www derekarden co uk www derekarden blogspot co
www. derekarden. co. uk www. derekarden. blogspot. co. uk derek@derekarden. co. uk Newsletter ideas and tips www. twitter. com/derekarden www. derekarden. co. uk
My 1 st TV interview in Estonia www. derekarden. co. uk
www. derekarden. co. uk
Reading Visual Writing Intuition Logic Emotions Maths Colours Details Feelings Analysing Big Picture www. derekarden. co. uk
Males and Females negotiate differently www. derekarden. co. uk
STATE NEURO-PHYSIOLOGICAL STATE www. derekarden. co. uk
Learner’s state Attitude Open minded Relaxed Calm Curious Acute Listening Alert And………. . www. derekarden. co. uk
How are you? Not too bad Mustn’t grumble Could be better Can’t complain Soldiering on www. derekarden. co. uk
Fantastic Superb Sensational Magnificent Terrific Wonderful Tremendous www. derekarden. co. uk
Two positives for every one Negative www. derekarden. co. uk
Speed Negotiating Masterclass / review www. derekarden. co. uk
Speed Negotiating Masterclass / review www. derekarden. co. uk
Skills of a FANTASTIC Negotiator Prepared - Calm - Friendly Alert – Radar on – Sensory acuity Empathetic – Curious - listening Friendly- asking good questions Analysis – psychological skiils Knows how to haggle – options Tactical – Business street savvy www. derekarden. co. uk
st 1 - You have to negotiate with yourself www. derekarden. co. uk
Most people Know what to do then don’t do OR coach what they know www. derekarden. co. uk
Two types of prices in the world 1 - For those who negotiate 2 - For those who don’t www. derekarden. co. uk
Two types of people in the world 1 - Those who negotiate 2 - Those who don’t www. derekarden. co. uk
Two board noughts and crosses… Objectives – Score as many winning lines as possible Play both boards at the same time 7 www. derekarden. co. uk
www. derekarden. co. uk
T R A Win / Lose Win / Win Lose / Win N S A C T I O N R E L A T I O N S H I P www. derekarden. co. uk
Two board noughts and crosses… X 0 Objectives – Score as many winning lines as possible Play both boards at the same time www. derekarden. co. uk
Two board noughts and crosses… X X X 0 0 0 Objectives – Score as many winning lines as possible Play both boards at the same time www. derekarden. co. uk
Two board noughts and crosses… X X X X 0 0 0 Objectives – Score as many winning lines as possible Play both boards at the same time www. derekarden. co. uk
Negotiation IQ Preparation www. derekarden. co. uk
Negotiation IQ Preparation Questioning Skills www. derekarden. co. uk
Negotiation IQ Preparation Questioning Skills Listening Skills www. derekarden. co. uk
Negotiation IQ Preparation Questioning Skills Listening Skills Reading Body Language www. derekarden. co. uk
linguistic clues for deception an increase in : - a decrease in : ä ä ä Pitch “Ah’s” Slips and mistakes Pauses Delay in responses ä ä Length of reply Speech rate www. derekarden. co. uk
Negotiation IQ Preparation Questioning Skills Listening Skills Reading Body Language Managing your Body Language www. derekarden. co. uk
Negotiation IQ Preparation Questioning Skills Listening Skills Reading Body Language Managing your Body Language Empathy www. derekarden. co. uk
Negotiation IQ Preparation Questioning Skills Listening Skills Reading Body Language Managing your Body Language Empathy Negotiating Tactics www. derekarden. co. uk
Negotiation IQ – Tactics www. derekarden. co. uk
linguistic clues for deception an increase in : - a decrease in : ä ä ä Pitch “Ah’s” Slips and mistakes Pauses Delay in responses ä ä Length of reply Speech rate www. derekarden. co. uk
Negotiation IQ Preparation Questioning Skills Listening Skills Reading Body Language Managing your Body Language Empathy Negotiating Tactics Bargaining Skills www. derekarden. co. uk
Negotiation IQ – Bargaining / haggling ä BP – TP – WAP - AP ä ä ä ä Best position Target position Walk away position Alternative position Opening offer If you. . . . . then we. . Conditionality www. derekarden. co. uk
Negotiation IQ Preparation Questioning Skills Listening Skills Reading Body Language Managing your Body Language Empathy Negotiating Tactics Bargaining Skills Inventing Solutions www. derekarden. co. uk
