Business Mgmnt and Org
There are no prerequisites.

Course Description

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.


Steven M. Bragg, CPA

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).

Course Specifics

Business Mgmnt and Org
Aug 21, 2019
There are no prerequisites.

Compliance Information

Qualifies for CA Fraud: No

Learning Objectives

  • Learning 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.

    •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.

    •Specify the variations on how a commitment statement can be sent.

    •Recognize the situations in which an exploding offer may be used.

    •Describe when final-offer arbitration is used and its shortcomings.

    •Specify the differences between arbitration and mediation.

    •State why a negotiation should be fully documented.

    •Describe why the timing of additional settlements can be beneficial.

    •Identify the options for reducing the financial burden of a compensation arrangement.

    •Identify the members of a negotiation team and note why they are on the team.

    •Recognize the different types of cost-sharing clauses that may be used with a supplier.

    •Specify the offsetting clauses that can be used when a buyer wants to include an early contract termination clause in a contract.

    •Identify the factors that can be used to judge the outcome of a negotiation.

Choose Your Preferred Format

Online Access

Get immediate access to a robust collection of learning and reference materials, allowing you to dive deep into the information you need. Our self-study materials are authored by top-quality, industry experts who focus on helping you grasp concepts quickly using real-life examples. Download your CPE to any device, and take it with you so you can learn when and wherever you want. Complete your CPE with an online exam, and enjoy instant grading with the option to print your certificate immediately upon passing.

online access
Hard Copy

Our self-study materials are authored by top-quality, industry experts. You’ll receive a bound notebook of all the course materials, shipped to you within one business day. In addition, you’ll also have full online access. Each self-study package includes a robust collection of learning and reference materials to help you cover the information efficiently and put it into practice immediately.

hard copy
Self-Study Video

Experience high-quality instruction with our Self-Study Videos, available to you 24/7. With more than 80+ videos currently in the Western CPE Self-Study Video library, you can see and hear our expert instructors deliver the information you need in a dynamic way that allows you to immediately apply your learning. Unlike a live course or webcast, you can complete the course on your own time, playing and pausing as needed. Self-Study Videos allow you to complete your CPE requirements on your own time.

hard copy

Back to top