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Behavioral Economics in Deal-making

In: The Trust Factor

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  • Keld Jensen

Abstract

In commercial transactions, optimized outcomes are measured financially—more gross revenue, increased profit margins, greater percentage of market share, and so forth. In personal relations, optimized outcomes are measured in better understanding, less conflict, and more collaboration. Regardless of the kind of transaction in which you are involved—as a CEO, a procurement officer, a sales director, or a dad or mom—the optimized outcomes are achieved atop a three-legged stool (Figure 2.1). The legs of that stool are: Trust Negotiation competency Behavioral economics

Suggested Citation

  • Keld Jensen, 2013. "Behavioral Economics in Deal-making," Palgrave Macmillan Books, in: The Trust Factor, chapter 0, pages 13-32, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-33368-1_2
    DOI: 10.1057/9781137333681_2
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