What behaviour or style do you find the most difficult to handle?
What approach has proved the most successful for you?
Wh...
Email / Instant
messaging
Telephone
Skype
Face to face?
How do you negotiate?
Emoticons
Rate your Negotiating Skills on ascale of
0----------100
Compromiser
Competitor
AccommodatorAvoider
Collaborator
Assertiveness
Co-operativeness
Characteristics of Negotiators TKI
www.derekarden.co.ukwww.derekarden.co.uk
WII FMWII FM
RULES - In pairs
The objective of the game is to score as many lines as possible.
The game is the same as noughts and cros...
XX XX
XX XX
XX XX
XX
XX
XX
00 00 00
00 00 00
000000
If you help others win - you might just win more
WIN / WIN / WIN
www.derekarden.com
Assumptions – make an
AA
SS
SS out ofout of
UU andand
MM
EE
www.derekarden.com
Positions
BP - Best
Position
TP - Target
Position
WAP - Walk away
position
AP - Alternative
position
www.derekarden.com
ZOPA
Zone of potential agreement
BP
BP
TP
TP
WA
P
WA
P
ZOP
A
www.derekarden.com
Scorecard
PreparationPreparation
Questioning SkillsQuestioning Skills
Listening SkillsListening Skills
...
www.derekarden.com
Scorecard multipliers
PreparationPreparation xx 55
Questioning SkillsQuestioning Skills xx 11
Listening...
Bargaining
and
Haggling
Separate the people from
the problem
Keep summarising
Make them feel good
Trading “If you - then
w...
Psychology of
Influence
Liking
Reciprocity
Authority
Scarcity
Social Proof
Commitment
and
Consistency
www.derekarden.co.ukwww.derekarden.co.uk
SIX Powers of Influence
Liking
Authority
Scarcity
Social Proof
Reciprocity
Consis...
In a study of qualified accountants
60% said they were not good
negotiators
Henley Business School found that goodnegotiat...
True?
“More than one
third of
professionals are
uncomfortable with
Presenting and
Negotiating”
Linkedin - survey
Research - preparation
Asking and listening
Positioning - BP-TP-WAP- AP
Confidence
Read people and situations
Haggle
Tacti...
Life is one
MASSIVE
Negotiation
Forensic negotiation =
“Understanding what is really going on in th
big picture”
6
www.derekarden.com
Negotiation Masterclass Critical learning points Feb 17
Negotiation Masterclass Critical learning points Feb 17
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Negotiation Masterclass Critical learning points Feb 17

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Key slides on a negotiating masterclass to upgrade skills. increase fees, decrease costs and find win win solutions. Read body language, understand tactics and bargain for success

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  • Use this for objectives of the group
  • Use this for objectives of the group
  • Negotiation Masterclass Critical learning points Feb 17

    1. 1. What behaviour or style do you find the most difficult to handle? What approach has proved the most successful for you? What’s the most uncomfortable issue about negotiating that would deter you from bettering your position? Preparation Work
    2. 2. Email / Instant messaging Telephone Skype Face to face? How do you negotiate? Emoticons
    3. 3. Rate your Negotiating Skills on ascale of 0----------100
    4. 4. Compromiser Competitor AccommodatorAvoider Collaborator Assertiveness Co-operativeness Characteristics of Negotiators TKI
    5. 5. www.derekarden.co.ukwww.derekarden.co.uk WII FMWII FM
    6. 6. 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.
    7. 7. XX XX XX XX XX XX XX XX XX 00 00 00 00 00 00 000000 If you help others win - you might just win more WIN / WIN / WIN
    8. 8. www.derekarden.com Assumptions – make an AA SS SS out ofout of UU andand MM EE
    9. 9. www.derekarden.com Positions BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position
    10. 10. www.derekarden.com ZOPA Zone of potential agreement BP BP TP TP WA P WA P ZOP A
    11. 11. www.derekarden.com Scorecard PreparationPreparation Questioning SkillsQuestioning Skills Listening SkillsListening Skills Reading Body LanguageReading Body Language Managing your Body LanguageManaging your Body Language EmpathyEmpathy Negotiating TacticsNegotiating Tactics Bargaining SkillsBargaining Skills Inventing SolutionsInventing Solutions ConfidenceConfidence
    12. 12. www.derekarden.com Scorecard multipliers PreparationPreparation xx 55 Questioning SkillsQuestioning Skills xx 11 Listening SkillsListening Skills xx 22 Reading Body LanguageReading Body Language xx 11 Managing your Body LanguageManaging your Body Language xx 11 EmpathyEmpathy xx 22 Negotiating TacticsNegotiating Tactics xx 33 Bargaining SkillsBargaining Skills xx 22 Inventing SolutionsInventing Solutions xx 22 ConfidenceConfidence xx 11
    13. 13. Bargaining and Haggling Separate the people from the problem Keep summarising Make them feel good Trading “If you - then we” Have room to manouevre Don’t accept the first offer Never say “no problem” Care re split the difference?
    14. 14. Psychology of Influence
    15. 15. Liking
    16. 16. Reciprocity
    17. 17. Authority
    18. 18. Scarcity
    19. 19. Social Proof
    20. 20. Commitment and Consistency
    21. 21. www.derekarden.co.ukwww.derekarden.co.uk SIX Powers of Influence Liking Authority Scarcity Social Proof Reciprocity Consistency
    22. 22. In a study of qualified accountants 60% said they were not good negotiators Henley Business School found that goodnegotiators earned 100% more than those notso good Chartered Institute of Management 2013 Negotiation second most requested training subject
    23. 23. True? “More than one third of professionals are uncomfortable with Presenting and Negotiating” Linkedin - survey
    24. 24. Research - preparation Asking and listening Positioning - BP-TP-WAP- AP Confidence Read people and situations Haggle Tactics MEGA TIPS Create solutions - variables
    25. 25. Life is one MASSIVE Negotiation Forensic negotiation = “Understanding what is really going on in th big picture” 6
    26. 26. www.derekarden.com

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