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FROM BEAN COUNTER TO BUSINESS PARTNER
@CIMACentralSth
ADVANCED NEGOTIATION SKILLS - 22 September 2016
90 MINUTE MASTERCLAS...
How do you rate
yourself as a negotiator?
•Beginner
•Intermediate
•Good
•or…………
ME PLC
BB
Email / Social media
Telephone
Skype
Face to face?
How do you negotiate?
Emoticons :-)
NEGOTIATING
Selling
Presenting
Haggling
Influencing
Conflict Management
Pitching
Positive Energy
NEGOTIATING
Selling
Presenting
Haggling
Influencing
Conflict Management
Pitching
Positive Energy
In a study of qualified accountants60% said they were not good negotiators
Henley Business Schoolfound that good negotiator...
Pyshlocgoy
Psychology
“Olny srmat poelpe can raed this. 

The phaonmneal pweor of the hmuan mnid, aoccdrnig
to a rscheearch at Cmabrigde Uinervt...
Where people were prepared to lie
141 Jeff Hancock
www.derekarden.co.uk
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...
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
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 4
1st Impressions 1
Questioning 1
Listening 2
Use your head 1
Body Language 2
Wa...
www.derekarden.co.uk
Preparation and Plan 43
1st Impressions 61
Questioning 71
Listening 85
Use your head 97
Body Language...
Bargaining
and
Haggling
Separate the people fromthe problem
Keep summarising
Use variables
USP’s
Trading “If you - then we...
www.derekarden.com
Rate your Negotiating Skillson a scale of
0----------100
Sign up sheets
Negotiation Masterclass - September 2016
Negotiation Masterclass - September 2016
Negotiation Masterclass - September 2016
Negotiation Masterclass - September 2016
Negotiation Masterclass - September 2016
Negotiation Masterclass - September 2016
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Negotiation Masterclass - September 2016

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90 Minutes of the top tips - from one of the top UK negotiators and Negotiating coaches. Based on Derek Arden's best selling book "Win Win - How to get a winning result from Persuasive Negotiations. Use Derek to speak at your events to enhance the skills and increase the motivation

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Negotiation Masterclass - September 2016

  1. 1. FROM BEAN COUNTER TO BUSINESS PARTNER @CIMACentralSth ADVANCED NEGOTIATION SKILLS - 22 September 2016 90 MINUTE MASTERCLASS DEREK ARDEN
  2. 2. How do you rate yourself as a negotiator? •Beginner •Intermediate •Good •or…………
  3. 3. ME PLC
  4. 4. BB
  5. 5. Email / Social media Telephone Skype Face to face? How do you negotiate? Emoticons :-)
  6. 6. NEGOTIATING Selling Presenting Haggling Influencing Conflict Management Pitching Positive Energy
  7. 7. NEGOTIATING Selling Presenting Haggling Influencing Conflict Management Pitching Positive Energy
  8. 8. 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
  9. 9. Pyshlocgoy
  10. 10. Psychology
  11. 11. “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 !!” 111
  12. 12. Where people were prepared to lie 141 Jeff Hancock
  13. 13. www.derekarden.co.uk
  14. 14. 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.
  15. 15. 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
  16. 16. ASSUMPTIONS
  17. 17. ASSUMPTIONS
  18. 18. www.derekarden.com Assumptions – make an A S S out of U and M E
  19. 19. BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position Positions 46
  20. 20. www.derekarden.com Zone of potential agreement (ZOPA) BP BP TP TP WAP WAP ZOPA
  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. 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
  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. 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!
  25. 25. www.derekarden.com
  26. 26. Rate your Negotiating Skillson a scale of 0----------100
  27. 27. Sign up sheets

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