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Course Details

Negotiation (Course Id 1147)

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Author : Steven Bragg, CPA
Status : Production
CPE Credits : 5.0
IRS Credits : 0
Price : $49.95
Passing Score : 70%
Primary Subject-Field Of Study:

Business Management & Organization - Management for Course Id 1147

Description :

The Negotiation course provides an overview of the negotiation process. It introduces the basic negotiation concepts, including the best alternative to a negotiated agreement, the reservation price, and the zone of possible agreement. The course also notes the differences between distributive and integrative negotiations. It addresses the characteristics of a negotiator, how to prepare for a negotiation, and the types of tactics that can be used in a negotiation. Attention is also paid to dealing with failing negotiations, negotiations with employees and suppliers, and how to measure the effectiveness of negotiations.

Usage Rank : 0
Release : 2016
Version : 1.0
Prerequisites : None.
Experience Level : Overview
Additional Contents : Complete, no additional material needed.
Additional Links :
Advance Preparation : None.
Delivery Method : Self-Study.
Intended Participants : Anyone needing Continuing Professional Education (CPE).
Revision Date : 21-Nov-2016
NASBA Course Declaration : Participants must complete the final examination within one year of purchase and with a minimum passing grade of 70% or better to receive CPE credit unless otherwise noted on the Course History page (i.e. California Ethics must score 90% or better). After logging in click on the Course History links on your My Courses page for the Begin date and Expire date for the Final Exam.
Approved Audience :

NASBA QAS - NASBA Registry - 1147

Keywords : Business Management & Organization, Negotiation, cpe, cpa, online course
Learning Objectives :

Course Learning Objectives

    • Recognize when it is not appropriate to engage in a negotiation.
    • Describe how value creation through trades works.
    • Describe the different win-loss combinations and what causes each one.
    • Note the core elements driving the outcome of a deal.
    • Describe the characteristics of a successful negotiator.
    • Recognize the impact of anxiety on a negotiation.
    • Identify the types of preparation work to complete prior to a negotiation.
    • Describe how to deal with a weak BATNA.
    • Note the circumstances under which to hire a professional negotiator.
    • Note the advantages of framing in a negotiation.
    • Cite the options available for relieving tension in a negotiation meeting.
    • Recognize the nature of the negotiator’s dilemma.
    • Note the variations on how a commitment statement can be sent.
    • Recognize the situations in which an exploding offer may be used.
    • Describe when final-offer arbitration is used and its shortcomings.
    • Note the differences between arbitration and mediation.
    • State why a negotiation should be fully documented.
    • Describe why the timing of additional settlements can be beneficial.
    • Identify the options for reducing the financial burden of a compensation arrangement.
    • Identify the members of a negotiation team and note why they are on the team.
    • Recognize the different types of cost-sharing clauses that may be used with a supplier.
    • Note the offsetting clauses that can be used when a buyer wants to include an early contract termination clause in a contract.
    • Identify the factors that can be used to judge the outcome of a negotiation.

Chapter 1
Negotiation Concepts

• Recognize when it is not appropriate to engage in a negotiation.
• Describe how value creation through trades works.
• Describe the different win-loss combinations and what causes each one.
• Note the core elements driving the outcome of a deal.

Chapter 2
Negotiator Skills and Characteristics

• Describe the characteristics of a successful negotiator.
• Recognize the impact of anxiety on a negotiation.

Chapter 3
Negotiation Preparation

• Identify the types of preparation work to complete prior to a negotiation.
• Describe how to deal with a weak BATNA.
• Note the circumstances under which to hire a professional negotiator.

Chapter 4
Negotiation Tactics

• Note the advantages of framing in a negotiation. • Cite the options available for relieving tension in a negotiation meeting.
• Recognize the nature of the negotiator’s dilemma.
• Note the variations on how a commitment statement can be sent.
• Recognize the situations in which an exploding offer may be used.
• Describe when final-offer arbitration is used and its shortcomings.

Chapter 5
Dealing with Failing Negotiations

• Note the differences between arbitration and mediation.

Chapter 6
Negotiation Outcomes

• State why a negotiation should be fully documented.
• Describe why the timing of additional settlements can be beneficial.

