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Negotiation Webinar for London Inst. For Banking and Finance

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A 45 minute mega presentation for executives and members on negotiation, selling and Influencing. Based on Derek Arden's book - Win win - How to get a winning result from persuasive negotiations. Covering body language, psychology of Influence and how to make more money, save more money and have better negotiated relationships

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Negotiation Webinar for London Inst. For Banking and Finance

  1. 1. Good Evening - 20th September 2016 • www.derekarden.co.uk • www.youtube.com/derekarden • www.linkedin.com/dererkarden • www.twitter.com/derekarden • action@derekarden.co.uk
  2. 2. How do you rate yourself as a negotiator? •Beginner •Intermediate •Good •or…………
  3. 3. Psychology
  4. 4. www.derekarden.co.uk NEGOTIAPHOBIA FORENSIC PREP
  5. 5. Black Swan
  6. 6. Emoticons :-)
  7. 7. www.derekarden.co.uk Section 1 1 - We are all negotiators! 2 - What’s the cost of negotiating? 3 - Win win win negotiating! 4 - How do you rate as a negotiator? 5 - Who has the power?
  8. 8. BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position Positions 46
  9. 9. www.derekarden.com Zone of potential agreement (ZOPA) BP B P TP TP WAP WAP ZOPA
  10. 10. Section 2
  11. 11. 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
  12. 12. 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
  13. 13. 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
  14. 14. 151
  15. 15. Where people were prepared to lie 141 Jeff Hancock
  16. 16. “It’s what you learn when you know it all that really counts”! QUESTIONS PLEASE
  17. 17. www.derekarden.co.uk
  18. 18. BB
  19. 19. How do you rate yourself as a negotiator? •Beginner •Intermediate •Good •or…………
  20. 20. Rate your Negotiating Skills on a scale of 0----------100
  21. 21. Good Evening - 20th September 2016 • www.derekarden.co.uk • www.youtube.com/derekarden • www.linkedin.com/dererkarden • www.twitter.com/derekarden • action@derekarden.co.uk

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