Advanced Negotiations: Beyond Getting to Yes Webinar
9:00 - 10:00 a.m.
PICPA Member: $49 | Nonmember: $74
Some negotiations training is beneficial
This webinar is hosted by PICPA's partner, CPA Crossings, LLC. After registering, you will receive an email from firstname.lastname@example.org with the log-in information.
Anytime someone says "I want," "I need," or "Will you," you are in a negotiation.
For decades, the negotiation techniques described in "Getting to Yes" by Fisher and Ury of the Harvard Negotiations Project were the world's standard negotiation methods. These techniques involved collaborative methods for discovering how to make the "pie" bigger and then split it.
More recent research on human psychology has revealed new methods that will allow you to do even better. Sometimes, you can't settle for getting half of what you want. Sometimes you have to have it all. This webinar explores negotiation's human side, to give you powerful people skills that will let you get more.
This event may be a rebroadcast of a live event and the instructor will be available to answer your questions during the event.Learning Objectives:
After attending this presentation you will be able to...
- Use Improved negotiating skills
- Recall negotiating techniques to use in different situations
The major topics that will be covered in this class include:
- What happens when you are in a negotiation
- Preparing to negotiate
- Get your counterpart to solve the problem
- Negotiation Jujitsu
- Reading your counterpart
John L. Daly, CPA, CMA, CPIM
Executive Education/Chelsea, Michigan
John Daly holds a BS from Denison University in Granville, Ohio and an MBA from the University of Michigan. He spent five years in Management Consulting with two national accounting and consulting firms before becoming Controller and then Vice President of Finance of an original equipment automotive parts manufacturer that saw six fold sales growth during his ten-year tenure. He has also been Chief Financial Officer of several other manufacturing companies and a large restaurant chain. He is the author of Pricing for Profitability: Activity-Based Pricing for Competitive Advantage published by John C. Wiley & Sons, and various professional articles.
Mr. Daly currently has a management consulting practice that specializes in early-stage turnarounds and pricing strategy. He also performs interim CFO engagements and sits on the boards of several for-profit and not-for-profit organizations.
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