The Smart Negotiator - by Keld Jensen (Hardcover)

Book Synopsis

Reinvent your approach to negotiation

In The Smart Negotiator: Unlocking the Power of AI and Human Insight, 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.

By 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.

This book delivers unique concepts and tools including:

• SMARTnerships: Understand the revolutionary approach to negotiation that emphasizes collaboration and mutual benefit over traditional adversarial tactics.
• Tru$tCurrency: Discover how trust, now measurable with data and AI tools, becomes a negotiator's most valuable asset.
• NegoEconomics(TM) Leverage AI to uncover hidden opportunities for mutual gain, transforming potential conflicts into collaborative successes.
• AI in Negotiation: Apply the concept that both parties are committed to the discovery of mutual gain.

With 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.

From the Back Cover

Praise for THE SMART NEGOTIATOR

"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."
--DR. CLIVE REES, SVP, Head of Global Supply Chain Unit, Fujitsu Ltd

"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."
--GERT TINGGAARD SVENDSEN, PHD, Trust Expert, and Professor, Aarhus University, Denmark

"This book arrives 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."
--SALLY GUYER, Global CEO, World Commerce & Contracting

"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."
--TOM MILLS, Procurement Guru, Founder, and Author of Procure Bites

"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."
-- TAREK AMINE, Principal Vice President and Chief Supply Chain Officer, Bechtel Global Corporation

About the Author

KELD JENSEN, DBA, is 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.