Advanced Negotiation Skills for Accountants
Presenters : Bekithemba Ndebele ACCA
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 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:
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Differentiate between positional bargaining (distributive) and interest-based (integrative) negotiation strategies and know when to apply each.
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Apply a structured framework to prepare for and execute complex negotiations, moving beyond improvisation.
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Utilise advanced communication and psychological techniques to uncover underlying interests, manage emotions, and influence outcomes.
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Identify and create value in negotiations beyond price, such as terms, scope and relationship capital.
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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:
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The Strategic Negotiator's Mindset
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Transitioning from Technician to Advisor
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The Limitation of Positional Bargaining (Distributive Negotiation)
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The Power of Interest-Based Negotiation (Integrative Negotiation)
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The Negotiator's Dilemma: Creating vs. Claiming Value.
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The Pre-Negotiation Framework: Preparation is Power
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Defining Negotiation BATNA (Best Alternative to a Negotiated Agreement)
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WATNA (Worst Alternative) and ZOPA (Zone of Possible Agreement)
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Identifying Interests vs. Positions
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Information Asymmetry and Intelligence Gathering
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Setting Aspiration Points and Reservation Points.
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The Negotiation Process & Tactical Execution
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The Four-Phase Model: Prepare, Discuss, Propose, Bargain
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Advanced Questioning Techniques to Uncover Interests
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Anchoring and Counter-Anchoring
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Framing and Reframing Proposals
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Managing Concessions Strategically.
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Navigating Psychological Biases & Difficult Situations
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Recognising Cognitive Biases (Confirmation Bias, Overconfidence, Escalation of Commitment)
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Dealing with Hardball Tactics and Emotional Manipulation
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Breaking Impasse and Deadlock
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The Role of Emotional Intelligence (EQ) in De-escalation.
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Application in Key Accounting Scenarios
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Client Fee and Scope Negotiations
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M&A Due Diligence and Purchase Price Adjustments
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Dispute Resolution with Tax Authorities (e.g., SARS)
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Negotiating Terms with Lenders and Vendors
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Internal Resource and Budget Allocation.
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