Iwar Unt worked for SAAB and Volvo in the 1970s and began looking at how these companies handled their purchase negotiations. Partnership negotiations were not practised at that time. Iwar Unt began to question the procedure used, and he could quickly show that instead of fighting, the parties involved could create significant added values through openness, creative problem solving and dialogue.
He has worked in most sectors around the negotiation table and has solved many different negotiation problems with great success. Iwar has also written a number of books on partnership, negotiation technique and the creation of added value.
Keld Jensen is a partner and CEO of MarketWatch Management, an independent network organization.
He has more than 13 years' management and negotiation experience as an idea generator and CEO of small organizations as well as listed companies.
Through his work in MarketWatch Management, Keld Jensen has recently been co-author of the books Negotiation Technique and The Negotiation Handbook. He has adviced a wide range of leading international organizations, including ABB, Scandic Hotels, Ernst & Young, PricewaterhouseCoopers, Volvo, Rolls-Royce, Swedish Postal Service, BP Amoco, IKEA, SAAB, ERICSSON, Phillips, AstraZeneca and Mvlnlycke.
© 2016 Pearson Education, FT Press. All rights reserved.