negotiation masterclass - september 2016
TRANSCRIPT
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
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
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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
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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
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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!
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