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Chartered Institute of Management Accounts. Mega Negotiation Masterclass

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90 minutes of Negotiation and negotiating skills in Derek Arden's mega negotiation masterclass. Vital negotiation tips for 2018 in a fast track learning style incorporating crucial ideas from "Win Win - How to get a winning result from persuasive negotiating

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Chartered Institute of Management Accounts. Mega Negotiation Masterclass

  1. 1. Thank you for inviting me 21 November 2017 “Negotiating: Most people know what to do and then don’t do what they know”
  2. 2. BB
  3. 3. Marketing What’s it generating? 50 / 50 On line presence - Derek Arden I don’t pay for anything if I can help it Business Case?
  4. 4. State Negotiators State
  5. 5. USP’s Why should we pay you more money?
  6. 6. “It’s what you learn when you know it all that really counts”!
  7. 7. www.derekarden.com www.youtube.com/derekarden www.linkedin.com/derekarden www.negotiatorspodcast.com www.twitter.com/derekarden
  8. 8. What stops many people negotiating? Don’t like conflict? Afraid to ask? Lack of confidence?
  9. 9. In a study of qualified accountants60% said they were not goodnegotiators Henley Business Schoolfound that goodnegotiators earned 100%more Chartered Institute of Management survey Negotiation second most requested training subject Legal Directors at Law firm 56% didn't think they were good negotiators Black Swan p14 p15
  10. 10. What do we help people negotiate? •Income •Costs •T+C - extras •Relationships
  11. 11. How do you rate yourself as a negotiator? •Beginner •Intermediate •Good •or…………
  12. 12. www.derekarden.com
  13. 13. NEGOTIATING Selling Presenting Haggling Influencing Conflict Management Pitching Positive Psychology Buying
  14. 14. Email / Social media Telephone Skype Face to face? How do you negotiate? Emoticons :-)
  15. 15. I am sure you don’t really mean that…….
  16. 16. RULES - In pairs The objective of the game is to score as many lines as possible. The game is the same as noughts and crosses. p22
  17. 17. RULES - In pairs The objective of the game is to score as many lines as possible. The game is the same as noughts and crosses. p22 X 00
  18. 18. X X X X X X X X X 0 0 0 0 0 0 000 If you help others win - you might just win more WIN / WIN / WIN
  19. 19. www.derekarden.co.uk ASSUMPTIONS
  20. 20. www.derekarden.co.uk ASSUMPTIONS
  21. 21. www.derekarden.co.uk ASSUMPTIONS
  22. 22. www.derekarden.co.uk Preparation and Plan 1st Impressions Questioning Listening Use your head Body Language Watch out for lying Strategies and tactics Influencing Bargaining Managing Conflict Confidence 32 Scoresheet
  23. 23. 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
  24. 24. www.derekarden.co.uk Preparation and Plan 4 1st Impressions 1 Questioning 1 Listening 2 Use your head 1 Body Language 2 Watch out for lying 1 Strategies and tactics 3 Influencing 1 Bargaining 2 Managing Conflict 1 Confidence 1 32
  25. 25. PREPARATION
  26. 26. BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position Positions p47
  27. 27. BP BP TP TP WAP WAP ZOPA p46
  28. 28. TACTICS Good Guy / bad guy Higher Authority Time Observers Time outDumb is smart Flinching Plus many many other psychological manoeuvres 151
  29. 29. Bargaining and Haggling Separate the peoplefrom the problem Keep summarising Use variables USP’s Trading “If you - then we” Have room to manouevre BP - TP - WAP —AP Don’t accept the first offer “Flinch” Split the difference? CARE Never say “no problem”Why? They just asked - you trade!
  30. 30. www.derekarden.com
  31. 31. www.derekarden.com •Click to edit Master text styles
  32. 32. www.derekarden.com
  33. 33. BB
  34. 34. Sign up sheets
  35. 35. www.derekarden.com www.youtube.com/derekarden www.linkedin.com/derekarden www.negotiatorspodcast.com www.twitter.com/derekarden

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