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Negotiation Essentials with Keld Jensen

In this episode of Brainfluence we dive into the psychological triggers that influence decisions with negotiation guru Keld Jensen. Keld brings a wealth of expertise with 25 books to his credit and a career advising top organizations worldwide. In this episode, we explore not only business negotiations but also everyday scenarios where negotiation plays a crucial role—from family life to professional interactions. Today, Keld will share his insights on the pivotal role of trust in negotiations, explaining why it's not just about the deal, but how you make the other party feel. Expect to learn how even your wardrobe can impact negotiations and why mirroring your counterpart might just build that crucial rapport. Keld also introduces us to his negotiation ethics code, emphasizing honesty and transparency—values that he believes should anchor every negotiation. Keld discusses the complexities of virtual negotiations in today's digital world, like the challenges of engagement without physical cues, and how AI tools like chat GPT can revolutionize preparation and execution in negotiations. Keld's latest book is Negotiation Essentials: The Tools You Need to Find Common Ground and Walk Away a Winner Show notes, text, audio, resources: https://www.rogerdooley.com/negotiati... Negotiation Essentials: https://amzn.to/44WA6TT Keld Jensen is an internationally recognized business and negotiation expert, advising governments and major corporations on optimized solutions for complex problems. With a background in sales and marketing and experience as a CEO of a publicly traded Scandinavian company, he teaches at top universities, including Baltic Management School, Aalborg University, and Thunderbird School of Global Management. Jensen has appeared on international TV over 200 times, contributed to major publications like Forbes, and founded MarketWatch Center for Negotiation Ltd. He has consulted for clients such as Vestas, Novo Nordisk, Johnson & Johnson, and UNICEF. A prolific author of 23 books available in 35 countries, he has over 2.8 million readers. In 2016, he was named one of the world's Top 100 Thought Leaders on Trust. 00:00 - Introduction 01:07 - Negotiation in Everyday Life 03:53 - The Importance of Trust 06:26 - Negotiating How to Negotiate 10:16 - The Power of Asking Questions 12:22 - Virtual vs. In-Person Negotiations 15:26 - The Danger of Inadequate Preparation 18:56 - Using AI for Negotiation Prep 22:49 - Example of Using ChatGPT 26:32 - Choosing Appropriate Attire