QAS Self-Study
Overview
CPE Credits
5 Credits: Business Management & Organization
Course Description
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.
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 August 19, 2022 |
Number of Pages 104 |
Prerequisites There are no prerequisites. |
Advanced Preparation None |
Compliance information
NASBA Provider Number: 103220
Course Instructor
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 …
Effective Negotiation
CPE CREDITS
5 Credits: Business Management & Organization
$145.00 – $175.00
QAS Self-Study
Overview
CPE Credits
5 Credits: Business Management & Organization
Course Description
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.
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 August 19, 2022 |
Number of Pages 104 |
Prerequisites There are no prerequisites. |
Advanced Preparation None |
Compliance information
NASBA Provider Number: 103220
Course Instructor
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 …
Effective Negotiation
CPE CREDITS
5 Credits: Business Management & Organization
$145.00 – $175.00