A sound recommendation creates value only when stakeholders are willing to act. Participants will use stakeholder mapping to assess interests, influence, decision rights, likely objections, and sources of trust before choosing an appropriate influence strategy. Through realistic finance conversations, they will practice constructive challenge, framing mutual value, negotiating interests and trade-offs, responding to objections, and saying no without damaging the relationship. The session emphasizes ethical influence that protects objectivity and enterprise value.
Course ID: FBPC6
FBP – From Recommendation to Commitment: Winning Stakeholder Buy-In
Learning Objectives
- Estimate stakeholder interests, influence, decision rights, likely objections, and desired commitments using a structured stakeholder map.
- Recall how to apply trust-building, constructive challenge, and influence techniques to finance business partnering conversations.
- Select a negotiation approach that protects enterprise value, addresses objections, and secures clear commitments and next steps.
Major Topics
- Sources of trust and credibility in finance partnering relationships
- Selecting an influence strategy that fits the stakeholder and situation
- Constructive challenge and the ethical use of influence
- Negotiating interests, trade-offs, and enterprise value guardrails
- Handling objections and saying no without damaging the relationship
Who Should Attend
CPAs, accounting professionals, and finance business partners who need to influence stakeholders, constructively challenge assumptions, handle objections, and secure commitment to recommendations.
Fields of Study
Communications and MarketingPrerequisites
None