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A New Paradigm for Commercial Relationships

In: The Trust Factor

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  • Keld Jensen

Abstract

You enter the conference room and take your seat across the table from a guy who has something you want. It could be cash, or services, or widgets. You have an expectation in your mind of the probable outcome of your negotiation with him based on your past experiences with similar people. Before you even begin the bargaining, you are pretty clear as to what you will leave the table with, give or take a percentage point or two.

Suggested Citation

  • Keld Jensen, 2013. "A New Paradigm for Commercial Relationships," Palgrave Macmillan Books, in: The Trust Factor, chapter 0, pages 3-12, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-33368-1_1
    DOI: 10.1057/9781137333681_1
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