Transcript
Page 1: How to Negotiate professionally to stop money going down the drain

Seven secrets to improve !your Negotiating!

Results

Page 2: How to Negotiate professionally to stop money going down the drain

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Page 3: How to Negotiate professionally to stop money going down the drain

Life is one

MASSIVE Negotiation

!

6

Page 4: How to Negotiate professionally to stop money going down the drain

The Negotiators Toolbox

Page 5: How to Negotiate professionally to stop money going down the drain

Increase in margins, price, value

Decrease in costs, purchases,professionals, people

Increase in value of relationship management,

business, employee personal

£5000

£3000

£2000

TOTAL £10000

Page 6: How to Negotiate professionally to stop money going down the drain

Most people know what to do

and then don’t do what they know

Page 7: How to Negotiate professionally to stop money going down the drain

Rate your Negotiating Skills on a scale of !!

!0----------100

Page 8: How to Negotiate professionally to stop money going down the drain

Email

Telephone

Skype

Face to face?

How do you negotiate?

Page 9: How to Negotiate professionally to stop money going down the drain

There are two types of people in the world! !1 - Those who don’t negotiate!!2 - Those who do negotiate

Page 10: How to Negotiate professionally to stop money going down the drain

There are two types of prices in the world! !1 - For those who don’t negotiate!!2 - For those who do negotiate

Page 11: How to Negotiate professionally to stop money going down the drain
Page 12: How to Negotiate professionally to stop money going down the drain

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Page 13: How to Negotiate professionally to stop money going down the drain
Page 14: How to Negotiate professionally to stop money going down the drain

7 Secrets

Page 15: How to Negotiate professionally to stop money going down the drain

Discount code for today!!

negotiation discount dvd!!negotiation discount download !

!

£247 with permission !to use the license

Page 16: How to Negotiate professionally to stop money going down the drain

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Page 17: How to Negotiate professionally to stop money going down the drain

MindsetBrain in gear - 1st negotiation in is with …?

#1

Page 18: How to Negotiate professionally to stop money going down the drain

Proper Preparation

6P’s!You!

Your brand

Impression!management

#2

Page 19: How to Negotiate professionally to stop money going down the drain

BP - TP - WAP!!

AP

Know what you want !

Research what they might want !

You must always have options

Positions#3

Page 20: How to Negotiate professionally to stop money going down the drain

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Positions

BP - Best Position

TP - Target Position

WAP - Walk away position

AP - Alternative position

Page 21: How to Negotiate professionally to stop money going down the drain

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ZOPA Zone of potential agreement

BP

BP

TP

TP

WAP

WAP

ZOPA

Page 22: How to Negotiate professionally to stop money going down the drain

Ask and Listen!

Asking high quality questions and!

active disciplined listening

#4

Page 23: How to Negotiate professionally to stop money going down the drain

Read people! and situations!

Notice what other don’t notice

#5

Page 24: How to Negotiate professionally to stop money going down the drain

Psychology of tactics!Dirty or not?

#6

Good Guy / bad guy Higher

Authority

FlinchingTime

Page 25: How to Negotiate professionally to stop money going down the drain

Bargaining?!Trading!Haggling

Trading “If you - then we”Have room to manoeuvre

Separate the people from the problem

#7

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Page 27: How to Negotiate professionally to stop money going down the drain
Page 28: How to Negotiate professionally to stop money going down the drain

Creativity!Inventing solutions

#8

Page 29: How to Negotiate professionally to stop money going down the drain

Confidence

#9

Page 30: How to Negotiate professionally to stop money going down the drain

Rate your Negotiating Skills on a scale of !!

!0----------100

Page 31: How to Negotiate professionally to stop money going down the drain

Discount code for Kent B2B!!

“negotiation discount dvd” !£57! !“negotiation discount download” !£37

£247 with permission !to use the license

Page 32: How to Negotiate professionally to stop money going down the drain

www.derekarden.com

•Click to edit Master text styles

Page 33: How to Negotiate professionally to stop money going down the drain

Discount code for Kent B2B!!

“negotiation discount dvd” !£57! !“negotiation discount download” !£37

£247 with permission !to use the license

Page 34: How to Negotiate professionally to stop money going down the drain

www.derekarden.com

•Click to edit Master text styles

Page 35: How to Negotiate professionally to stop money going down the drain

You become who you

spend the most time with

Page 36: How to Negotiate professionally to stop money going down the drain

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.

TWO BOARD NOUGHTS AND CROSSES

Page 37: How to Negotiate professionally to stop money going down the drain

Sign up sheets

Page 38: How to Negotiate professionally to stop money going down the drain

Rate your Negotiating Skills on a scale of !!0----------100

Page 39: How to Negotiate professionally to stop money going down the drain

The truth

about lying

Page 40: How to Negotiate professionally to stop money going down the drain

Research - preparationAsking and listening

Positioning - BP-TP-WAP- AP

Confidence

Read people and situations

Haggle

Tactics

MEGA TIPS

Create solutions - variables

Page 41: How to Negotiate professionally to stop money going down the drain

The Negotiators Toolbox


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