Negotiation (CPE Course)

CPE Credit: 5 hours

Course Type: Downloaded PDF materials with online test

Price (with PDF Textbook): $45

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Course Description
This course discusses how to be a more effective negotiator. It does so by introducing the basic negotiation concepts, including the best alternative to a negotiated agreement, the reservation price, and the zone of possible agreement. The course also notes the differences between distributive and integrative negotiations. It addresses the characteristics of a negotiator, how to prepare for a negotiation, and the types of tactics that can be used in a negotiation. Attention is also paid to dealing with failing negotiations, negotiations with employees and suppliers, and how to measure the effectiveness of negotiations.

Author: Steven Bragg

Course Number: BM1006

Table of Contents

Chapter 1. Negotiation Concepts
Chapter 2. Negotiator Skills and Characteristics
Chapter 3. Negotiation Preparation
Chapter 4. Negotiation Tactics
Chapter 5. Dealing with Failing Negotiations
Chapter 6. Negotiation Outcomes
Chapter 7. Employee Negotiations
Chapter 8. Supplier Negotiations
Chapter 9. Negotiation Measurements

Learning Objectives

  • Recognize when it is not appropriate to engage in a negotiation.

  • Describe how value creation through trades works.

  • Describe the different win-loss combinations and what causes each one.

  • Note the core elements driving the outcome of a deal.

  • Describe the characteristics of a successful negotiator.

  • Recognize the impact of anxiety on a negotiation.

  • Identify the types of preparation work to complete prior to a negotiation.

  • Describe how to deal with a weak BATNA.

  • Note the circumstances under which to hire a professional negotiator.

  • Note the advantages of framing in a negotiation.

  • Cite the options available for relieving tension in a negotiation meeting.

  • Recognize the nature of the negotiator’s dilemma.

  • Note the variations on how a commitment statement can be sent.

  • Recognize the situations in which an exploding offer may be used.

  • Describe when final-offer arbitration is used and its shortcomings.

  • Note the differences between arbitration and mediation.

  • State why a negotiation should be fully documented.

  • Describe why the timing of additional settlements can be beneficial.

  • Identify the options for reducing the financial burden of a compensation arrangement.

  • Identify the members of a negotiation team and note why they are on the team.

  • Recognize the different types of cost-sharing clauses that may be used with a supplier.

  • Note the offsetting clauses that can be used when a buyer wants to include an early contract termination clause in a contract.

  • Identify the factors that can be used to judge the outcome of a negotiation.

Level: Overview

Instructional Method: QAS Self-Study

NASBA Category: Business Management & Organization

Prerequisites: None

Advance Preparation: None

Program Registration Requirements: Click on "Purchase Course" near the top of this page to pay for and access the course. You will then be able to download the course as a PDF file, then take an on-line examination, and then download a certificate of completion if you pass the examination.

Program Refund Policy: For more information regarding administrative policies concerning complaints, refunds, and other matters, see our policies page.


AccountingTools, Inc. is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have the final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website:

The NASBA sponsor identification number for Accountingtools, Inc. is 115881.

AccountingTools is an IRS Approved Continuing Education Provider. We are compliant with the requirements for continuing education providers (as described in sections 10.6 and 10.9 of the Department of Treasury’s Circular No. 230 and in other IRS guidance, forms, and instructions). Our IRS Approved Continuing Education Provider number is 72821.