1. Win win Win How to get winning results using persuasive
negotiating! Derek Arden 2. Symposium to Surrey University Business
School MBA Class of 2015 Derek Arden FCIB, FCImgt, FPSA Negotiator,
Author and International Speaker Saturday 7th February 2015 3.
www.twitter.com /derekarden www.youtube.com/derekarden
www.linkedin.com/derekarden www.slideshare.com/derekarden
www.derekarden.com www.derekarden.co.uk/blog 4. Words / Language 5.
Read people / situations 6. Professional Speaking Association (not
for profit association - run by the members for the members) 530
members 30 joining a month 12 regions 120 meetings a year 2 mega
conventions 4 Global conventions Some of the best speakers in UK
You pay your own expenses to speak 7. Professional Speaking
Association (not for profit association - run by the members for
the members) 530 members 30 joining a month - Why? 12 regions 120
meetings a year 2 mega conventions 4 Global conventions Some of the
best speakers in UK You pay your own expenses to speak 8. Goal To
help people speak better, speak more and improve the standard of
speaking in the UK 9. Most people know what to do, then dont do
what they know 10. Its what you learn when you know it all that
really counts! 11. What? Why? How? 12. 6 13. NEGOTIATING 14.
Supercharg e Your 15. Pyshlocgoy 16. Psychology 17. Emoticons :-)
18. Lets have a look at some negotiators! 19. Read the other person
20. 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. 21.
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 22. ASSUMPTIONS 23. ASSUMPTIONS
24. www.derekarden.co.uk Assumptions make an-- A S S out of U and M
E 25. BP - Best Position TP - Target Position WAP - Walk away
position AP - Alternative position Positions 26. www.derekarden.com
Zone of potential agreement (ZOPA) BP B P TP TP WAP WAP ZOPA 27.
www.derekarden.co.uk Personal Assessment Questionnaire Preparation
Questioning Skills Listening Skills Reading Body Language Managing
your Body Language Empathy Negotiating Tactics Bargaining Skills
Inventing Solutions Confidence P 11 28. www.derekarden.co.uk
Personal Assessment Questionnaire Preparation 5 Questioning Skills
1 Listening Skills 2 Reading Body Language 1 Managing your Body
Language 1 Empathy 2 Negotiating Tactics 3 Bargaining Skills 2
Inventing Solutions 2 Confidence 1 29. www.derekarden.com 30.
www.derekarden.co.uk WEALTH WARNING! 31. #1 32. www.derekarden.com
7% 38% 55% Impact of Communication original study Words Tonality
33. BP - Best Position TP - Target Position WAP - Walk away
position AP - Alternative position Positions 34. www.derekarden.com
Zone of potential agreement (ZOPA) BP B P TP TP WAP WAP ZOPA 35.
www.derekarden.com 36. www.derekarden.com 37. www.derekarden.co 38.
Fantastic and Unfantasti 39. Win win Win How to get winning results
using persuasive negotiating! Derek Arden
