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Negotiation Expert Masterclass with Derek Arden. Professional Negotiation Speaker

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www.derekarden.com. Negotiation Expert Masterclass. Neuro Negotiation Nuggets. How to earn more, save more and maximise your business and life relationships. A fast track session for CIMA Chartered Institute of Management Accountants West London Branch in the Hilton Hotel Ealing. This is what Shalin Chopra the Chairman of CIMA said afterwards "An excellent masterclass, thoroughly enjoyed the event and picked up key learnings. Excellent feedback from CIMA members".

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Negotiation Expert Masterclass with Derek Arden. Professional Negotiation Speaker

  1. 1. Ealing EALING MAIDENHEAD LEICESTER
  2. 2. www.derekarden.com www.youtube.com/derekarden www.linkedin.com/derekarden www.negotiatorspodcast.com www.twitter.com/derekarden 4000 + subscribers - Executive Briefing
  3. 3. What stops many people negotiating? Don’t like conflict? Afraid to ask? Lack of confidence?
  4. 4. Life is one MASSIVE Negotiation 6 True or false?
  5. 5. NEGOTIATING Selling Presenting Haggling Influencing Conflict Management Pitching Positive Psychology Buying
  6. 6. NEGOTIATING Selling Presenting Haggling Influencing Conflict Management Pitching Positive Psychology Buying
  7. 7. Rate your Negotiating Skillson a scale of 0----------100
  8. 8. Logic Reading Writing Maths Analytical Visual Intuition Emotions Colours Big Picture p97
  9. 9. www.derekarden.co.uk Look at the chart and say the COLOUR not the word YELLOW BLUE ORANGE BLACK RED GREEN PURPLE YELLOW RED ORANGE GREEN BLACK BLUE RED PURPLE GREEN BLUE LEFT – RIGHT CONFLICT Your right brain tries to say the colour but your left brain insists on reading the words
  10. 10. www.derekarden.com
  11. 11. www.derekarden.com
  12. 12. 17 www.derekarden.co.uk
  13. 13. www.derekarden.com Which direction does the arrow go in FEDEX
  14. 14. www.derekarden.com § Which direction does the arrow go in FEDEX
  15. 15. www.derekarden.com
  16. 16. 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 Legal Directors at Law firm 56% didn't think they were good negotiators Black Swan p14 p15
  17. 17. Pyshlocgoy
  18. 18. Psychology
  19. 19. “Olny srmat poelpe can raed this. 
 The phaonmneal pweor of the hmuan mnid, aoccdrnig to a rscheearch at Cmabrigde Uinervtisy, it deosn't mttaer in what oredr the ltteers in a word are, the olny iprmoatnt tihng is that the first and last ltteer be in the rghit pclae. The rset can be a taotl mses and you can still raed it wouthit a porbelm. This is bcuseae the huamn mnid deos not raed ervey lteter by istlef, but the word as a I awlyas tghuhot slpeling was ipmorantt! If you can raed this psas it on !!”
  20. 20. Email / Social media Telephone Skype Face to face? How do you negotiate? Emoticons :-)
  21. 21. 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
  22. 22. 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
  23. 23. 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
  24. 24. 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
  25. 25. www.derekarden.co.uk ASSUMPTIONS
  26. 26. www.derekarden.co.uk ASSUMPTIONS
  27. 27. www.derekarden.co.uk ASSUMPTIONS
  28. 28. Where people were prepared to lie 141 Jeff Hancock
  29. 29. PREPARATION
  30. 30. BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position Positions p47
  31. 31. BP BP TP TP WAP WAP ZOPA p46
  32. 32. SCORE SHEET
  33. 33. 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
  34. 34. 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
  35. 35. TACTICS Good Guy / bad guy Higher Authority Time Observers Time outDumb is smart Flinching Plus many many other psychological manoeuvres 151
  36. 36. Bargaining and Haggling Separate the people fromthe 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!
  37. 37. “You become - who you spend time with”
  38. 38. www.derekarden.co.uk T!P TOP T!PS! HOTSPOTS! WARNINGS!
  39. 39. www.derekarden.com
  40. 40. Rate your Negotiating Skillson a scale of 0----------100
  41. 41. www.derekarden.co.uk
  42. 42. BB
  43. 43. www.derekarden.com www.youtube.com/derekarden www.linkedin.com/derekarden www.negotiatorspodcast.com www.twitter.com/derekarden Executive Briefing

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