SMARTnership™ and NegoEconomics™
SMARTnership is a research-based negotiation methodology designed to create and capture value that traditional negotiation approaches often miss.
What is SMARTnership?
SMARTnership is a globally recognised negotiation methodology developed by Dr Keld Jensen.
Unlike traditional win/lose approaches, SMARTnership focuses on creating and sharing additional value by identifying differences in cost, risk, priorities and objectives between the parties.
The result is a negotiation process that seeks to improve outcomes for both sides rather than simply redistributing existing value.
What Is NegoEconomics?
NegoEconomics sits at the heart of the SMARTnership methodology.
It focuses on identifying asymmetries between negotiating parties:
By identifying and quantifying those differences, negotiators can often uncover value that would otherwise remain hidden.
Research and practical application suggest that this approach can generate significant additional value compared with traditional negotiation methods.
Why Traditional Negotiation Falls Short
Most negotiators focus on:
As a result, valuable opportunities remain hidden.
SMARTnership starts from a different premise:
Every negotiation contains value that has not yet been identified, measured or exchanged.
The challenge is knowing how to find it.
The Four Elements of SMARTnership
Strategy
Choosing the right negotiation strategy before entering the discussion.
TrustCurrency
Understanding trust as a negotiable and measurable asset.
Rules of the Game
Designing information flows, sequencing and decision rights that support better outcomes.
NegoEconomics
Quantifying value, cost and asymmetry to uncover opportunities hidden within the deal.
Why Organisations invest in SMARTnership
SMARTnership is particularly valuable for:
The methodology has been applied across industries including manufacturing, infrastructure, energy, technology and government.
Global Recognition
SMARTnership has been recognised among the world’s leading negotiation methodologies and has been taught to thousands of professionals worldwide.
Dr Keld Jensen is the author of numerous books on negotiation and has spent more than three decades researching value creation, trust and negotiation behaviour.
SMARTnership Training with Devant
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Tiffany Kemp is a certified SMARTnership partner and delivers SMARTnership negotiation programmes in the UK.
Her background in commercial contracts, contract drafting, negotiation strategy and risk allocation provides a practical commercial perspective that complements the SMARTnership methodology.
Programmes can be delivered as:
Why SMARTnership Fits Within the Devant Framework
SMARTnership is one of the methodologies used within the Equip stage of the Devant Contracting Performance Framework.
It helps organisations develop the capability, judgement and negotiation approach needed to operate effectively within the contracting structures and governance frameworks developed during the Assess and Align stages.
Better contracts are not the goal.
Better commercial outcomes are.