Most negotiations don’t fail because people lack training.

They fail because the negotiation strategy is flawed.

I help leaders and organizations create measurable economic value in negotiations by shifting focus from tactics to structure, value creation, and trust.

Through the SMARTnership™ and NegoEconomics™ frameworks, organizations typically unlock up to 42% additional value in commercial negotiations—without damaging relationships or increasing risk.

What I Do Differently

I founded The SMARTnership™ Negotiation Organization to move negotiations away from confrontation and toward collaboration that delivers measurable results.

Our award-winning model, NegoEconomics™, helps organizations uncover value that traditional negotiations miss—often up to 42% additional value by redesigning how deals are structured, not just how prices are argued.

And yes—those results are guaranteed.

⸻

Why Organizations Trust SMARTnership™
	•	World’s most awarded negotiation methodology 
               (12+ international awards)
	•	Ranked #2 negotiation workshop globally by Global 
               Gurus
	•	Used by organizations, leaders, and governments in 
               50+ countries
	•	Delivered through a global network of certified 
               partners across continents

We replace outdated tactics with trust, transparency, and value creation—and the outcomes speak for themselves.

⸻

My Background
	•	Former CEO of a public technology company
	•	Doctorate focused on negotiation, artificial   
               intelligence, and trust
	•	Author of 27 books, published in 38 countries
	•	Executive MBA faculty and guest professor 
               worldwide
	•	Judge at international negotiation finals
	•	Ranked Top 2 Negotiation Expert globally by Global 
               Gurus

⸻

What Actually Motivates Me

Titles and trophies are not the point.

What drives me is helping people and organizations achieve more together—not at the expense of others, but with them.

That’s the real power of SMARTnership™.

⸻

If you want negotiations built on trust, measurable value, and outcomes that last, let’s connect.

Keld Jensen

In Houston this week, along with Daniel Woltman, CAE, MSM. We’re meeting with clients and I discovered a horse at the Post Oak Hotel. I wanted to share this with Sally Guyer and Craig Conte, who I know will enjoy it 😅

SMARTnership Negotiation #negotiation #contract

Dr. Keld Jensen (DBA)

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Stop Reading Contracts. Start Re-Designing Deals.

Are you still spending days manually combing through 35-page contracts to find risk and leverage? If so, you might be leaving up to 42% of a deal's potential value on the table.

I’ve spent 30+ years in commercial negotiations, and I can tell you: the game has changed. My research team and I have been focused on how AI fundamentally shifts the landscape from "positional" haggling to what I call NegoEconomics.

In this clip, I demonstrate how we use AI and specific prompt engineering to do what used to take days in just 5 to 10 minutes. (no specific software or contract management tool)

How I'm using AI to optimize contracts:

✅Speed & Structure: Scanning hundreds of pages to produce a structured SMARTnership analysis in seconds.

✅Identifying Variables: Extracting nearly 100 negotiation variables—financial, operational, and strategic—that are often invisible to the human eye.

✅Asymmetric Value: Finding variables that cost one party very little but provide massive value to the other, allowing us to expand the pie rather than just slice it.

✅From Defense to Design: Shifting the conversation from "protecting margins" to "jointly managing risk" through a collaborative lens.

Forget the 'theater' in negotiations. The future of negotiation isn't about tactics or reading body language—it's about information and value creation. 

👇 Watch the clip below to see my AI-driven "Scorecard" and "Variable Register" in action. I apologize, that's 10:48 minutes of being a negotiation/contract nerd.

I'd love to hear your thoughts: How are you currently leveraging AI in your negotiation/contract workflows?

Do you want a copy of the documents created in this video? Read my article on Thursday, March 19th, published right here. 

