Overview 

Accountants constantly negotiate, whether in discussing fees, resolving audit findings, managing budgets or engaging with tax authorities. However, many treat negotiation as a positional exchange rather than a strategic process for creating and claiming value. 

In this webinar, Bekithemba Ndebele ACCA redefines negotiation for accountants as a structured, strategic approach focused on collaboration, not confrontation. Attendees will learn to move beyond price haggling and develop the mindset of trusted advisors who negotiate outcomes that strengthen client relationships, enhance profitability and manage risk. 

Join Bekithemba on 20 November 2025, from 10h00 to 12h00, to explore the psychology, strategy and structure of effective negotiation which will yield results that benefit both your organisation and your clients. 

Learning objectives 

Attending this webinar will equip you with the following skills:  

• Differentiate between positional bargaining (distributive) and interest-based (integrative) negotiation strategies and know when to apply each. 

• Apply a structured framework to prepare for and execute complex negotiations, moving beyond improvisation. 

• Utilise advanced communication and psychological techniques to uncover underlying interests, manage emotions, and influence outcomes. 

• Identify and create value in negotiations beyond price, such as terms, scope and relationship capital. 

• Develop strategies to handle common negotiation challenges in accounting, such as deadlocks, difficult tactics and fee discussions. 

Content 

The webinar will cover the following topics:   

• The Strategic Negotiator's Mindset 

  • Transitioning from Technician to Advisor 

  • The Limitation of Positional Bargaining (Distributive Negotiation) 

  • The Power of Interest-Based Negotiation (Integrative Negotiation) 

  • The Negotiator's Dilemma: Creating vs. Claiming Value. 

• The Pre-Negotiation Framework: Preparation is Power 

  • Defining Negotiation BATNA (Best Alternative to a Negotiated Agreement) 

  • WATNA (Worst Alternative) and ZOPA (Zone of Possible Agreement) 

  • Identifying Interests vs. Positions 

  • Information Asymmetry and Intelligence Gathering 

  • Setting Aspiration Points and Reservation Points. 

• The Negotiation Process & Tactical Execution 

  • The Four-Phase Model: Prepare, Discuss, Propose, Bargain 

  • Advanced Questioning Techniques to Uncover Interests 

  • Anchoring and Counter-Anchoring 

  • Framing and Reframing Proposals 

  • Managing Concessions Strategically. 

• Navigating Psychological Biases & Difficult Situations 

  • Recognising Cognitive Biases (Confirmation Bias, Overconfidence, Escalation of Commitment) 

  • Dealing with Hardball Tactics and Emotional Manipulation 

  • Breaking Impasse and Deadlock 

  • The Role of Emotional Intelligence (EQ) in De-escalation. 

• Application in Key Accounting Scenarios 

  • Client Fee and Scope Negotiations 

  • M&A Due Diligence and Purchase Price Adjustments 

  • Dispute Resolution with Tax Authorities (e.g., SARS) 

  • Negotiating Terms with Lenders and Vendors 

  • Internal Resource and Budget Allocation. 

Obtaining your CPD certificate 

This training is compliant with the International Education Standard (IES7) issued by the International Federation of Accountants and recognised for CPD by relevant professional bodies including ACCA, CIMA, IAC, IIA, SAICA and SAIPA. 

All attendees are issued with a CPD certificate available in an online profile.   

About the presenter 

Bekithemba Ndebele ACCA 

Bekithemba Ndebele is an Associate of the Chartered Certified Accountants (ACCA). He completed his articles with PNA Chartered Accountants in 2015 after which he worked in the private sector as Group Finance Manager at Shearwater Adventures (Pvt) Ltd until December 2020.   

Bekithemba is currently a managing partner at Zuva Financial Services (Pty) Ltd where he is responsible for tax advisory, assurance, business valuations, accounting and business mentorship and acceleration.  

Who should attend? 

The following persons will benefit from attending this webinar: 

• Practising accountants including: CA(SA), Professional Accountant (SA), AGA(SA), FCCA, BAP(SA), BA(SA) and ACCA.  

• Practice managers. 

• Practising bookkeepers. 

• Trainee accountants. 

Price 

• R 450.00 - Online admission - Individual. 

• Group Price 1 - From R337 per person (up to 5 users)  

• Group Price 2 - From R260 per person (up to 10 users)  

• Group Price 3 - From R224 per person (over 11 users 

Steps to register for the event:  

If you already have a profile, login and register for the webinar. 

If you don’t have a profile, create a free profile then login and register for the webinar. 

Click here to create a free profile (There is no charge to create a profile and gain access to our free Monthly Practice Management Series). 

Click here to find out about the Technical Resource Centre & CPD Subscription options. 

Additional material 

By attending this webinar you will be provided with: 

• A summarised slide presentation. 

• Reference documents and/or course material where available. 

• You can ask questions during the webinar and you will also have access to the presenter after the webinar. 

Corporate training solutions 

At SA Accounting Academy, we recognise the evolving needs of businesses in today's dynamic environment. Beyond our standard webinar offerings, we provide tailored corporate training solutions designed to empower your team with the latest in accounting and professional skills. Whether you're looking for online sessions or face-to-face training, our programs are crafted to ensure a comprehensive and engaging learning experience.  

Drawing inspiration from modern training methodologies, our corporate solutions are interactive, adaptable, and focused on real-world applications. We prioritise hands-on learning, ensuring your team can immediately apply their newfound knowledge in practical scenarios.  

Interested in a bespoke corporate training experience? Reach out to us at [email protected] or call 010 593 0466. Together, let's design a training program that elevates your team's capabilities and aligns with your organisational goals.  

Contact us 

  Have any questions or need any assistance? Contact us today!   

• Online chat through our website.   

• WhatsApp: Start chatting (+27635026114)   

• Phone: 010 593 0466   

• E-mail: [email protected]