{"product_id":"the-smart-negotiator-isbn-9781394255696","title":"The Smart Negotiator","description":"\u003cp\u003e\u003cb\u003eReinvent your approach to negotiation\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eThe Smart Negotiator: Unlocking the Power of AI and Human Insight,\u003c\/i\u003e internationally renowned trainer, speaker, and professor Dr. Keld Jensen takes you on a groundbreaking journey to redefine what it means to be a smart negotiator in a world where human skills meet the transformative capabilities of artificial intelligence. Through engaging commentary, real-world case studies, and AI-driven examples, this book unveils a new perspective on strategic negotiation—where timeless principles like trust and cooperation are amplified by cutting-edge technology.\u003c\/p\u003e \u003cp\u003eBy harnessing the synergy between human intuition and AI-driven insights which will be explored in the pages of this book, negotiators will learn to expand the room for value creation and achieve unprecedented results for themselves and their counterparts.\u003c\/p\u003e \u003cp\u003eThis book delivers unique concepts and tools including:\u003c\/p\u003e \u003cul\u003e \u003cli\u003e\u003ci\u003eSMARTnerships: Understand the revolutionary approach to negotiation that emphasizes collaboration and mutual benefit over traditional adversarial tactics.\u003c\/i\u003e\u003c\/li\u003e \u003cli\u003eTru$tCurrency: Discover how trust, now measurable with data and AI tools, becomes a negotiator's most valuable asset.\u003c\/li\u003e \u003cli\u003eNegoEconomics™: Leverage AI to uncover hidden opportunities for mutual gain, transforming potential conflicts into collaborative successes.\u003c\/li\u003e \u003cli\u003eAI in Negotiation: Apply the concept that both parties are committed to the discovery of mutual gain.\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003cbr\u003eWith practical advice, step-by-step guides, and ethical considerations, this book is essential for any business leader or professional negotiator navigating the complexities of today's AI-driven landscape.\u003c\/p\u003e \u003cp\u003eIntroduction: The Evolving World of Negotiation 1\u003c\/p\u003e \u003cp\u003eA Forgotten Potential in Negotiation 2\u003c\/p\u003e \u003cp\u003eCapitalizing on Potential 2\u003c\/p\u003e \u003cp\u003eIs Negotiation a Science or an Art? 2\u003c\/p\u003e \u003cp\u003eIntroduction to a New Era: Negotiation in a World of Sharks—and AI 3\u003c\/p\u003e \u003cp\u003eThe New Negotiator at the Table: Artificial Intelligence 4\u003c\/p\u003e \u003cp\u003eThe Evolution of Negotiation: From Zero-Sum to AI-Enhanced Value Creation 4\u003c\/p\u003e \u003cp\u003eUnderstanding AI’s Role in Modern Negotiation 5\u003c\/p\u003e \u003cp\u003eThe SMARTnership AI Framework 6\u003c\/p\u003e \u003cp\u003eChallenges and Ethical Considerations 6\u003c\/p\u003e \u003cp\u003ePractical Implementation: Getting Started with AI-Enhanced Negotiation 7\u003c\/p\u003e \u003cp\u003eLooking Ahead: The Future of AI in Negotiation 8\u003c\/p\u003e \u003cp\u003eConclusion: A New Era of Value Creation 8\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I The Foundations of Negotiation:\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStrategy, Value, and AI 9\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 The History of Negotiation 11\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow AI Is Shaping Negotiation 13\u003c\/p\u003e \u003cp\u003eData-Driven Preparation 13\u003c\/p\u003e \u003cp\u003eEnhanced Decision-Making 13\u003c\/p\u003e \u003cp\u003eReal-Time Assistance 13\u003c\/p\u003e \u003cp\u003eCross-Cultural Negotiation 14\u003c\/p\u003e \u003cp\u003eEfficiency and Scalability 14\u003c\/p\u003e \u003cp\u003eChallenges and Ethical Considerations with AI 14\u003c\/p\u003e \u003cp\u003eA New Era of Negotiation 15\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Compelling Reasons to Focus on AI for Negotiations 17\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe New Attendee at the Negotiation Table: AI 18\u003c\/p\u003e \u003cp\u003eThe AI Edge: Enhancing Negotiation Capabilities 19\u003c\/p\u003e \u003cp\u003eThe Human Advantage: Why People Still Drive Negotiation 20\u003c\/p\u003e \u003cp\u003eBetter Together: The Human-AI Alliance 20\u003c\/p\u003e \u003cp\u003eThe Three A’s: Your Guide to Mastery in AI-Enhanced Negotiation 21\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 Revolutionizing Commercial Relationships: The SMARTnership Approach 23\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Roadmap for SMARTnership 24\u003c\/p\u003e \u003cp\u003eThe $3.25 Trillion Opportunity You’re Ignoring 24\u003c\/p\u003e \u003cp\u003eWhat Is NegoEconomics? 