It’s people who negotiate – this session explains the predictability of human nature at the bargaining table and the skill of applying psychological influence for advantage.

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 Human Behaviour and Cultural Differences:

• how to get others to do what you want them to do
• negative and positive interaction cycles
• application of neuroscience to negotiating behaviours
• functions and dysfunctions of conflict
• self control vs. other control
• turning down the heat: engineering a climate conducive to achieving your objectives
• overcoming perceptual barriers: masking, ego defense and role playing
• dealing with bias: ours and theirs
• reconciling different negotiator personalities
• establishing rapport through neuro-linguistic programming
• practicum: resolving values conflicts when money is not the issue
• enculturation and behavioural patterns
• gender differences: strengths, weaknesses and negotiating tendencies
• typecasting vs. stereotyping
• the four dimensions of cultural differences that apply specifically to negotiating
• building trust across ethnic lines
• designing negotiator profiles for competitive advantage
• negotiating globally: do’s & don’ts
• the weaknesses of Canadian negotiators
• tactical insights on negotiating with different cultures

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 4 hours. Participants who complete this supplementary work may report the full 4.5 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.