Effective Negotiation ON DEMAND
Available Until
Your Desk
5.0 Credits
Member Price $145.00
Non-Member Price $167.00
Overview
Effective Negotiation provides an overview of the negotiation process. The course introduces the basic negotiation concepts, including the best alternative to a negotiated agreement, the reservation price, and the zone of possible agreement. In addition, the materials note the differences between distributive and integrative negotiations, and address the characteristics of a negotiator, how to prepare for a negotiation, and the types of tactics that can be used in a negotiation. Attention is also paid to dealing with failing negotiations, negotiations with employees and suppliers, and how to measure the effectiveness of negotiations.
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 BATNA, and more.
Preparation
None.
Notice
None.
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 $167.00
Member Price $145.00