25\u003c\/p\u003e \u003cp\u003eEnter SMARTnership 27\u003c\/p\u003e \u003cp\u003eDistributive Negotiations Generates Poor Economics for All 27\u003c\/p\u003e \u003cp\u003eA Bigger Pie Means More for Everyone 28\u003c\/p\u003e \u003cp\u003eSMARTnerships, Partnerships, or Zero-Sum Games 29\u003c\/p\u003e \u003cp\u003eDo You Actually Have a Negotiation Strategy? 29\u003c\/p\u003e \u003cp\u003eSMARTnership in Action 30\u003c\/p\u003e \u003cp\u003eThe SMARTnership Advantage 31\u003c\/p\u003e \u003cp\u003eLessons for SMART Negotiators 32\u003c\/p\u003e \u003cp\u003eTen Landmark Negotiations: Mastering the Art of Strategic Deal-Making 32\u003c\/p\u003e \u003cp\u003eTesla and Panasonic: Powering the Future 32\u003c\/p\u003e \u003cp\u003eDisney and Pixar: Creativity Meets Corporate Strategy 32\u003c\/p\u003e \u003cp\u003eIBM and Lenovo: Strategic Global Shift 33\u003c\/p\u003e \u003cp\u003eThe Camp David Accords: Peace in the Middle East 33\u003c\/p\u003e \u003cp\u003eGoogle’s Acquisition of YouTube: Scaling Digital Content 33\u003c\/p\u003e \u003cp\u003eMicrosoft’s Acquisition of LinkedIn: Building a Professional Network 34\u003c\/p\u003e \u003cp\u003eThe Paris Climate Agreement: Global Cooperation for a Common Goal 34\u003c\/p\u003e \u003cp\u003eAmazon’s Purchase of Whole Foods: Revolutionizing Retail 35\u003c\/p\u003e \u003cp\u003eSony and Marvel Studios: The Spider-Man Deal 35\u003c\/p\u003e \u003cp\u003ePayPal and eBay: Merging for Mutual Growth 35\u003c\/p\u003e \u003cp\u003eThe Art of Strategic Deal-Making 36\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Defining the Rules of the Game and Creating a Strategy 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDiscussing Negotiation Before Negotiating 37\u003c\/p\u003e \u003cp\u003eArticulating a Negotiation Strategy for the Organization 38\u003c\/p\u003e \u003cp\u003eThe Negotiation Code of Conduct 39\u003c\/p\u003e \u003cp\u003eCrafting Your Own Code of Conduct 40\u003c\/p\u003e \u003cp\u003eConscious and Unconscious Negotiation with Yourself 41\u003c\/p\u003e \u003cp\u003ePreconceived Notions 41\u003c\/p\u003e \u003cp\u003eTime Is Negotiable 42\u003c\/p\u003e \u003cp\u003eReschedule and Take Control 42\u003c\/p\u003e \u003cp\u003eThinking Through the Transaction Ahead of Time 44\u003c\/p\u003e \u003cp\u003eWorking with an Agenda 44\u003c\/p\u003e \u003cp\u003eUnderstanding the Other Party’s Intentions 44\u003c\/p\u003e \u003cp\u003eThe Advantage of Preparing an Agenda 45\u003c\/p\u003e \u003cp\u003eCollaborating on an Agenda 45\u003c\/p\u003e \u003cp\u003eAdvantages of Using an Agenda 45\u003c\/p\u003e \u003cp\u003eTaking the Initiative 45\u003c\/p\u003e \u003cp\u003eControlling the Other Party 45\u003c\/p\u003e \u003cp\u003eBecoming More Prepared 46\u003c\/p\u003e \u003cp\u003eWhen an Agenda May Not Be Suitable 46\u003c\/p\u003e \u003cp\u003eUnderstanding the Other Party’s Requirements 46\u003c\/p\u003e \u003cp\u003eIntegrating AI to Define the “Rules of the Game” and Develop a Negotiation Strategy 47\u003c\/p\u003e \u003cp\u003eLeveraging AI to Define the Rules of Engagement 47\u003c\/p\u003e \u003cp\u003eAI-Enhanced Negotiation Strategy Development 47\u003c\/p\u003e \u003cp\u003eSuggested Prompts for AI Integration 48\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Prerequisites for a Successful Collaboration Agreement 49\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRequirements for Success 49\u003c\/p\u003e \u003cp\u003eThe Chemistry Must Be Right 49\u003c\/p\u003e \u003cp\u003eBoth Parties Must Believe in the Collaboration Model 50\u003c\/p\u003e \u003cp\u003eYou Must Have Rational and Knowledgeable Negotiators 50\u003c\/p\u003e \u003cp\u003eYou Must Have Communication Proficiency 51\u003c\/p\u003e \u003cp\u003eYou Need a Spirit of Generosity 51\u003c\/p\u003e \u003cp\u003eCreativity Must Be a Priority 51\u003c\/p\u003e \u003cp\u003eHow AI Can Help Craft and Execute Successful Collaboration Agreements 51\u003c\/p\u003e \u003cp\u003eEnsuring Compatibility: The Role of Human Chemistry 52\u003c\/p\u003e \u003cp\u003eEncouraging Belief in the Collaboration Model 52\u003c\/p\u003e \u003cp\u003eEnhancing Rationality and Knowledge in Negotiations 53\u003c\/p\u003e \u003cp\u003eImproving Communication Proficiency 53\u003c\/p\u003e \u003cp\u003eFostering Generosity 54\u003c\/p\u003e \u003cp\u003eEncouraging Creativity in Solutions 54\u003c\/p\u003e \u003cp\u003eSupporting Managerial Tasks 54\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Unveiling Value: The Hunt for NegoEconomics in Every Deal 57\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKey Principles of NegoEconomics 57\u003c\/p\u003e \u003cp\u003eExample: Selling a Gaming Console 58\u003c\/p\u003e \u003cp\u003eExample: Car Dealership Negotiation 58\u003c\/p\u003e \u003cp\u003eBenefits of Focusing on NegoEconomics 59\u003c\/p\u003e \u003cp\u003eThe Room for Negotiation 59\u003c\/p\u003e \u003cp\u003eSimple Model to Locate NegoEconomics 59\u003c\/p\u003e \u003cp\u003eLocating NegoEconomics in a Project 61\u003c\/p\u003e \u003cp\u003eExamples of NegoEconomics 62\u003c\/p\u003e \u003cp\u003eFrom Public Authority to Commercial Enterprise 63\u003c\/p\u003e \u003cp\u003eBuying a Table in the 1950s: A Detailed Process 63\u003c\/p\u003e \u003cp\u003eUnderstanding the Shift in Furniture Packaging and Industry Transformation 64\u003c\/p\u003e \u003cp\u003eLessons from the Furniture Industry’s Evolution 66\u003c\/p\u003e \u003cp\u003eBenchmarking and Applying NegoEconomics 66\u003c\/p\u003e \u003cp\u003eFinancial Variables as NegoEconomic Opportunities 67\u003c\/p\u003e \u003cp\u003eTerms of Payment 67\u003c\/p\u003e \u003cp\u003eOwnership Models 68\u003c\/p\u003e \u003cp\u003ePricing and Budgeting 68\u003c\/p\u003e \u003cp\u003eCurrency Management: Money, Goods, or Services 71\u003c\/p\u003e \u003cp\u003eInitial Payments and Royalties 72\u003c\/p\u003e \u003cp\u003eA Strategic Approach to Balancing Requirements, Costs, and Negotiation 73\u003c\/p\u003e \u003cp\u003eEconomies of Scale 75\u003c\/p\u003e \u003cp\u003eTime in Agreements 76\u003c\/p\u003e \u003cp\u003ePurchasing Patterns and Modern Commerce 77\u003c\/p\u003e \u003cp\u003eRights 78\u003c\/p\u003e \u003cp\u003eExample: Tesla and Rivian Collaboration 78\u003c\/p\u003e \u003cp\u003eLeveraging AI in NegoEconomics 79\u003c\/p\u003e \u003cp\u003eExample: AI in Action for Tesla and Rivian 81\u003c\/p\u003e \u003cp\u003eAI Prompt Examples for NegoEconomics 81\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Mastering the Art of Strategy 85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 The Power of Generosity in Negotiation 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRethinking Negotiation: A “Giver” Mindset 87\u003c\/p\u003e \u003cp\u003eGenerosity as Strategic Capital 88\u003c\/p\u003e \u003cp\u003eSMARTnership and Generosity 88\u003c\/p\u003e \u003cp\u003eOvercoming the Myth: Why Generosity Isn’t a Weakness 88\u003c\/p\u003e \u003cp\u003eTru$tCurrency and the “Giver Advantage” 89\u003c\/p\u003e \u003cp\u003eThe Giver as the Ultimate Negotiator 89\u003c\/p\u003e \u003cp\u003eThe Real Cost of Cheap 90\u003c\/p\u003e \u003cp\u003eNegotiation as the Antidote to Price Frenzy 91\u003c\/p\u003e \u003cp\u003eA New Paradigm for Negotiation 91\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Success Is Based on Trust and Openness 93\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding a Relationship with Your Counterpart 93\u003c\/p\u003e \u003cp\u003eTwo-Way Communication 94\u003c\/p\u003e \u003cp\u003eParticipate in an Open Dialogue 94\u003c\/p\u003e \u003cp\u003eListen Actively 95\u003c\/p\u003e \u003cp\u003eBe Clear on What You Want 96\u003c\/p\u003e \u003cp\u003eSay What You Mean—Clearly and Directly 96\u003c\/p\u003e \u003cp\u003eUse Open Calculations 98\u003c\/p\u003e \u003cp\u003eConflict Destroys Relationships 99\u003c\/p\u003e \u003cp\u003eA Third Party Can Help Build Rapport 99\u003c\/p\u003e \u003cp\u003eInformal Contacts Can Offer Valuable Insights 100\u003c\/p\u003e \u003cp\u003eBackdoor Selling 100\u003c\/p\u003e \u003cp\u003eA Tour of the Production Plant 101\u003c\/p\u003e \u003cp\u003eUnderstand Your Counterpart 102\u003c\/p\u003e \u003cp\u003eUsing Alternatives to Strength Your Position 104\u003c\/p\u003e \u003cp\u003eUse Alternatives as a Trial Balloon 104\u003c\/p\u003e \u003cp\u003eHandling Trial Balloons Effectively 105\u003c\/p\u003e \u003cp\u003ePreventing Negotiations from Becoming Deadlocked 105\u003c\/p\u003e \u003cp\u003eBreaking a Deadlock in Negotiation 106\u003c\/p\u003e \u003cp\u003eMoving Past a Deadlock 107\u003c\/p\u003e \u003cp\u003eBreaking the Stalemate 108\u003c\/p\u003e \u003cp\u003eAvoiding Imbalance in the Information Flow 110\u003c\/p\u003e \u003cp\u003eDon’t Let the Counterpart Define the Playing Field 110\u003c\/p\u003e \u003cp\u003eUse Questions