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Society of Authors - Keynote #negotiation presentation to close convention by Derek Arden

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#negotiation #presentation to the society of authors. Northern conference in Manchester - 4th November. Keynote closing of convention.

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Society of Authors - Keynote #negotiation presentation to close convention by Derek Arden

  1. 1. www.derekarden.com www.youtube.com/derekarden www.linkedin.com/derekarden www.negotiatorspodcast.com www.twitter.com/derekarden Executive briefing
  2. 2. SoA Society of Authors 4th November 2017 Manchester Art Gallery
  3. 3. Sign up sheets
  4. 4. BB
  5. 5. Paul Teague
  6. 6. What do I help people negotiate? •Income •Costs •T+C - extras •Relationships
  7. 7. Title: Persuasive Nego1a1ng Sub1tle: How to talk your way to be9er results [needs work] Author: Derek Arden What this book will do for you (reader outcomes) • Discover how to nego/ate more effec/vely and get more from your rela/onships with customers, suppliers, contractors and colleagues • Understand how to get past "no" and how to get to "yes" • Learn how effec/ve nego/a/on can improve your business results, outcomes, and profitability • Find out how to reduce unnecessary compromise • Improve your confidence in nego/a/ng and get results 10 Second Sell Nego1ate more effec1vely, whatever the situa1on. This friendly, prac/cal book will teach you, step by step, the art of nego/a/on and help you master the most common business situa/ons where nego/a/ng skills are needed. WriEen by a hands-on prac//oner with over 25 years of nego/a/ng difficult situa/ons, this book will improve your confidence in the world of business nego/a/ons. Jacket copy Nego/a/on is an essen/al business skill, but many of us struggle to nego/ate well (or even at all). This friendly, prac/cal book will help you nego/ate more effec/vely, whatever the situa/on. Nego/a/on isn’t just about geOng the best deal or outcome– it’s also about ensuring winning that your nego/a/ng in the short term isn’t at the expense of your business in the long term. Every nego/a/on should be win win win – a win for win for them, and a win for your ongoing rela/onship. So as well as learning how to nego/ate in all business situa/ons, you’ll learn how to get the best ongoing working rela/onship. Split into four parts, Nego%a%ng Success covers: • Why Nego1a1on Ma9ers – why it’s so important and how it will benefit you • The 10 Steps of Nego1a1on – your step by step comprehensive guide to the nego/a/on process • Your Nego1a1on Hotspots – 1-2 pages for the most common nego/a/ng scenarios, showing how you can hone your new nego/a/ng skills whatever the situa/on
  8. 8. Contract – Pearson Business Publishing Eloise – I have a few queries on the contract that I would like to discuss and resolve. EC responses in blue DA responses in ORANGE and win win win colour Can you help me understand the thinking on - Clauses 2.2 – Can’t understand how this is appropriate bearing in mind the book title. I still think we can find a sexier selling title. You can’t copyright a title b ask for the value of the goodwill. And as we’ve provided the title suggestions (and will continue to do so) so far, it seem logical that it belongs to the Publisher. OK 3.1 (c)– I would have thought the income should be based on the income received by the associate company. This is the income received by the Associated Company. But they can squirrel it away and pay the holding company a smaller amount 3.1 (d) Shouldn’t this read 10%% This is a standard clause that ensures we can sell the book in large quantities that we couldn’t otherwise do. Why 10%? Soc of authors said it should be 10% don’t know why? 3.4 – I don’t understand this clause This refers to the EU Directive on Rental and Lending Right, where authors are entitled to remuneration from publishers renting/lending out an author’s work. The clause means that we will do this, and such payments will be included in your royalties, not as separate payments. OK 12.1 – What is the definition of material in the public domain. From Wikipedia: “Works in the public domain are those whose intellectual property righ have expired, have been forfeited, or are inapplicable. Examples include the works of Shakespeare and Beethoven, most of the early silent films, th formulae of Newtonian physics, and powered flight.”OK – what about the grey areas where I have come across something somewhere in my research etc and I don’t know who originally said it? 13.2 - £600 for copyright permissions. Is this enough? Should be, but we can review as necessary. I trust you 15 – Proof corrections. You are doing this? We will pay for the production process (including proofs), but should you decide to rewrite excessively (essentially changing the manuscript completely) then we retain the right to invoice you for the cost. However this is a worst case scenario as this shouldn’t be necessary given all the work we’ve done beforehand/ OK - we will sort it out before we go live – won’t we?
