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Chartered Institute of Management Accountants - Keynote Negotiation Masterclass

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May 18th 2016 - Masterclass presentation by Derek Arden Professional Speaker, Chairman of the Professional Speaking Association of United Kingdom. How to make more money, save more money and have even better relationships

Published in: Business
  • Excellent Masterclass, it made attending an evening seminar , after a day at the office easy and enjoyable. Well done Derek and CIMA
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Chartered Institute of Management Accountants - Keynote Negotiation Masterclass

  1. 1. Life is one MASSIVE Negotiation 6
  2. 2. How many of you would like to 1 - Earn more 2 - Have more time 3 - Have even better relationships
  3. 3. The only obstacle to you getting what you want is you! The only obstacle to you getting what you want is you! The only obstacle to you getting what you want is you!
  4. 4. www.derekarden.com
  5. 5. In a study of qualified accountants60% said they were not good negotiators Henley Business Schoolfound that good negotiatorsearned 100% more Chartered Institute of Management survey Negotiation second most requested training subject
  6. 6. Rate your Negotiating Skillson a scale of 0----------100
  7. 7. “What’s the cost of not Negotiating?”
  8. 8. Email / Social media Telephone Skype Face to face? How do you negotiate? Emoticons :-)
  9. 9. NEGOTIATING Selling Presenting Haggling Influencing Conflict Management Pitching Positive Energy
  10. 10. Lets take a look at a few negotiators and review their body language
  11. 11. BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position Positions 46
  12. 12. www.derekarden.com Zone of potential agreement (ZOPA) BP BP TP TP WAP WAP ZOPA
  13. 13. www.derekarden.com
  14. 14. www.derekarden.co.uk Preparation and Plan 43 1st Impressions 61 Questioning 71 Listening 85 Use your head 97 Body Language 117 Watch out for lying 139 Strategies and tactics 151 Influencing 171 Bargaining 197 Managing Conflict 217 Confidence 237 32 Personal Assessment Systemised Scoresheet
  15. 15. “It’s what you learn when you know it all that really counts”!
  16. 16. CURIOUS

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