Negotiation Game Plan: Defining Rules of Engagement with Keld Jensen
Ever heard of "Trust Currency"?
In this episode of the Negotiation Podcast, host Philip Brown sits down with renowned negotiation expert Keld Jensen to delve into the critical concept of “Rules of Engagement” in negotiations. Keld, who has pioneered the groundbreaking approach known as “NegoEconomics,” shares his insights on the importance of setting the stage at the very beginning of any negotiation.
They discuss how explicitly defining the approach—whether the negotiation will be “Positional” or “Collaborative”—can dramatically influence the outcome. By laying out the rules of engagement from the start, negotiators can avoid misalignment, foster trust, and unlock hidden value that often goes untapped in traditional negotiation tactics.
WARNING: Knowing When and When Not to use them!
However, Keld and Philip also emphasise that while this technique can be incredibly powerful, it is not universally applicable. The success of setting rules of engagement depends heavily on the context and the nature of the negotiation. It requires careful consideration and strategic thought before implementation, ensuring it aligns with the specific situation at hand.
NEGOTIATION CARD "Rules Of Engagement"
To accompany this insightful episode, we’re introducing a new Podcast Negotiation Card focused on the “Rules of Engagement.” This card is designed to help you practice this crucial technique in your own negotiations. While it might feel like every technique should be used in every negotiation, the reality is more nuanced. It takes experience to know when and how to apply different strategies effectively.
Keld Jensen highlights that certain negotiation contexts, such as hostage situations, require entirely different approaches. The Podcast Negotiation Cards serve as a unique resource to master these skills, offering structured practice while encouraging you to learn from your experiences.
Listen, Learn, Practice!
Listeners are encouraged to visit our website to explore more about the Negotiation Cards, where they can also find a growing library of these unique tools from other experts. These cards are an essential addition to your negotiation toolkit, enabling you to practice with purpose and build your negotiation experience.
- Club Membership for Practice
- Negotiation Cards for Practice
- Negotiation Courses for Practice
Link to Negotiation Cards and More: Visit our website to learn more about the Podcast Negotiation Cards and how they can help you enhance your negotiation skills.