Derek Arden - Business Consultant, Author and Professional Speaker » Negotiation

Fabio – the negotiator

Derek Arden — Wed, 30 Jun 2010 16:50:23 +0000

The week before you go to the World Cup – what a better time to negotiate a £12m contract extention. You haven’t been tested in qualifying for the world cup and the big test of managing super stars who are totally overpaid performing on the world stage is yet to come. The Football Association are crazy, the agents wind the situation up by creating an alternative position for footballers and managers. Only the sensible business like clubs don’t react, and there are not many of them. its a pity the FA are not sensible

When you are negotiating – remember to create power and options and get the client to want you more than anyone else. That means specialist skills and USP’s. The only USP is really you and the way you run your business. Information is power. Onwards and upwards Mr Capello – negotiator of the month.

Teleseminar – Negotiation 5 May

Derek Arden — Wed, 05 May 2010 06:43:16 +0000

Todays teleseminar will cover WIIFM, education v training and your Negotiators IQ. A special test designed to give you the tools and techniques to make you more successful. Negotiation is a life long skill; one that every successful person has to be good at. How good is good enough is the question for you. What’s in it for you. Better income, better prices and better relationships.

Negotiators IQ

Preparation

Questioning skills

Listening skills

Body language – yours

Body language – mine

Empathy

Bargaining

Tactics

Inventing solutions

Confidence

Email me for a workbook on this – offer closes at 10.00pm tonight

Have great negotiations and increase your success – Derek Arden

Keep your boss on side

Derek Arden — Thu, 29 Apr 2010 11:26:09 +0000

Whenever you are asking for a rise make sure you don’t upset your boss. Whilst you need to “push the envelope” and stand up for yourself, make your case and justify why you should be paid more. However you need support from your immediate superiors even if they cannot make the decisions. If it doesn’t work the first time keep trying – price match your services in conjunction with similar jobs. Say do you boss I know you are on my side but I do not believe what you are paying me is right – how close can you come to my figure? Separate the people from the problem.

The USUAL discount please!

Derek Arden — Thu, 29 Apr 2010 11:18:44 +0000

WOW – Savings tip of the month

Peopole when they are negotiating, haggling or bargaining don’t ask. Try this when you are buying something say
….
“…and the usual discount please.” That is the magic secret, when you buy something, smile and say ..and the usual discount please.

Speaking in Woking on Negotiation

Derek Arden — Thu, 29 Apr 2010 11:08:12 +0000

Speaking in Woking on Negotiation and body language a couple of days ago, I arrived as usual 2 hours early. You have to be there to check everything works. It took one hour to get the projector to work and even then the bulb was failing fast. Fifteen minutes before I am due to speak I went round and shook hands with most of the delegates, this is a great thing to do which is rarely done by speakers. A lady called Scarlett (dressed in a red suite) funny these things, said to me “I bet you are nervous”. Now it is a few years since someone has said that to me and I remembered when I was a less experienced speaker how much that had thrown me off balance. At that point I put up my psychological barrier, pretend bubble wrap I use, to stop her changing my physiological state. The negative idea of being nervous just bounces off the bubble wrap. Of course we are always a little anxious to do well, whoever we are and how ever experienced we are. However to do well you need to put yourself in an empowering state rather than let others take your energy away. (disempowering state). Make sure you control your energy and if others want to give you negativity, just make sure it bounces off your bubble wrap.

Negotiations Seminar – Touching The Hot Spots

Derek Arden — Sat, 16 Jan 2010 15:30:42 +0000

Do you go that extra mile to get on the right wavelength with colleagues and clients.

I am not surprised at the success of someone I formerly worked with – she knew the importance of finding what buttons to press.

Here is how to build rapport fast – even with difficult people.

Negotiating Seminar – Influencing and Building Rapport

Derek Arden — Fri, 15 Jan 2010 15:16:46 +0000

In this short clip from the seminar I talk about the importance of body language and mirroring.

Are you sloping forward when you should really be sloping back?

Negotiating a win win deal with your boss?

Derek Arden — Thu, 14 Jan 2010 15:05:15 +0000

In this second clip from a training session at the Dominion Theatre I have set an exercise.

If you wanted to negotiate an important two days off from work how would you go about it. Well for some tips you could always attend one of my presentations. As the employer you need to get a commitment in return.

Negotiations Seminar First Impressions and Your Props

Derek Arden — Wed, 13 Jan 2010 14:55:48 +0000

There’s nothing that gives me more of a buzz than interacting with an audience – maybe I should have been a stand up comedian – oh well.

What are your personal props saying to important potential clients when you are negotiating?

Survey shows two thirds of retailers prepared to haggle

Derek Arden — Mon, 04 Jan 2010 09:38:02 +0000

Today I have two radio interviews set up, one with radio 5 live and one with 3 counties radio
This is what we are discussing
Why are Brits so reluctant to haggle? There are three reasons
1 – Fear of rejection
2 – Lack of self confidence and self esteem
3 – Assumption you can’t because there is a printed price tag

How do you get round this mindset?
1 – Put yourself in the right frame of mind (state)
2 – Practice on small items at a car boot sale or market
3 – Deep breathe, think of the cash you are going to save and go for it

How do I do it?
Pick someone who looks friendly

Use gentle statements and questions
It is a little bit outside my budget – can you help me
It is more than I was expecting to pay
My partner wouldn’t like it if I paid that much
What flexibility do you have on price – I am looking at another option
If they say they don’t – say I bet you do – with a smile