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Negotiation Skills Breakfast Briefing
Derek Arden, International Negotiation Speaker,
Advisor and best selling Author
www....
TWITTER
@derekarden
FLINCH!!!
Preparation and positioning
Questions
Listening
Impressions
Body language
Spotting lies
Bargaining
Tactics
Influencing
Confl...
To increase your skills
To get better negotiated settlements
To raise profits and your earnings
Objectives
Outcome
Better i...
Rate your Negotiating Skillson a scale of
0----------100
“It’s what you learn
when you know it all
that really counts”!
Negotiating is a
24/7/365 skill
In a study of qualified accountants60% said they were not good negotiators
Henley Business Schoolfound that good negotiator...
Win Win
port
M - Whats in it for me
Otiation - personal agendas
paration
itions
ons
gets
ensic questioning
h quality liste...
NEGOTIATING
Selling
Presenting
Haggling
Influencing
Conflict Management
Pitching
Positive Energy
Email / Social media
Telephone
Skype
Face to face?
How do you negotiate?
Emoticons :-)
ASSUMPTIONS
ASSUMPTIONS
www.derekarden.com
Assumptions – make an
A
S
S out of
U and
M
E
BP - Best Position
TP - Target Position
WAP - Walk away position
AP - Alternative position
Positions
46
www.derekarden.com
Zone of potential
agreement (ZOPA)
BP
BP
TP
TP
WAP
WAP
ZOPA
www.derekarden.co.uk
Preparation and Plan
1st Impressions
Questioning
Listening
Use your head
Body Language
Watch out for ...
www.derekarden.co.uk
Preparation and Plan 43
1st Impressions 61
Questioning 71
Listening 85
Use your head 97
Body Language...
Rate your Negotiating Skillson a scale of
0----------100
www.derekarden.com
BB
Sign up sheets
Institute of Financial Services - breakfast masterclass
Institute of Financial Services - breakfast masterclass
Institute of Financial Services - breakfast masterclass
Institute of Financial Services - breakfast masterclass
Institute of Financial Services - breakfast masterclass
Institute of Financial Services - breakfast masterclass
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Institute of Financial Services - breakfast masterclass

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One hour negotiation masterclass in Leeds

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Institute of Financial Services - breakfast masterclass

  1. 1. Negotiation Skills Breakfast Briefing Derek Arden, International Negotiation Speaker, Advisor and best selling Author www.iofs.org.uk/events
  2. 2. TWITTER @derekarden
  3. 3. FLINCH!!!
  4. 4. Preparation and positioning Questions Listening Impressions Body language Spotting lies Bargaining Tactics Influencing Conflict Confidence Use your head / brain SET UP PSYCHOLOGY
  5. 5. To increase your skills To get better negotiated settlements To raise profits and your earnings Objectives Outcome Better income Better relationships More confidence
  6. 6. Rate your Negotiating Skillson a scale of 0----------100
  7. 7. “It’s what you learn when you know it all that really counts”!
  8. 8. Negotiating is a 24/7/365 skill
  9. 9. 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
  10. 10. Win Win port M - Whats in it for me Otiation - personal agendas paration itions ons gets ensic questioning h quality listening chology of bargaining, trading, haggling working and negotiating dling conflict and difficult people Masterclass Reading people, issues and situations Applied psychology Sensory awareness Psychological tactics Body language The real truth about lying Hearing what is not said - intuition Variables Confidence, experience and wisdom
  11. 11. NEGOTIATING Selling Presenting Haggling Influencing Conflict Management Pitching Positive Energy
  12. 12. Email / Social media Telephone Skype Face to face? How do you negotiate? Emoticons :-)
  13. 13. ASSUMPTIONS
  14. 14. ASSUMPTIONS
  15. 15. www.derekarden.com Assumptions – make an A S S out of U and M E
  16. 16. BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position Positions 46
  17. 17. www.derekarden.com Zone of potential agreement (ZOPA) BP BP TP TP WAP WAP ZOPA
  18. 18. 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 Personal Assessment Systemised Scoresheet
  19. 19. 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
  20. 20. Rate your Negotiating Skillson a scale of 0----------100
  21. 21. www.derekarden.com
  22. 22. BB
  23. 23. Sign up sheets

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