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We replace outdated tactics with trust, transparency, and value creation—and the outcomes speak for themselves.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

Sambor Training

Any important negotiations awaiting you soon ❔ 
Prepare yourself with a specialist ❗️❗️❗️ 

Business opportunities require a quick start to negotiations. And yet the most mistakes are made when you act without preparation.

Our negotiation coaching will help you
✔️ get quickly prepared for the upcoming negotiations
✔️ avoid costly mistakes and missed opportunities
✔️ get the most out of your business negotiations 

𝐃𝐮𝐫𝐢𝐧𝐠 𝐢𝐧𝐝𝐢𝐯𝐢𝐝𝐮𝐚𝐥 𝐧𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐨𝐧 𝐬𝐞𝐬𝐬𝐢𝐨𝐧𝐬:
👉 participants have the opportunity to focus on specific challenges
👉 we conduct an in-depth analysis of the negotiating situation and position
👉 together we define the adequate operating strategy
👉 we train existing skills and introduce new techniques and knowledge 

📆 𝐁𝐎𝐎𝐊 𝐀𝐍 𝐀𝐏𝐏𝐎𝐈𝐍𝐓𝐌𝐄𝐍𝐓
www.sambor.training

Negotiation Coaching & Consulting - Prepare your negotiation strategy with our experts.

𝐔𝐧𝐢𝐪𝐮𝐞 𝐧𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐨𝐧 𝐭𝐫𝐚𝐢𝐧𝐢𝐧𝐠𝐬 for beginners and professionals. We work with proven modern training methods (online and offline, in Polish and English). 
𝐖𝐞 𝐯𝐞𝐫𝐢𝐟𝐲 𝐚𝐧𝐝 𝐭𝐞𝐬𝐭 𝐭𝐡𝐞 𝐥𝐚𝐭𝐞𝐬𝐭 𝐭𝐫𝐞𝐧𝐝𝐬 and methods developed in business practice to transfer new, proven knowledge not available on the market. 

𝗢𝘂𝗿 𝘁𝗿𝗮𝗶𝗻𝗶𝗻𝗴𝘀
✅ concentrate on 𝐩𝐫𝐚𝐜𝐭𝐢𝐜𝐞, 𝐩𝐫𝐚𝐜𝐭𝐢𝐜𝐞 & 𝐩𝐫𝐚𝐜𝐭𝐢𝐜𝐞
✅ are constructed on the basis of the 𝐛𝐞𝐬𝐭 𝐛𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐬𝐨𝐥𝐮𝐭𝐢𝐨𝐧𝐬 𝐚𝐧𝐝 𝐩𝐫𝐚𝐜𝐭𝐢𝐜𝐞𝐬
✅ are 𝐭𝐚𝐢𝐥𝐨𝐫𝐞𝐝 𝐭𝐨 𝐭𝐡𝐞 𝐬𝐩𝐞𝐜𝐢𝐟𝐢𝐜𝐬 𝐨𝐟 𝐲𝐨𝐮𝐫 𝐛𝐮𝐬𝐢𝐧𝐞𝐬𝐬
✅ 𝐡𝐚𝐬 𝐚 𝐡𝐢𝐠𝐡 𝐑𝐎𝐈- the implemented changes bring quick results 

Check out our innovative training methods: 
🎯 Negotiation Tournaments 
🎯 Negotiation Sparring 
🎯 Negotiation Coaching

💭 Contact me via LN or email
wojciech@sambor.training 
www.sambor.training

Innovative business negotiation trainings

We make the trip for employees no longer just a cost -> it becomes an investment in efficiency and new profits 
✔ employees receive a reward for their results 
✔ receive new skills, knowledge and additional motivation 
✔ build better relationships in the team 
✔ meet new potential contractors and build relationships with cooperators 

Projects planned for the 2019/20 season 
✔ Negotiator cruises 
✔ Kite Safari for negotiators 
✔ Training in the tropics

Negotiation Incentive Tours - Project Owner

SGH Warsaw School of Economics

- conducting workshops on transaction negotiations
- analysis of M&A negotiation processes and transactions of purchase and sale of company shares

Faculty Lecturer - Mergers and Acquisitions (M&A postgraduate studies)

Negotiation Navigators

- C-Level Negotiation Trainings & Consulting 
- Procurement and Trade Negotiation workshops 
- Assessment of business negotiation competence 
- Creating and growing Negotiation Centers of Excellence within top companies and large corporate structures

Trainer + Consultant

EY Academy of Business Polska

Szkolenia i konsultacje negocjacyjne dla klientów EY Academy of Business
Analiza procesów sprzedażowych i wsparcie organizacji w procesach wewnętrznych i zewnętrznych 
Rozwój oferty szkoleń negocjacyjnych w EY Academy of Business

Trener i Konsultant

Polska Szkoła Negocjacji 

Negotiation mentoring for entrepreneurs and c-level management

- we support company owners and CEOs in planning and conducting negotiations with partners, contractors and business partners
- regular individual sessions, tailored to the specificity of the industry and the context of the negotiations
- negotiation mentoring gives quick results and prepares the manager to effectively conduct the upcoming negotiations.