#Negotiation #AI #SMARTnership #NegoEconomics #ContractOptimization #FutureOfNegotiation #ValueCreation World Commerce & Contracting Tim Cummins Sally Guyer #contractmanagement #legal #contract #ai Tiffany Kemp Gražvydas Jukna Moïse NOUBISSI Tine Anneberg Juan Manuel García P. Kevin Tuinte Jason Myrowitz

This Thursday, Tim Cummins and I are hosting Thomas Erikson in The Negotiation Room.

Thomas is the bestselling author of 'Surrounded by Idiots' and 'Surrounded by Narcissists',  and he has helped millions of people better understand difficult behavior and communication styles.

Together, we’ll discuss narcissistic and idiotic behavior in negotiation — because sometimes the biggest challenge is not the deal, but the behavior across the table.

If you have ever met a narcissistic behavior at the negotiation table or expect to, you want to be on this webinar. 

📆19 March
🕒08:00 am PST | 3:00 pm BST | 4:00 pm CET | 

Attending is free but requires registration; https://lnkd.in/gHzGmuzE

#Negotiation #Leadership #Communication #WorldCC #SMARTnership #ThomasErikson World Commerce & Contracting BMI Executive Institute BMI Alumni Executive Club Jurga Bendikaite-Ursavas SMARTnership Negotiation Tine Anneberg Gražvydas Jukna Juan Manuel García P. Jason Myrowitz Tiffany Kemp

🛑 Stop Negotiating Like It’s 1999.

I just audited a $400M contract using a proprietary AI prompt architecture.

In less than 10 minutes, the AI found what a team of human experts usually misses: 100+ hidden negotiation variables and an invisible potential 42% value gap.

If you are still relying on "gut feeling" and "positional bargaining," you aren't just losing time—you are hemorrhaging value.

In my latest article, I pull back the curtain on:
✅ How NegoEconomics is replacing zero-sum haggling.
✅ Why your 35-page contract is actually a Value-Generation Map.
✅ The 10-minute audit that should terrify every unprepared negotiator.

The era of the "haggler" is over. The era of the Value Architect has begun.

👇 Read the full breakdown and watch the audit in action here:

#Negotiation #AI #SMARTnership #NegoEconomics #DrKeldJensen #FutureOfBusiness World Commerce & Contracting BMI Executive Institute UCLouvain I BMI Executive Institute Tine Anneberg Gražvydas Jukna Tiffany Kemp Juan Manuel García P. Jason Myrowitz  Moïse NOUBISSI Tarek Amine Inam Jan

Most negotiators are walking into the room blind. They rely on "gut feeling," decades of experience, and a stack of legal markups. But while they are 

Open article: I Used AI to Audit a $400M Deal. What I Found in 10 Minutes Should Terrify Every Negotiator in the World. by Dr. Keld Jensen (DBA) • 3 min read

I Used AI to Audit a $400M Deal. What I Found in 10 Minutes Should Terrify Every Negotiator in the World.

Who says the toughest negotiator leaves with the most value?

For years, business culture rewarded the loudest voice.
The hardest anchor.
The last-minute squeeze.
But what if that model is financially outdated?

We analyzed 314 negotiators across industries and countries.

The data showed something clear:
Trust explains approximately 13.5% of the variance in achieving mutually beneficial agreements.
Not charisma.
Not aggression.
Not demographics.

Trust.

Higher trust correlated with:
• Greater likelihood of mutual gains and NegoEconomics (google it)
• Better communication quality
• Higher satisfaction with negotiated results

This isn’t about being soft.
It’s about being economically smart.

In complex commercial negotiations, transparency and structured trust creation outperform intimidation.

If you negotiate contracts, partnerships, procurement agreements, M&A — this research matters.

Download the full peer-reviewed research paper and decide for yourself whether “toughest” still wins: https://lnkd.in/g3bQbYmy

#negotiation SMARTnership Negotiation AAU Executive - MBA and HD at Aalborg University BMI Executive Institute BMI Alumni Executive Club UCLouvain I BMI Executive Institute Global Gurus Tine Anneberg Gražvydas Jukna Juan Manuel García P. Jason Myrowitz Tiffany Kemp Moïse NOUBISSI Daniel Woltman, CAE, MSM Sally Guyer Tim Cummins

ČETRTA POT

Description:
Led implementation and development projects for products: SPIN D365 PIS, Kadris 4 KIS, RIS, and KADRIS4 Cloud KD, ensuring alignment with organizational goals through effective planning and communication.

