Negotiation and Ethical Practices in Account Management

Overview

This course focuses on developing negotiation skills and understanding the ethical practices critical to account management. Learners will explore advanced techniques for contract negotiation, tactics for engaging with prospective clients, and navigating regulatory and ethical challenges.

Through practical exercises, learners will enhance their ability to secure win-win outcomes and maintain ethical standards in their professional practice while learning how to responsibly use AI tools such as Microsoft Copilot, with an emphasis on data privacy, human oversight, and legal compliance.

Syllabus

• Introduction to Negotiation and Ethics in Account Management
Overview of course objectives
Importance of negotiation and ethics
Introduction to AI tools in account management
• Fundamentals of Negotiation
Key concepts and principles of negotiation
Types of negotiation strategies
Understanding win-win outcomes
• Advanced Contract Negotiation Techniques
Preparation and planning for negotiations
Techniques for effective communication and persuasion
Managing conflict and overcoming objections
• Client Engagement Tactics
Building rapport and trust with clients
Identifying and addressing client needs
Strategies for long-term relationship building
• Ethical Practices and Challenges
Defining ethics in account management
Common ethical dilemmas and resolving them
Regulatory compliance in account management
• Responsible Use of AI Tools
Introduction to AI tools: Microsoft Copilot and others
Ensuring data privacy and security
Human oversight and decision-making with AI
Legal compliance when using AI solutions
• Practical Exercises and Case Studies
Simulated negotiation scenarios
Ethical dilemma case studies
Role-playing exercises with AI tools
• Final Assessment and Project
Comprehensive negotiation and ethics project
Application of course concepts in real-world scenarios
Evaluation based on practical and ethical problem-solving skills
• Conclusion and Course Reflections
Recap of key learning points
Feedback session and course evaluation
Next steps and further resources for learning

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Taught by

Microsoft

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Subjects

Personal Development