90 Minutes of the top tips - from one of the top UK negotiators and Negotiating coaches. Based on Derek Arden's best selling book "Win Win - How to get a winning result from Persuasive Negotiations. Use Derek to speak at your events to enhance the skills and increase the motivation

1. FROM BEAN COUNTER TO BUSINESS PARTNER
@CIMACentralSth
ADVANCED NEGOTIATION SKILLS - 22 September 2016
90 MINUTE MASTERCLASS
DEREK ARDEN

2. How do you rate
yourself as a negotiator?
•Beginner
•Intermediate
•Good
•or…………

3. ME PLC

4. BB

8. Email / Social media
Telephone
Skype
Face to face?
How do you negotiate?
Emoticons :-)

9. NEGOTIATING
Selling
Presenting
Haggling
Influencing
Conflict Management
Pitching
Positive Energy

10. NEGOTIATING
Selling
Presenting
Haggling
Influencing
Conflict Management
Pitching
Positive Energy

11. In a study of qualified accountants60% said they were not good negotiators
Henley Business Schoolfound that good negotiatorsearned 100% more
Chartered Institute of
Management survey
Negotiation second
most requested training
subject
Legal Directors at Law firm
56% didn't think they were good negotiators
Black Swan

12. Pyshlocgoy

13. Psychology

14. “Olny srmat poelpe can raed this.
The phaonmneal pweor of the hmuan mnid, aoccdrnig
to a rscheearch at Cmabrigde Uinervtisy,
it deosn't mttaer in what oredr the ltteers in a word are,
the olny iprmoatnt tihng is that the first and last ltteer be
in the rghit pclae. The rset can be a taotl mses
and you can still
raed it wouthit a porbelm.
This is bcuseae the huamn mnid deos not
raed ervey lteter by istlef, but the word as a
I awlyas tghuhot slpeling was ipmorantt! If you can raed this
psas it on !!”
111

15. Where people were prepared to lie
141 Jeff Hancock

17. www.derekarden.co.uk

18. 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.

19. X X
X X
X X
X
X
X
0 0 0
0 0 0
000
If you help others win - you might just win more
WIN / WIN / WIN

20. ASSUMPTIONS

21. ASSUMPTIONS

22. www.derekarden.com
Assumptions – make an
A
S
S out of
U and
M
E

23. BP - Best Position
TP - Target Position
WAP - Walk away position
AP - Alternative position
Positions
46

24. www.derekarden.com
Zone of potential
agreement (ZOPA)
BP
BP
TP
TP
WAP
WAP
ZOPA

25. www.derekarden.co.uk
Preparation and Plan
1st Impressions
Questioning
Listening
Use your head
Body Language
Watch out for lying
Strategies and tactics
Influencing
Bargaining
Managing Conflict
Confidence
32
Scoresheet

26. www.derekarden.co.uk
Preparation and Plan 4
1st Impressions 1
Questioning 1
Listening 2
Use your head 1
Body Language 2
Watch out for lying 1
Strategies and tactics 3
Influencing 1
Bargaining 2
Managing Conflict 1
Confidence 1
32

27. www.derekarden.co.uk
Preparation and Plan 43
1st Impressions 61
Questioning 71
Listening 85
Use your head 97
Body Language 117
Watch out for lying 139
Strategies and tactics 151
Influencing 171
Bargaining 197
Managing Conflict 217
Confidence 237
32

28. Bargaining
and
Haggling
Separate the people fromthe problem
Keep summarising
Use variables
USP’s
Trading “If you - then we”
Have room to manouevre
BP - TP - WAP —AP
Don’t accept the first
offer
“Flinch”
Split the difference? CARE
Never say “no
problem”Why?
They just asked
- you trade!

30. www.derekarden.com

32. Rate your Negotiating Skillson a scale of
0----------100

33. Sign up sheets