as a Negotiation Technique 111\u003c\/p\u003e \u003cp\u003eUsing Hypothetical Questions Strategically 113\u003c\/p\u003e \u003cp\u003eHow AI Can Assist in Creating a Culture of Trust and Openness in Negotiations 114\u003c\/p\u003e \u003cp\u003eAnalyzing Human Chemistry and Compatibility 114\u003c\/p\u003e \u003cp\u003eEnhancing Communication Proficiency 114\u003c\/p\u003e \u003cp\u003eFacilitating Two-Way Communication 115\u003c\/p\u003e \u003cp\u003eBuilding Trust Through Open Calculations 115\u003c\/p\u003e \u003cp\u003eImproving Rapport Through Informal Interactions 115\u003c\/p\u003e \u003cp\u003eEnhancing the Use of Visuals and Demonstrations 116\u003c\/p\u003e \u003cp\u003eBreaking Deadlock with Data 116\u003c\/p\u003e \u003cp\u003eUsing AI to Manage Information Flow 117\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Valuing Trust 119\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Can You Value Trust? 119\u003c\/p\u003e \u003cp\u003eCreating Trust 120\u003c\/p\u003e \u003cp\u003eApple iTunes 120\u003c\/p\u003e \u003cp\u003eAmazon’s “Customer Obsession” and AI Integration 120\u003c\/p\u003e \u003cp\u003eNetflix’s “Continue Watching” Feature 121\u003c\/p\u003e \u003cp\u003eHow AI Can Enhance Trust in Business 122\u003c\/p\u003e \u003cp\u003eAI-Driven Insights for Building a Trust Strategy 122\u003c\/p\u003e \u003cp\u003eWhy AI Matters in Trust-Building 124\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 The Different Negotiation Styles 125\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Five Main Negotiation Styles 125\u003c\/p\u003e \u003cp\u003eDISC Styles in Negotiation: Adapting to Achieve Better Outcomes 126\u003c\/p\u003e \u003cp\u003eWhat Is DISC? 127\u003c\/p\u003e \u003cp\u003eNegotiating with the Four DISC Styles 127\u003c\/p\u003e \u003cp\u003eDominance (D): The Results-Driven Negotiator 127\u003c\/p\u003e \u003cp\u003eInfluence (I): The Relationship-Oriented Negotiator 128\u003c\/p\u003e \u003cp\u003eSteadiness (S): The Harmonious Negotiator 129\u003c\/p\u003e \u003cp\u003eCompliance (C): The Analytical Negotiator 129\u003c\/p\u003e \u003cp\u003eDISC Styles in Negotiation Teams 130\u003c\/p\u003e \u003cp\u003eDominance (D): The Natural Leader 130\u003c\/p\u003e \u003cp\u003eInfluence (I): The Engaging Communicator 130\u003c\/p\u003e \u003cp\u003eSteadiness (S): The Dependable Anchor 130\u003c\/p\u003e \u003cp\u003eCompliance (C): The Analytical Expert 131\u003c\/p\u003e \u003cp\u003eBalancing DISC Styles for Success 131\u003c\/p\u003e \u003cp\u003eHow AI Can Assist in Leveraging Negotiation Styles and DISC Framework 131\u003c\/p\u003e \u003cp\u003eAI’s Role in Supporting Negotiation Styles 132\u003c\/p\u003e \u003cp\u003eBehavior Analysis 132\u003c\/p\u003e \u003cp\u003eDynamic Strategy Recommendations 132\u003c\/p\u003e \u003cp\u003eAI’s Role in DISC-Based Negotiations 132\u003c\/p\u003e \u003cp\u003eDISC Profiling 132\u003c\/p\u003e \u003cp\u003eTeam Optimization 133\u003c\/p\u003e \u003cp\u003eSimulating DISC Scenarios 133\u003c\/p\u003e \u003cp\u003eReal-Time Feedback 133\u003c\/p\u003e \u003cp\u003eAdditional Prompts for AI Assistance 134\u003c\/p\u003e \u003cp\u003eBenefits of Using AI for Identifying Negotiation Styles 134\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 Masters of the Deal: What Sets Great Negotiators Apart 135\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOver 35,000 Negotiators Tested 135\u003c\/p\u003e \u003cp\u003eHow Much Do All the Mistakes Cost? 136\u003c\/p\u003e \u003cp\u003eThe Ketchup Effect 136\u003c\/p\u003e \u003cp\u003eCommon Traits of Successful Negotiators 137\u003c\/p\u003e \u003cp\u003eThey Analyze the Negotiation and the Negotiation Variables 138\u003c\/p\u003e \u003cp\u003eThey Prioritize Important over Less Important Factors 138\u003c\/p\u003e \u003cp\u003eThey Make a Decision and Put a Price on the Soft Variables 139\u003c\/p\u003e \u003cp\u003eThey Embrace AI and Understand How to Prompt It Effectively 139\u003c\/p\u003e \u003cp\u003eThey Often Outline the Negotiation on a Board to Get an Overview 139\u003c\/p\u003e \u003cp\u003eThey Incorporate the Message of NegoEconomics 140\u003c\/p\u003e \u003cp\u003eThey Take the Initiative During Negotiations 140\u003c\/p\u003e \u003cp\u003eThey Are Good at Communicating 140\u003c\/p\u003e \u003cp\u003eThey Have High But Realistic Goals 141\u003c\/p\u003e \u003cp\u003eThey Quickly Start Negotiating 141\u003c\/p\u003e \u003cp\u003eThey Try to Avoid Problems by Suggesting Alternatives 141\u003c\/p\u003e \u003cp\u003eThey