The Mega steps for Professional Negotiating

1. When you learn you
earn
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The only obstacle to you
getting what you want is you!
Get past “no” and straight to
“yes” – quicker, calmer and
without giving in
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2. Scale of 0——10
THANK YOU FOR INVITING ME

3. www.derekarden.com
How much do people lose by
not negotiating?
Sales
Costs
Disputes
Staff issues
Relationship challenges
5 areas!

4. Life is one
MASSIVE
Negotiation
6
AGREED!!!!

5. What stops many
people negotiating?

6. Negative self talk - they won’t agreeEmbarrassment
Fear
Don’t like conflict
Poor preparationNo time
Not asking for help
What stops many people NEGOTIATING
“Brits don’t haggle”
Might upset other side
Don’t want to rip them off

7. Key
Mistakes
many people make when
NEGOTIATING

8. Mistake 1
Not sorting
themselves out
first WOWs
and
UN WOWs

9. Mistake 2
Not setting
clear goals -
knowing what they want

10. Mistake 3
Research - “Google” Linkedin……etc
Cultural issues
Local issues
Preparation -
Positioning -
Planning -
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11. Mistake 4
Building
rapport Synchronicity
Impression management

12. Mistake 5
BP -TP - WAP / AP
NOT KNOWING
Best position
Target position
Walk away position
Alternative position

13. Mistake 6
Not Asking

14. Mistake 7
Not
Listening

15. Mistake 8
NOT reading people
or situations
Body language
Voice
Words
Sensory acuity

16. Mistake 9
Failing to recogniseTACTICS
The psychological moves

17. Good Guy / Bad guy
Higher Authority
Colombo (dumb is smart)

18. Time
Time out
Flinching

19. Mistake 10
Not bargaining and
haggling properly
if you - then we

20. Rate your Negotiating Skillson a scale of
0----------10

21. Mistake #
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Not being confident enough
OR
overconfident
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