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Keld Jensen – The Great Negotiator’s 103 Steps

Welcome

Continued training

Through research, we isolated 103 separate skills, which we’ve named “The Great Negotiator’s 103 Steps.”The more of these steps you employ, and the more effectively you apply each one, the better your results at the negotiating table. And the greater negotiator you become.

Self-paced training

Study, watch, read and repeat as often as you want. With more than 100 hours of material, you are not likely to run out of content. Available whenever you want it! It’s designed to be learned from and enjoyed in any sequence, as and when you like.

World’s most awarded strategy

We are reinventing negotiations. Based on science. Backed by research and used in multiple accredited universities around the world. The concept has won numerous awards and recognitions. On the Top 10 workshop list for best negotiation training programs.

You want this program if…

You want to create more value in your negotiation (up to 42%)
You want continued training, updates and advice
You are stuck in the traditional zero-sum approach
You want to improve your preparation for a negotiation
You need to negotiate virtually as well as face 2 face
Want to learn how trust can be capitalized in a negotiation
You feel a need to change your complete mindset on how to negotiate
You would love simple tools and checklists
You want to learn the SMARTnership approach – the most awarded negotiation strategy in the World
You negotiate globally

Program Content

Pick whichever order you like

1. Begin the Journey to Become a Great Negotiator
- Welcome to The Great Negotiator’s 103 Steps
- How To Use This Course
- A Message From The Instructor
- What Are We Covering In This Program
- What Is Required To Become A Better Negotiator?
- Honest Negotiation
- The SMARTnership Negotiation Manual
- LIVE Webinar: Happening Right Here
- Before We Begin: A Quiz
2. Non-Verbal
- Welcome To Non-Verbal Communication
- 1. Facial Expression
- 2. Eye Contact
- 3. Gesticulation
- 4. Tone of Voice
- 5. Humor
- 6. Use of Feet
- 7. Image
- Bonus Material: Trust in Negotiation
- Bonus Material – Body Language
- Are You Unconsciously Incompetent PDF?
- Quiz Chapter 2
3. Knowledge
- 8. KASH Model
- 9. Languages
- 10. Unconsciously Incompetent
- 11. Education
- 12. Do You Know How To Swim?
- 13. Asymmetric Values
- 14. Behavioral Economics – What You Really Need To Succeed!
- 15. The Wayne Gretzky Formal
- Negotiation Strategy – Why Progress Is Based On Your Choice Of Strategy
- Tru$tCurrency In Negotiation – The Marriage Between Trust And Economics
4. Tools
- Welcome to Tools
- 16. Strategy Choice
- 17. Rules Of The Game
- 18. Questions
- 19. Openness
- 20. NegoEconomics
- 21. Tru$t Currency
- 22. Strategy Assessment Matrix (SAM model)
- 24. Visual Aids
- 25. Agenda
- 26. Preparing The Essential 11
- 27. Opening Phrase
- 28. The 10 Phases
- 29. Roles & Team
- 30. Bargaining
- 31 Starting Point, Target, Walk Away
- 32. Variables
- 34. Cross Culture
- 35. Handling Stress
- 37. Listening Skills
- 38. Salami Methods
- 39. Package Deal
- 40. TCO (Total Cost of Ownership)
- 41. Mandate
- 42. Summarization
- 43. Time Out
- 44. Checklists
- 46. Understanding The Counterpart
- 47. Anchoring
- 48. Capitalized Variables
- 49. Negotiation Planner
- Bonus material: Not Preparing Is The Same As Preparing A Failure Part 1
- Bonus material: Not Preparing Is The Same As Preparing A Failure Part 2
- Bonus material: Communication & Negotiation
- Short Positive Impact Intro 1
- Bonus material: Not Preparing Is The Same As Preparing A Failure
- Goals
- NegoEconomics – where the 42% “free” value comes from SMARTnerships – the REAL potential in collaboration
- An Animation Describing NegoEconomics and SMARTnership
5. Strategy
- Strategy
- 52. Combative Negotiation Style
- 53. Unilateral Concession
- 54. Delaying and Compromise Tactics Style
- 55. Collaborative Negotiation Style
- 56. Introduction To The 5 Different Negotiations Styles
- Bonus Material: Dividing The 10 Oranges
- Bonus material: The 5 Different Negotiation Styles And Their Body Language
- Introduction To The 5 Different Negotiation Styles
- SMARTnership Negotiation Style
- The Reaction From Stress In A Negotiation
- Online Negotiation: What You Should Be Aware Of
- Contractual Implications And Online Negotiations
- SMARTnership Negotiation Style
- Unilateral Concession Negotiation Style
- Combative Negotiator
- Delaying and Compromise Negotiation Style
- Conclusion On Negotiation Styles
- Dividing The 10 Oranges
- NegoEconomics And The Choice Of A Negotiation Strategy
- Bargaining
6. Emotions
- 57. Argumentation
- 58. Oxytocin
- 59. Small Talk / Chemistry Building
- 60. Emotions
- 61. The brain And How We Decide
- 62. Lies
- 64. Body Language, Mirroring, Rapport
- 66. Personal Chemistry
- 68. Egocentricity
7. Things to consider
- LIVE webinar – Wrapping Up – Q&A
- 69. Buying A Table
- 70. Why Do Negotiation Fail?
- 71. The Big Picture
- 72. Typical Skills To Improve
- 73. HowTo Recognize Collaboration
- 74. Moral Competence Index Test And Score Card
- 75. Negotiating Environment, Social And Corporate Governance
- 77. E-Auctions
- 78. Post Evaluation SMARTnership Negotiation
- 79. Face To Face Or Virtual Negotiations
- 80. Expect The Unexpected
8. Ultimate level
- 82. Initiative
- 83. The Real Room To Negotiate
- 84. Teaching Others
- 85. Expand The Pie (Pizza)
- 86. Strategy Negotiation Implementation Process
- 87. Human Engineering – The 15%/85% Rule
- 88. Negotiation Assessment
9. Foundation
- Foundation
- 89. Love Of Negotiation
- 91. Creativity
- 94. The Satellites That Creates The Great Negotiator
- 95. Attitude
- 96. Knowledge
- 97. Skills
- 98. Ethos, Logos, Pathos
- 100. Avoid Unilateral Concessions
- 101. Habits
- 102. Reflection
- 103. Interview On SMARTnership And NegoEconomics
- Syllabus Quiz
- Before you go…

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