Create a Positive Negotiation Climate 142\u003c\/p\u003e \u003cp\u003eThey Actively Present Offers and Counteroffers 142\u003c\/p\u003e \u003cp\u003eThey Have a Strategy 142\u003c\/p\u003e \u003cp\u003eThey Distribute the Roles Within the Group and Are Disciplined 143\u003c\/p\u003e \u003cp\u003eThey Work Methodically 143\u003c\/p\u003e \u003cp\u003eThey Do Not Dig Themselves into Foxholes and Fight About Details 143\u003c\/p\u003e \u003cp\u003eThey Start Bargaining in Good Time 143\u003c\/p\u003e \u003cp\u003eThey Take One Last Break Before Entering into an Agreement 144\u003c\/p\u003e \u003cp\u003eThey Make a Point of Behaving in a Credible Manner 144\u003c\/p\u003e \u003cp\u003eCommon Mistakes of Failing Negotiators 144\u003c\/p\u003e \u003cp\u003eThey Only See Half the Negotiation 145\u003c\/p\u003e \u003cp\u003eThey Aim Too Low 145\u003c\/p\u003e \u003cp\u003eThey Do Not Actively Search for the NegoEconomics 147\u003c\/p\u003e \u003cp\u003eThey Throw Themselves into Traditional Negotiation Fights 147\u003c\/p\u003e \u003cp\u003ePrice Is More Important Than the Overall Costs 148\u003c\/p\u003e \u003cp\u003eThe Concept of NegoEconomics Is Vague to Them 149\u003c\/p\u003e \u003cp\u003eThey Overlook the Totality 150\u003c\/p\u003e \u003cp\u003eThey Don’t Understand That the Partner Also Has to Make Money 151\u003c\/p\u003e \u003cp\u003eThey Are Afraid of Opening Up 152\u003c\/p\u003e \u003cp\u003eThey Work Unstructured 153\u003c\/p\u003e \u003cp\u003eThey Have Not Distributed the Roles Within the Group 154\u003c\/p\u003e \u003cp\u003eThey Are Afraid of Bargaining 155\u003c\/p\u003e \u003cp\u003eThey Do Not Set Up a Strategy 156\u003c\/p\u003e \u003cp\u003eThey Lose Their Grip on the Economy 157\u003c\/p\u003e \u003cp\u003eThey Make Insultingly Low Offers 158\u003c\/p\u003e \u003cp\u003eThey Do Not Accept That the Opponent Makes Money 159\u003c\/p\u003e \u003cp\u003eThey Seek “Fair” Solutions 160\u003c\/p\u003e \u003cp\u003eThey Are Not Good at Listening 160\u003c\/p\u003e \u003cp\u003ePreparing to Avoid Failure 160\u003c\/p\u003e \u003cp\u003eOther Common Mistakes in Negotiation 161\u003c\/p\u003e \u003cp\u003eThe Personal Contact Is Forgotten 161\u003c\/p\u003e \u003cp\u003eThey Do Not Understand the Opponent 162\u003c\/p\u003e \u003cp\u003eThey Insult the Opponent 163\u003c\/p\u003e \u003cp\u003eThey Forget the Other Interested Parties 164\u003c\/p\u003e \u003cp\u003eCost Savings Within One Link Are Eaten Up by Problems in Another 164\u003c\/p\u003e \u003cp\u003eExaggerated Suspiciousness Is Present 165\u003c\/p\u003e \u003cp\u003eThere Is a Sense of Stinginess 165\u003c\/p\u003e \u003cp\u003eThey Guard Preserves 165\u003c\/p\u003e \u003cp\u003ePolitical Value Norms Influence the Situation 166\u003c\/p\u003e \u003cp\u003eEnvy Impacts the Process 166\u003c\/p\u003e \u003cp\u003eCultural Differences Affect the Situation 167\u003c\/p\u003e \u003cp\u003eThe “We-versus-Them” Feeling Hinders the Negotiation 167\u003c\/p\u003e \u003cp\u003eLeveraging AI for Negotiation Insights 168\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III the Future of Negotiation:\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAI, Psychology, and Advanced 169\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 Creating AI Prompts for Negotiation-Specific Tasks 171\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e13 AI in Negotiation: Amplifying Human Insight for SMARTnership Success 177\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRefining AI to Reflect Your Voice in Negotiation 177\u003c\/p\u003e \u003cp\u003eOvercoming Challenges in Negotiation Using AI Prompts 178\u003c\/p\u003e \u003cp\u003eLeveraging Emotion-Focused Prompts in Negotiation 179\u003c\/p\u003e \u003cp\u003eBuilding Empathy into Negotiation Messages 179\u003c\/p\u003e \u003cp\u003eKey Takeaways for Effective AI-Assisted Negotiation Writing 180\u003c\/p\u003e \u003cp\u003eThe Irreplaceable Human Touch 180\u003c\/p\u003e \u003cp\u003eThe Four Pillars of Human-AI Synergy in Negotiation 180\u003c\/p\u003e \u003cp\u003eEmotional Intelligence (EQ) in the Digital Age 180\u003c\/p\u003e \u003cp\u003eCultural Intelligence (CQ) in a Connected World 181\u003c\/p\u003e \u003cp\u003eRelationship Architecture in the AI Era 181\u003c\/p\u003e \u003cp\u003eCreative Problem-Solving: The Human Advantage 182\u003c\/p\u003e \u003cp\u003ePractical Integration: The Human-AI Balance 182\u003c\/p\u003e \u003cp\u003eThe Future of Human-AI Collaboration in Negotiation 183\u003c\/p\u003e \u003cp\u003eConclusion: The Human Advantage 184\u003c\/p\u003e \u003cp\u003e\u003cb\u003e14 AI as the Negotiator’s New Ally 185\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePreparation: Building a Solid Foundation 185\u003c\/p\u003e \u003cp\u003eStrategy: Designing Your Path to Success 186\u003c\/p\u003e \u003cp\u003eDuring the Negotiation: Real-Time Assistance 187\u003c\/p\u003e \u003cp\u003eEmotional Intelligence: Understanding and Responding 187\u003c\/p\u003e \u003cp\u003eSimulation: Practicing for Excellence 188\u003c\/p\u003e \u003cp\u003eCrafting Your Next Best Alternative (NBA) 188\u003c\/p\u003e \u003cp\u003eCommunication: Streamlining Dialogues 189\u003c\/p\u003e \u003cp\u003eReview: Learning from the Process 189\u003c\/p\u003e \u003cp\u003eConclusion: Your AI-Powered Negotiation Partner 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003e15 AI in Contracting: Redefining How to Write and Read Contracts 191\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Challenges of Traditional Contracting 191\u003c\/p\u003e \u003cp\u003eHow AI Transforms Contract Writing 192\u003c\/p\u003e \u003cp\u003eAutomating Repetitive Tasks 192\u003c\/p\u003e \u003cp\u003eSimplifying Language 192\u003c\/p\u003e \u003cp\u003eCustomizing Templates 193\u003c\/p\u003e \u003cp\u003eEmbedding Goals and Values 193\u003c\/p\u003e \u003cp\u003eEnhancing Contract Reading with AI 193\u003c\/p\u003e \u003cp\u003eSimplifying Document Navigation 193\u003c\/p\u003e \u003cp\u003eIdentifying Risk 193\u003c\/p\u003e \u003cp\u003eProviding Contextual Insights 194\u003c\/p\u003e \u003cp\u003eProviding Real-Time Explanations 194\u003c\/p\u003e \u003cp\u003eThe Ethical Dimension of AI in Contracting 194\u003c\/p\u003e \u003cp\u003eThe Future of AI in Contracting 195\u003c\/p\u003e \u003cp\u003eContract Writing Prompts 195\u003c\/p\u003e \u003cp\u003eGeneral Drafting Prompts 195\u003c\/p\u003e \u003cp\u003eClause Suggestions 195\u003c\/p\u003e \u003cp\u003eFormatting and Structure 196\u003c\/p\u003e \u003cp\u003eCustomization 196\u003c\/p\u003e \u003cp\u003eScenario-Specific Drafting 196\u003c\/p\u003e \u003cp\u003eClause Summarization 196\u003c\/p\u003e \u003cp\u003eRisk Identification 196\u003c\/p\u003e \u003cp\u003eComparison 196\u003c\/p\u003e \u003cp\u003eRegulatory Compliance 197\u003c\/p\u003e \u003cp\u003eQuick Navigation 197\u003c\/p\u003e \u003cp\u003eRewriting and Simplification 197\u003c\/p\u003e \u003cp\u003eExecutive Summaries 197\u003c\/p\u003e \u003cp\u003eCreating FAQs 197\u003c\/p\u003e \u003cp\u003eReal-Time Questions 197\u003c\/p\u003e \u003cp\u003eDocument Improvement 198\u003c\/p\u003e \u003cp\u003eEthical Review 198\u003c\/p\u003e \u003cp\u003eSMARTnership Optimization 198\u003c\/p\u003e \u003cp\u003eEmbracing AI for Better Contracts 198\u003c\/p\u003e \u003cp\u003e\u003cb\u003e16 Lessons from the Field: Harnessing Artificial Intelligence in Negotiation 199\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Case Study in AI-Driven Negotiation 200\u003c\/p\u003e \u003cp\u003eKey Details of the Experiment 200\u003c\/p\u003e \u003cp\u003eThe Results: Unpacking the Experiment’s Findings 200\u003c\/p\u003e \u003cp\u003eEfficiency and Resolution 200\u003c\/p\u003e \u003cp\u003eEnhanced Preparation 201\u003c\/p\u003e \u003cp\u003eBehavioral Dynamics 201\u003c\/p\u003e \u003cp\u003eChallenges and Lessons from Integration 201\u003c\/p\u003e \u003cp\u003eAsymmetric Usage 201\u003c\/p\u003e \u003cp\u003eLearning Curve 202\u003c\/p\u003e \u003cp\u003eEmploying AI as a Strategic Partner 202\u003c\/p\u003e \u003cp\u003eStandardization and Best Practices 202\u003c\/p\u003e \u003cp\u003eEthical Considerations 202\u003c\/p\u003e \u003cp\u003eMachine-to-Machine Negotiation 202\u003c\/p\u003e \u003cp\u003eThe Future of Negotiation in an AI-Driven World 203\u003c\/p\u003e \u003cp\u003eA New Paradigm for Negotiation 203\u003c\/p\u003e \u003cp\u003e\u003cb\u003e17 Revolutionizing Negotiation with Real-Time AI Feedback 205\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Power of Real-Time Data Analysis 205\u003c\/p\u003e \u003cp\u003eEmotion and Sentiment Analysis: The Empathy Engine 206\u003c\/p\u003e \u003cp\u003eTactical Assistance on the Fly 207\u003c\/p\u003e \u003cp\u003eSimulating Scenarios for Better Outcomes 207\u003c\/p\u003e \u003cp\u003eBalancing Technology and Human Intuition 208\u003c\/p\u003e \u003cp\u003eOvercoming Challenges in AI-Driven Negotiation 208\u003c\/p\u003e \u003cp\u003eThe Future of Real-Time AI Feedback 209\u003c\/p\u003e \u003cp\u003e\u003cb\u003e18 