Advanced Negotiations: Never Split the Difference

Overview

Anytime someone says "I want," "I need," or "Will you," you are in a negotiation.  For decades, the negotiation techniques described in Getting to Yes by Fisher and Ury of the Harvard Negotiations Project were the world's standard negotiation methods.  These techniques involved collaborative methods for discovering how to make the "pie" bigger and then split it. 

More recent research on human psychology has revealed new methods that will allow you to do even better.  Sometimes, you can't settle for getting half of what you want.  Sometimes you have to have it all.  This session explores negotiating's human side, to give you powerful people skills that will help you get more.

Highlights

• Negotiations
• Business Management

Prerequisites

Some management experience helpful

Designed For

Anyone seeking to improve their negotiating skills

Objectives

• Listening skills are your secret weapon
• Getting information from your counterpart
• Silence is your friend
• Make the other party bid against themselves
• Reacting to a low-ball offer

Preparation

None

Notice

This course is offered by a 3rd party vendor and will not be accessible in the My CPE Tracker section of the ISCPA website. Course access information will be emailed directly to you by Accounting Continuing Professional Education Network (ACPEN).