Symposium to!Surrey University Business School!

MBA Class of 2014

Derek Arden FCIB, FCImgt, FPSA

International Speaker, Negotiator and Author

Thursday October 16th 2015

Life is one

MASSIVE Negotiation

!

6

Negotiation is in every business issue

Self-ManagementLeadership

Influencing

NegotiationPresenting and Pitching

Subjects MBA Surrey!Quick wins

Presenting and Pitching

Objectives!Outcome!Agenda

What?!Why?!How?

Summary!Action!Afters

Intro!First 30 seconds!

You / me ratio

Power of three!Content!Visuals!Props!

Exercises!Energy

Negotiation

Confidence

Bargaining Variables

Tactics Gambits

Manoeuvres

Read people / situations

Questioning Listening

Positioning

Preparation

Self-Management

Confidence

State Mood

Emails Telephone

Face to face80/20 Mindmapping

Ae - Vi - Ki

Energy Enthusiasm

Attitude

Speed-reading

Influencing

LikingCommitment

Scarcity

AuthoritySocial proof

Reciprocity

Words / Language

Leadership

Employ the right people Hire on attitude

Delegate to people you trust

Watch everything

Hands on Regular meetings

1-1 5 minute stand up meetings

Lead by example Walk your own talk

Take people with you buy in

Clear goals Targets

Mission Vision

Core values