In my specialty, as a professional services negotiation skills speaker for consultants, attorneys and accountants, I characteristically get questions from audience members as to the most important skills they need to get the job. While we like to use more sophisticated words, such as “getting the engagement,” but, let’s face it: either we get the business, or we go home! As a negotiation skills speaker for accountants when honing for...
As a negotiation skills speaker for accountants and the accounting industry, I routinely get questions from meeting attendees who are accountants as to the top negotiating skills they need to “get the engagement.” The accountants are surprised when I explain that it’s not about delivering a lengthy rationale in regard to price per hour or technical skills. There are more essential negotiation skills that are all too often ignored....