Embed Size (px)
Citation preview
Life is one
MASSIVE Negotiation
6
How many of you would like to
1 - Earn more2 - Have more time3 - Have even better relationships
The only obstacle to you getting what you want is you!
Get past “no” and straight to “yes” – quicker, calmer and
without giving in
#winwin
AVAILABLE TO ORDER NOW
The only obstacle to you getting what you want is you!
Get past “no” and straight to “yes” – quicker, calmer and
without giving in
#winwin
AVAILABLE TO ORDER NOW
The only obstacle to you getting what you want is you!
Get past “no” and straight to “yes” – quicker, calmer and
without giving in
#winwin
AVAILABLE TO ORDER NOW
In a study of qualified accountants 60% said they were not good negotiators
Henley Business School found that good negotiators earned 100% more
Chartered Institute of
Management survey
Negotiation second
most requested
training subject
Rate your Negotiating Skills on a scale of 0----------100
“What’s the cost of not Negotiating?”
Email / Social media
Telephone
SkypeFace to face?
How do you negotiate?
Emoticons :-)
NEGOTIATINGSelling
Presenting
Haggling
Influencing
Conflict Management
Pitching
Positive Energy
Lets take a look at a few
negotiators and review their body language
BP - Best Position
TP - Target Position
WAP - Walk away position
AP - Alternative position
Positions
46
www.derekarden.com
Zone of potential agreement (ZOPA)
BP
BP
TP
TP
WAP
WAP
ZOPA
www.derekarden.co.uk
Preparation and Plan 431st Impressions 61Questioning 71Listening 85Use your head 97Body Language 117Watch out for lying 139Strategies and tactics 151Influencing 171Bargaining 197Managing Conflict 217Confidence 237
32
Personal Assessment Systemised Scoresheet
“It’s what you learn when you know it all that really counts”!
CURIOUS
