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Effective Negotiation

Icon_Self-Study
Self-Study
Icon_Level
Overview
Credits
CPE Credits
5 Credits: Business Management & Organization

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.

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.

Course Specifics

Course ID
6161287
Revision Date
September 8, 2021
Prerequisites

There are no prerequisites.

Advanced Preparation

None

Compliance information

NASBA Provider Number: 103220

Course Instructor

Steven M. Bragg Headshot
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 …

Steven M. Bragg, CPA Read More »

Effective Negotiation

Expert Instructors
Format
CPE CREDITS
5 Credits: Business Management & Organization

$145.00$175.00

Clear
Icon_Self-Study
Self-Study
Icon_Level
Overview
Credits
CPE Credits
5 Credits: Business Management & Organization

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.

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.

Course Specifics

Course ID
6161287
Revision Date
September 8, 2021
Prerequisites

There are no prerequisites.

Advanced Preparation

None

Compliance information

NASBA Provider Number: 103220

Course Instructor

Steven M. Bragg Headshot
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 …

Steven M. Bragg, CPA Read More »

Effective Negotiation

Expert Instructors
Format
CPE CREDITS
5 Credits: Business Management & Organization

$145.00$175.00

Clear