SMARTnership Negotiation Online Certified Master Class

Most of today’s professional negotiators aren’t adequately trained in the fundamentals and techniques of effective negotiation. The SMARTnership Negotiation Master Class offers comprehensive training in the award-winning NegoEconomics model – a proven method of wealth creation.

Program purpose and content

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Module 1

 SMARTnership Negotiation: Four essential discoveries for successful negotiators

As a negotiator, are you “unconsciously incompetent?”
 Unutilized potential
 Tru$tCurrency in negotiation: the marriage of trust and economics
Negotiating strategy: the foundation of success

Module 2

The ten phases of a negotiation
 NegoEconomics: realizing an extra 42% potential value
 SMARTnerships: collaboration’s TRUE potential

Module 3

 Failing to prepare is preparing to fail
 Your negotiation planner: why you won’t succeed without it
 Strategy Assessment Matrix (SAM)
 Checklists

Module 4

The 5 negotiation styles and behaviors

Module 5

 Behavioral Economics: how we make decisions
 Stress in negotiations: fight or flight

Module 6

Simulation: Negotiate a case via email, with feedback from your professor

Your Professor, Keld Jensen

Keld Jensen has authored twenty-three books, guided clients through negotiations valued at greater than 3.2 billion USD, and observed or participated in more than 35,000 negotiations. Read more about Keld at www.keldjensen.com 

Video presentation of SMARTnership Negotiation, with Keld Jensen

 1 – Course Description

Negotiation is the art and science of arriving at an agreement between two or more parties, over one or more issues.

The parties involved are of course attempting to maximize their own welfare, within the practical constraints of resources and cognitive ability.

This program deals with the dynamic tension between conflict and cooperation. It strives to develop insight into the behavior of individuals, groups and organizations; to foster effective, high-level negotiating skills, and to establish individual and corporate negotiation strategies.

In addition, the program focuses on the science of NegoEconomics™ and its use in creating as much as 42% incremental value in any negotiation – value that would otherwise be left on the table.

The SMARTnership Negotiation Master class is an intensive, six-week program, taught at eMBA level. Topics of instruction include:

  • SMARTnership Negotiation techniques and strategies
  • Creating NegoEconomics™
  • The importance of Tru$tCurrency™
  • Positive impact: the role of communication and personal impact in negotiations
  • Cross-cultural issues in the global marketplace
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Purpose

The program’s purpose is to provide a working understanding of the theory and practice of high-level professional negotiation. Particular emphasis is placed upon international business, in both the public and private sectors. Professional decision-makers in any field will find the material and skills taught both relevant and immediately applicable.

The course’s objective is to hone both practical and analytical skills for use in negotiations of all kinds – from negotiating wages with a single employee, to international joint ventures with multiple parties of different types and roles. The curriculum hinges on providing guidance toward structuring and fostering agreements that deliver the greatest possible benefits to all parties involved.

Additional program objectives:

  • Foster a deep understanding of nature of negotiation
  • Cultivate an instinct for workable responses to situations with no unambiguously right or wrong solutions
  • Develop a broad intellectual base from which to evaluate and facilitate negotiation processes, and
  • Develop confidence in negotiation as an effective tool to resolve conflict in groups and organizations.

Target group

The program is designed for sales and procurement staff, as well as project- middle- and senior-management people in both the private and public sectors. SMARTnership Negotiation Master Class participants will emerge with a well-oriented, analytically-based approach to solving complex negotiational problems.

Participants represent a wide range of organizations, sectors and backgrounds, enhancing the program with a rich diversity.

Learning concept and methods

The program combines lectures with practical simulations, because we believe this mix optimizes learning.

To summarize the methods employed:

  • Textbook study (passive learning)
  • Case study (passive learning)
  • Using the negotiation planner to prepare for each simulation (active learning)
  • Post-simulation instructor feedback (passive learning)
  • Post-simulation evaluations (active learning)
  • Individual feedback and coaching (active learning)

Lectures are effective for learning about general negotiation theory, as well as specific techniques.

Negotiation simulation

Simulated negotiations are powerful learning tools, effective in developing practical skills. Negotiation simulation is founded on the concept learning metaphor, guiding the student to analyze situations, recognize appropriate approaches to their solution, and effectively apply the selected strategies. The course’s simulated cases are all based on actual negotiations.

Simulations allow examination and discussion of actual negotiation situations, and how those situations were met by the parties involved. As a student you will, as part of a team, analyze each simulated situation, plan its resolution and execute that plan, all using the principles of SMARTnership Negotiation. This model encourages constructive dialogue, allows each student to benefit from the others’ experience, and fosters sharing of resources to create maximum added value. One of the most positive aspects of case learning is that there is no single correct solution; students learn that there can me many approaches to the same problem, some more effective than others.

The course covers intermediate to advanced theories and practices in modern global negotiations. It is designed to develop strategic, analytical and practical skills for sound decision-making in a global setting, and links behavioral economics with decision-making and negotiation.

