This document summarizes a webinar on advanced negotiation skills that aims to: 1. Improve vital business skills like negotiation, influencing, and understanding psychological tactics and body language. 2. Increase attendees' confidence in difficult negotiations and with challenging counterparts. 3. Share many tips to help attendees negotiate better outcomes, no matter their current skill level.

1. Learning outcomes
1 - To improve even further the vital business skills
of negotiation and influencing
2 - To have a greater understanding of psychological negotiation tactics,
body language and how important questioning and listening is for a Win Win Negotiation
3 - To improve the confidence of the attendees, when in difficult situations
and with difficult people
Advanced Negotiation Skills - Webinar
8th January
Tata Communications - India

2. My Objectives
To share with you as many
tips as possible.
So you to get better
negotiation results
However good you are at
present

3. The negotiation that changed my mindset

4. How do you rate yourself as
a negotiator?
1. Beginner
2. Intermediate
3. Good
4. or…………

5. I often get asked
for my Three Top Tips
Preparation
Ask great questions
Focused listening

6. Check Allan Pease book
What is the age of the lady?
1 – Around 25?
2 – Around 75?

7. NEGOTIATING

8. 1 - Face to Face
2 - By email
3 - Telephone / skype:zoom
Is it more effective to negotiate

9. Email / Instant messagin
Telephone
Skype/Zoom
Face to
face
How do you
negotiate?
Emoji

10. Where people were prepared to lie

11. 1 - Faster
2 - Slower
3 - Stay the same
Let’s have a time out?
Would you like me to go

12. BP - Best Position
TP - Target Position
WAP - Walk away position
AP - Alternative position
POSITIONS

13. BP
BP
TP
TP
WAP
WAP
ZOPA
Zone of Potential Agreement

14. VARIABLES
Non chargeable valuable extras
Payment terms
Contract terms
Delivery dates
Training
Technical support
Guarantees
Volume discounts
Other

15. VARIABLES
Non chargeable valuable extras
Payment terms
Contract terms
Delivery dates
Training
Technical support
Guarantees
Volume discounts
Other

16. www.derekarden.co.uk
Preparation and planning
1st impressions
Questioning
Listening
Use your head
Body language
Watch out for lying
Strategies and tactics
Influencing
Bargaining
Managing conflict
Confidence 32
Negotiators Scoresheet Score out of five - 5 high 1 Low

17. www.derekarden.co.uk
Preparation and Plan 4
1st Impressions 1
Questioning 1
Listening 2
Use your head 1
Body Language 2
Watch out for lying 1
Strategies and tactics 3
Influencing 1
Bargaining 2
Managing Conflict 1
Confidence 1 32
Negotiators Scoresheet

18. 1 - Too busy
2 - Lack of prioritisation
3 - No real understanding how important it is
Why is it that many people
don’t prepare for a negotiation properly?

20. www.derekarden.com

21. www.derekarden.com

22. 1- Lack of confidence
2 - Scared to ask in case they get refused
3 - Don’t like conflict
What stops many people negotiating?

27. The TRUTH
about lying
Book chapter 11

28. I will be pleased to
take any questions now

29. Win Win Win
A Win for you
A Win for me
A Win for our on going relationship

30. www.derekarden.com
www.youtube.com/derekarden
www.negotiatorspodcast.com
Additional Resources