Chartered Institute of Management Accounts. Mega Negotiation Masterclass
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90 minutes of Negotiation and negotiating skills in Derek Arden's mega negotiation masterclass. Vital negotiation tips for 2018 in a fast track learning style incorporating crucial ideas from "Win Win - How to get a winning result from persuasive negotiating
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Chartered Institute of Management Accounts. Mega Negotiation Masterclass
- 1. Thank you for inviting me 21 November 2017 “Negotiating: Most people know what to do and then don’t do what they know”
- 4. BB
- 8. Marketing What’s it generating? 50 / 50 On line presence - Derek Arden I don’t pay for anything if I can help it Business Case?
- 11. USP’s Why should we pay you more money?
- 12. “It’s what you learn when you know it all that really counts”!
- 17. What stops many people negotiating? Don’t like conflict? Afraid to ask? Lack of confidence?
- 18. In a study of qualified accountants60% said they were not goodnegotiators Henley Business Schoolfound that goodnegotiators earned 100%more Chartered Institute of Management survey Negotiation second most requested training subject Legal Directors at Law firm 56% didn't think they were good negotiators Black Swan p14 p15
- 19. What do we help people negotiate? •Income •Costs •T+C - extras •Relationships
- 20. How do you rate yourself as a negotiator? •Beginner •Intermediate •Good •or…………
- 23. Email / Social media Telephone Skype Face to face? How do you negotiate? Emoticons :-)
- 24. I am sure you don’t really mean that…….
- 25. 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. p22
- 26. 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. p22 X 00
- 27. 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
- 31. www.derekarden.co.uk Preparation and Plan 1st Impressions Questioning Listening Use your head Body Language Watch out for lying Strategies and tactics Influencing Bargaining Managing Conflict Confidence 32 Scoresheet
- 32. www.derekarden.co.uk Preparation and Plan 43 1st Impressions 61 Questioning 71 Listening 85 Use your head 97 Body Language 117 Watch out for lying 139 Strategies and tactics 151 Influencing 171 Bargaining 197 Managing Conflict 217 Confidence 237 32
- 33. www.derekarden.co.uk Preparation and Plan 4 1st Impressions 1 Questioning 1 Listening 2 Use your head 1 Body Language 2 Watch out for lying 1 Strategies and tactics 3 Influencing 1 Bargaining 2 Managing Conflict 1 Confidence 1 32
- 34. PREPARATION
- 35. BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position Positions p47
- 37. TACTICS Good Guy / bad guy Higher Authority Time Observers Time outDumb is smart Flinching Plus many many other psychological manoeuvres 151
- 38. Bargaining and Haggling Separate the peoplefrom the problem Keep summarising Use variables USP’s Trading “If you - then we” Have room to manouevre BP - TP - WAP —AP Don’t accept the first offer “Flinch” Split the difference? CARE Never say “no problem”Why? They just asked - you trade!
- 43. www.derekarden.com •Click to edit Master text styles
- 46. BB
- 47. Sign up sheets