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Negotiate for Success: Psychology of Power Persuasion 4172418B
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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.

 Export to Your Calendar 12/8/2017
When: 9:30 AM to 5:00 PM
Where: Webinar/Webcast
United States
Presenter: Scott B. Gordon, Esq
Contact: April Deneault
801-466-10689


Online registration is available until: 12/8/2017
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Curriculums:   Management Marketing and Practice Development,Professional Ethics,Networking,Business and Industry,Specific Industries

NASBA Credit Category:  Communications and Marketing

CPE Hours:  8

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.



Major Subjects

  • 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

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.

Level:  Intermediate

Designed For

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

Advanced Prep:

None.

Prerequisite

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

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