Negotiation Skills for Accountants

by

Revised and up to date for 2024. Negotiation is crucial for every finance professional and takes place in the context of important long-term business relationships. Prepare yourself for effective negotiations so you can achieve your desired outcome, without undermining relationships you value.

£100 +VAT

4 CPD hours

120 days’ access

Use ACPD101 for 10% off any purchase.

Negotiation Skills for Accountants

£100 +VAT

4 CPD hours 120 days’ access
Use ACPD101 for 10% off any purchase.

Negotiation Skills for Accountants

This course is not currently available. To find out more, please get in touch.

This course will enable you to

  • Understand the context for negotiations in finance
  • Pursue your objectives without undermining long term relationships
  • Develop the skills you need to become an effective negotiator
  • Move negotiations from disagreement to agreement
  • Understand your own negotiation style and how you can vary it to deal with different situations
  • Develop a plan for your negotiations that will prepare you to succeed
  • Deal with difficult situations

About the course

We negotiate all the time, but nowhere is it more important than in the finance department. Whether you are haggling over the departmental budgets, dealing with the bank or discussing a customer’s payment terms, almost all our negotiations take place in the context of important long-term business relationships.

This course explains how to maximise your chances of getting what you need without undermining the relationships you value, and shows you how to prepare for effective negotiations, where both you and the other party end up feeling you have won.

Contents

Negotiation skills

Negotiation in finance
The aim of the game
Possible outcomes
Good negotiators
Behaviours of successful negotiators
Key negotiation skills
Developing the right skillset

The negotiation process

The process of negotiating
The key to successful trades
Constants and variables
Trading concessions
The magic word
Common negotiation tactics

Negotiation dynamics

Negotiation styles
Red, blue and purple
Similar styles
Different styles
Negotiation dynamics tips

Negotiation planning

The importance of planning
Approaches to planning negotiations
Tools for planning
The planning checklist

Dealing with difficult situations

Handling tricky situations
Objections and difficulties
Common mistakes in negotiations
Aggressive negotiators
Getting people to agree

Reaching an agreement

Negotiation wrap-up
Coming to an agreement and following up

How it works

Author

Alan Nelson

Alan Nelson

Alan Nelson is the founder of accountingcpd and has a keen interest in economics and in management skills training in the accountancy profession. He has been Chair of ICAEW’s Practice Assurance Committee, and a member of ACCA’s SME Committee and of IFA’s Regulatory Committee. He is currently a member of the Bank of England’s Decision Making Panel.