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Executive Deceit and Optimizing Negotiation Outcomes

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Jon Hansen

Jon Hansen

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In his September 1st, 2010 Commitment Matters blog post titled "The Power of Negotiation," IACCM CEO Tim Cummins made reference to the paper ‘A Conspiracy of Optimism’ from the International Center For Complex Project Management.

The paper identified the ‘conspiracy’ that leads executives on both sides of the table to ‘lie’ to their trading partners and to create a combined version of ‘the truth’ that leads to mutual delusion over what they can achieve, by when and for how much.

It was an interesting article to say the least, and one which provides a powerful backdrop for today's guest Keld Jensen who joins me to talk about his book SMARTnership: The Third Road.

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