An introduction to negotiating
Introduction
We negotiate every day e.g. when we purchase services from suppliers, when we decide with friends what film to watch at the cinema, and when we agree who does what chores at home. We also negotiate in the workplace whether we realise it or not e.g. when we book our holiday or agree our pay rise. As an internal auditor, you negotiate throughout the engagement process. In this open course, we hope to clarify what negotiation is and provide some frameworks and techniques for carrying out negotiations.
Learning objectives
After completing this open course you should be able to:
- Explain the purpose of negotiation, and understand the contexts in which you, as an internal auditor, negotiate during engagements.
- Develop a strategy for planning and carrying out negotiations.
- Apply listening and questioning skills to control the negotiation process.
Time: Two hours
Level: Intermediate
Date published: January 2012
Author: Nina F Collins