Interview Questions – Mr. Arden
Authorised for release after 1.00pm 19th January 2017 – to Slovenia Media, Press, TV, Magazines and Social media.
Derek is available for online interviews, TV and radio before, during and after the 21st March 2017
Q – For more than three decades you have been in negotiating business. How did you get into this field?
I was negotiating for a client with Tesco, the third largest retailer in the world, and I thought I was a good negotiator. We were asked to leave a meeting in 30 seconds at the HQ, as I would not reduce the price on a £1m contract.
A – I decided to buy a book on negotiating, order audio programmes and learn as much as I could on the subject. I then started teaching the subject and interviewing as many people as possible. Keeping notes on all the situation and stories
Some people are better negotiators than others. Do you think that the ability to negotiate is innate?
It is in some people. People, like me, have had to learn the tricks, tactics and techniques and how to handle them. Entrepreneurs have to be great negotiators, to be successful and to survive in today’s fast changing world. I look forward to meeting them in March.
Can anyone can become excellent negotiator, even if currently they can’t even think about being involved in business negotiations?
Yes of course they can. I am going to be revealing the secrets of top negotiators in March
I imagine that a good negotiator must excel in a wide range of different skills. Which of these skills would you highlight? Listening, haggling, trading, asking questions, reading body language, psychology of tactical moves, recognising lying, Neuro-linguistics etc. All covered in Win Win – How to get a winning results from Persuasive Negotiating. My latest book
How should a beginner undertake the acquisition of this important business skill? Come on the course on 21st March in Ljubljana or in Sofia on 27th April or in London in May
To become an effective negotiator is probably coherent to one’s personality as well. Which personality traits are required for good and persuasive negotiators?
Resilience to handle conflict, knowing that negotiation can be a game of tactics, energy, a win win mentality and hard work.
It used to be the case that one of the fundamental rules at negotiating was ‘beginning with the proposal, which is set too high, so you end up reaching your initial expectations’. Is that still true? Depends on the situation or the client. Every circumstance is different, every negotiation is different. There are no magic answers
What are the biggest mistakes that should be avoided during negotiations at any cost? Reacting to pressure, not taking a time out to consider your options, not considering your BP – TP – WAP – AP (BATNA), changing them to fit now information. Not having a team, particularly an observer
It is known that you have participated in the multi-billion dollar negotiations. To what extent is negotiating technique related to the value which is the subject of negotiations?
There is no difference apart from the complication of the facts and the number of parties to the negotiations. Negotiating with a four year old who wants their own way is pretty tricky.
As in the Balkans when you have different issues and agendas it makes it more difficult. Particularly when you get ethnic, religious and political issues involved.
Just look at Brexit and the complications there at present.
There might be too personal agendas in Brussels. No one thought the UK would leave (nor did I) so they were complacent. I voted to stay in with you wonderful people, but not enough concessions were obtained by our previous PM, so the people exercised their walk buy clomid online in the united states away position. We all have to have a walk away position.
I was in Sofia, where I advise a number of people, when David Cameron met the Bulgarian Prime Minister to discuss issues. We were actually in the same restaurant. As the conference organiser where I was speaking know the restaurant manager and invited us.
The UK Prime Minister has a copy of my book and it looks like she is on chapter 3 from the way the negotiations are going at present
Is there a difference between negotiations either on the purchase of a large enterprise or when you ‘only’ want to achieve a discount when buying a car?
The same principles apply and I will compare the two in Slovenia to the audience of high achievers on 21 March. Although I understand there are not many places left on the seminar. If you miss it, you can go to my YouTube channel. I have a video on my www.youtube.com/derekarden that has the most views about Car Negotiating.
Where do you see differences between business and political negotiations? Which of them are most significant?
It depends whether you are a business person or a politician. Many politicians have their own agenda. What is Mr Trump’s agenda I wonder? We will find out soon? What is the agenda of Brussels on Brexit, compared with Mrs Merkel, compared with the Irish Government and the French government?
Germany sells 850,000 cars into the UK at a euro exchange rate which makes them cheap. Will they want to impose a trade barrier on the UK? I think not. Slovenia makes headlamps for many Nissan cars built in UK. What is the position of the Slovenian Government on a free trade deal with the UK in 2019, I am wondering?
We probably need to adapt negotiating tactic when negotiating face to face or via phone, for example. It seems that “ice-breaking” and negotiating on the phone is far more difficult, because one is not able to see or assess reactions of the other side. Can you give some advice on how to deal with negotiations in either case?
You haven’t mentioned email negotiations, What’s app negotiations, face time negotiations or Skype.
Very complicated but I will spend 20 minutes exploring the issues and the advantages on 21st March.
Best face to face of course, you can see the body language, connect, build rapport, have a coffee etc. Best to email when you need to document the process.
Mr. Arden, you are also Neuro-Linguistic Programming Practitioner. Among other things, the programme techniques help to improve communication skills, restrain emotions and improve our self-confidence. In what extent are these skills important in the negotiation process?
Vital. You have to manage your own state first. If you can’t sort yourself out how can you sort others out? Rapport, emotional intelligence, listening skills, sensory acuity, words, language, tone of voice, body language, anchoring the price, triggers, chunking.
These are all NLP disciplines which are vital for top negotiators. When I was advising a client how to save £1m on a cost contract we applied all these in the training of the negotiators.
In Plovdiv recently I did the same things for the Bulgarian negotiators at a top company, where I am a consultant. I could do the same in Slovenia.
One of your negotiation video programmes is called “Everything is negotiable”. Are there ever any exceptions?
NO – unless you have such a good deal that you don’t want them to change their mind, when they think about it.
Anything else you would like to add Mr Arden
There is. I feel so privileged to be asked to return to Ljubljana for the third time. I have been so warmly welcomed in the past and the delegates are so willing to learn and hospitable.
DSA 19th January 2017