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Symposium to Surrey University MBA Freshers 16th October
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Symposium to!Surrey University Business School!
MBA Class of 2014
Derek Arden FCIB, FCImgt, FPSA
International Speaker, Negotiator and Author
Thursday October 16th 2015
Life is one
MASSIVE Negotiation
!
6
Negotiation is in every business issue
Self-ManagementLeadership
Influencing
NegotiationPresenting and Pitching
Subjects MBA Surrey!Quick wins
Presenting and Pitching
Objectives!Outcome!Agenda
What?!Why?!How?
Summary!Action!Afters
Intro!First 30 seconds!
You / me ratio
Power of three!Content!Visuals!Props!
Exercises!Energy
Negotiation
Confidence
Bargaining Variables
Tactics Gambits
Manoeuvres
Read people / situations
Questioning Listening
Positioning
Preparation
Self-Management
Confidence
State Mood
Emails Telephone
Face to face80/20 Mindmapping
Ae - Vi - Ki
Energy Enthusiasm
Attitude
Speed-reading
Influencing
LikingCommitment
Scarcity
AuthoritySocial proof
Reciprocity
Words / Language
Leadership
Employ the right people Hire on attitude
Delegate to people you trust
Watch everything
Hands on Regular meetings
1-1 5 minute stand up meetings
Lead by example Walk your own talk
Take people with you buy in
Clear goals Targets
Mission Vision
Core values