Negotiation Masterclass Critical learning points Feb 17
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Key slides on a negotiating masterclass to upgrade skills. increase fees, decrease costs and find win win solutions. Read body language, understand tactics and bargain for success
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Negotiation Masterclass Critical learning points Feb 17
- 1. What behaviour or style do you find the most difficult to handle? What approach has proved the most successful for you? What’s the most uncomfortable issue about negotiating that would deter you from bettering your position? Preparation Work
- 2. Email / Instant messaging Telephone Skype Face to face? How do you negotiate? Emoticons
- 3. Rate your Negotiating Skills on ascale of 0----------100
- 6. 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.
- 7. XX XX XX XX XX XX XX XX XX 00 00 00 00 00 00 000000 If you help others win - you might just win more WIN / WIN / WIN
- 8. www.derekarden.com Assumptions – make an AA SS SS out ofout of UU andand MM EE
- 9. www.derekarden.com Positions BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position
- 10. www.derekarden.com ZOPA Zone of potential agreement BP BP TP TP WA P WA P ZOP A
- 11. www.derekarden.com Scorecard PreparationPreparation Questioning SkillsQuestioning Skills Listening SkillsListening Skills Reading Body LanguageReading Body Language Managing your Body LanguageManaging your Body Language EmpathyEmpathy Negotiating TacticsNegotiating Tactics Bargaining SkillsBargaining Skills Inventing SolutionsInventing Solutions ConfidenceConfidence
- 12. www.derekarden.com Scorecard multipliers PreparationPreparation xx 55 Questioning SkillsQuestioning Skills xx 11 Listening SkillsListening Skills xx 22 Reading Body LanguageReading Body Language xx 11 Managing your Body LanguageManaging your Body Language xx 11 EmpathyEmpathy xx 22 Negotiating TacticsNegotiating Tactics xx 33 Bargaining SkillsBargaining Skills xx 22 Inventing SolutionsInventing Solutions xx 22 ConfidenceConfidence xx 11
- 14. Bargaining and Haggling Separate the people from the problem Keep summarising Make them feel good Trading “If you - then we” Have room to manouevre Don’t accept the first offer Never say “no problem” Care re split the difference?
- 17. Liking
- 18. Reciprocity
- 19. Authority
- 20. Scarcity
- 21. Social Proof
- 23. www.derekarden.co.ukwww.derekarden.co.uk SIX Powers of Influence Liking Authority Scarcity Social Proof Reciprocity Consistency
- 24. In a study of qualified accountants 60% said they were not good negotiators Henley Business School found that goodnegotiators earned 100% more than those notso good Chartered Institute of Management 2013 Negotiation second most requested training subject
- 25. True? “More than one third of professionals are uncomfortable with Presenting and Negotiating” Linkedin - survey
- 26. Research - preparation Asking and listening Positioning - BP-TP-WAP- AP Confidence Read people and situations Haggle Tactics MEGA TIPS Create solutions - variables
- 27. Life is one MASSIVE Negotiation Forensic negotiation = “Understanding what is really going on in th big picture” 6
Editor's Notes
- Use this for objectives of the group
- Use this for objectives of the group