Comprehensive guide to mastering negotiation, based on 24 years of research The Elements of Negotiation provides readers with an easy-to-follow step-by-step approach to becoming exceptional negotiators in both their professional and personal lives. Grounded in 24 years of extensive research, studying the habits and techniques of 35,000 individual negotiators, the 103 steps provide a detailed roadmap for negotiation excellence, covering preparation, execution, and post-negotiation analysis. Backed by tested science proving the tips' efficacy, The Elements of Negotiation explores a wealth of real-world case studies and examples, with trends and predictions into the future of negotiation, and additional resources and training programs to further improve your negotiation skills. In this book, you'll learn: How to prepare for negotiations to achieve superior financial outcomes - What to say―and not say―during any negotiation, big or small - How successful negotiators achieve positive outcomes for both parties - Why successful negotiators are usually successful in both their personal and professional lives With its research-backed approach and the expertise of Keld Jensen, an international authority on negotiation with countless accolades and clients like the Financial Times, Target, Government of Canada, and UCLA, The Elements of Negotiation is an invaluable resource for anyone looking to elevate their negotiation skills. “In negotiation, Roger Fisher pioneered for almost half a century, Chris Voss influenced the last decade. Keld Jensen represents the forefront of modern-day negotiation strategies and expertise. Today there is no comparison.” ― Tarek Amine, Principal, Vice President, and Chief Supply Chain Officer at Bechtel Global Corporation “Unlock the mysteries of negotiation with Keld Jensen’s comprehensive guide. From dissecting every element to outlining winning tactics, this book offers clear steps for mastering the journey toward conscious competence and avoiding common pitfalls. Gain confidence and expertise in the art of negotiation.” ― Mark Bowden, bestselling author on human behavior and advisor to G7 leaders “ The Elements of Negotiation is a great read that offers practical advice, powerful insights, and thoughtful reflection about how to be successful in negotiations. I thoroughly recommend this book for all the negotiators out there...both experienced and inexperienced practitioners!” ― Dr. Clive Rees, PhD in Commercial Relationships; Vice President, International Chief Procurement Officer, and Executive Director of Global Supply Chain Unit at Fujitsu “ If you thought negotiation was all about power suits and stern faces, think again. Keld Jensen brings together his ‘103 Elements of a Negotiation’ to life in a book that is rejuvenating the fun in negotiations. It’s packed with clever tactics and insights that will have you thinking differently in a negotiation―and maybe even enjoying the process. These elements are valuable to all industries and experiences.” ―Jim Daly, Head of North America Deal Pursuit at Google” What do successful negotiators do? How do they prepare? What do they say―and not say? The Elements of Negotiation answers all of these questions and many more, providing a detailed roadmap for negotiation excellence―including preparation, execution, and post-negotiation analysis. This book is grounded in Keld Jensen’s 26 years of extensive research, studying the habits and techniques of 35,000 individual negotiators that he has trained personally. Through his research, he has isolated 103 separate elements of negotiation success. The more of these elements you employ, and the more effectively you apply each one, the better your results at the negotiating table, and the greater negotiator you become. Each step contains a point-by-point breakdown, enabling readers to fully grasp and implement the step into their own personal and professional negotiations. This book also covers the finer details of negotiations, such as how expert negotiators achieve outstanding outcomes for both their side and their counterparts, and why successful negotiators tend to be successful not just in business, but in their daily lives as well. No matter who you are, what industry you’re in, or what you’re trying to accomplish in your negotiations, The Elements of Negotiation has all of the essential information you need to succeed. This book is a definitive guide in the field of negotiation, backed by proven principles and thousands of standout success stories. The Elements of Negotiation earns a well-deserved spot on the bookshelves of business professionals involved in negotiations, such as salespeople, procurement officers, and leaders, individuals interested in enhancing their negotiation skills for personal or professional growth, and students and academicians studying negotiation, behavioral economics, and communication. Ready to transform your negotiation skills? Praise for