Webinar

Negotiate for Success: Psychology of Power Persuasion

  • Friday, December 8, 2017

    9:30am – 5:00pm
    (Registration: 9:00am)
  • 8
    CREDITS
    Communications

Explore the irrationality inherent to human brains and why some questions or statements yield reactions opposite to what we intend. Simply put, negotiation is a well-designed process to help educate, inform and guide towards a mutually beneficial outcome. The subconscious and the keys to guiding the decision-making process is a critical component that requires discipline and preparation.

Examine case studies to highlight mistakes and emphasize the strengths of influence that lead to a skillful mastery of negotiation. Identify many hidden pitfalls that curtail the building of trust. Explore weaknesses and strengths of traditional deal-making styles. Review modern research intended to shed light on reducing the noise to aid in leading critical meetings confidently for greater results.

Formerly titled: Negotiation Programs and Methods

Objectives

  • Determine if you are unintentionally derailing the deal without talking.
  • Recognize why its critical to both explore and reframe key elements of an ideal outcome.
  • Identify why you are often the weak link in getting the deal done.
  • Determine how and what to prepare—the correct insight, skills and knowledge that dramatically improve results.
  • Identify how the subconscious plays a role in deals backfiring and how it can inhibit trust or progress.
  • Recognize tricks, bad-faith negotiations and how to combat such practices.
  • Determine how to put the odds in your favor to achieve a great outcome.

Highlights

  • Influence—key to persuasion
  • Negotiation models
  • Tools and process to gain trust
  • Decision-making dialogue and transparency
  • Negotiation definitions and concepts (application)
  • The components of every crucial conversation—how to avoid pitfalls
  • Effective questioning to get what you want
  • Dozens of case studies to highlight what works and why (and not)
  • Trusting your guts—and when you are not prepared to negotiate

Additional Information

Designed For

CPAs, attorneys and other advisers and practitioners who represent clients or engage with clients for professional services.

Vendor

CalCPA

Advanced Preparation

None.

Prerequisite

Familiarity with negotiations and a desire to improve effectiveness in influencing the optimal results.

Field of Study

Communications

Course Number

174172418C

Level of Knowledge

Intermediate

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