Have you ever wondered what separates a successful negotiation from a failed one? Is it the strategy, the tactics, or perhaps something deeper? In this episode of Sales Reinvented, we dive into the art of negotiation with Dr. Keld Jensen, a globally recognized expert in the field.

Keld shares his insights on how to craft the right strategy, implement effective tactics, and build trust in negotiations—helping you not only close deals but create lasting value. Whether you're negotiating with a long-term partner or navigating a high-stakes deal, this episode is packed with valuable strategies that you can apply to your own negotiation process.

Outline of This Episode

• (0:00) Introduction of Dr. Keld Jensen and overview of the episode
• (1:00) Difference between negotiation Strategy and Tactics
• (2:42) Keld's go-to negotiation strategy
• (4:38) The power of NegoEconomics in negotiation
• (7:37) The role of planning in negotiation strategy
• (9:22) How to determine the most effective strategy
• (12:13) Countering aggressive negotiation tactics
• (16:43) Keld's negotiation do's and don'ts
• (20:38) Applying strategy and tactics to close a deal

Resources & People Mentioned

• The Elements of Negotiation
• SMARTnership

Connect with Keld Jensen

• Connect on LinkedIn
• Follow on X

Connect With Paul Watts

• LinkedIn
• Twitter

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