Effective Negotiation FLEXCAST
Available Until
Your Desk
5.0 Credits
Member Price $98.00
Non-Member Price $113.00
Overview
Navigating the art of negotiation can be complex and intimidating, often leaving professionals uncertain about their strategies and outcomes. This course offers a comprehensive solution to this challenge, providing an insightful overview of the negotiation process tailored for professionals in the tax, accounting, and finance sectors. This course introduces foundational negotiation concepts like the best alternative to a negotiated agreement, reservation price, and the zone of possible agreement. It distinguishes between distributive and integrative negotiations, outlines essential characteristics of a successful negotiator, and dives into preparation tactics and negotiation techniques. Moreover, the course addresses handling failing negotiations and negotiating with employees and suppliers. By the end of this course, participants will not only understand the intricacies of negotiation but will also be equipped with practical strategies to enhance their negotiation outcomes, making them more confident and effective in this critical business skill.
Highlights
Negotiation concepts. Negotiator skills and characteristics. Negotiation preparation. Negotiation tactics. Dealing with failing negotiations. Negotiation outcomes. Employee negotiations. Supplier negotiations. Negotiation measurement.
Prerequisites
None.
Designed For
CPAs, CFOs, controllers, leaders, and managers.
Objectives
Recognize when it is not appropriate to engage in a negotiation. Describe how value creation through trades works. Describe the different win-loss combinations and what causes each one. Specify the core elements driving the outcome of a deal. Describe the characteristics of a successful negotiator. Recognize the impact of anxiety on a negotiation. Identify the types of preparation work to complete prior to a negotiation. Describe how to deal with a weak best alternative to a negotiated agreement. Specify the circumstances under which to hire a professional negotiator. Specify the advantages of framing in a negotiation. Cite the options available for relieving tension in a negotiation meeting. Recognize the nature of the negotiator’s dilemma, and more.
Preparation
None.
Notice
This is a FlexCast (no exam required) and may be viewed only Monday - Saturday, 5am - 5pm PT. You may take up to one year from the date of purchase to complete the course. Pause your FlexCast and resume at a convenient day during the hours above. Partial credit for 2+ credit courses: If you are unable to complete the course in one sitting, partial credit can be awarded (minimum of one credit). To earn the remaining credits, you must return later and start the course from the beginning. Use chat to ask questions of a subject matter expert during the program.
Leader(s):
Leader Bios
Steven Bragg, Western CPE
Steven M. Bragg, CPA, is a full-time book and course author who has written more than 70 business books. He provides Western CPE with self-study courses in the areas of accounting and finance, with an emphasis on the practical application of accounting standards and management techniques. A sampling of his courses include the The New Controller Guidebook, The GAAP Guidebook, Accountants’ Guidebook, and Closing the Books: An Accountant’s Guide. He also manages the Accounting Best Practices podcast.
Steven has been the CFO or controller of both public and private companies and has been a consulting manager with Ernst & Young and an auditor with Deloitte & Touche. He holds an MBA from Babson College, a Master of Finance from Bentley College, and a BA from the University of Maine (summa cum laude).
Non-Member Price $113.00
Member Price $98.00