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Negotiate for Success: Psychology of Power Persuasion (CALCPA)
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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.

 Export to Your Calendar 5/24/2018
When: 8:30 AM
Where: UACPA Training Room
136 S Main Street, Suite 510
Salt Lake City, Utah 
United States
Contact: April Deneault
8018346634


Online registration is available until: 5/24/2018
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Curriculums:   Management Marketing and Practice Development,Professional Ethics,Networking,Business and Industry,Specific Industries

NASBA Credit Category: Communications & Marketing

CPE Hours:  8

Description

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.



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, advisers and financial professionals.

Advanced Prep:

None

Prerequisite

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

 

Price:

UACPA Members $100

Nonmembers: $150

 

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