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 #3 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We replace outdated tactics with trust, transparency, and value creation—and the outcomes speak for themselves.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 3 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

NegotiationTraining.com by TableForce

B2B Negotiation Trainer, Keynote Speaker, B2B 𝗖𝗢𝗠𝗠𝗘𝗥𝗖𝗜𝗔𝗟 Contract Negotiator
𝗡𝗢𝗧 an academic, crisis/hostage negotiator (CHN), lawyer or mediator. Ask me about the differences.
→ Trained 𝟳,𝟬𝟬𝟬+ negotiators on 𝟲 continents in 𝟯𝟬+ countries since 2010
→ See 𝗙𝗲𝗮𝘁𝘂𝗿𝗲𝗱 and 𝗥𝗲𝗰𝗼𝗺𝗺𝗲𝗻𝗱𝗮𝘁𝗶𝗼𝗻 sections for what paying clients say
→ 𝟭𝟱 years leading 𝗙𝟱𝟬𝟬 B2B/commercial negotiations
→ 𝟰 $100M+, 𝟭𝟬𝟬+ $1M+ negotiations
→ $𝟭𝗕+ total negotiations led (500+)
→ Intl negotiation competition 𝗷𝘂𝗱𝗴𝗲
→ University 𝗹𝗲𝗰𝘁𝘂𝗿𝗲𝗿
→ Published author/𝗰𝗼𝗹𝘂𝗺𝗻𝗶𝘀𝘁

𝗜𝗺𝗽𝗿𝗼𝘃𝗶𝗻𝗴:
- Relationships via negotiations
- Seller's revenue and margin
- Buyer's total costs and value

𝗗𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝘁𝗶𝗮𝘁𝗼𝗿𝘀:
→ Material tailored to 𝘆𝗼𝘂𝗿 unique situation (sales, procurement, project management, industry, market)
→ All content developed and delivered by a real-world negotiator (not, "𝘋𝘰 𝘢𝘴 𝘐 𝘴𝘢𝘺," "Do as I've 𝗱𝗼𝗻𝗲")
→ 𝗡𝗢 PowerPoints; enjoy 𝗶𝗻𝘁𝗲𝗿𝗮𝗰𝘁𝗶𝘃𝗲 discussions, hardcopy and digital materials, and realistic role play activities

B2B Negotiation Trainer, Keynote Speaker, Negotiator & Managing Partner

Senior Partner

Partner

MGM Resorts International

Part-time project, post resignation reporting to CAO/EVP

Head of Procurement

1 of 3 reporting to CAO/EVP
Promoted for helping company 𝗮𝘃𝗼𝗶𝗱 bankruptcy
2 Manager of the year candidates, 1 winner (50,000+ employee company)
0 turnover in tenure (4+ years)

Led Food & Beverage, IT, and Professional Services strategic sourcing
$2B+ responsibility

Executive Director of Procurement

Led IT, HR, and Marketing strategic sourcing
$1B+ responsibility

Director of Procurement

Led supply chain, inside sales, and publishing teams
Promoted for helping company 𝗮𝘃𝗼𝗶𝗱 bankruptcy

Senior Vice President of Operations

Promoted as a part of 1st cross-company "talent development" program

Vice President of Global Supply Chain

Built and led 1st cross-company team, strategic sourcing
$800M+ responsibility

Senior Director of Operations & Strategic Sourcing

American Airlines

Led indirect (all non-aircraft) supply chain team
$400M+ responsibility
Promoted for helping company 𝗮𝘃𝗼𝗶𝗱 bankruptcy

Led reverse auction and Oracle ERP launch and roll-out
$300M+ negotiated business awards

Director of e-Procurement

General Motors

PointGlobal.com: Director of Supply Chain

Managed CAS (Control Actuation System) and Gyro units
$200M+ negotiated business awards

Raytheon Missile Systems: Sr. Major Sub-Contract Manager

1st Buyer of rear cargo management systems
$100M+ negotiated business awards

GM Corporate: Advance Purchasing Buyer

Kenmar

Selling to Chrysler, Ford, GM
OEMs in Australia, Brazil, Italy
$80M+ sales responsibility

Sales Account Manager

Sales Engineer

USA Volleyball

Beach 2s, men's and co-ed open wins from right and left sides

Player: Partner

B2B negotiator, 𝗡𝗢𝗧 crisis/hostage. 𝟮𝗫 "Outlier" w/ 10,000+ paid hours F500 B2B negotiating 𝗔𝗡𝗗 10,000+ paid hours training B2B negotiators. Let's 𝗖𝗢𝗡𝗡𝗘𝗖𝗧!

