To Access This Course:
It has been said that negotiation is more art than science; I would wager that if you ignore the science, you'll land some pretty lousy deals. This course is intended to be an overview of the finance role in contract negotiation. The course begins with a brief overview of the touch-points where finance interacts internally and externally. We then investigate selected process points and discuss potential roles that finance plays in informing and guiding the negotiation. The course closes with case study examples of deals, and how influence on the structure did affect or should have affected the business results.
Learning Objectives
- Explore the varying roles of finance in the negotiation process.
- Identify areas where your role can effect positive outcomes in deals and in the larger relationships.
- Explore how to become a trusted information hub, so that you are in a position to influence both particular deals, and the overall process.
- Explore how to be prepared to participate in negotiations, with increased competence in exerting influence over the process and the progress of business deals.
Last updated/reviewed: October 13, 2018
13 Reviews (43 ratings)Reviews
Alex Ristevski CTP, CRC
(VP, Portfolio Manager at SunTrust Bank)
Good foundational course, provided multiple key terms, scenarios, and rationales for strategies. Presentation also provided insight on the difference between a financial model and a forecast. Lastly conclusion focuses on strategies related to ending negotiations.
Norman West
(Financial Manager at Lockheed Martin)
This course taught some valuable concepts. I took an 8-hour training class on "Getting to Yes" several years ago, and this course reminded me about some of those concepts.
Samantha Hollibone
(Consultant at DLC Group)
This course is short and sweet and interesting but the concept is hard to understand sometimes.
Anonymous
(Admin Assistant, Finance)
It was informative but I wish the topic of Getting to Yes was included in this lesson.
Anonymous
(General Accounting Manager)
The instructor was interesting and seemed very knowledgeable and kept my interest
Anonymous
(Independent Consultant)
frustrating exam questions, use the glossary to verify your definitions
Ellen Carter
(Business Project Manager at Wells Fargo Bank, NA)
Very useful information. The examples were meaningful and helpful.
Anonymous
(Head of Financial Risk)
Great overview of negotiation with interesting practical examples.
Anonymous
(Not Provided)
Good examples for negotiating. Learned good tips.
Anonymous
(Director of Finance and Contracts)
Interesting real world examples, informative.
Sami Jabra Seedhom
(Accounting Department Manager at Edrak Int. For Commercial Services)
Thank you for the valuable course.
Anonymous
(VP, Finance)
Interesting course
Anonymous
(Senior Manager - Corporate Development a..)
Good overview.
Prerequisites
Course Complexity: Foundational
Prerequisite: Basic familiarity with commercial or similar agreements.
Advanced Preparation: None
Education Provider Information
Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .