Trust as Currency: A Conversation with Negotiation Expert, Keld Jensen.
This week on 22 Minutes with Marlo, Marlo discusses trust and the problem with the term “partnership” in negotiation with Keld Jensen. Studies show that the average person negotiates between 8,000 – 10,000 times per year, yet Jensen reveals there is not a universal way to negotiate, and that often leads to miscommunication.
Jensen’s book, “SMARTnership - The Third Road - Optimizing Negotiation Outcomes,” explains the necessity of trust as a foundation when looking to improve personal and business-wide negotiation skills. “Before we start communication or negotiation skills we need trust,” says Jensen. “If we have a very high level trust our transactional cost will go down and our profits will go up.”
Keld Jensen has more than 25 years experience in international management, negotiation, and communication from his post as managing director of a listed Scandinavian company. As Former Chairman of the Centre for Negotiation at the Copenhagen Business School, one of the top business schools in the world, he teaches Business Administration, Management, and International Negotiation. He also teaches at other prominent Executive MBA schools worldwide as a guest lecturer in negotiation, trust, behavioral economics and impression management.
Check out the interview on iTunes and be sure to look around the rest of the blog for more business strategy, motivation and inspiration!