Introduction to Negotiation Skills for Accountants


CPD Units: 4


Content

Negotiation is an essential skill for accountants, who frequently engage in discussions with clients, suppliers, colleagues, and stakeholders. Whether negotiating fees, contract terms, or resolving disputes, the ability to navigate these conversations with confidence and skill can significantly impact both the success of the negotiation and long-term professional relationships.

This course provides a comprehensive foundation in negotiation principles and techniques, tailored specifically for accountants. Over the course of several modules, participants will learn how to focus on mutual interests, build rapport, handle objections, and structure agreements that benefit all parties.

By integrating practical examples and real-world applications, this course equips accounting professionals with the tools they need to negotiate effectively and ethically, ensuring positive outcomes for themselves, their clients, and their organisations.


Learning Outcomes

  • Understand the Fundamentals of Negotiation - Grasp the basic principles of negotiation, including key concepts such as positions versus interests, BATNA (Best Alternative to a Negotiated Agreement), and how to develop mutually beneficial solutions.
  • Prepare Effectively for Negotiation - Learn how to determine your own priorities, walk-away limits, and potential trade-offs, while also researching and understanding the other party's priorities, interests, and BATNA.
  • Build Rapport and Trust - Develop skills in building rapport and trust with negotiation counterparts, using techniques such as active listening, body language, transparency, integrity, and reciprocity.
  • Exchange Information Strategically - Master the art of sharing and gathering information in a negotiation, focusing discussions on interests and priorities to avoid conflict and foster collaboration.
  • Apply Problem-Solving Techniques - Explore problem-solving approaches to navigate obstacles during negotiations, including addressing objections, offering alternatives, and using objective criteria to find fair solutions.
  • Achieve Win-Win Outcomes - Learn how to craft agreements that create value for both parties by identifying mutual gains, using if-then statements, and reducing options to focus on the most viable solutions.
  • Finalise Negotiation Agreements - Gain expertise in closing a negotiation, including summarising key terms, using conditional closes, and ensuring that the agreement is clear, documented, and beneficial for all involved.
  • Reflect on Negotiation Practices - Develop the ability to analyse past negotiations to identify strengths and areas for improvement, and use this reflective practice to enhance future negotiation skills.

 

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