A master negotiator is a good communicator – this seminar explains how you can become one at the bargaining table.

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 Essential Communication Skills:

• the 90:10 principles – understanding how negotiators communicate
• questioning: how to acquire sensitive information from your adversary
• why we are all such poor listeners
• how to listen to get what you really need to know
• the art of translation
• the power of non-directive responses
• reflection and deflection skills
• disagreeing without energizing and escalating differences
• artful phrasing when time matters
• deciphering the language of hidden meanings
• interpreting and using non-verbal cues
• reading body language online
• overcoming linguistic obstacles in cross-cultural bargaining
• proxemics: the study of interpersonal space
• avoiding the need to lie
• practicum: fine-tuning the skill sets
• how to detect fraud and deception
• negotiating with liars and deceptive responders
• how successful interrogators work
• principles of persuasion and selling tactics
• why they won’t buy what you’re trying to sell them 
• the smartest thing to say that brings the greatest rewards
• altering your communication ratios to get what you need

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.

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.