In this episode, we sit down with Keld Jensen, a world-renowned negotiation expert, to discuss his groundbreaking new book Smart Negotiator. With decades of experience in teaching, researching, and advising negotiators across the globe, Keld brings a fresh perspective to a field that is often thought to be already saturated. So why Smart Negotiator now? Because the negotiation landscape is evolving rapidly, and today’s challenges from AI integration to shifting trust dynamics, demand new tools and mindsets.
Together, we explore how the world of negotiation has changed in recent years and what new pressures negotiators must navigate. Keld introduces us to the concept of NegoEconomics, his framework for uncovering hidden value in deals, and explains why trust remains at the heart of every successful outcome. We dive into the fascinating interplay between human insight and artificial intelligence, including real-world examples where AI surfaced breakthroughs that human intuition alone might have missed.
The conversation also covers practical guidance: how to measure and rebuild trust mid-deal, how to design contracts in the age of AI, and how to avoid the most common mistakes, even those made by seasoned professionals. Keld explains the mindset and signals needed to build a true SMARTnership, a collaborative paradigm that transcends zero-sum tactics, and offers tactics for uncovering the “hidden surplus” present in every negotiation.
We also look at cutting-edge topics such as using AI for real-time negotiation feedback, countering authority bias when dealing with powerful counterparts, and the evolving role of contracts as tools for long-term alignment rather than just legal safeguards.
Finally, Keld reflects on where the journey of Smart Negotiator might lead next and how the integration of AI will continue to reshape the way we negotiate in the years to come.
