Date post: | 13-Apr-2017 |
Category: |
Business |
Upload: | derek-arden |
View: | 66 times |
Download: | 2 times |
Good Evening - 20thSeptember 2016
• www.derekarden.co.uk• www.youtube.com/derekarden• www.linkedin.com/dererkarden• www.twitter.com/derekarden• [email protected]
Rate your Negotiating Skills on a scale of 0----------100
How do you rate yourself as a negotiator?
•Beginner•Intermediate•Good•or…………
Psychology
www.derekarden.co.uk
NEGOTIAPHOBIA
FORENSIC PREPARATION
In a study of qualified accountants60% said they were not good negotiatorsHenley Business School found that good negotiators earned 100% more
Legal Directors at Law firm
56% didn't think they were good negotiators
Black Swan
Email / Social mediaTelephone
SkypeFace to face?
How do you negotiate?
Emoticons :-)
www.derekarden.co.uk
Section 1
1 - We are all negotiators!2 - What’s the cost of negotiating?3 - Win win win negotiating!4 - How do you rate as a negotiator?5 - Who has the power?
NEGOTIATING
NEGOTIATING
BP - Best Position
TP - Target Position
WAP - Walk away position
AP - Alternative position
Positions
46
www.derekarden.com
Zone of potential agreement (ZOPA)
BP
BP
TP
TP
WAP
WAPZOPA
SCORESHEET
Section 2
www.derekarden.co.uk
Preparation and Plan1st ImpressionsQuestioningListeningUse your headBody LanguageWatch out for lyingStrategies and tacticsInfluencingBargainingManaging ConflictConfidence
32
Scoresheet
www.derekarden.co.uk
Preparation and Plan 41st Impressions 1Questioning 1Listening 2Use your head 1Body Language 2Watch out for lying 1Strategies and tactics 3Influencing 1Bargaining 2Managing Conflict 1Confidence 1
32
www.derekarden.co.uk
Preparation and Plan 431st Impressions 61Questioning 71Listening 85Use your head 97Body Language 117Watch out for lying 139Strategies and tactics 151Influencing 171Bargaining 197Managing Conflict 217Confidence 237
32
151
Where people were prepared to lie
141 Jeff Hancock
FLINCH
“It’s what you learn when you know it all that really counts”!
QUESTIONS PLEASE
www.derekarden.co.uk
WII FM
BB
Sign up sheets
How do you rate yourself as a negotiator?
•Beginner•Intermediate•Good•or…………
Rate your Negotiating Skills on a scale of
0----------100
Good Evening - 20thSeptember 2016
• www.derekarden.co.uk• www.youtube.com/derekarden• www.linkedin.com/dererkarden• www.twitter.com/derekarden• [email protected]