In The Smart Negotiator: Unlocking the Power of AI and Human Insight in Effective Deal-Making, management and negotiation expert Keld Jensen delivers a groundbreaking new discussion of how to become an effective negotiator by harnessing the capabilities of artificial intelligence technology. The author uses real-world case studies, AI-driven examples, proven principles, and engaging commentary to set out a practical framework for fruitful negotiation.
The book explains the natural synergy between human intuition and AI-driven insights and shows you how to uncover opportunities for value creation in complex negotiations in a variety of areas. You’ll learn how to amplify trust and increase cooperation by combining human skill with cutting-edge technology.
Jensen provides a masterclass in how to shift your mindset from one that focuses on traditional and adversarial tactics to one that emphasizes collaboration and mutual benefit. He walks you through exciting new techniques to measure trust―a negotiator’s most valuable asset―with data and AI and demonstrates how to transform potential conflicts into opportunities for collaboration with new AI tools.
The Smart Negotiator explores the concept that every party in a negotiation is focused on the discovery of both personal and mutual gain. From creating an initial negotiation strategy to explanations of different negotiation styles, how to value trust, and specific AI capabilities you can deploy immediately to improve your negotiating positions and outcomes, the book is a detailed guide for managers, executives, entrepreneurs, founders, and other business leaders looking to expand their negotiation tool kit. It’s also a must-read for lawyers, consultants, arbitrators, mediators, and anyone else with an interest in resolving conflicts and creating agreements.
Praise for THE SMART NEGOTIATOR
“Another strong contribution from Dr. Keld Jensen. Even the title sparks curiosity―blending AI with human insight. The book is well-structured and thought-provoking, grounded in theory but with a clear focus on practical application. Divided into four parts―Foundations of Negotiation; Strategy, Value, and AI; Mastering the Art of Negotiation; and The Future of Negotiation: AI, Psychology, and Advancement―it offers both depth and relevance. The concept of using AI to ‘foster generosity’ in negotiation stood out as both original and impactful.”
―DR. CLIVE REES, SVP, Head of Global Supply Chain Unit, Fujitsu Ltd
“Keld Jensen empowers readers to become even more skilled negotiators. His book presents innovative insights into building trust and creating win-win outcomes that allow all parties to share a larger pie. The effective use of AI further amplifies this potential, enabling greater mutual value. I highly endorse this visionary book.”
―GERT TINGGAARD SVENDSEN, PHD, Trust Expert, and Professor, Aarhus University, Denmark
“This bookarrives at a critical moment. As doubt and disruption surround the rise of AI, Keld Jensen offers a clear and compelling path forward. This book is a vital call-to-action for those curious―and courageous―enough to explore how AI can reshape negotiation. The future belongs to Smart Negotiators, those who engage with possibility, not retreat from change.”
―SALLY GUYER, Global CEO, World Commerce & Contracting
“This is THE book we’ve been crying out for on the role of AI in negotiation. What I love most is that Keld doesn’t downplay the importance of human intelligence―in fact this book shows how human intelligence will become even more important if we want to leverage AI now and into the future. Packed with practical insights too, this will be my bible for negotiating using AI.”
―TOM MILLS, Procurement Guru, Founder, and Author of Procure Bites
“This book is essential for anyone looking to master the complexities of strategic deal-making and achieve superior outcomes in today’s dynamic business environment. By leveraging AI’s analytical capabilities and human creativity, negotiators can unlock unprecedented opportunities for mutual success.”
― TAREK AMINE, Principal Vice President and Chief Supply Chain Officer, Bechtel Global Corporation
About the Author
KELD JENSEN, DBA, is a globally recognized negotiation expert, author of 27 books, and professor at leading universities. He is the founder of the SMARTnership Negotiation Organization, ranked among the world’s top 3 negotiation programs. He has advised on deals exceeding $12 billion.
Wow! eBook
