About this Course
Topics covered include:
Emphasize negotiation skill building;
Effective communications aka 'Asking/Closing';
Public Speaking (Related Communication Skill);
Telephone Techniques;
The Negotiation Process;
Negotiation Skill Building-What If Scenarios;
Negotiation Skill Building Applied;
Improving the CPA's Business Development Efforts;
Negotiation Skill Building and Marketing;
Management Skills and Styles;
Technical Skills;
Compensation Techniques & Negotiations;
'Human Issues' and Negotiations;
The importance of the 'human' side of negotiations.
Upon completing this course, you should be able to:
Identify how to become a stronger negotiator including asking for the business and closing the deal;
Describe negotiation skill building, effective communications, telephone techniques, and the negotiation process;
Recognize and explore empathy, ego, and needs as they relate to negotiations;
Explore effective negotiation skill building, effective communications, telephone techniques, and the negotiation process;
Improve the CPA's business development efforts;
Review related topics of management styles and technical skills;
Discuss the 'human' side of negotiations including empathy, ego, and needs;
Reinforce the negotiation skill concepts through business development 'case studies';
Identify and apply the Ask/Close negotiation model;
Recognize how to close a deal utilizing the AIDAS model to a negotiation;
Differentiate management styles and how to prepare negotiations;
Identify and apply Maslow's hierarchy of needs;
Recognize how to handle sexual harassment accusations;
Describe management styles.