This document outlines the topics covered in a presentation on negotiation given by Derek Arden. The presentation covered the fundamentals of negotiation including establishing best, target, walk away and alternative positions. It also discussed the psychology of negotiation tactics, reading body language, neuro-linguistic programming techniques, and used a LinkedIn poll and questions from members. The goal was to help attendees improve their skills and confidence as negotiators.

1. WHAT THEY DIDN’T TEACH ME AT THE
HARVARD BUSINESS SCHOOL
DEREK ARDEN
FCIB, CIMgt, FPSA
25th AUGUST 2021

3. What they didn’t teach me at Harvard

4. Most people know what to do
BUT
Don’t do what they know

5. 1 - The Fundamentals
2 - The Psychology of Negotiation Tactics.
3 - Reading Body Language
4 - The Secrets of using NLP
Plus quick fire Questions from members
AT THE END OF THIS SESSION WE
WILL HAVE REVIEWED

6. What stops many
people negotiating?
Don’t like conflict?
Afraid to ask?
Lack of confidence?
Linkedin Poll

8. NEGOTIATING
Selling
Presenting
Haggling
Influencing
Conflict Management
Pitching
Positive Energy

9. 0------------100
On this scale where do you rate
yourself as a negotiator

10. NEGOTIATION

11. NEGOTIATION

12. NEGOTIATION

13. FUNDAMENTALS
Scoresheet system on Flip Chart
In Win Win – How to get a winning result
from persuasive negotiations

14. BP - Best Position
TP - Target Position
WAP - Walk away position
AP - Alternative position
Positions
Variables

15. PSYCHOLOGY

16. TACTICAL MANOUVRES
Higher Authority
Good Guy / Bad Guy
Time
Flinching
Columbo
Time Out
Usp’s and variables

17. TACTICAL MANOUVRES
THE DARK SIDE

18. BODY LANGUAGE
Sensory Acuity

20. NLP Neuro Linguistic Programming
+ Psychology of Influence
Rapport
Mirroring
Anchoring

21. Goals
State
Rapport
Body language
Sensory acuity
Mirroring
Pacing and leading
Anchors and triggers
Pattern interrupt
Time line
Language - words and self talk
Reframing
Chunking
Brain operating system
THIS IS WHAT
I COVERED
www.youtube.com/
DEREKARDEN

22. QUESTIONS?
derek@derekarden.co.uk

23. www.DerekArden.com
LINKEDIN.derekarden
personal account
I hope you found today useful
Please join me on linkedin and
I will send you all the links to
My complimentary resources to share
with the people you work with

25. BB