One hour negotiation masterclass in Leeds

1. Negotiation Skills Breakfast Briefing
Derek Arden, International Negotiation Speaker,
Advisor and best selling Author
www.iofs.org.uk/events

2. TWITTER
@derekarden

3. FLINCH!!!

4. Preparation and positioning
Questions
Listening
Impressions
Body language
Spotting lies
Bargaining
Tactics
Influencing
Conflict
Confidence
Use your head / brain
SET UP
PSYCHOLOGY

7. To increase your skills
To get better negotiated settlements
To raise profits and your earnings
Objectives
Outcome
Better income
Better relationships
More confidence

8. Rate your Negotiating Skillson a scale of
0----------100

9. “It’s what you learn
when you know it all
that really counts”!

12. Negotiating is a
24/7/365 skill

13. In a study of qualified accountants60% said they were not good negotiators
Henley Business Schoolfound that good negotiatorsearned 100% more
Chartered Institute of
Management survey
Negotiation second
most requested
training subject

14. Win Win
port
M - Whats in it for me
Otiation - personal agendas
paration
itions
ons
gets
ensic questioning
h quality listening
chology of bargaining, trading, haggling
working and negotiating
dling conflict and difficult people
Masterclass
Reading people, issues
and situations
Applied psychology
Sensory awareness
Psychological tactics
Body language
The real truth about lying
Hearing what is not said -
intuition
Variables
Confidence, experience
and wisdom

15. NEGOTIATING
Selling
Presenting
Haggling
Influencing
Conflict Management
Pitching
Positive Energy

16. Email / Social media
Telephone
Skype
Face to face?
How do you negotiate?
Emoticons :-)

17. ASSUMPTIONS

18. ASSUMPTIONS

19. www.derekarden.com
Assumptions – make an
A
S
S out of
U and
M
E

20. BP - Best Position
TP - Target Position
WAP - Walk away position
AP - Alternative position
Positions
46

21. www.derekarden.com
Zone of potential
agreement (ZOPA)
BP
BP
TP
TP
WAP
WAP
ZOPA

22. 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
Personal Assessment Systemised Scoresheet

23. 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
Personal Assessment Systemised Scoresheet

24. Rate your Negotiating Skillson a scale of
0----------100

25. www.derekarden.com

28. BB

29. Sign up sheets