Key Responsibilities:
	•	Developed project plans covering scope, resources, risks, and communication strategies.
	•	Worked with executives and teams to define project objectives and key performance indicators.
	•	Conducted regular status meetings, maintaining transparent communication and managing stakeholder expectations.
	•	Monitored project risks and implemented mitigation strategies.
	•	Mentored team members to foster collaboration and skill development.

Achievements and Impact:
	•	Delivered projects on time and within budget, contributing to strategic goals.
	•	Improved stakeholder satisfaction and increased positive feedback.
	•	Reduced project risks with proactive strategies.

Project Manager

THE SLOVENIAN ACADEMY OF MANAGEMENT

Supervisory Board Member

Negotiations for Project Managers

Founder

PMI Slovenia, Ljubljana Chapter

Volunteer Role
• Finance VP (October 2023 - Present)

Executive Board Member

Volunteer Role
• VP Members and Volunteers (March 2022 - January 2023)

Women PowerUP Network

Europe Lead

Better

Description:
Participated in the establishment phase of the PMO office, gaining familiarity with portfolio projects and products, and contributing to the development of project documentation templates.

Key Responsibilities:
• Assisted in preparing a proposal for a significant international project tender, showcasing involvement in critical decision-making processes.
• Engaged in understanding and familiarizing with the key performance indicators (KPIs) essential for a successful PMO operation.
• Analyzed project performance data to identify areas of improvement.

Achievements and Impact:
• Contributed to the successful setup of the PMO office by developing essential project documentation templates.
• Played a supportive role in proposal preparation for a major international project tender.
• Enhanced understanding of KPIs and project performance metrics, aiding in the identification of improvement areas.

Project Manager, PMO

Zavod za zdravstveno zavarovanje Slovenije

Managed the health insurance card system, overseeing operational tasks, public tenders, contracts, system performance, and upgrades, while ensuring alignment with project goals through effective planning and communication.

Key Responsibilities:
• Conducted system analysis and prepared improvements and upgrades.
• Monitored system performance and prepared strategies for future operations.
• Developed and managed public tenders, contracts, and system policies.
• Prepared user instructions and managed applications related to the health insurance card system.
• Created timetables, functional specifications, and materials for development projects.
• Coordinated work and provided user education for development projects.
• Facilitated meetings between stakeholders to discuss deliverables, schedules, and conflicts.

Achievements and Impact:
• Enhanced system performance and user satisfaction through strategic upgrades and operational improvements.
• Successfully managed and completed development projects on time and within budget.
• Improved stakeholder satisfaction and increased positive feedback.
• Developed effective strategies and policies that enhanced project goals and system operations.

Advisor in the Information Center

ŽEJN Group

Description:
Directed and executed a portfolio of small-scale IT projects focused on product integration within a software development framework, ensuring alignment with client requirements and organizational objectives.

Key Responsibilities:
• Spearheaded client engagement with key stakeholders in the healthcare and banking sectors, meticulously managing project scope, goals, and timelines to align with client expectations and maintain robust relationships.
• Engineered resource allocation strategies to optimize team performance, ensuring timely and on-budget delivery of project milestones and outcomes.
• Oversaw quality assurance processes, validating that all deliverables met stringent specifications and were of high caliber before client submission.

Achievements and Impact:
• Successfully delivered projects within financial constraints by employing effective cost-monitoring and budget management strategies.
• Strengthened client relationships through strategic communication, leading to enhanced satisfaction and improved project performance.
• Achieved project deadlines while upholding superior build quality and ensuring adherence to safety standards.

