negotiation webinar for london inst. for banking and finance
TRANSCRIPT
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
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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 :-)
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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
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Zone of potential agreement (ZOPA)
BP
BP
TP
TP
WAP
WAPZOPA
SCORESHEET
Section 2
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Preparation and Plan1st ImpressionsQuestioningListeningUse your headBody LanguageWatch out for lyingStrategies and tacticsInfluencingBargainingManaging ConflictConfidence
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Scoresheet
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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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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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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
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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]