Some regard these three elements - power, creativity, and timing - as the most important in the master negotiator’s arsenal of skills.

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 Power, Creativity and Timing:

• myths and fallacies about power
• achieving leverage: rational presence and psychological influence
• understanding and managing the power equation
• David vs. Goliath: dealing with overwhelming power
• how to diagnose the power of others
• determining your predominant (or default) negotiating style
• the pros and cons of compromise
• how people give up the power they possess
• the downside of power as a bargaining style
• negotiating Win/Win outcomes with the powerless
• how to increase your power and when to decrease it
• testing the power of legitimacy
• hard vs. soft power
• creative negotiating: how to get around the brick wall and change the shape of any deal
• practicum: negotiating job offers from both sides of the table
• the symbiotic relationship between price and terms
• leveraging the terms as buyer and as seller
• breaking an impasse by negotiating the future
• assessing tactical responses: what to say after you get the job
• the slam-dunk strategy for getting a raise
• timing: when to ask for what you really want
• distinguishing the event from the process
• dealing with the 11th hour and deadlines

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.