IT Project Manager

ZRSZ / ESS info-point

Description:
Managed the full lifecycle of web applications, ensuring their optimal functionality through effective implementation, maintenance, and support. Led the administration of web application servers and provided expert technical consultancy to align IT strategies with project goals.

Key Responsibilities:
• Oversaw the lifecycle management of web applications, including implementation, ongoing maintenance, and support to ensure optimal performance and reliability.
• Administered web application servers, managing deployment, configuration, and monitoring to uphold high performance and reliability standards.
• Provided technical consultancy in cross-functional teams, offering expert guidance to align IT strategies with project objectives and ensure successful execution.

Achievements and Impact:
• Played a key role as an IT Consultant in a medium-sized project (UUPP), providing expert guidance to ensure on-time and within-budget delivery. Contributed to effective oversight of milestones, resource allocation, risk management, and quality assurance.
• Enhanced project delivery by efficiently coordinating with contractors, meeting project deadlines, and ensuring high performance in a fast-paced environment.
• Minimized network interruptions and potential downtimes by liaising with other departments, ensuring smooth operational continuity.

IT Application Manager

University of Ljubljana, Faculty of Computer and Information Science

Description:
Coordinated the establishment and operation of the Makerlab, a dynamic workshop for hands-on DIY projects, and facilitated a range of educational programs and innovative projects.

Key Responsibilities:
• Orchestrated the establishment of the Makerlab, collaborating with faculty and administration to secure funding, procure equipment, and design the lab layout.
• Streamlined coordination between the Makerlab and various faculty services, including finance, procurement, and laboratories, ensuring seamless operations and effective resource allocation.
• Conceptualized and executed diverse courses and workshops, catering to both external participants and students, and fostering a vibrant learning community.

Achievements and Impact:
• Successfully launched the Makerlab, creating a pioneering workshop that became a hub for practical skills development and innovation.
• Developed a portfolio of successful DIY projects, enhancing the Makerlab’s reputation and gaining regional recognition.
• Established the Makerlab as a key resource, contributing to the institution’s standing as a center for hands-on learning and practical skill development.

Activity Coordinator

A distinguished leader in project management and strategic planning, I excel in delivering successful project outcomes through robust leadership and meticulous execution.

As a Certified Project Management Professional (PMP) and Certified Baseline PMO Consultant (CB-PMO), I specialize in aligning project goals with organizational objectives, driving value, and fostering growth across various industries including IT, health insurance, employment and education services.

With over a decade of experience, I have a proven track record in orchestrating cross-functional teams, optimizing processes, and managing complex projects. I founded Negotiations for Project Managers to share my expertise and drive innovative project solutions.

Highlights:
💡 Developed and implemented project plans, leading to successful outcomes and significant cost savings.
🏆 Led the establishment of PMOs and strategic initiatives, enhancing project delivery efficiency.
🎯 I improved collaboration and increased stakeholder satisfaction, leading to better results and greater support for the project.
🌍 Delivered thought leadership and strategic insights at global conferences and seminars.
📊 Spearheaded the development of training programs aimed at bridging the strategy-to-value gap.

Mission:
Elevating project management to a strategic function, positioning PMs and PMO leaders as pivotal business partners driving ROI and sustainable growth.

🎓 Passionate about continuous learning:
Pursuing a Master's degree in Management and Business Law, I hold an M.Sc. in Computer and Information Science, PMP, CB-PMO, and various agile certifications.

How I Help Accelerate Value:
✔️ Strategic Planning & PMO Leadership
✔️ Consulting Services
✔️ Corporate Event Facilitation
✔️ Coaching & Training

✍️ Discover more about my work on LinkedIn and at Negotiations for Project Managers.

Create transformative growth for your organization. 
Book a session at **  https://calendly.com/marjana-skubic  ** today.🏆

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Keld Jensen

Marjana Skubic, MSc, PMP®

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The Battle

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Marjana Skubic, MSc, PMP®

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