Symposium to Surrey University MBA Freshers 16th October

1. Thursday October 16th 2015
Symposium to!
Surrey University Business School!
MBA Class of 2014
Derek Arden FCIB, FCImgt, FPSA
International Speaker, Negotiator and Author

2. Life is one
MASSIVE
Negotiation
!
6
Negotiation is in every
business issue

3. Presenting and Pitching
Negotiation
Subjects MBA Surrey!
Quick wins
Influencing
Self-Management
Leadership

4. Objectives!
Outcome!
Agenda
Presenting and Pitching
What?!
Why?!
How?
Summary!
Action!
Afters
Intro!
First 30 seconds!
You / me ratio
Power of three!
Content!
Visuals!
Props!
Exercises!
Energy

5. Confidence
Preparation
Positioning
Negotiation
Bargaining
Variables
Tactics
Gambits
Manoeuvres
Questioning
Listening
Read people / situations

6. Confidence
Energy
Enthusiasm
Attitude
Self-Management
State
Mood
Emails
Telephone
Face to face 80/20
Mindmapping
Ae - Vi - Ki
Speed-reading

7. Words / Language
Influencing
Liking
Commitment
Scarcity
Authority
Reciprocity
Social proof

8. Employ the right people
Hire on attitude
Delegate to people you trust
Watch ever ything
Leadership
Hands on
Regular meetings
1-1
5 minute stand up meetings
Mission
Vision
Core values
Clear goals
Targets
Lead by example
Walk your own talk
Take people with you
buy in