Negotiation Skills for Accountants

by Alan Nelson
access120 days access
cpd hours4 CPD hours

This course will enable you to:

  • Understand the context for negotiations in finance
  • Pursue your objectives without undermining long term relationships
  • Develop the skills you need to become an effective negotiator
  • Move negotiations from disagreement to agreement
  • Understand your own negotiation style and how you can vary it to deal with different situations
  • Develop a plan for your negotiations that will prepare you to succeed
  • Deal with difficult situations

We negotiate all the time, but nowhere is it more important than in the finance department. Whether you are haggling over the departmental budgets, dealing with the bank or discussing a customer's payment terms, almost all our negotiations take place in the context of important long-term business relationships.

This course explains how to maximise your chances of getting what you need without undermining the relationships you value, and shows you how to prepare for effective negotiations, where both you and the other party end up feeling you have won.

What is negotiation?

  • Negotiation in finance
  • The aim of the game
  • Possible outcomes
  • The winner takes it all?

Negotiation skills

  • Good negotiators
  • Behaviours of successful negotiators
  • Key negotiation skills
  • Negotiating with Nelson
  • Developing the right skillset
  • Self-improvement

The Negotiation Process

  • The process of negotiating
  • The key to successful trades
  • Constants and variables
  • Constants and variables in your world
  • Trading concessions
  • The magic word
  • Using the word "if" to get what you want
  • Common negotiation tactics
  • The silent negotiator
  • Trust the process

Negotiation dynamics

  • Negotiation styles
  • Red, blue and purple
  • Blue world
  • Similar styles
  • Conflict in negotiation
  • Different styles
  • Style it out
  • Negotiation dynamics tips

Negotiation planning

  • The importance of planning
  • Approaches to planning negotiations
  • Tools for planning
  • Tools of the trade
  • Be prepared
  • A range of outcomes
  • In someone else's shoes
  • The planning checklist

Dealing with difficult situations

  • Handling tricky situations
  • Objections and difficulties
  • "I object!"
  • Common mistakes in negotiations
  • Owning your mistakes
  • Aggressive negotiators
  • The aggressive negotiator
  • Resolving conflict
  • Getting people to agree
  • PointCast

Reaching an agreement

  • Negotiation wrap-up
  • Coming to an agreement and following up
After studying economics, Alan began his career in accountancy before moving into senior management positions in the book trade. After a successful stint as CEO of Thomson Learning, a major international textbook publisher, he founded Nelson Croom, the publisher of which he has run ever since. He has been at the forefront of the developing elearning industry and his company has twice won the prestigious award for eLearning Development Company of the Year. He retains a keen interest in economics and in management skills training. He is currently Chair of ICAEW’s Practice Assurance Committee and a member of IFA’s Regulatory Committee.
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ACCA partner with to provide high quality CPD for members. As an ACCA member, you are required to complete at least 40 relevant units of CPD each year, where one unit is equal to one hour. 21 units must be verifiable; the other 19 can be non-verifiable.

Verifiable CPD
Your course counts as verifiable CPD, if you can answer "yes" to these questions:

  1. Was the learning activity relevant to your career?
  2. Can you explain how you will apply the learning in the workplace?

You select courses that meet these criteria, and as you complete each course you get a CPD certificate so you can provide ACCA with the evidence that you undertook the learning activity.