Chapter 7
Employee Negotiations

• Identify the options for reducing the financial burden of a compensation arrangement.

Chapter 8
Supplier Negotiations

• Identify the members of a negotiation team and note why they are on the team.
• Recognize the different types of cost-sharing clauses that may be used with a supplier.
• Note the offsetting clauses that can be used when a buyer wants to include an early contract termination clause in a contract.

Chapter 9
Negotiation Measurement

• Identify the factors that can be used to judge the outcome of a negotiation.
Course Contents :

Chapter 1 - Negotiation Concepts

When not to Negotiate

Negotiation Core Concepts

Best Alternative to a Negotiated Agreement (BATNA)

Reservation Price

Zone of Possible Agreement

Resistance Point

Value Creation through Trades

Bargaining Mix

Distributive and Integrative Negotiations

Distributive Negotiations

The Normal Flow of Distributive Negotiations

Integrative Negotiations

The Normal Flow of an Integrative Negotiation

Comparison of Distributive and Integrative Negotiations

The Continuum of Negotiation Types

Types of Negotiation Outcomes

The Three Critical Elements in a Deal

Negotiation Sessions

Review Questions

Chapter 2 - Negotiator Skills and Characteristics

Negotiator Characteristics

Active Listener

The Role of Anxiety

Willingness to Walk Away

Protects His Reputation

Review Questions

Chapter 3 - Negotiation Preparation

Review Desired Outcomes

Uncover Value Creation Options

Understand and Enhance Positions

Identify the Decision Maker

Establish the Negotiator’s Level of Authority

Understand the Individuals

Preparing for Difficult Negotiators

Understand the Big Picture

Compile Comparison Standards

Adjust the Process

Manage the Framework

A Note Regarding the Uncertainty of Negotiations

Other Topics

Outsourcing

The Devil’s Advocate

Review Questions

Chapter 4 - Negotiation Tactics

Gain Their Attention

Manage the Other Party

Frame the Conversation

Relieve the Tension

The Negotiator’s Dilemma

Understand Why

Distributive Negotiation Tactics

Set a Reference Point

Counter the Reference Point

Address Concessions

Make a Commitment

Offer a Snow Job

Make an Exploding Offer

Offer Package Deals

Show Little Concern for Value

Use Signaling

Add a Last-Minute Change

Offer a Sweetener

Split the Difference

Shut Down Further Negotiations

Integrative Negotiation Tactics

Establish the Nature of the Negotiation

Start Slow

Explore Value in Differences

Expand Upon Offers

Evaluate Solutions

Assemble the Final Package

Additional Negotiation Tactics

The Initial Position

Information not to Reveal

Final-Offer Arbitration

Conventional Arbitration


Dealing with Unreasonable Offers

Dealing with Consecutive Bids

Dealing with Angry Negotiators

Dealing with Blockers

Dealing with Multiparty Negotiations

Whether to Lie

Detecting and Dealing with Liars

Negotiation Tips

Review Questions

Chapter 5 - Dealing with Failing Negotiations

Dealing with Distrust

Dealing with Anger

Dealing with Threats

Dealing with Irrational Behavior

The Other Party is Unable to Take Action

The Other Party Lacks Information

The Other Party has a Hidden Agenda

Arbitration

Mediation

Review Questions

Chapter 6 - Negotiation Outcomes

Negotiation Follow Up

Relations at the End of a Negotiation

Continuous Improvement

Additional Settlements

Renegotiations

Dealing with Negotiation Failures

Failed Negotiation Analysis

Review Questions

Chapter 7 - Employee Negotiations

Opportunities for Employee Negotiations

Employee Negotiations

Employee-Specific Negotiation Opportunities

Compensation Negotiations

Final Period Negotiations

Review Questions


Chapter 8 - Supplier Negotiations

The Supplier Negotiation Team

Supplier Negotiation Topics

Supplier Negotiation Considerations

Comparative Value Assessments

Review Questions

Chapter 9 - Negotiation Measurement

The Traditional Measurement of Negotiation Outcomes

Problems with the Purchase Price Variance

Improved Negotiation Measurements

Review Questions

Glossary

Business Management and Organization Course 1147 Home: https://www.cpethink.com/practice-management-cpa-courses
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