Overview    

Accountants negotiate far more often than they realise — with clients, regulators, colleagues, partners, and stakeholders — frequently in high-stakes, regulated, and emotionally charged environments. Yet negotiation is still commonly misunderstood as a confrontational or sales-driven activity, rather than a structured professional skill grounded in psychology, emotional intelligence, and decision science. 

This advanced webinar reframes negotiation as a disciplined, ethical process of managing emotions, shaping perceptions, and guiding decision-making toward realistic and sustainable outcomes. Drawing on behavioural negotiation research and the work of Chris Voss, Daniel Goleman, Henry Cloud, and other leading thinkers, the session equips accountants with practical tools to negotiate confidently while protecting professional judgement, compliance, and long-term relationships. 

Participants will learn how to prepare strategically for negotiations, manage pressure and emotional reactivity, recognise cognitive biases, and apply advanced communication techniques to secure better outcomes without damaging trust or credibility. 

Join Annelien Feldtmann CA(SA), Neuro Coach on 29 October 2026 from 10:00 am to 11:00 am as she guides accountants through advanced negotiation strategies designed specifically for complex professional contexts.      

Learning objectives   

Attending this webinar will equip you with the following skills:  

• An understanding of why advanced negotiation is a core professional skill for accountants 

• Insight into how stress, emotions, and cognitive biases influence negotiation behaviour 

• Practical techniques to negotiate confidently in difficult or high-pressure situations 

• The ability to prepare strategically for negotiations using proven frameworks such as BATNA, WATNA, and ZOPA 

• Advanced communication and influence skills to achieve sustainable, realistic agreements 

Content   

The webinar will cover the following topics: 

• Negotiation in the Accounting Context 
  o Negotiation beyond fees and contracts 
  o Professional judgement, risk, and compliance considerations 

• The Psychology and Neuroscience of Negotiation 
  o Emotional regulation under pressure 
  o Decision-making dynamics in conflict situations 

• Advanced Negotiation Preparation (Where 80% of Success Happens) 
  o Defining objectives, constraints, and walk-away points 
  o BATNA, WATNA, and ZOPA in professional negotiations 

• Chris Voss–Inspired Negotiation Techniques 
  o Tactical empathy and calibrated questions 
  o Labelling, mirroring, and tone control 

• Communication Skills for High-Stakes Negotiations 
  o Framing proposals and managing resistance 
  o Navigating difficult conversations with professionalism 

• Cognitive Biases in Negotiation 
  o Anchoring, loss aversion, and confirmation bias 
  o Mitigating bias-driven decision errors 

• Conflict Styles and Negotiation Behaviour 
  o Understanding personal and counterpart styles 
  o Adapting strategy without escalating conflict 

• Closing and Finalising Negotiations 
  o Securing commitment and clarity 
  o Ensuring sustainable and enforceable agreements 

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  

Annelien Feldtmann CA(SA), MCom, ICR   

Annelien Feldtmann is a Chartered Accountant (SA) with 21 years of experience in the public and private sector. She is a qualified Executive, Business and Career Neuro-Coach with clients in the UK, USA and South Africa.    

Annelien has been involved with distance learning institutions and compiled the curriculum transformation competency framework for the College of Accounting Sciences at the University of South-Africa (UNISA). She was a SAICA reviewer and registered assessor with in-depth knowledge of the SAICA Competency Framework and learnership requirements. Annelien is currently the chairperson of the Assessment Committee, as well as assessor of the South African Institute of Taxation (SAIT).  

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. 

• Registered auditors. 

• Independent reviewers. 

• Trainee accountants. 

Price 

• R 265.00 - Online admission - Individual.  

  • Group Price 1 - From R184 per person (up to 5 users)  

  • Group Price 2 - From R121 per person (up to 10 users)  

  • Group Price 3 - From R109 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 corporate@accountingacademy.co.za 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: ticket@accountingacademy.co.za