The Trust Factor: Negotiating in SMARTnership

by Dr. Keld Jensen

Offers deal-makers techniques to access mutually beneficial solutions that cannot make their way to the bargaining table without a cooperative strategy that enables the parties to together with mutual benefit and success.

279 pages, Hardcover

First published December 3, 2013

About the author

Dr. Keld Jensen is an internationally acclaimed negotiation specialist, TEDx speaker, and author. Holding a Doctorate in negotiation, AI, and trust, he is the creator of the SMARTnership Negotiation concept—recognized among the top 3 negotiation training programs globally by the Global Training Organization.

He has advised global companies such as Rolls Royce, LEGO, Novo Nordisk, and Chevron, as well as governments including Canada, Denmark, and the UK. A former CEO of a publicly traded tech firm, he is currently a professor at Aalborg University (Denmark), Louvain/BMI (Belgium), and Thunderbird School of Global Management at ASU (USA).

With over 200 TV appearances and 27 books published in 16 languages, he has been featured in major business publications and was recognized as a Top Thought Leader in Trust (2016) and ranked #3 in the 2025 Global Gurus Top 30. He also serves as the Negotiation Expert in Residence at World Commerce & Contracting.