Derek Arden - Negotiating Podcast
KEY POINTS OF INTERVIEW

Negotiating Podcast - Mr Negotiator talks about Negotiating
Psychological negotiating tactics and you need to watch the body language for the truth.
So best techniques we want to have a competitive edge:
12 steps in my negotiating system which is in my latest book, 'Win Win', - how to get a get a winning result from persuasive negotiations.

Preparation:  Where do we think they're coming from, - where are we coming from - what's the best position - target position - walk away position that we've got. And if we do walk away, what's the alternative position.

* First Impressions
* Asking good questions - high quality questions.
* Look and Listen, and body language.
* Use head and brainstorming - negotiators frame of mind.
* Reading body language
* Watch for signs of lying
* Negotiating tactics and strategies
* Controlling time
* Deadlines as in Northern Irish negotiations
* Taking a time out to think things through with your team.
* Power of flinching.
* Colombo tactic - just one more thing.
* Influencing skills - work of Robert Cialdini.
* Targeting skills, If we do this for you. What will you do for us?
* Conflict.
* Confidence and ready for any curveball

Story Negotiating Meeting in Paris:
£10 million euro transactions We were ready for their delaying tactics