Tactic Recognition and Response (Live Webinar)
Overview
This seminar explains how to create competitive advantage through tactical knowledge.
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
Each seminar can be taken as a stand-alone course, but in order to qualify for the certificate, participants are required to complete all seven titles. Titles will be offered across our Spring/Summer and Fall/Winter programs.
Applicable for
Content
Topics covered in Tactic Recognition and Response:
- a glossary of negotiating tactics
- the context: gradient stress and the spectrum of negotiating styles
- classic Win/Lose maneuvers
- how to respond to tough demands
- reasonable vs. realistic openings
- conveying a strong bargaining posture
- priming: the power of properly framed numbers
- how to increase your aspiration level
- responding to an outrageous opening
- why our asks are usually too reasonable
- dealing with unreasonable and overly aggressive negotiators
- emotional ploys: why all behavior is tactical
- the anatomy of a tactic
- using self-deprecation as a tactic
- Cialdini’s six principles of influence
- negotiating with pathologically difficult people
- the fundamentals of Win/Win tactics
- discovering the reasons behind the ask
- Iifluencing “the organization”
- counterintuitive tactics: insights from behavioural economics and neuroscience
- stratagems for winning any argument
- creating opponents of choice
- practicum: from whence comes happiness?
- evaluating your performance: the path to mastery
The seminar includes a Pre-course Workbook of readings and tasks.
While no pre-requisite is required to attend this seminar, it contains 0.5 hour of supplementary reading that must be completed. Note that the live instructional portion is 3.5 hours. Participants who complete this supplementary work may report the full 4 hours as verifiable CPD. The PD seminar will auto-populate the total eligible CPD hours on Online Services, including the supplementary time. If a participant does not complete this, they must reduce the reported CPD hours accordingly.
Course Dates & Registration
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DR. JIM MURRAY, Hon BA, MA, MSc, EdD is CEO of optimal solutions international, a firm dedicated to helping people achieve their full potential. Jim has been teaching for us and other CPA jurisdictions for 43 years. His students have called him “a man of brilliance” and his courses have altered careers and changed lives. He has been nationally honoured by the university community for “excellence in the design and delivery of life-long learning”. DR. JIM MURRAY, Hon BA, MA, MSc, EdD is CEO of optimal solutions international, a firm dedicated to helping people achieve their full potential. Jim has been teaching for us and other CPA jurisdictions for 43 years. His students have called him “a man of brilliance” and his courses have altered careers and changed lives. He has been nationally honoured by the university community for “excellence in the design and delivery of life-long learning”. DR. JIM MURRAY, Hon BA, MA, MSc, EdD is CEO of optimal solutions international, a firm dedicated to helping people achieve their full potential. Jim has been teaching for us and other CPA jurisdictions for 43 years. His students have called him “a man of brilliance” and his courses have altered careers and changed lives. He has been nationally honoured by the university community for “excellence in the design and delivery of life-long learning”.Improving Your Virtual Learning Experience
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.
- 4
- CPD Hours
- 0
- Ethics Hours
- 0
- AML Hours
- 7
- Credits
Starting April 1, 2026, a 2.1% fee will be applied to all credit card transactions. Learn more about this fee and how it relates to PD registrations.
Tactic Recognition and Response (Live Webinar)
- 4
- CPD Hours
- 0
- Ethics Hours
- 0
- AML Hours
- 7
- Credits
Overview
This seminar explains how to create competitive advantage through tactical knowledge.
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
Each seminar can be taken as a stand-alone course, but in order to qualify for the certificate, participants are required to complete all seven titles. Titles will be offered across our Spring/Summer and Fall/Winter programs.
Applicable for
Content
Topics covered in Tactic Recognition and Response:
- a glossary of negotiating tactics
- the context: gradient stress and the spectrum of negotiating styles
- classic Win/Lose maneuvers
- how to respond to tough demands
- reasonable vs. realistic openings
- conveying a strong bargaining posture
- priming: the power of properly framed numbers
- how to increase your aspiration level
- responding to an outrageous opening
- why our asks are usually too reasonable
- dealing with unreasonable and overly aggressive negotiators
- emotional ploys: why all behavior is tactical
- the anatomy of a tactic
- using self-deprecation as a tactic
- Cialdini’s six principles of influence
- negotiating with pathologically difficult people
- the fundamentals of Win/Win tactics
- discovering the reasons behind the ask
- Iifluencing “the organization”
- counterintuitive tactics: insights from behavioural economics and neuroscience
- stratagems for winning any argument
- creating opponents of choice
- practicum: from whence comes happiness?
- evaluating your performance: the path to mastery
The seminar includes a Pre-course Workbook of readings and tasks.
While no pre-requisite is required to attend this seminar, it contains 0.5 hour of supplementary reading that must be completed. Note that the live instructional portion is 3.5 hours. Participants who complete this supplementary work may report the full 4 hours as verifiable CPD. The PD seminar will auto-populate the total eligible CPD hours on Online Services, including the supplementary time. If a participant does not complete this, they must reduce the reported CPD hours accordingly.
Course Dates & Registration
DR. JIM MURRAY, Hon BA, MA, MSc, EdD is CEO of optimal solutions international, a firm dedicated to helping people achieve their full potential. Jim has been teaching for us and other CPA jurisdictions for 43 years. His students have called him “a man of brilliance” and his courses have altered careers and changed lives. He has been nationally honoured by the university community for “excellence in the design and delivery of life-long learning”. DR. JIM MURRAY, Hon BA, MA, MSc, EdD is CEO of optimal solutions international, a firm dedicated to helping people achieve their full potential. Jim has been teaching for us and other CPA jurisdictions for 43 years. His students have called him “a man of brilliance” and his courses have altered careers and changed lives. He has been nationally honoured by the university community for “excellence in the design and delivery of life-long learning”. DR. JIM MURRAY, Hon BA, MA, MSc, EdD is CEO of optimal solutions international, a firm dedicated to helping people achieve their full potential. Jim has been teaching for us and other CPA jurisdictions for 43 years. His students have called him “a man of brilliance” and his courses have altered careers and changed lives. He has been nationally honoured by the university community for “excellence in the design and delivery of life-long learning”.Improving Your Virtual Learning Experience
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.
Starting April 1, 2026, a 2.1% fee will be applied to all credit card transactions. Learn more about this fee and how it relates to PD registrations.