It's about 𝗬𝗢𝗨 - is your team leaving value on the table? Learn a simple, repeatable process to close more deals, with higher value, faster 𝗔𝗡𝗗 have better relationships from a B2B negotiation 𝟮𝗫 "OUTLIER" w/ 10,000+ paid hours 𝗔𝗖𝗧𝗨𝗔𝗟𝗟𝗬 negotiating F500 B2B deals (500+ RFPs, 500+ renegotiations) 𝗔𝗡𝗗 10,000+ paid classroom hours training B2B negotiators
Are they high 𝗤𝗨𝗔𝗟𝗜𝗧𝗬 hours? Click "see more" ➤

Results matter: search "Negotiation Expert," "Expert Negotiator" or "Negotiation Trainer" and compare KPIs.
→ 𝟭𝘀𝘁 hand experience: manufacturing, defense, airline, tech, hospitality, f&b, product, service, direct, indirect, capex, opex
→ Trained 𝟳,𝟬𝟬𝟬+ B2B negotiators ON 𝟲 continents IN 𝟯𝟬+ countries since 2010
→ 95% from repeat clients, see letters in 𝗙𝗘𝗔𝗧𝗨𝗥𝗘𝗗
→ 𝟭𝟱 years leading Fortune 500 B2B negotiations
→ Led 𝟰 $100M+, 𝟭𝟬𝟬+ $1M+ negotiations
→ Led $𝟭𝗕+ total B2B negotiations, 500+ RFPs, 500+ renegotiations
→ Promoted by 𝗘𝗩𝗘𝗥𝗬 employer (6)
→ F500 SVP w/ team of 130 at 𝟯𝟱
→ 𝟬 turnover in last 4+ years w/ team
→ Renegotiations helped 𝟰 employers 𝗔𝗩𝗢𝗜𝗗 bankruptcy - "turnaround specialist"
→ Award winning DEI ally

𝗡𝗢𝗧 an academic, crisis/hostage negotiator (CHN), lawyer or mediator. You'll get real-world, practical, actionable B2B/commercial negotiation training from someone who's successfully negotiated 500+ B2B/commercial awards totaling more than $1 BILLION. Your 𝗖-𝗟𝗘𝗩𝗘𝗟 peers confirm a 𝗛𝗔𝗥𝗗 $ ROI (return on investment) is immediate - in the 𝗙𝗜𝗥𝗦𝗧 deal you negotiate post workshop.

"𝗧𝗢𝗣 𝗚𝗨𝗡 school for negotiators;" if you're a beginner, we'll get you up to speed quick, if you're seasoned - we'll make you better!

𝗗𝗜𝗙𝗙𝗘𝗥𝗘𝗡𝗧𝗜𝗔𝗧𝗢𝗥𝗦:
→ Material tailored to 𝗬𝗢𝗨𝗥 unique situation (sales, procurement, project management)
→ All content developed and delivered by real-world negotiators (not, "𝘐 𝘵𝘩𝘪𝘯𝘬...," "I've 𝗗𝗢𝗡𝗘")
→ 𝗡𝗢 PowerPoints; enjoy 𝗜𝗡𝗧𝗘𝗥𝗔𝗖𝗧𝗜𝗩𝗘 discussions, hardcopy and digital material, and realistic B2B role plays

𝗖𝗢𝗡𝗦𝗜𝗦𝗧𝗘𝗡𝗧𝗟𝗬 delivers favorable, quantifiable business results

“𝘐𝘧 𝘺𝘰𝘶 𝘤𝘢𝘯'𝘵 𝘦𝘹𝘱𝘭𝘢𝘪𝘯 𝘪𝘵 𝘴𝘪𝘮𝘱𝘭𝘺, 𝘺𝘰𝘶 𝘥𝘰𝘯'𝘵 𝘶𝘯𝘥𝘦𝘳𝘴𝘵𝘢𝘯𝘥 𝘪𝘵 𝘸𝘦𝘭𝘭 𝘦𝘯𝘰𝘶𝘨𝘩.” ~A. Einstein

𝗟𝗘𝗧'𝗦 𝗪𝗢𝗥𝗞 𝗧𝗢𝗚𝗘𝗧𝗛𝗘𝗥! Start by sending me a LinkedIn ➕ 𝗖𝗢𝗡𝗡𝗘𝗖𝗧𝗜𝗢𝗡 ➕ request with your details

You should book dates 𝗘𝗔𝗥𝗟𝗬 to avoid mutual disappointment

Podcast guest, published author (print, series for industry magazines)

Tip of the spear!

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The Battle

Keld Jensen

Mike Inman

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