Negotiation IQ Preparation Questioning Skills Listening Skills Reading Body Language Managing your Body Language Empathy Negotiating Tactics Bargaining Skills Inventing Solutions Confidence www. derekarden. co. uk
Negotiation IQ Multi –ply your scores by these factors Preparation Questioning Skills Listening Skills Reading Body Language Managing your Body Language Empathy Negotiating Tactics Bargaining Skills Inventing Solutions Confidence 5 1 2 1 1 2 3 2 2 1 www. derekarden. co. uk Page 19
SIX Powers of Influence ä Reciprocity ä Liking ä Authority ä Scarcity ä Social Proof ä Consistency www. derekarden. co. uk
Best Position BP Likely Position TP Walk Away Position WAP Soft / Hard TIP 2. 6 Alternative position www. derekarden. co. uk
WII FM 5 www. derekarden. co. uk
Negotiator + Influencer 0 -------100 Where are you BLINK www. derekarden. co. uk
PREPARATION BEST POSITION (BP) TARGET POSITION (TP) WALK AWAY POSITION (WAP) ALTERNATIVE POSITION (AP) www. derekarden. co. uk
Definition of Coaching Helping others fulfil results in their professional and personal lives Graham Alexander - Super. Coach www. derekarden. co. uk
Coaching questions ä ä ä ä ä What went well? With hindsight - what would you have done differently? Was it a win win? What was your BP – TP – WAP – AP? Impression you made and left What was their style? Were any tactics used? What Body Language did you notice? Anything else you noticed? www. derekarden. co. uk
Sales Customer Service and Influencing www. derekarden. co. uk
Power Selling www. derekarden. co. uk
7 Step Sales Process Open with Impact Gather information Double check you have covered everything Present – show you can do it Adjust your offering for things you have discovered Close – Ask for the business Follow up Page 16 www. derekarden. co. uk
What are your USP’s Unique selling points – (key selling points) 17 www. derekarden. co. uk
USP’s Unique selling points Key selling points Value proposition www. derekarden. co. uk
SIX Powers of Influence ä Reciprocity ä Liking ä Authority ä Scarcity ä Social Proof ä Consistency www. derekarden. co. uk
Robert Cialdini – Influence Science and Practice SIX BASIC TRAITS ä Liking ä ä Authority ä ä Testimonials - references Reciprocity ä ä Scarce resource Social Proof / Validation ä ä Experts – who have done it Scarcity ä ä Rapport – people only buy from people they like Small things for nothing Commitment and Consistency ä If I do this – you will Contrast principle – start high and reduce Page 11 www. derekarden. co. uk
NLP Reframing Triggers and anchors Eye movements Goal setting Sensory clues www. derekarden. co. uk
Sensory Acuity Page 5 THE AVERAGE PERSON Looks without seeing § Listens without hearing § Touches without feeling § Smells without awareness § Eats without tasting § Leonardo Da Vinci 1592 9 www. derekarden. co. uk
Negotiator + Influencer 0 -------100 Where are you NOW www. derekarden. co. uk
Variables ä ä ä Hard tradeables Soft (little cost) Reciprical tradeables www. derekarden. co. uk
Most people Know what to do then don’t do OR coach what they know www. derekarden. co. uk
7 Top Tips Rapport – be friendly Ask - high quality questions Listen - with your mind and your body Trade concessions – give to get Be bold – go for it Proper preparation Create the right impression www. derekarden. co. uk
Resources www. derekarden. co. uk www. derekarden. blogspot. co. uk derek@derekarden. co. uk www. derekarden. co. uk
Learning Points www. derekarden. co. uk
Personal Negotiation Calculator www. derekarden. co. uk
Most people Know what to do then don’t do what they know www. derekarden. co. uk
Negotiation IQ Preparation Questioning Skills Listening Skills Reading Body Language Managing your Body Language Empathy Negotiating Tactics Bargaining Skills Inventing Solutions Confidence 5 1 2 1 1 2 3 2 2 1 www. derekarden. co. uk Page 19
7 Top Tips Rapport – be friendly Ask - high quality questions Listen - with your mind and your body Trade concessions – give to get Be bold – go for it Proper preparation Create the right impression www. derekarden. co. uk
www. derekarden. co. uk www. derekarden. blogspot. co. uk derek@derekarden. co. uk Newsletter ideas and tips www. twitter. com/derekarden www. derekarden. co. uk
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