Surrey MBA 7February 2015
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Key slides from the negotiation masterclass today. Negotiators earn more, learn more and make more money for their company and therefore in their own rewards. The Negotiating Speaker -= Mr Negotiator
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Surrey MBA 7February 2015
- 1. Win win Win How to get winning results using persuasive negotiating! Derek Arden
- 2. Symposium to Surrey University Business School MBA Class of 2015 Derek Arden FCIB, FCImgt, FPSA Negotiator, Author and International Speaker Saturday 7th February 2015
- 7. Read people / situations
- 12. Professional Speaking Association (not for profit association - run by the members for the members) 530 members 30 joining a month 12 regions 120 meetings a year 2 mega conventions 4 Global conventions Some of the best speakers in UK You pay your own expenses to speak
- 19. Professional Speaking Association (not for profit association - run by the members for the members) 530 members 30 joining a month - Why? 12 regions 120 meetings a year 2 mega conventions 4 Global conventions Some of the best speakers in UK You pay your own expenses to speak
- 20. Goal To help people speak better, speak more and improve the standard of speaking in the UK
- 22. Most people know what to do, then don’t do what they know
- 23. It’s what you learn when you know it all that really counts!
- 24. What? Why? How?
- 26. 6
- 28. NEGOTIATING
- 31. Pyshlocgoy
- 32. Psychology
- 33. Emoticons :-)
- 34. Lets have a look at some negotiators!
- 36. 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.
- 37. 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
- 38. ASSUMPTIONS
- 39. ASSUMPTIONS
- 40. www.derekarden.co.uk Assumptions – make an-- A S S out of U and M E
- 41. BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position Positions
- 42. www.derekarden.com Zone of potential agreement (ZOPA) BP B P TP TP WAP WAP ZOPA
- 43. www.derekarden.co.uk Personal Assessment Questionnaire Preparation Questioning Skills Listening Skills Reading Body Language Managing your Body Language Empathy Negotiating Tactics Bargaining Skills Inventing Solutions Confidence P 11
- 44. www.derekarden.co.uk Personal Assessment Questionnaire Preparation 5 Questioning Skills 1 Listening Skills 2 Reading Body Language 1 Managing your Body Language 1 Empathy 2 Negotiating Tactics 3 Bargaining Skills 2 Inventing Solutions 2 Confidence 1
- 50. #1
- 52. www.derekarden.com 7% 38% 55% Impact of Communication – original study Words Tonality
- 53. BP - Best Position TP - Target Position WAP - Walk away position AP - Alternative position Positions
- 54. www.derekarden.com Zone of potential agreement (ZOPA) BP B P TP TP WAP WAP ZOPA
- 64. Win win Win How to get winning results using persuasive negotiating! Derek Arden
Notas do Editor
- Use this for objectives of the group
- Use this for objectives of the group
- Mind mapping is a very powerful technique. See “Use your Head” by Tony Buzan Mind mapping utilizes both sides of the brain – however the technique uses the right side to map the ideas and stimulate further ones that fit in at the Appropriate place The particular benefit of mind mapping is that it aids recall at a later date.
- Mind mapping should be in colour. You will see that this map is in black and white Colour is a creative – right brain issue And enhances creativity. Always mind map in landscape – as this fits with our eyes better