Negotiating, negotiations

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. NEGOTIATING

3. Rate your Negotiating Skills ona scale of
0----------10

4. Email / Instant messaging!
Telephone!
Skype!
Face to face?!
How do you negotiate?!
Emoticons :-)

6. Mistake 1
NOT
Preparing
Positioning
Planning

7. Mistake 2
Building
rapport
Not
Connecting

8. Mistake 3
Not Asking
+
Really Listen

9. Mistake 4
Not researching positions
BP -TP - WAP / AP
Best position
Target position
Walk away position Alternative position

10. Mistake 5
Not Reading
people or
situations
Body language
Voice
Words
Sensory acuity

11. Mistake 6
Failing to recogniseTACTICS
Psychological moves

12. Mistake7
Failing to trade, haggleand bargain

13. Mistake 8
Not !
Recognising deception!
Fibs!
Spin!

14. Mistake9
Under Confidentor Over confidence
Not reviewing / debriefing

15. 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!

16. 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!

17. Team negotiations
Briefing
Seating
Agenda
Time outs
Debriefing