Defining Authority Bias and Mitigating the Risk 211\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOrigins of Authority Bias 211\u003c\/p\u003e \u003cp\u003eModern Manifestations of Authority Bias 212\u003c\/p\u003e \u003cp\u003eHow to Avoid Authority Bias 212\u003c\/p\u003e \u003cp\u003eComparison to Anthropomorphism 213\u003c\/p\u003e \u003cp\u003eBeware of AI Solutions Searching for Problems 213\u003c\/p\u003e \u003cp\u003e\u003cb\u003e19 The Power of Prompts in Negotiation 215\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrompts to Prepare for Negotiations 216\u003c\/p\u003e \u003cp\u003ePrompts for Building Relationships and Rapport 216\u003c\/p\u003e \u003cp\u003ePrompts for Negotiation Strategies 218\u003c\/p\u003e \u003cp\u003ePrompts for Negotiation Tactics 219\u003c\/p\u003e \u003cp\u003ePrompts for Negotiation Scripts 219\u003c\/p\u003e \u003cp\u003ePrompts for Risk Management 219\u003c\/p\u003e \u003cp\u003ePrompts for Scenario Planning 220\u003c\/p\u003e \u003cp\u003ePrompts for Advanced Techniques 220\u003c\/p\u003e \u003cp\u003ePrompts for Metrics and Analysis 220\u003c\/p\u003e \u003cp\u003ePrompts for AI and Negotiation 220\u003c\/p\u003e \u003cp\u003ePrompts for Training and Development 221\u003c\/p\u003e \u003cp\u003ePrompts for Sustainability in Negotiations 221\u003c\/p\u003e \u003cp\u003ePrompts to Close the Deal 221\u003c\/p\u003e \u003cp\u003ePrompts for Conflict Resolution 221\u003c\/p\u003e \u003cp\u003ePrompts for Continuous Improvement 222\u003c\/p\u003e \u003cp\u003ePrompts for Leveraging Tru$tCurrency 222\u003c\/p\u003e \u003cp\u003eScenario-Specific Prompts 222\u003c\/p\u003e \u003cp\u003ePrompts for Innovation in Negotiation 222\u003c\/p\u003e \u003cp\u003ePrompts for Ethical Considerations 223\u003c\/p\u003e \u003cp\u003ePrompts for Adding Final Touches 223\u003c\/p\u003e \u003cp\u003e\u003cb\u003e20 The Role of Artificial Intelligence in Modern Negotiation Dynamics 225\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEfficiency: The New Paradigm 225\u003c\/p\u003e \u003cp\u003eThe Power and Pitfalls of Information Asymmetry 226\u003c\/p\u003e \u003cp\u003eChallenges of AI-Driven Negotiation 226\u003c\/p\u003e \u003cp\u003eAI and SMARTnership: A Collaborative Approach 227\u003c\/p\u003e \u003cp\u003eEthical and Regulatory Considerations 227\u003c\/p\u003e \u003cp\u003eThe Future of Negotiation 228\u003c\/p\u003e \u003cp\u003eImplementing AI-Enhanced SMARTnership Strategies 229\u003c\/p\u003e \u003cp\u003eMeasuring ROI: Quantifying the Impact of AI-Enhanced Strategies 229\u003c\/p\u003e \u003cp\u003eFinancial Metrics 229\u003c\/p\u003e \u003cp\u003ePerformance Metrics 230\u003c\/p\u003e \u003cp\u003eRelationship Value Metrics 230\u003c\/p\u003e \u003cp\u003eChange Management: Navigating the Transition to AI-Enhanced Negotiation 230\u003c\/p\u003e \u003cp\u003eStakeholder Analysis and Engagement 230\u003c\/p\u003e \u003cp\u003eImplementation Roadmap 231\u003c\/p\u003e \u003cp\u003eResistance Management 231\u003c\/p\u003e \u003cp\u003eTeam Training: Building Competence in AI-Enhanced SMARTnership 231\u003c\/p\u003e \u003cp\u003eCore Competency Development 231\u003c\/p\u003e \u003cp\u003eTraining Program Structure 232\u003c\/p\u003e \u003cp\u003eCertification Program 232\u003c\/p\u003e \u003cp\u003eConclusion the Starting Point Is You 233\u003c\/p\u003e \u003cp\u003eAcknowledgments 235\u003c\/p\u003e \u003cp\u003eAbout the Author 237\u003c\/p\u003e \u003cp\u003eIndex 239\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eKELD JENSEN, DBA, \u003c\/b\u003eis a globally recognized negotiation expert, author of 27 books, and professor at leading universities. He is the founder of the SMARTnership Negotiation Organization, ranked among the world’s top 3 negotiation programs. He has advised on deals exceeding $12 billion.   \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eThe Smart Negotiator: Unlocking the Power of AI and Human Insight in Effective Deal-Making\u003c\/i\u003e, manage­ment and negotiation expert Keld Jensen delivers a groundbreaking new discussion of how to become an effective negotiator by harnessing the capabilities of artificial intelligence technology. The author uses real-world case studies, AI-driven examples, proven principles, and engaging com­mentary to set out a practical framework for fruitful negotiation. \u003c\/p\u003e\u003cp\u003eThe book explains the natural synergy between human intuition and AI-driven insights and shows you how to uncover opportunities for value creation in complex negotiations in a variety of areas. You’ll learn how to amplify trust and increase cooperation by combining human skill with cutting-edge technology. \u003c\/p\u003e\u003cp\u003eJensen provides a masterclass in how to shift your mindset from one that focuses on traditional and adversarial tactics to one that emphasizes collaboration and mutual benefit. He walks you through exciting new techniques to measure trust—a negotiator’s most valuable asset—with data and AI and demonstrates how to transform potential conflicts into opportunities for collaboration with new AI tools. