This is the foundation course for the Negotiating Mastery Certificate Program.

This seminar is eligible towards
The Negotiating Mastery Certificate Program

CPABC is pleased to present the Negotiating Mastery Certificate Program. This seven-part program is designed for both beginner and advanced deal makers who are seeking to take their game to the next level. Many understand the “how to” of deal making intellectually but few are entirely comfortable in their ability to consistently optimize the outcomes. While it’s not required that you complete these sessions in the order indicated below, the following logic flow is recommended:

• The Framework for Negotiating Mastery
• The Negotiating Process Simplified
• Tactic Recognition and Response
• Essential Communication Skills
• Power, Creativity and Timing
• Human Behaviour and Cultural Differences
• Team Bargaining and Mediation

Topics covered in The Framework for Negotiating Mastery:

• what exactly is negotiating “mastery” and how do you get there? 
• dissecting and re-assembling the negotiating jig-saw puzzle 
• differentiating the facts from the fictions presented at the table
• why we think we negotiate with others and why we actually do
• where ethics fit in negotiating: Is honesty part of the process?
• distinguishing the what (content) from the why (process)
• the magic of negotiating: How to make losers feel like winners
• identifying the core needs that actually do drive the numbers 
• discovery: how to find out what they don’t want to tell you
• key reflection skills: emotional labeling and paraphrasing
• deciphering “last and final” offers: the hidden meanings
• give and take: the difference between theory and reality
• discovery: six critical questions that give you what you need  
• when NOT to negotiate and the things you should never do
• the essential elements of a winning negotiating strategy 
• how ego conflicts with mastery and why negotiators fail
• the differences between master negotiators and pretenders

The seminar includes a 31-page Pre-course Workbook of readings and tasks.

Advisory: The course contains pre-work that should be completed before the seminar begins. The pre-work will be posted on the Learning Management System, accessible through Online Services approximately 1 week before the seminar start date.

Live webinars have varying levels of expected interaction, with some requiring microphone and camera capabilities to support a proper learning experience – please email pdreg@bccpa.ca if you have concerns. 

In general, we encourage participants to have their cameras turned on to enhance their virtual learning experience. This practice promotes a stronger connection with the instructor and fellow participants, and fosters improved communication and collaboration.

Live Webinar FAQs can be found here.  

Registration terms and conditions, including the cancellation policy can be found here. If you require further assistance, please contact the PD Department.