Negotiation Webinar for London Inst. For Banking and Finance

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A 45 minute mega presentation for executives and members on negotiation, selling and Influencing. Based on Derek Arden's book - Win win - How to get a winning result from persuasive negotiations. Covering body language, psychology of Influence and how to make more money, save more money and have better negotiated relationships

Business

Good Evening - 20th
September 2016
• www.derekarden.co.uk
• www.youtube.com/derekarden
• www.linkedin.com/dererkarden
• www.twitter.com/derekarden
• action@derekarden.co.uk

How do you rate yourself
as a negotiator?
•Beginner
•Intermediate
•Good
•or…………

www.derekarden.co.uk
NEGOTIAPHOBIA
FORENSIC PREP

www.derekarden.co.uk
Section 1
1 - We are all negotiators!
2 - What’s the cost of negotiating?
3 - Win win win negotiating!
4 - How do you rate as a negotiator?
5 - Who has the power?

BP - Best Position
TP - Target Position
WAP - Walk away position
AP - Alternative position
Positions
46

www.derekarden.com
Zone of potential
agreement (ZOPA)
BP
B
P
TP
TP
WAP
WAP
ZOPA

www.derekarden.co.uk
Preparation and Plan
1st Impressions
Questioning
Listening
Use your head
Body Language
Watch out for lying
Strategies and tactics
Influencing
Bargaining
Managing Conflict
Confidence 32
Scoresheet

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

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

Where people were prepared to lie
141 Jeff Hancock

“It’s what you learn
when you know it all
that really counts”!
QUESTIONS PLEASE

Rate your Negotiating
Skills on a scale of
0----------100

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Negotiation Webinar for London Inst. For Banking and Finance

1. Good Evening - 20th September 2016 • www.derekarden.co.uk • www.youtube.com/derekarden • www.linkedin.com/dererkarden • www.twitter.com/derekarden • action@derekarden.co.uk

3. How do you rate yourself as a negotiator? •Beginner •Intermediate •Good •or…………

4. Psychology

6. www.derekarden.co.uk NEGOTIAPHOBIA FORENSIC PREP

7. Black Swan

8. Emoticons :-)

9. www.derekarden.co.uk Section 1 1 - We are all negotiators! 2 - What’s the cost of negotiating? 3 - Win win win negotiating! 4 - How do you rate as a negotiator? 5 - Who has the power?

10.

11.

12. BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position Positions 46

13. www.derekarden.com Zone of potential agreement (ZOPA) BP B P TP TP WAP WAP ZOPA

14. Section 2

15. www.derekarden.co.uk Preparation and Plan 1st Impressions Questioning Listening Use your head Body Language Watch out for lying Strategies and tactics Influencing Bargaining Managing Conflict Confidence 32 Scoresheet

16. 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

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.

19. 151

20. Where people were prepared to lie 141 Jeff Hancock

21.

22.

23. “It’s what you learn when you know it all that really counts”! QUESTIONS PLEASE

24. www.derekarden.co.uk

25. BB

26.

27. How do you rate yourself as a negotiator? •Beginner •Intermediate •Good •or…………

28. Rate your Negotiating Skills on a scale of 0----------100

29. Good Evening - 20th September 2016 • www.derekarden.co.uk • www.youtube.com/derekarden • www.linkedin.com/dererkarden • www.twitter.com/derekarden • action@derekarden.co.uk

Notes de l'éditeur

Use this for objectives of the group
Use this for objectives of the group
Use this for objectives of the group

Negotiation Webinar for London Inst. For Banking and Finance

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