Greater Results Through Negotiation

– Achieving cooperation and resolving conflict in the Audit Process –


In today’s complex international business environment, auditors must successfully overcome two major communication challenges: Maximizing cooperation with audit clients AND navigating between Audit’s position and the audit client’s position on audit findings and recommendations.

This workshop aims at improving negotiation skills, persuading, and building relationships entirely from an audit point of view. The foundations of professionalism, the audit process, and the nature of audit findings will all be addressed. Tactics, techniques and language to optimize cooperation, deal with difficult audit clients, and overcome resistance to findings and recommendations will contribute to the auditor’s future success in interviews, closing meetings and findings resolution.


  • Understand the importance of persuading and negotiating to achieve a successful audit outcome
  • Learn and practice relevant strategies and tactics to negotiate in an audit environment
  • Increase confidence and abilities when negotiating and resolving conflict in English


  • Persuading and negotiating in an audit context
  • Building rapport and relationships
  • Understanding negotiation styles
  • Planning and the negotiation process
  • Resolving findings and stakeholder needs
  • Employing negotiating tactics for auditors
  • Dealing with difficult audit clients
  • Overcoming resistance

Management Trainer

About the ARC Institute

With the Audit Research Center, the ARC Institute provides important impulses for the further development of the audit industry. The focus is on networking science and practice. The focus is on further and new development in cooperation with auditors, companies and associations in order to maintain practical relevance and to develop methods, tools and concepts that can be implemented. The results developed in dialogue with industry experts serve as a guideline and adaptation options in practice today, in order to increase the overall benefit of the company in the long term and sustainably with innovative auditing work.

In the spirit of thought leadership, the ARC Institute and the Audit Research Center stand for topic leadership and forward thinking in the area of internal auditing.

Currently, the ARC Institute supports not only leading supranational institutions in the context of research, consulting and personnel development projects, but also numerous listed companies in the three German-speaking countries of Germany, Austria and Switzerland.


Terms of participation and price

Each open training day is 890,- Euro plus VAT when booking the modules individually. Inhouse training conditions are based on individual pricing and travel expenses. After receipt of your registration you will receive a confirmation of registration with invoice. Please pay the registration fee directly after receiving the invoice. The registration fee does not include 19 % VAT.  The price includes participation in the lectures of the booked event, lunch, coffee breaks and seminar documents.

How can we support you?

At a glance

Target audience:
Audit Managers, Internal Auditors

Interactive discussions, group work, practical exercises and activities, roleplays with group and trainer feedback

Training / Training / Consulting period:
2 days

Would you like more details about ARC’s Audit Training & Consulting Services, or do you wish to book an appointment with its team? Please address your e-mail inquiry to or phone us at +49-2159-6945-904