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Surrey MBA 7February 2015

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Key slides from the negotiation masterclass today. Negotiators earn more, learn more and make more money for their company and therefore in their own rewards.

The Negotiating Speaker -= Mr Negotiator

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Surrey MBA 7February 2015

  1. 1. Win win Win How to get winning results using persuasive negotiating! Derek Arden
  2. 2. Symposium to Surrey University Business School MBA Class of 2015 Derek Arden FCIB, FCImgt, FPSA Negotiator, Author and International Speaker Saturday 7th February 2015
  3. 3. www.twitter.com /derekarden www.youtube.com/derekarden www.linkedin.com/derekarden www.slideshare.com/derekarden www.derekarden.com www.derekarden.co.uk/blog
  4. 4. Words / Language
  5. 5. Read people / situations
  6. 6. Professional Speaking Association (not for profit association - run by the members for the members) 530 members 30 joining a month 12 regions 120 meetings a year 2 mega conventions 4 Global conventions Some of the best speakers in UK You pay your own expenses to speak
  7. 7. Professional Speaking Association (not for profit association - run by the members for the members) 530 members 30 joining a month - Why? 12 regions 120 meetings a year 2 mega conventions 4 Global conventions Some of the best speakers in UK You pay your own expenses to speak
  8. 8. Goal To help people speak better, speak more and improve the standard of speaking in the UK
  9. 9. Most people know what to do, then don’t do what they know
  10. 10. It’s what you learn when you know it all that really counts!
  11. 11. What? Why? How?
  12. 12. 6
  13. 13. NEGOTIATING
  14. 14. Supercharg e Your
  15. 15. Pyshlocgoy
  16. 16. Psychology
  17. 17. Emoticons :-)
  18. 18. Lets have a look at some negotiators!
  19. 19. Read the other person
  20. 20. 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.
  21. 21. 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
  22. 22. ASSUMPTIONS
  23. 23. ASSUMPTIONS
  24. 24. www.derekarden.co.uk Assumptions – make an-- A S S out of U and M E
  25. 25. BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position Positions
  26. 26. www.derekarden.com Zone of potential agreement (ZOPA) BP B P TP TP WAP WAP ZOPA
  27. 27. www.derekarden.co.uk Personal Assessment Questionnaire Preparation Questioning Skills Listening Skills Reading Body Language Managing your Body Language Empathy Negotiating Tactics Bargaining Skills Inventing Solutions Confidence P 11
  28. 28. www.derekarden.co.uk Personal Assessment Questionnaire Preparation 5 Questioning Skills 1 Listening Skills 2 Reading Body Language 1 Managing your Body Language 1 Empathy 2 Negotiating Tactics 3 Bargaining Skills 2 Inventing Solutions 2 Confidence 1
  29. 29. www.derekarden.com
  30. 30. www.derekarden.co.uk WEALTH WARNING!
  31. 31. #1
  32. 32. www.derekarden.com 7% 38% 55% Impact of Communication – original study Words Tonality
  33. 33. BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position Positions
  34. 34. www.derekarden.com Zone of potential agreement (ZOPA) BP B P TP TP WAP WAP ZOPA
  35. 35. www.derekarden.com
  36. 36. www.derekarden.com
  37. 37. www.derekarden.co
  38. 38. Fantastic and Unfantasti
  39. 39. Win win Win How to get winning results using persuasive negotiating! Derek Arden

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