Strategizing International Tax Best Practices – by Keith Brockman

Posts tagged ‘negotiation’

Presentation Skills, A Valuable Leadership Attribute

Presentation and negotiation skills are two critical factors that  distinguish an exemplary leader.  Emphasis on these valuable personal attributes should be addressed by everyone continually, and formally reviewed once or more annually to measure success.

This post will address some ideas for the use of presentation skills, with recommended sources of reference.  My prior post, 14 August, discusses negotiation skills and tools for development.

Suzanne Bate’s books and personal coaching camps are highly recommended, with a link provided to her informative website.   I have also updated her power speaker blog on my Recommended Links page. I can personally attest to the valuable lessons learned from her personalized classes.

http://www.bates-communications.com/our-people/suzanne-bates/

Suzanne is author of Speak Like a CEO: Secrets for Commanding Attention and Getting Results (McGraw Hill), which went to #6 on the bestseller charts on amazon.com in 2005. The book has also been published in 5 languages including Chinese, Russian and Indonesian.  Suzanne has since published two more books, Motivate Like a CEO: Communicate Your Strategic Vision and Inspire People to Act!, and Discover Your CEO Brand: Secrets for Embracing and Maximizing Your Unique Value as a Leader, with McGraw Hill, and both books have become business best-sellers on amazon.com.

Some ideas for improving presentation skills include:

  • Different participants should present topic agenda items at meetings.
  • Formalizing presentation training goals in a personal development plan.
  • Organizing presentation exercises / workshops.
  • Practice telling a powerful story, starting with individual passions.
  • Review effectiveness of Power Point presentations for lessons to be learned.
  • Provide a mentor relationship.
  • Encourage individuals to sign up as presenters at relevant conferences.
  • Discuss Best Practices in company publications, providing encouragement for others.
  • Develop a source of Best Practice presentation resources, including those of Suzanne Bates.

The above references and ideas will hopefully provide inspiration for current and future leaders.

The Art of Negotiation: Improve your leadership skills

Negotiation is an art and acquired skill; as such it should be a continuous journey for every tax executive.  Negotiation is used by everyone every day, personally and professionally.  For example, it can be used to develop a win-win result in cross-functional issues with a geographically diverse team or equally in discussions with tax authorities to concisely explain transfer pricing concepts.

In today’s world of tax subjectivity and controversy, negotiation is a requisite (and often neglected) skill for local, regional and global tax teams, as well as other leaders in the business.  Conveying technical tax terms and complicated transactions simply, succinctly and convincingly is a leadership skill that becomes more important as one’s career progresses.  Notwithstanding this necessity, negotiation is a skill that is not an integral part of everyone’s development program.

Books, presentations and conferences are focused on negotiation, and I will pass along some tremendous resources I have used that are easy to read and implement daily.  It is also fun to see  the results!  Gerry Spence, a U.S. renowned trial lawyer, has written the following two books for your consideration:

  • How to Argue and Win Every Time – At Home, at Work, in Court, Everywhere, Every Day
  • Win Every Case: How to Present, Persuade and Prevail – Every Place, Every Time

I highly recommend the above resources, related articles posted herein, and look forward to your ideas on this important leadership topic.

Cover of "How to Argue and Win Every Time...

Cover of How to Argue and Win Every Time

Please ensure you, and your teams, have a negotiation goal for 2013!

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