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What behaviour or style do you find the most difficult to handle?
What approach has proved the most successful for you?
What’s the most uncomfortable issue about negotiating
that would deter you from bettering your position?
Preparation Work
Email / Instant
messaging
Telephone
Skype
Face to face?
How do you negotiate?
Emoticons
Rate your Negotiating Skills on ascale of
0----------100
Compromiser
Competitor
AccommodatorAvoider
Collaborator
Assertiveness
Co-operativeness
Characteristics of Negotiators TKI
www.derekarden.co.ukwww.derekarden.co.uk
WII FMWII FM
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.
XX XX
XX XX
XX XX
XX
XX
XX
00 00 00
00 00 00
000000
If you help others win - you might just win more
WIN / WIN / WIN
www.derekarden.com
Assumptions – make an
AA
SS
SS out ofout of
UU andand
MM
EE
www.derekarden.com
Positions
BP - Best
Position
TP - Target
Position
WAP - Walk away
position
AP - Alternative
position
www.derekarden.com
ZOPA
Zone of potential agreement
BP
BP
TP
TP
WA
P
WA
P
ZOP
A
www.derekarden.com
Scorecard
PreparationPreparation
Questioning SkillsQuestioning Skills
Listening SkillsListening Skills
Reading Body LanguageReading Body Language
Managing your Body LanguageManaging your Body Language
EmpathyEmpathy
Negotiating TacticsNegotiating Tactics
Bargaining SkillsBargaining Skills
Inventing SolutionsInventing Solutions
ConfidenceConfidence
www.derekarden.com
Scorecard multipliers
PreparationPreparation xx 55
Questioning SkillsQuestioning Skills xx 11
Listening SkillsListening Skills xx 22
Reading Body LanguageReading Body Language xx 11
Managing your Body LanguageManaging your Body Language xx 11
EmpathyEmpathy xx 22
Negotiating TacticsNegotiating Tactics xx 33
Bargaining SkillsBargaining Skills xx 22
Inventing SolutionsInventing Solutions xx 22
ConfidenceConfidence xx 11
Bargaining
and
Haggling
Separate the people from
the problem
Keep summarising
Make them feel good
Trading “If you - then
we”
Have room to manouevre
Don’t accept the first
offer
Never say “no
problem”
Care re split the difference?
Psychology of
Influence
Liking
Reciprocity
Authority
Scarcity
Social Proof
Commitment
and
Consistency
www.derekarden.co.ukwww.derekarden.co.uk
SIX Powers of Influence
Liking
Authority
Scarcity
Social Proof
Reciprocity
Consistency
In a study of qualified accountants
60% said they were not good
negotiators
Henley Business School found that goodnegotiators earned 100% more than those notso good
Chartered Institute of Management 2013
Negotiation second most requested training subject
True?
“More than one
third of
professionals are
uncomfortable with
Presenting and
Negotiating”
Linkedin - survey
Research - preparation
Asking and listening
Positioning - BP-TP-WAP- AP
Confidence
Read people and situations
Haggle
Tactics
MEGA
TIPS
Create solutions - variables
Life is one
MASSIVE
Negotiation
Forensic negotiation =
“Understanding what is really going on in th
big picture”
6
www.derekarden.com

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Negotiation Masterclass Critical learning points Feb 17

Editor's Notes

  1. Use this for objectives of the group
  2. Use this for objectives of the group