  9. 9. Hello Derek, I wanted to follow up on author discounts and that initial bulk order. I've done some number crunching and this is the plan: ¥ You place an initial order directly with us for 750 copies at 67% discount. This is a one time rate. ¥ Upon publication you order your 250 approx copies via Amazon UK. ¥ Your contractual author discount will be as follows: ◦ 1-500 50% ◦ 501-1,000 60% ◦ 1,001-2,500 65% ◦ 2,500-5,000 70% Some words of advice on the Amazon order process from Paul: ¥ Split the purchase over two days - this will keep it higher in the rankings for longer. ¥ Make the purchase immediately after the bulk buy, or vice versa. ¥ The Amazon promotional campaign can be effective BUT it's by no means infallible. Amazon update the bestsellers every hour, so success is relative to what else is happening, what else is selling, and by how ¥ It's also impossible for us to control Amazon stock (remember I said they ordered few but frequently?) there is always a possibility that they will go out of stock. Hope that all helps, and enjoy Australia! Best wishes, Eloise Eloise Cook Commissioning Editor Trade and Consumer Business Publishing
  10. 10. ENDORSEMENT GUIDELINES FOR AUTHORS Endorsements can be influential for book retailers and readers alike. They can give readers independent verification that the book is as good as it claims to be, and the profile and roles of the endorsers themselves can highlight key audiences for the book. A strong endorsement can make the difference between someone picking your book up or not. It’s a good idea to line up your endorsers early. Those who want to read the book will have to be prepared to do so at either manuscript stage or, if they can respond quickly, at page-proof stage. We can send them copies of page-proofs and will be happy to provide gratis copies of the finished book for all endorsers. Do make sure that you ask each endorser for their full title (as they would like to see it appear on the book), and let them know that we may wish to tweak or edit their endorsement to fit the space available. We normally ask authors to source around 3 or 4 endorsements. These can be from business, media or any other contacts relevant to the target market of the book but should generally be from people who know you or your work. Blind approaches to management gurus or famous CEOs rarely succeed. It’s a good idea to encourage endorsers to write one or two short sentences that work well as sound-bites. The ideal endorsement will praise the strengths of the book but most importantly will highlight what readers will learn from it. We’d like endorsers to focus on how your book will improve a reader’s skills in a particular area, what they learnt from reading it and why your book is so fantastic! We may use these endorsements on the front or back of the book cover, on the first few inside pages of the book, on Amazon or in our marketing material.
  11. 11. How do you rate yourself as a negotiator? •Beginner •Intermediate •Good •or…………
  12. 12. NEGOTIATING Marketing/Selling Presenting Haggling Influencing Conflict Management Pitching Positive Energy
  13. 13. NEGOTIATING Marketing/Selling Presenting Haggling Influencing Conflict Management Pitching Positive Energy
  14. 14. NEGOTIATING Marketing/Selling Presenting Haggling Influencing Conflict Management Pitching Positive Energy
  15. 15. Email / Instant messagin Telephone Skype Face to face? How do you negotiate? Emoticons :-)
  16. 16. www.derekarden.com Positions BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position
  17. 17. 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
  18. 18. USP’s Why should we pay you more money?
  19. 19. 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
  20. 20. 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
  21. 21. www.derekarden.com
  22. 22. www.derekarden.com www.youtube.com/derekarden www.linkedin.com/derekarden www.negotiatorspodcast.com www.twitter.com/derekarden Executive briefing

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