Embed Size (px)
Citation preview
Negotiation Skills Breakfast Briefing
Derek Arden, International Negotiation Speaker, Advisor and best selling Author
www.iofs.org.uk/events
@derekarden
FLINCH!!!
Preparation and positioning
Questions
Listening
Impressions
Body language
Spotting lies
Bargaining
Tactics
Influencing
ConflictConfidence
Use your head / brain
SET UP
PSYCHOLOGY
To increase your skillsTo get better negotiated settlementsTo raise profits and your earnings
Objectives
OutcomeBetter incomeBetter relationshipsMore confidence
Rate your Negotiating Skills on a scale of 0----------100
“It’s what you learn when you know it all that really counts”!
Negotiating is a
24/7/365 skill
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
Win Win WinRapportWIIFM - Whats in it for menEGOtiation - personal agendasPreparationPositionsOptionsTargetsForensic questioningHigh quality listeningPsychology of bargaining, trading, hagglingNetworking and negotiatingHandling conflict and difficult people
MasterclassReading people, issues and situationsApplied psychologySensory awarenessPsychological tacticsBody languageThe real truth about lyingHearing what is not said - intuitionVariablesConfidence, experience and wisdom
NEGOTIATINGSelling
Presenting
Haggling
Influencing
Conflict Management
Pitching
Positive Energy
Email / Social media
Telephone
SkypeFace to face?
How do you negotiate?
Emoticons :-)
ASSUMPTIONS
ASSUMPTIONS
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 Plan1st ImpressionsQuestioningListeningUse your headBody Language Watch out for lyingStrategies and tacticsInfluencingBargainingManaging ConflictConfidence
32
Personal Assessment Systemised Scoresheet
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
Rate your Negotiating Skills on a scale of 0----------100
BB
Sign up sheets
