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Negotiate for Success: Psychology of Power Persuasion (4172418C)

Date:Friday, December 8, 2017
Time:9:30 AM - 5:00 PM
(Registration at 9:00 AM)
Facility:Webcast or Webinar, Online
CPE Credit:8.0 Behavioral
Instructor: Scott B. Gordon
Vendor:California CPA Education Foundation
Course Level:Intermediate
Early Bird Price:$245.00 FICPA Members, $365.00 Non-Members


Explore the irrationality inherent to human brains and why some questions or statements yield reactions opposite to what we intend. Simply put, negotiation is a well-designed process to help educate, inform and guide towards a mutually beneficial outcome. The subconscious and the keys to guiding the decision-making process is a critical component that requires discipline and preparation.

Examine case studies to highlight mistakes and emphasize the strengths of influence that lead to a skillful mastery of negotiation. Identify many hidden pitfalls that curtail the building of trust. Explore weaknesses and strengths of traditional deal-making styles. Review modern research intended to shed light on reducing the noise to aid in leading critical meetings confidently for greater results.

Formerly titled: Negotiation Programs and Methods

  • Determine if you are unintentionally derailing the deal without talking.
  • Recognize why its critical to both explore and reframe key elements of an ideal outcome.
  • Identify why you are often the weak link in getting the deal done.
  • Determine how and what to prepare—the correct insight, skills and knowledge that dramatically improve results.
  • Identify how the subconscious plays a role in deals backfiring and how it can inhibit trust or progress.
  • Recognize tricks, bad-faith negotiations and how to combat such practices.
  • Determine how to put the odds in your favor to achieve a great outcome.

Major Topics:
  • Influence—key to persuasion
  • Negotiation models
  • Tools and process to gain trust
  • Decision-making dialogue and transparency
  • Negotiation definitions and concepts (application)
  • The components of every crucial conversation—how to avoid pitfalls
  • Effective questioning to get what you want
  • Dozens of case studies to highlight what works and why (and not)
  • Trusting your guts—and when you are not prepared to negotiate

Who Should Attend:

CPAs, attorneys and other advisers and practitioners who represent clients or engage with clients for professional services.

Familiarity with negotiations and a desire to improve effectiveness in influencing the optimal results.

Advanced Preparation:


If listed below, select the appropriate sessions or options to continue with your purchase.

Registration Status: CLOSED - Online registration for this course is now closed. Please contact the Member Service Center at (800) 342-3197 if you wish to inquire about registering.