Negotiation Expert Masterclass with Derek Arden. Professional Negotiation Speaker
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This document contains information about negotiating skills training provided by Derek Arden, including his contact information and websites. It discusses common barriers to negotiating and lists negotiating skills. Graphics rate negotiating skills on a scale and show a scoresheet for tracking skills. It also provides tips, tactics and strategies for negotiation preparation, listening, questioning, influencing, bargaining, managing conflict and more.
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Negotiation Expert Masterclass with Derek Arden. Professional Negotiation Speaker
- 4. www.derekarden.com www.youtube.com/derekarden www.linkedin.com/derekarden www.negotiatorspodcast.com www.twitter.com/derekarden 4000 + subscribers - Executive Briefing
- 7. What stops many people negotiating? Don’t like conflict? Afraid to ask? Lack of confidence?
- 8. Life is one MASSIVE Negotiation 6 True or false?
- 11. Rate your Negotiating Skillson a scale of 0----------100
- 14. www.derekarden.co.uk Look at the chart and say the COLOUR not the word YELLOW BLUE ORANGE BLACK RED GREEN PURPLE YELLOW RED ORANGE GREEN BLACK BLUE RED PURPLE GREEN BLUE LEFT – RIGHT CONFLICT Your right brain tries to say the colour but your left brain insists on reading the words
- 18. www.derekarden.com Which direction does the arrow go in FEDEX
- 19. www.derekarden.com § Which direction does the arrow go in FEDEX
- 25. In a study of qualified accountants60% said they were not good negotiators Henley Business Schoolfound that good negotiatorsearned 100% more Chartered Institute of Management survey Negotiation second most requested training subject Legal Directors at Law firm 56% didn't think they were good negotiators Black Swan p14 p15
- 26. Pyshlocgoy
- 27. Psychology
- 28. “Olny srmat poelpe can raed this. The phaonmneal pweor of the hmuan mnid, aoccdrnig to a rscheearch at Cmabrigde Uinervtisy, it deosn't mttaer in what oredr the ltteers in a word are, the olny iprmoatnt tihng is that the first and last ltteer be in the rghit pclae. The rset can be a taotl mses and you can still raed it wouthit a porbelm. This is bcuseae the huamn mnid deos not raed ervey lteter by istlef, but the word as a I awlyas tghuhot slpeling was ipmorantt! If you can raed this psas it on !!”
- 29. Email / Social media Telephone Skype Face to face? How do you negotiate? Emoticons :-)
- 30. 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
- 32. 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. p22
- 33. 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. p22 X 00
- 34. 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
- 40. Where people were prepared to lie 141 Jeff Hancock
- 41. PREPARATION
- 42. BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position Positions p47
- 44. SCORE SHEET
- 45. 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
- 46. 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
- 47. TACTICS Good Guy / bad guy Higher Authority Time Observers Time outDumb is smart Flinching Plus many many other psychological manoeuvres 151
- 48. Bargaining and Haggling Separate the people fromthe problem Keep summarising Use variables USP’s Trading “If you - then we” Have room to manouevre BP - TP - WAP —AP Don’t accept the first offer “Flinch” Split the difference? CARE Never say “no problem”Why? They just asked - you trade!
- 49. “You become - who you spend time with”
- 53. Rate your Negotiating Skillson a scale of 0----------100
- 58. BB