Negotiation skills for professionals
Who should attend
Partners, senior managers and anyone involved in negotiations.
Aim of the course
Professional accountants have to deal with many situations where negotation skills are required and none more important, than the area of practice development and the obtaining of new clients.
The course sets out to cover all the basics of negotiation but focuses on the ongoing client relationship to obtain business referrals and the scenario of the "beauty parade" when attracting new business into the practice.
The rules of getting and keeping new clients through negotiations are examined in depth as well as a detailed look at how to impress the unknown element in attracting new business.
Course content
The games people play
What is negotiating?
How do I become skilled in this science?
Client responses
Critical factors in any negotiation
Negotiating all the time
Tricks of the trade – tactics
Analysing want & need
Stages of procedures
Controlling any situation
Controlling power
Personality types
Making negotiations pay
Speaker Bob Turner FCA
Dates 27 Mar 2007 13 Dec 2007
Time 9.30 - 5.00
Location 100a Chalk Farm Road, London NW1 8EH
Fee £250 + VAT or 4 'Block Booking Places' (from £200 + VAT)