How to Negotiate professionally to stop money going down the drain

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Seven secrets to improve your Negotiating Results

description

Kentinvicta B2B presentation to Ashford Chamber sold out breakfast meeting July 2014. How to make more money by better negotiation or how to stop throwing money down the drain because of poor negotiation. Tip, techniques and tricks from Master negotiator and negotiating speaker - Derek Arden

Transcript of How to Negotiate professionally to stop money going down the drain

Page 1: How to Negotiate professionally to stop money going down the drain

Seven secrets to improve !your Negotiating!

Results

Page 2: How to Negotiate professionally to stop money going down the drain

www.derekarden.com

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Page 3: How to Negotiate professionally to stop money going down the drain

Life is one

MASSIVE Negotiation

!

6

Page 4: How to Negotiate professionally to stop money going down the drain

The Negotiators Toolbox

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Increase in margins, price, value

Decrease in costs, purchases,professionals, people

Increase in value of relationship management,

business, employee personal

£5000

£3000

£2000

TOTAL £10000

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Most people know what to do

and then don’t do what they know

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Rate your Negotiating Skills on a scale of !!

!0----------100

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Email

Telephone

Skype

Face to face?

How do you negotiate?

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There are two types of people in the world! !1 - Those who don’t negotiate!!2 - Those who do negotiate

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There are two types of prices in the world! !1 - For those who don’t negotiate!!2 - For those who do negotiate

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www.derekarden.com

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7 Secrets

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Discount code for today!!

negotiation discount dvd!!negotiation discount download !

!

£247 with permission !to use the license

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www.derekarden.com

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MindsetBrain in gear - 1st negotiation in is with …?

#1

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Proper Preparation

6P’s!You!

Your brand

Impression!management

#2

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BP - TP - WAP!!

AP

Know what you want !

Research what they might want !

You must always have options

Positions#3

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Positions

BP - Best Position

TP - Target Position

WAP - Walk away position

AP - Alternative position

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www.derekarden.com

ZOPA Zone of potential agreement

BP

BP

TP

TP

WAP

WAP

ZOPA

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Ask and Listen!

Asking high quality questions and!

active disciplined listening

#4

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Read people! and situations!

Notice what other don’t notice

#5

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Psychology of tactics!Dirty or not?

#6

Good Guy / bad guy Higher

Authority

FlinchingTime

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Bargaining?!Trading!Haggling

Trading “If you - then we”Have room to manoeuvre

Separate the people from the problem

#7

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Creativity!Inventing solutions

#8

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Confidence

#9

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Rate your Negotiating Skills on a scale of !!

!0----------100

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Discount code for Kent B2B!!

“negotiation discount dvd” !£57! !“negotiation discount download” !£37

£247 with permission !to use the license

Page 32: How to Negotiate professionally to stop money going down the drain

www.derekarden.com

•Click to edit Master text styles

Page 33: How to Negotiate professionally to stop money going down the drain

Discount code for Kent B2B!!

“negotiation discount dvd” !£57! !“negotiation discount download” !£37

£247 with permission !to use the license

Page 34: How to Negotiate professionally to stop money going down the drain

www.derekarden.com

•Click to edit Master text styles

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You become who you

spend the most time with

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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.

TWO BOARD NOUGHTS AND CROSSES

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Sign up sheets

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

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The truth

about lying

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Research - preparationAsking and listening

Positioning - BP-TP-WAP- AP

Confidence

Read people and situations

Haggle

Tactics

MEGA TIPS

Create solutions - variables

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The Negotiators Toolbox