Institute of Certified Public Accountants of Uganda
Advanced Negotiation Skills
CPD Webinar
09-Apr-21
By Alfred Brian Agaba, FCCA, CPA
Managing Director, ACLAIM Africa Limited
What
negotiation is
Brief Discussion
about Negotiation
Negotiation
Tips/Tools/
Considerations
Negotiation
happens when ...
…two or more people that have differing
views about an issue come together to discuss how
an agreed position may be reached.
3
“Everything is Negotiable.”
Prof. Gavin Kennedy, Negotiate Limited
True or False?
4
Accountants/Auditors
Negotiate…
Price
Ideas
6
Stakeholder Mapping
- who to negotiate with
Negotiation
Tips/Tools!
Stakeholder Mapping
Negotiate in
this quadrant!
Power/ Influence
H
Anticipate & Meet
Needs
Key Players –
Engage!
Minimal Contact
Keep Informed
L
H
Interest
Stakeholder Mapping
- who to negotiate with.
Competence of the other party
in the subject matter.
Negotiation
Tips/Tools!
Competence of Negotiating parties
Unconscious
Incompetence
Conscious Incompetence
(I know that I don’t know)
(I don’t know that I don’t know)
Unconscious Competence
Conscious Competence
(I know and it is second nature)
(I know but conscious of my actions)
Stakeholder Mapping
- who to negotiate with.
Competence of the other party
in the subject matter.
Consider differences in
Perspectives (3MEW).
Determine Negotiation Range
in advance.
Negotiation
Tips/Tools!
Determine Negotiation Range
Your Aspiration Range
Their Aspiration Range
Negotiation Range
Your Target
$50,000
Their Resistance
Your Resistance
$40,000
$30,000
Their Target
$20,000
Stakeholder Mapping
- who to negotiate with.
Negotiation
Tips/Tools!
Outline Benefits & Potential
Adverse effects.
Competence of the other party
in the subject matter.
Listen – to the said, unsaid,
tone, body language.
Consider differences in
Perspective.
Loose some Battles to Win the
War.
Determine Negotiation Range
in advance.
Loose Some Battles to Win The War
Yes
Critical Outcome
Compete
Avoid
No
 Avoid: Issue not so important. Not worth the effort. No
need to negotiate. Drop it.
Collaborate
 Accommodate: Issue not so critical. One wants to build
relationship. Concede. Concede first.
Accommodate
Yes
Relationship Outcome Key
 Compete: Issue is very critical. Relationship unlikely to
be affected e.g. legal or standards compliance. Stand
ground. Demonstrate benefit/consequence, etc.
 Collaborate: Issue is critical. Relationship is key. Focus
is less on each of the positions but more on identifying
the best solution. Alternatives considered and
discussed by both.
Stakeholder Mapping
- who to negotiate with.
Negotiation
Tips/Tools!
Outline Benefits & Potential
Adverse effects.
Competence of the other party
in the subject.
Courteous but Assertive. Not
confrontational or
disagreeable.
Demonstrate Contextual
Empathy.
Listen – to the said, unsaid,
tone, body language.
Consider differences in
Perspective.
Avoid negotiating with self.
Loose some Battles to Win the
War.
Determine Negotiation Range
in advance.
Be guided by Values & Ethics.
Creative Alternatives.
“In a successful negotiation, everyone wins.
The objective should be agreement, not victory.“ Anon
“You cannot shake hands
with a clenched fist” Indhira Ghandi
17
Thank You
Alfred Brian Agaba, FCCA, CPA
Managing Director | Managing Consultant
ACLAIM Africa Limited
+256-772-122411
abagaba@aclaimafrica.com