To the Point
Tim Cummins and Keld Jensen are both experts and authors in the field of negotiation.
Tim Cummins is the President of World Commerce & Contracting and a Professor in the School of Law at the University of Leeds. He has led research and standards development for the Commercial and Contract Management discipline. He has been recognized by the Financial Times Market Shaper of the Year award in 2019.
Keld Jensen is a Negotiation Strategist and Speaker and the founder and CEO of the Center for SMARTnership Negotiation. He has published 24 books in 37 countries, including Negotiating Partnership and Honest Negotiation35. He teaches Business Administration, Management, and International Negotiation at various Executive MBA schools worldwide.
'To the Point' is a podcast that explores the art and science of negotiation.
Hosted by Tim Cummins and Keld Jensen, the podcast offers practical tips, insights, and stories from their own experiences.
Whether you are negotiating a contract, a salary, a relationship, or anything else, 'To the Point' will help you get the best outcome possible.
Tune in every two weeks for a new episode and learn how to negotiate like a pro.
To the Point
10 things to do when you meet a combative negotiator
In this episode, Tim and Keld discuss dealing with combative negotiators who use hard-bargaining tactics and try to intimidate or manipulate you. They share some tips and skills on how to prepare for such situations, how to communicate effectively, how to search for smart tradeoffs, and how to avoid getting emotional or defensive. They also give examples of common hard-bargaining tactics and how to counter them. Listening to this episode will teach you how to negotiate confidently and achieve win-win outcomes even when facing difficult opponents.
