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"The Audit Community's First Stop for Professional Speaking,
Consulting and Training Services"
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NEGOTIATION SKILLS FOR AUDITORS
I. Core Communication and Influencing Skills
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Overview of auditing skills needed for client service |
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Communication in negotiations: a quick review |
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Client oriented relationships: the big picture |
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Three bases of influence |
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Organizational influence inventory |
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Organization influence scoring sheet |
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Organizational interpretation sheet |
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Types of influencing skills that professionals use |
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A negotiation style survey |
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A negotiation style survey: scoring and interpretation sheet |
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Negotiation styles for auditors |
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Seven steps to successful negotiations and conflict resoltuion |
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Areas of agreement |
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Setting objective criteria |
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III. Additional Communications Skills and Handling Resistance
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How you say it makes a big difference |
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Speak in positives |
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Good professionals use proactive language |
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Translating your requests into "benefit statements" |
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Defusion-vent! |
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Bridge back to your point |
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The psychology of change |
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Process for overcoming objections |
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Techniques for maximizing strengths |
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Negotiating fairly |
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Preparation: key questions to ask |
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Role plays |
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Auditor's observer sheet |
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2002 JPA International, 5054 Avenida de la Plata, Oceanside, CA
92057