Negotiation & Communication: Effective Techniques for Accountants Self-Study Webinar (10 Hours)


Negotiation is a critical skill for accountants. Whether you negotiate externally with vendors, clients and regulators, or internally with co-workers, your negotiation skills determine your ability to get your work done efficiently, build strong relationships and meet the interests of your organization. In this self-study webinar you will learn to:

  • Effectively communicate with colleagues or clients
  • Prepare and practice negotiating techniques that work
  • Achieve goals while improving relationships
  • Enhance your value to your company

To provide the financial professional with the communication and negotiation skills needed to enhance teamwork and productivity and influence decisions, both inside and outside the organization. You'll be equipped to resolve conflicts, maximize outcomes and arrive at mutually beneficial decisions with colleagues and clients. You'll also gain a clear understanding of the benefits to you and your company.

  • Why communication and negotiation skills are critical
  • Negotiations and communications—more than a zero sum game
  • Developing a strategy, setting goals and gathering information
  • Asking the right questions to get the information you need
  • The importance of listening skills
  • Communicating clearly and concisely to internal and external audiences
  • Resolving conflict and promoting cooperation
  • Making persuasive arguments
  • The negotiation process
    – Stages of a negotiation
    – Using objective standards
    – Techniques for hard bargaining and recognizing “dirty tricks”
    – Deciding whether to accept an agreement or walk away
    – Constructing durable agreements

Identify the context in which both formal and informal negotiation occurs

Identify the primary characteristics of negotiation

Identify the critical factors in all negotiations

Recognize the types of powers held by the parties to a negotiation

Recognize the ramifications of information in the negotiating process

Recognize the most efficient pre-negotiation session steps to take

Identify the recommended information to gather before a negotiation

Identify the information that should be readily shared in a negotiation

Identify the optimal approach to understanding the opposing party’s needs and interests

Recognize the optimal approach to phrasing questions during a negotiation

Recognize the role of time as it reflects the negotiating party’s behavior

Recognize the typical timing of the giving and receiving of concessions in a negotiation

Recognize the implications of a negotiator’s personality type in negotiations

Recognize the implications of contrasting personalities in a negotiation

Identify the role of trust in negotiations

Identify the role of personal confidence in negotiations

Identify the goals of compromising in a “win-win” negotiation

Identify the behavior of an adversarial negotiator

Identify the appropriate “style” of any given negotiation

Recognize the primary methods of persuasion

Recognize the factors having the most influence in determining the appropriate negotiating style

Recognize the characteristics of a skilled persuader

Recognize the motivations of a “hard bargainer”

Identify the role of silence in a negotiation

Identify the traits of an individual who employs the “scorched earth” method to negotiation

Identify the perspective of an individual who employs the reasoning and logic method of persuasion

Identify the perspective of an individual who uses power and intimidation to persuade

Identify the percentage of communication conveyed by appearance

Identify the forms of appearance in the context of communication

Recognize methods to improve communication

Recognize the role of open-ended questions in negotiations

Recognize examples of open-ended and close-ended questions

Recognize the elements of mutual gains negotiations

Identify the characteristics of a win-win negotiation strategy

Identify the basis for goals in a negotiation

Recognize a position vs. an interest

Recognize the role of legitimacy in the context of negotiations

Identify the point at which a negotiator should not accept an agreement

Identify the role of options in negotiations

Identify the characteristics of objectives entering into a negotiation

Recognize the different types of power in negotiations

Recognize the ramifications of future relationships in a negotiation

Recognize the role of commitments in a negotiation




No advance preparation required.

Level of Knowledge: 


CPE Credit: 
NASBA Field of Study: