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: May 24, 2022
18 Reviews (60 ratings)

Reviews

4
Member's Profile
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.
4
Member's Profile
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.
4
Member's Profile
Presenter was a subject matter expert. I viewed it as more of an intermediate or advanced course. Was helpful but need to spend more time absorbing some of the concepts
4
Anonymous Author
This course discusses contract negotiation skills, with an overview of Modeling, Game Theory and Monte Carlo simulation. Interesting and informative.
5
Member's Profile
This course is short and sweet and interesting but the concept is hard to understand sometimes.
3
Anonymous Author
It was informative but I wish the topic of Getting to Yes was included in this lesson.
5
Anonymous Author
The instructor was interesting and seemed very knowledgeable and kept my interest
4
Anonymous Author
frustrating exam questions, use the glossary to verify your definitions
4
Member's Profile
Very useful information. The examples were meaningful and helpful.
5
Anonymous Author
Great overview of negotiation with interesting practical examples.
5
Anonymous Author
Covered a lot of technical ground that I was unfamiliar with.
5
Anonymous Author
It was a very concise, compelling, and well-organized session.
5
Anonymous Author
Great foundation course with key business concepts.
3
Anonymous Author
Good examples for negotiating. Learned good tips.
4
Anonymous Author
Interesting real world examples, informative.
4
Member's Profile
Thank you for the valuable course.
4
Anonymous Author
Interesting course
4
Anonymous Author
Good overview.
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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 .
Instructor for this course
  Course Overview CPE
Course Syllabus
INTRODUCTION AND OVERVIEW
  9:29PREVIEW: Introduction and Concepts of Contract Negotiation
Contract Negotiation Skills
  Concepts (Continued)10:37
  Picking Your Battles7:12
  Modeling 11:17
  Internal Concerns 9:43
CONCLUSION
  Ending It3:45
SUPPORTING MATERIALS
  Slides: Contract Negotiation Skills for FinancePDF
  Contract Negotiation Skills for Finance Glossary/IndexPDF
REVIEW & TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam