Webcast: Negotiate for Success: Psychology of Power Persuasion (XCNGPM17)
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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.

12/8/2017
When: 12/08/2017
8:30 AM until 4:00 PM
Where: Webcast
CALCPA
4172418C
United States
Presenter: Scott B. Gordon, Esq.


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Acronym XCNGPM17
CPE 8 hours
Vendor CalCPA
Category
Management
Level Intermediate
Prerequisite Familiarity with negotiations and a desire to improve effectiveness in influencing the optimal results.
Adv Prep None
Yellow Book? No
Designed for CPAs, attorneys and other advisers and practitioners who represent clients or engage with clients for professional services.
Registration
Member $245
CPA Non-Member $375

The Member rate applies to LCPA members, other state society members, and non-CPA staff of LCPA members. To register online, use the ‘Register’ button above. To register by phone, call the LCPA Member Service Center at 800.288.5272 or 504.464.1040, Monday through Friday, 8am to 5pm.

Course Description

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

Materials are provided as an ebook.

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.

Major Topics

  • 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