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The ability to negotiate is not something people are born with — it is a skill that grows with practice. Negotiating is not compromising nor is it creating a win/lose outcome. In this course, you will discover that you are better able to negotiate for what you want when you want it by knowing the four critical skills of negotiation. Since each day you have opportunities to ask and get exactly what you want, you will gain the confidence to negotiate your way through any situation — buying a building, hiring someone, dealing with a difficult employee and managing resource allotments at budget time.
OBJECTIVES:
PREREQUISITE: Experience in Financial Management
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Chapter 0 - Get What You Want When You Want It! Negotiating Skills for Finance People
From Negotiation Lingo Explained
TAKING A POLL
i.e., "We are taking a poll on how well your solution fits our needs."
We need more time to think of a question.
Course Objectives
The ability to negotiate is not something people are born with--it is a skill that grows with practice. Negotiating is not about compromising or creating a win/lose outcome. In this highly interactive workshop, you will discover that you are better able to negotiate for what you want by learning the four core skills of preparing, anticipating, relating, and communicating (PARC). Today you will learn and practice how to negotiate.
Atypical CPE
This course will be very different from the type of CPE you are used to taking. It is not a lecture
session--it is a skill practice. The primary focus of this workshop will be in four areas:
1. Fully understand the process of negotiating.
2. Practice negotiating in different situations with peers and colleagues.
3. Obtain insightful feedback on what you did right.
4. Focus on how the accountant can become a better negotiator.
This format will definitely be challenging to you and your peers. However, by the end of this workshop, you will have significantly enhanced your skills as a negotiator. The final step will be up to you. In order to retain this knowledge so that you can apply it the next time you negotiate, you will need to practice, practice, and practice some more!
Workshop Roles
Thank you for being present today!
Introduction
From Negotiation Lingo Explained
TO NEGOTIATE
i.e., "We feel we need to negotiate the price."
To seek a meeting of minds without knocking together the heads.
Answer This Question:
How does it feel when someone takes advantage of you?
When you do not know how to negotiate, every agreement or deal is a gamble and you will be taken advantage of!
Many people feel that negotiating is dickering over the price of a car or some gewgaw at a flea market. This attitude means that in a negotiation situation you have already lost.
Change your feelings, attitude, and thoughts and you will get more of what you want when you want it.
Best Practices in the Way of Advice and Tactics
The sections noted with quotation marks (e.g., "Know When to Fold Them") are specific advice
offered by experienced negotiators. A major purpose of this course is to dispel myths that
accountants and CPAs have about negotiating, and I include these sections with my own
opinions.
Use of Questions
In this course, I use a lot of questions both in the "Answer This Question" section and as Tools. They are designed to prompt your thinking and to help you prepare adequately for your next negotiating session. In negotiating, questions are far more important than opinions and answers because negotiating is more of an art than a science.
Use of Analogies and Examples
I will use quite a few analogies to help you understand negotiating better. Besides the proverbial pie to be divided, I use marbles and playing cards. For example, in the process of negotiating, I use selling a house, asking for a raise, selling a car, and resolving workplace disputes. Even though they are simple examples, you can substitute the specific things you normally negotiate for and the end result will be the same. The simple examples are designed to keep the novice negotiator from moving into the turtle mode as they negotiate with more experienced negotiators.
Activity
Before You Start Negotiating
Answer These Questions
What are some of the challenges you face with negotiating?
Why can negotiating be considered challenging by some people?
What is your reaction when someone tries to negotiate with you?
How do you truly feel about having to conduct a formal negotiation for something like a car, a raise, a house, financing, or a change in behavior?
What criteria will you use to ensure that your time spent in this workshop was invested wisely?
The Point
Describing your feelings (on paper or out loud) expands your thinking. Now that you have
honestly expressed your personal feelings regarding negotiating, you are open to learn something
new and are now able to color outside your lines.
| Self-Assessment #1: Are You Willing and Able?
Rate your abilities in each of these seven areas: |
||||||
Rating: |
||||||
| Ability to: | Excellent |
Very good |
Good |
Adequate |
Poor |
Not at all |
| Negotiate formally | ||||||
| Get what you ask for |
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| Persuade someone |
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| Plan ahead | ||||||
| Anticipate something | ||||||
| Relate to another person |
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| Communicate | ||||||
Answer Key:
If you rated yourself high in the last four areas, then you have the ability to negotiate
for anything!
Ready to ask for what you want, when you want it?
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