparation, execution, and post-negotiation analysis. \u003c\/p\u003e\u003cp\u003eThis book is grounded in Keld Jensen’s 26 years of extensive research, studying the habits and techniques of 35,000 individual negotiators that he has trained personally. Through his research, he has isolated 103 separate elements of negotiation success. The more of these elements you employ, and the more effectively you apply each one, the better your results at the negotiating table, and the greater negotiator you become. \u003c\/p\u003e\u003cp\u003eEach step contains a point-by-point breakdown, enabling readers to fully grasp and implement the step into their own personal and professional negotiations. This book also covers the finer details of negotiations, such as how expert negotiators achieve outstanding outcomes for both their side and their counterparts, and why successful negotiators tend to be successful not just in business, but in their daily lives as well. \u003c\/p\u003e\u003cp\u003eNo matter who you are, what industry you’re in, or what you’re trying to accomplish in your negotiations, \u003ci\u003eThe Elements of Negotiation \u003c\/i\u003ehas all of the essential information you need to succeed. This book is a definitive guide in the field of negotiation, backed by proven principles and thousands of standout success stories. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe Elements of Negotiation \u003c\/i\u003eearns a well-deserved spot on the bookshelves of business professionals involved in negotiations, such as salespeople, procurement officers, and leaders, individuals interested in enhancing their negotiation skills for personal or professional growth, and students and academicians studying negotiation, behavioral economics, and communication. \u003c\/p\u003e\u003cp\u003eReady to transform your negotiation skills?   \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePraise for \u003csmall\u003eTHE\u003c\/small\u003e ELEMENTS \u003csmall\u003eOF\u003c\/small\u003e NEGOTIATION\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e“In negotiation, Roger Fisher pioneered for almost half a century, Chris Voss influenced the last decade. Keld Jensen represents the forefront of modern-day negotiation strategies and expertise. Today there is no comparison.”\u003cbr\u003e \u003cb\u003e— Tarek Amine,\u003c\/b\u003e Principal, Vice President, and Chief Supply Chain Officer at Bechtel Global Corporation \u003c\/p\u003e\u003cp\u003e“Unlock the mysteries of negotiation with Keld Jensen’s comprehensive guide. From dissecting every element to outlining winning tactics, this book offers clear steps for mastering the journey toward conscious competence and avoiding common pitfalls. Gain confidence and expertise in the art of negotiation.”\u003cbr\u003e \u003cb\u003e— Mark Bowden,\u003c\/b\u003e bestselling author on human behavior and advisor to G7 leaders \u003c\/p\u003e\u003cp\u003e“\u003ci\u003eThe Elements of Negotiation\u003c\/i\u003e is a great read that offers practical advice, powerful insights, and thoughtful reflection about how to be successful in negotiations. I thoroughly recommend this book for all the negotiators out there...both experienced and inexperienced practitioners!”\u003cbr\u003e \u003cb\u003e— Dr. Clive Rees, PhD\u003c\/b\u003e in Commercial Relationships; Vice President, International Chief Procurement Officer, and Executive Director of Global Supply Chain Unit at Fujitsu  \u003c\/p\u003e\u003cp\u003e“ If you thought negotiation was all about power suits and stern faces, think again. Keld Jensen brings together his ‘103 Elements of a Negotiation’ to life in a book that is rejuvenating the fun in negotiations. It’s packed with clever tactics and insights that will have you thinking differently in a negotiation—and maybe even enjoying the process. These elements are valuable to all industries and experiences.”\u003cbr\u003e \u003cb\u003e—Jim Daly,\u003c\/b\u003e Head of North America Deal Pursuit at Google”  \u003c\/p\u003e\u003cp\u003e“In negotiation, Roger Fisher pioneered for almost half a century, Chris Voss influenced the last decade. Keld Jensen represents the forefront of modern-day negotiation strategies and expertise. Today there is no comparison.”\u003cbr\u003e\u003cb\u003e— Tarek Amine,\u003c\/b\u003e Principal, Vice President, and Chief Supply Chain Officer at Bechtel Global Corporation\u003c\/p\u003e \u003cp\u003e“Unlock the mysteries of negotiation with Keld Jensen’s comprehensive guide. From dissecting every element to outlining winning tactics, this book offers clear steps for mastering the journey toward conscious competence and avoiding common pitfalls. Gain confidence and expertise in the art of negotiation.”\u003cbr\u003e\u003cb\u003e— Mark Bowden,\u003c\/b\u003e bestselling author on human behavior and advisor to G7 leaders\u003c\/p\u003e \u003cp\u003e“\u003ci\u003eThe Elements of Negotiation\u003c\/i\u003e is a great read that offers practical advice, powerful insights, and thoughtful reflection about how to be successful in negotiations. I thoroughly recommend this book for all the negotiators out there...both experienced and inexperienced practitioners!”\u003cbr\u003e\u003cb\u003e— Dr. Clive Rees, PhD\u003c\/b\u003e in Commercial Relationships; Vice President, International Chief Procurement Officer, and Executive Director of Global Supply Chain Unit at Fujitsu\u003c\/p\u003e \u003cp\u003e“ If you thought negotiation was all about power suits and stern faces, think again. Keld Jensen brings together his ‘103 Elements of a Negotiation’ to life in a book that is rejuvenating the fun in negotiations. It’s packed with clever tactics and insights that will have you thinking differently in a negotiation—and maybe even enjoying the process. These elements are valuable to all industries and experiences.”\u003cbr\u003e\u003cb\u003e—Jim Daly,\u003c\/b\u003e Head of North America Deal Pursuit at Google”\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990213050597,"sku":"NP9781394248285","price":30.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394248285.jpg?v=1761786929","url":"https:\/\/k12savings.com\/es\/products\/the-elements-of-negotiation-isbn-9781394248285","provider":"K12savings","version":"1.0","type":"link"}