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Derek Arden!
20 May 2015!
•  www.derekarden.co.uk!
•  www.derekarden.co.uk/blog!
•  www.linkedin.co.uk/derekarden!
•  www....
NEGOTIATING
Rate your Negotiating Skills ona scale of
0----------10
Email / Instant messaging!
Telephone!
Skype!
Face to face?!
How do you negotiate?!
Emoticons :-)
Mistake 1
NOT
Preparing
Positioning
Planning
Mistake 2
Building
rapport
Not
Connecting
Mistake 3
Not Asking
+
Really Listen
Mistake 4
Not researching positions
BP -TP - WAP / AP
Best position
Target position
Walk away position Alternative position
Mistake 5
Not Reading
people or
situations
Body language
Voice
Words
Sensory acuity
Mistake 6
Failing to recogniseTACTICS
Psychological moves
Mistake7
Failing to trade, haggleand bargain
Mistake 8
Not !
Recognising deception!
Fibs!
Spin!
Mistake9
Under Confidentor Over confidence
Not reviewing / debriefing
Health Outreach worker
•  Adult patient - Concerns over a 6 year old child!
•  You would like the case referred!
•  Meetin...
Team leader in mental
outreach team
•  Team member has some concerns over child!
•  They have over-reacted in the past and...
Team negotiations
Briefing
Seating
Agenda
Time outs
Debriefing
Safeguarding - presentation made at a safeguarding convention. Bolton 2015
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Safeguarding - presentation made at a safeguarding convention. Bolton 2015

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Negotiating, negotiations

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Safeguarding - presentation made at a safeguarding convention. Bolton 2015

  1. 1. Derek Arden! 20 May 2015! •  www.derekarden.co.uk! •  www.derekarden.co.uk/blog! •  www.linkedin.co.uk/derekarden! •  www.twitter.com/derekarden!
  2. 2. NEGOTIATING
  3. 3. Rate your Negotiating Skills ona scale of 0----------10
  4. 4. Email / Instant messaging! Telephone! Skype! Face to face?! How do you negotiate?! Emoticons :-)
  5. 5. Mistake 1 NOT Preparing Positioning Planning
  6. 6. Mistake 2 Building rapport Not Connecting
  7. 7. Mistake 3 Not Asking + Really Listen
  8. 8. Mistake 4 Not researching positions BP -TP - WAP / AP Best position Target position Walk away position Alternative position
  9. 9. Mistake 5 Not Reading people or situations Body language Voice Words Sensory acuity
  10. 10. Mistake 6 Failing to recogniseTACTICS Psychological moves
  11. 11. Mistake7 Failing to trade, haggleand bargain
  12. 12. Mistake 8 Not ! Recognising deception! Fibs! Spin!
  13. 13. Mistake9 Under Confidentor Over confidence Not reviewing / debriefing
  14. 14. Health Outreach worker •  Adult patient - Concerns over a 6 year old child! •  You would like the case referred! •  Meeting in 2 minutes! •  You have referred unnecessary cases in past! •  Meeting team leader shortly!
  15. 15. Team leader in mental outreach team •  Team member has some concerns over child! •  They have over-reacted in the past and unnecessary resources have been used! •  Meeting team member shortly!
  16. 16. Team negotiations Briefing Seating Agenda Time outs Debriefing

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