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Negotiating Your Terms

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Before starting this self study program, please go through the instructional document.

Overview

  • Understanding the Decision Process & players
    3 mins
  • Common Objection
    16 mins
  • Personal Connections
    25 mins
  • Negotiating your terms
    29 mins
  • Ask for the business
    33 mins

Course Description

We negotiate every day. 

We might be looking for a better job, trying to purchase a used car, or walking down the street on the right side and seeing someone coming right toward us, seemingly unwilling to step to the left. We don’t necessarily think about whether we won or lost a negotiation when we step to the left and let the walker pass, but it’s a negotiation, nonetheless.

Negotiation is the process of discussing each individual’s position on a topic and attempting to reach a solution that benefits both parties. We often step in and negotiate when a conflict is taking place, but conflict doesn’t have to exist for there to be an opportunity for negotiation. It can be a discussion of an exchange of goods and services.

People are intimidated by the negotiation process, and the reason for it is because they think negotiation is a personal issue. But negotiation is about solving problems and arriving at win-win solutions for all the parties involved. 

Good negotiations contribute significantly to business success.

If you’re looking to build a successful business, you’re going to need negotiation skills. Chances are good that you’ll eventually be negotiating with a new client or customer. To do this correctly, you’re going to need a solid set of negotiating skills.

Other than negotiation skills you need to have answers to several major questions before and during the negotiation process for successfully negotiating your terms and this CPE course by Ty Hendrickson will provide answers for such major questions:

  • What do you need to know before you go into a negotiation?
  • What do you need to uncover during the negotiation?
  • How do you differentiate between reasons for objections?
  • How and finally understand your negotiation position?

Learning Objectives

  • To identify the 3 areas of negotiation.
  • To list the 4 pieces of knowledge necessary to negotiate.
  • To differentiate between 3 reasons for objections.
  • To identify the 7 most common objections.
  • To define your WAP.

Who Should Attend?

  • Accountant
  • Accounting Firm
  • Accounting Managers
  • Certified Management Accountant
  • Certified Public Accountant
  • CPA (Industry)
  • CPA - Mid Size Firm
  • CPA - Small Firm
  • CPA in Business
  • Entrepreneurial CPA
  • Senior Accountant
  • Staff of Accounting Firm
  • Young CPA