2 – Learning Objectives

  • Students will learn how to analyze a negotiation and identify the negotiation strategy employed
  • Students will examine various negotiating styles and be able to identify appropriate tools for responding to each
  • Students will learn and apply the principles of behavioral economics in negotiation, including effective decision-making
  • Students will examine the potentials of NegoEconomics
  • Students will work with checklists and negotiation planners to improve both preparation and post-negotiation evaluation
  • Students will learn information-gathering techniques for negotiation preparations
  • Students will be introduced to preparation tools in negotiation

3 – Learning Outcomes

By the conclusion of this course, participants will:

  1. Understand the steps and stages of the negotiating process, both basic and advanced.
  2. Understand essential negotiating strategies.
  3. Understand the importance of thorough preparation prior to any negotiation.
  4. Be able to conduct efficient, professional preparations.
  5. Be able to identify and analyze the variables and opportunities inherent in a negotiation, and capitalize on them through the principles of NegoEconomics, to the benefit of all parties.
  6. Be able to conduct negotiations at a professional level.

4 – Required Course Materials

a. Textbooks:  The Negotiation Manual, Keld Jensen 2004; SMARTnership, The Third Road, Keld Jensen, 2010; Honest Negotiation, Keld Jensen, 2017; Positive Impact: Inspiring Trust and Confidence, Keld Jensen, 2016
b. Reading Materials: The Toyota Way, Jeffrey Liker, 2004
c. Cases: Furniture shipment from Vietnam

5 – Spreadsheets and Computer

Each student is expected to bring a laptop computer capable of running Microsoft Excel or a similar spreadsheet program. I highly recommend the use of spreadsheets for negotiation planning in homework assignments and during exams.

6 – Examination

There will be a single, final examination for course completion. The exam will be taken during the final week of the course, Week 6. The exam will be open-book, with questions based on Professor Jensen’s assigned readings, lectures, cases, and homework problems.

Problem Sets (Individual Assignment)

Solving word problems enhances understanding and strengthens analytical skill. Even though students may discuss an assigned problem set with other study-group members, each is required to complete and submit his or her own assignment. There will be three problem sets assigned during the course. Each set will be given a percentage grade, with each error reducing the score by 5%. If a student attempts to answer all the questions, a minimum grade of 80% will be awarded, in recognition of conscientious effort. If only half of a given assignment is completed, the grade will be 50%. Failure to submit an assignment means a grade of 0%.

Testimonials

  • “Mr. Jensen represents an important and unique voice in the field of negotiation. I have been consistently impressed with the depth and breadth of his writing, which presents complex negotiation concepts in user-friendly, operational ways that draw on his vast negotiation consulting experience. His novel approach combines expert academic knowledge with practical approaches and has generated a unique concept in SMARTnership and the financial model of NegoEconomics.”

    “Mr. Jensen is a prolific writer and educator on negotiation, communication, ethics, and trust. His output of high-quality books and articles is indeed remarkable. “

    Director, Daniel L. Shapiro, Ph.D.

    Harvard International Negotiation Program, Harvard Law School Associate Professor of Psychology, Harvard Medical School

    Daniel L. Shapiro, Ph.D.
  • Successful relationships are those where both parties feel they are beneficiaries. While this may be obvious, in business it is not the norm. This thought- provoking book sets out methods to generate value through cooperation - a critical step if you want to compete in today’s uncertain world...

    Tim Cummins Founder & President International Association for Contract and Commercial Management (IACCM)

    Tim Cummins
  • I can say without any doubt that Mr. Jensen’s knowledge and experience places him as one of the leaders in the field of negotiations.

    Faculty Member

    Kate Titasek The University of Tennessee

    Kate Titasek
  • Keld Jensen is creating a game changer through the concept of NegoEconomics and SMARTnerships – a true and proven approach creating real success at the negotiation table. A must read for anyone in management, procurement or sales.

    Jaunius Pusvaskis, Director General BMI Baltic Management Institute

    Jaunius Pusvaskis, Director General
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Required course reading:

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Denmark’s Best Negotiation/Tender Award for 2017 was awarded for application of these principles by a Danish business. The award is presented annually by the IKA, a national organization of public procurement officers.

Prices

Bronze

USD 395


  • 24/7 access
  • 6 weeks’ intensive program
  • 3 awarded books
  • Negotiation Handbook exclusively for the program
  • 42 videos
  • 28 PowerPoint presentations
  • SMARTnership strategy
  • NegoEconomics introduction
  • App 79 hours’ total study time
  • Personal Moral/trust analysis
  • Checklist ready to use
  • SAM model (Strategy tool)
  • Content applied at eMBA level
  • Based on experience since 76
  • The 5 negotiation style
  • Discussion board
  • Weekly office hour
  • Full flexibility
  • 30 days access
  • Access on all platforms
  • Quiz at each module
Silver

USD 649

Everything in Bronze package plus:

  • 7 weeks’ intensive program
  • 1 simulated email negotiation
  • App 83 hours’ total study time
  • Payment plan
  • Exam
  • 60 days access
Gold

USD 895

Everything in Bronze & Silver package plus:

  • 8 weeks’ intensive program
  • App 90 hours total study time
  • Individual competence report
  • Individual 1.5 hours coaching
  • 2 simulated negotiations
  • Exam & Certification
  • Fixed schedule or flex
  • 90 days access

References