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe Smart Negotiator\u003c\/i\u003e explores the concept that every party in a negotiation is focused on the discovery of both personal and mutual gain. From creating an initial negotiation strategy to explanations of different negotiation styles, how to value trust, and specific AI capabilities you can deploy immediately to improve your negotiating positions and outcomes, the book is a detailed guide for managers, executives, entrepreneurs, founders, and other business leaders looking to expand their negotiation tool kit. It’s also a must-read for lawyers, consultants, arbitrators, mediators, and anyone else with an interest in resolving conflicts and creating agreements.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePraise for THE SMART NEGOTIATOR\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e“Another strong contribution from Dr. Keld Jensen. Even the title sparks curiosity—blending AI with human insight. The book is well-structured and thought-provoking, grounded in theory but with a clear focus on practical application. Divided into four parts—Foundations of Negotiation; Strategy, Value, and AI; Mastering the Art of Negotiation; and The Future of Negotiation: AI, Psychology, and Advancement—it offers both depth and relevance. The concept of using AI to ‘foster generosity’ in negotiation stood out as both original and impactful.”\u003cbr\u003e \u003cb\u003e—DR. CLIVE REES, \u003c\/b\u003eSVP, Head of Global Supply Chain Unit, Fujitsu Ltd \u003c\/p\u003e\u003cp\u003e“Keld Jensen empowers readers to become even more skilled negotiators. His book presents innovative insights into building trust and creating win-win outcomes that allow all parties to share a larger pie. The effective use of AI further amplifies this potential, enabling greater mutual value. I highly endorse this visionary book.”\u003cbr\u003e \u003cb\u003e—GERT TINGGAARD SVENDSEN, P\u003csmall\u003eH\u003c\/small\u003eD,\u003c\/b\u003e Trust Expert, and Professor, Aarhus University, Denmark \u003c\/p\u003e\u003cp\u003e“This book\u003ci\u003e \u003c\/i\u003earrives at a critical moment. As doubt and disruption surround the rise of AI, Keld Jensen offers a clear and compelling path forward. This book is a vital call-to-action for those curious—and courageous—enough to explore how AI can reshape negotiation. The future belongs to Smart Negotiators, those who engage with possibility, not retreat from change.”\u003cbr\u003e \u003cb\u003e—SALLY GUYER, \u003c\/b\u003eGlobal CEO, World Commerce \u0026amp; Contracting \u003c\/p\u003e\u003cp\u003e“This is THE book we’ve been crying out for on the role of AI in negotiation. What I love most is that Keld doesn’t downplay the importance of human intelligence—in fact this book shows how human intelligence will become even more important if we want to leverage AI now and into the future. Packed with practical insights too, this will be my bible for negotiating using AI.”\u003cbr\u003e \u003cb\u003e—TOM MILLS, \u003c\/b\u003eProcurement Guru, Founder, and Author of \u003ci\u003eProcure Bites\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e“This book is essential for anyone looking to master the complexities of strategic deal-making and achieve superior outcomes in today’s dynamic business environment. By leveraging AI’s analytical capabilities and human creativity, negotiators can unlock unprecedented opportunities for mutual success.”\u003cbr\u003e \u003cb\u003e— TAREK AMINE, \u003c\/b\u003ePrincipal Vice President and Chief Supply Chain Officer, Bechtel Global Corporation\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990341533925,"sku":"NP9781394255696","price":30.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394255696.jpg?v=1761787429","url":"https:\/\/k12savings.com\/products\/the-smart-negotiator-isbn-9781394255696","provider":"K12savings","version":"1.0","type":"link"}