negotiation masterclass - september 2016

FROM BEAN COUNTER TO BUSINESS PARTNER

@CIMACentralSth

ADVANCED NEGOTIATION SKILLS - 22 September 2016

90 MINUTE MASTERCLASS

DEREK ARDEN

How do you rate yourself as a negotiator?

•Beginner

•Intermediate

•Good

•or…………

ME PLC

BB

Email / Social media

Telephone

SkypeFace to face?

How do you negotiate?

Emoticons :-)

NEGOTIATINGSelling

Presenting

Haggling

Influencing

Conflict Management

Pitching

Positive Energy

NEGOTIATING

Selling

Presenting

Haggling

Influencing

Conflict Management

Pitching

Positive Energy

In a study of qualified accountants 60% said they were not good negotiators

Henley Business School found that good negotiators 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 negotiatorsBlack Swan

Pyshlocgoy

Psychology

“Olny srmat poelpe can raed this. The phaonmneal pweor of the hmuan mnid, aoccdrnig to a rscheearch at Cmabrigde Uinervtisy, it deosn't mttaer in what oredr the ltteers in a word are, the olny iprmoatnt tihng is that the first and last ltteer be in the rghit pclae. The rset can be a taotl mses and you can still raed it wouthit a porbelm. This is bcuseae the huamn mnid deos not raed ervey lteter by istlef, but the word as a I awlyas tghuhot slpeling was ipmorantt! If you can raed this psas it on !!”

111

Where people were prepared to lie

141 Jeff Hancock

www.derekarden.co.uk

RULES - In pairsThe objective of the game is to score as many lines as possible.The game is the same as noughts and crosses.

X X

X X

X X

XXX

X

X

X

0 0 0

0 0 0

000

If you help others win - you might just win more

WIN / WIN / WIN

ASSUMPTIONS

ASSUMPTIONS

www.derekarden.com

Assumptions – make an

A

S

S out of

U and

M

E

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

WAP

ZOPA

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

Bargaining and

Haggling

Separate the people from 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!

www.derekarden.com

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