Negotiation consulting for management boards and entrepreneurs from Poland and a

- preparing situational and strategic analyzes for upcoming negotiations
- support with the latest knowledge from the Polish market and the specific nature of negotiation culture in Poland
- preparing foreign companies for negotiations with Polish contractors

Research on trends and negotiation behaviors on the Polish market

- analyzing decision-making and negotiation behavior among Polish consumers and entrepreneurs
- isolating cultural differences and behavioral patterns of Polish business negotiators
- creating reports and giving opinions on negotiation examples typical for a given industry
- developing a definition of the negotiator's profession and promoting Polish negotiation thought

Training and certification of negotiators and negotiation mentors.

- training of negotiation consultants and negotiation mentors as part of training programs starting in September 2024
- certification and supervision of negotiators and building the community of negotiators in Poland.

Founder, Mentor

321 GROW

At 321 GROW, he runs negotiation and sales workshops and negotiation tournaments. He also carries out consulting and implementation projects in English. Polish and English.

Key Specialization: negotiation, tactical and strategic consulting, development of team leaders and c-level management .

B2B Sales & Negotiation Consultant

ASBIRO - Alternatywna Szkoła Biznesu i Rozwoju Osobowego

Honored in the latest Ranking of the Best Lecturers of the winter semester 2024 at ASBiRO

Lecturer conducting workshops and seminars on business negotiations for entrepreneurs.
Organization of workshops and simulation games, negotiation tournament for ASBiRO students in cooperation with the Negotiation Scientific Club at ASBiRO

University Lecturer

ICAN Instritute

✅ I created and conducted trainings in negotiations for senior management and board members of the largest companies in Poland and Europe. 
✅ I was developing a category of online negotiation courses in the ICAN Business Advisor digital learning project 
✅ I'm Providing consulting and negotiation coaching for Top Management representatives. 
✅ I developed the method of negotiation tournaments for sales networks and companies with an extensive structure.

Negotiation Expert, Trainer & Consultant

Bridge2Business

I am expanding the Bridge2Business platform partner network, I support companies from Poland and all over Europe, I enable the acquisition and implementation of US ARMY, NATO, EU, UN, World Bank contracts, etc. 
The Bridge2Business platform is a modern tool that aggregates the databases of government tenders from around the world into one place. We make the realization of valuable national orders real, based on the knowledge and experience of our partners. 

Using the platform
➤ you can apply to tenders selected for your specialization in Poland and abroad 
➤ you gain knowledge and support from experienced specialists to go through the application and order fulfillment process in the best possible way 
➤ you have access to a fast and stable tool, order management system. 
➤ you are regularly one of the first to find out about new tenders that may interest you. 
➤ you gain access to a community of licensed general contractors and a database of interested subcontractors. 
➤ you open a new source of income, resistant to economic turmoil.

Head of Sales

MENTORI

✅ negotiation training for business 
✅ Negotiation in HR 
✅ Negotiation training for managers 
✅ Negotiation tournaments for business

Negotiation Trainer

Experienced trainer, & negotiator - 1400+ hours workshops, 2500+ participants 

13 years as a direct sales practitioner and facilitator of skills development 
18 years of negotiation experience: 100+ training projects, 80+ original case studies. 

My goal is to create a new quality of negotiation training. I believe that negotiation must be practiced regularly and consider it closer to a lifestyle and problem solving attitude than to a learned skill. 
I build original workshops, develop the idea of ​​negotiation sparrings and have been organizing and evaluating negotiation tournaments for companies and universities. 

Check out my publications if you want to constantly expand your knowledge and learn about new trends in the science of negotiating.

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Keld Jensen

Wojtek Sambor 𝙉𝙚𝙜𝙤𝙩𝙞𝙖𝙩𝙞𝙤𝙣

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The Battle

Keld Jensen

Wojtek Sambor 𝙉𝙚𝙜𝙤𝙩𝙞𝙖𝙩𝙞𝙤𝙣

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Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Keld Jensen's LinkedIn Performance

Ready to grow your LinkedIn presence?

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