Podcast
To the Point
Hosted by Keld Jensen & Tim Cummins · EN
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.
6episodes
Episodes
Newest firstAll episodes
Improving corporate negotiation performance
Jul 19, 202300:22:52Tap to summarizeIn this episode, Tim Cummins and Keld Jensen discuss improving corporate negotiation performance. They share their insights on the importance of trust, transparency, and value creation in negotiations and how to avoid common pitfalls and mistakes. They also offer practical tips and tools for preparing, conducting, and closing successful negotiations in any business context. Tune in to learn how to negotiate better outcomes for yourself and your organization.
Transcribe →Ten tips for negotiating a raise
May 24, 202300:26:10Tap to summarizeJoin Tim Cummins and Keld Jensen on this informative episode of "To the Point" as they equip you with the essential tools and knowledge to negotiate a raise successfully. Whether you're aiming for a significant salary increase or seeking to enhance your overall compensation package, this episode offers valuable insights and practical strategies to help you achieve your financial goals. Get ready to take your negotiation skills to new heights and secure the raise you deserve!
Transcribe →10 things that make a negotiator great
May 3, 202300:23:59Tap to summarizeJoin Tim Cummins and Keld Jensen as they share their insights and experience on negotiation in this episode of To the Point. They reveal 10 things that can make you a great negotiator, from preparation and strategy to empathy and structure. Whether you are negotiating a business deal, a salary raise, or a family vacation, you will find some valuable advice and examples in this episode. Don’t miss this opportunity to learn from two experts in negotiation with To the Point!
Transcribe →10 things to do when you meet a combative negotiator
Apr 19, 202300:19:31Tap to summarizeIn 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.
Transcribe →"Oh, I forgot!” Ten classic errors and omissions of the average negotiator
Mar 23, 202300:22:09Tap to summarizeNo description available
Transcribe →10 things you always should prepare prior to a negotiation
Mar 22, 202300:23:01Tap to summarizeIn this episode, award-winning experts Keld Jensen and Tim Cummins help you prepare for your negotiations. Set the scene for success by following these critical guidelines. Prompt you to remember actions and activities that are often forgotten in the heat of a negotiation. Don’t let time pressures undermine your results.Why listen? Keld has multiple acknowledgments as a world-leading guru in the field of negotiation. Tim is the founder of an 80,000-member association, teaching commercial skills to top corporations worldwide.
Transcribe →