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Kentinvicta B2B presentation to Ashford Chamber sold out breakfast meeting July 2014. How to make more money by better negotiation or how to stop throwing money down the drain because of poor negotiation. Tip, techniques and tricks from Master negotiator and negotiating speaker - Derek Arden
Seven secrets to improve !your Negotiating!
Results
www.derekarden.com
•Click to edit Master text styles
Life is one
MASSIVE Negotiation
!
6
The Negotiators Toolbox
Increase in margins, price, value
Decrease in costs, purchases,professionals, people
Increase in value of relationship management,
business, employee personal
£5000
£3000
£2000
TOTAL £10000
Most people know what to do
and then don’t do what they know
Rate your Negotiating Skills on a scale of !!
!0----------100
Telephone
Skype
Face to face?
How do you negotiate?
There are two types of people in the world! !1 - Those who don’t negotiate!!2 - Those who do negotiate
There are two types of prices in the world! !1 - For those who don’t negotiate!!2 - For those who do negotiate
www.derekarden.com
•Click to edit Master text styles
7 Secrets
Discount code for today!!
negotiation discount dvd!!negotiation discount download !
!
£247 with permission !to use the license
www.derekarden.com
•Click to edit Master text styles
MindsetBrain in gear - 1st negotiation in is with …?
#1
Proper Preparation
6P’s!You!
Your brand
Impression!management
#2
BP - TP - WAP!!
AP
Know what you want !
Research what they might want !
You must always have options
Positions#3
www.derekarden.com
Positions
BP - Best Position
TP - Target Position
WAP - Walk away position
AP - Alternative position
www.derekarden.com
ZOPA Zone of potential agreement
BP
BP
TP
TP
WAP
WAP
ZOPA
Ask and Listen!
Asking high quality questions and!
active disciplined listening
#4
Read people! and situations!
Notice what other don’t notice
#5
Psychology of tactics!Dirty or not?
#6
Good Guy / bad guy Higher
Authority
FlinchingTime
Bargaining?!Trading!Haggling
Trading “If you - then we”Have room to manoeuvre
Separate the people from the problem
#7
Creativity!Inventing solutions
#8
Confidence
#9
Rate your Negotiating Skills on a scale of !!
!0----------100
Discount code for Kent B2B!!
“negotiation discount dvd” !£57! !“negotiation discount download” !£37
£247 with permission !to use the license
www.derekarden.com
•Click to edit Master text styles
Discount code for Kent B2B!!
“negotiation discount dvd” !£57! !“negotiation discount download” !£37
£247 with permission !to use the license
www.derekarden.com
•Click to edit Master text styles
You become who you
spend the most time with
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.
TWO BOARD NOUGHTS AND CROSSES
Sign up sheets
Rate your Negotiating Skills on a scale of !!0----------100
The truth
about lying
Research - preparationAsking and listening
Positioning - BP-TP-WAP- AP
Confidence
Read people and situations
Haggle
Tactics
MEGA TIPS
Create solutions - variables
The Negotiators Toolbox
