Negotiation Skills for Professionals

Negotiation Skills for Professionals

Who should attend

Partners, senior managers and anyone involved in negotiations.

Aim of the course

Professional accountants have to deal with many situations where negotiation skills are required and none more important, than the area of practice development and the obtaining of new clients.

The course sets out to cover all the basics of negotiation but focuses on the ongoing client relationship to obtain business referrals and the scenario of the "beauty parade" when attracting new business into the practice.

The rules of getting and keeping new clients through negotiations are examined in depth as well as a detailed look at how to impress the unknown element in attracting new business.

Course content

• The games people play
• What is negotiating?
• How do I become skilled in this science?
• Client responses
• Critical factors in any negotiation
• Negotiating all the time
• Tricks of the trade – tactics
  Analysing want & need
• Stages of procedures
• Controlling any situation
• Controlling power
• Personality types
• Making negotiations pay