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Negotiate for Success: Psychology of Power Persuasion (NGPM)

  • 06/04/2018
  • 10:30 AM - 6:00 PM
  • WEBINAR 4182418A

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Negotiation is a well-designed process to help educate, inform and guide towards a mutually beneficial outcome. Explore intrinsic irrational thoughts people may have and understand why a reaction is opposite of the intent.

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.

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.


Topics Discussed:

  • 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 gut - and when you are not prepared to negotiate


Designed For: CPAs, attorneys, advisers and financial professionals.
Level: Intermediate
Instructor: Scott B. Gordon, Esq.
Developer: CALCPA
CPE Credits: 8
Area of Study: Communications and Marketing
Prerequisite: Familiarity with negotiations and a desire to improve effectiveness in influencing the optimal results.


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2701 S Columbia Rd, Ste D
Grand Forks, ND 58201

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or (877) 637-2727
Email: mail@ndcpas.org

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