Negotiation Skills Breakfast Briefing

Derek Arden, International Negotiation Speaker, Advisor and best selling Author

www.iofs.org.uk/events

TWITTER

@derekarden

FLINCH!!!

Preparation and positioning

Questions

Listening

Impressions

Body language

Spotting lies

Bargaining

Tactics

Influencing

ConflictConfidence

Use your head / brain

SET UP

PSYCHOLOGY

To increase your skillsTo get better negotiated settlementsTo raise profits and your earnings

Objectives

OutcomeBetter incomeBetter relationshipsMore confidence

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

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

Negotiating is a

24/7/365 skill

In a study of qualified accountants 60% said they were not good negotiators

Henley Business School found that good negotiators earned 100% more

Chartered Institute of

Management survey

Negotiation second

most requested

training subject

Win Win WinRapportWIIFM - Whats in it for menEGOtiation - personal agendasPreparationPositionsOptionsTargetsForensic questioningHigh quality listeningPsychology of bargaining, trading, hagglingNetworking and negotiatingHandling conflict and difficult people

MasterclassReading people, issues and situationsApplied psychologySensory awarenessPsychological tacticsBody languageThe real truth about lyingHearing what is not said - intuitionVariablesConfidence, experience and wisdom

NEGOTIATINGSelling

Presenting

Haggling

Influencing

Conflict Management

Pitching

Positive Energy

Email / Social media

Telephone

SkypeFace to face?

How do you negotiate?

Emoticons :-)

ASSUMPTIONS

ASSUMPTIONS

www.derekarden.com

Assumptions – make an

A

S

S out of

U and

M

E

BP - Best Position

TP - Target Position

WAP - Walk away position

AP - Alternative position

Positions

46

www.derekarden.com

Zone of potential agreement (ZOPA)

BP

BP

TP

TP

WAP

WAP

ZOPA

www.derekarden.co.uk

Preparation and Plan1st ImpressionsQuestioningListeningUse your headBody Language Watch out for lyingStrategies and tacticsInfluencingBargainingManaging ConflictConfidence

32

Personal Assessment Systemised Scoresheet

www.derekarden.co.uk

Preparation and Plan 431st Impressions 61Questioning 71Listening 85Use your head 97Body Language 117Watch out for lying 139Strategies and tactics 151Influencing 171Bargaining 197Managing Conflict 217Confidence 237

32

Personal Assessment Systemised Scoresheet

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

www.derekarden.com

BB

Sign up sheets