Arguably the one skill today’s leaders must possess is the ability to get people to agree with them. Most assuredly in any undertaking of significance, whether personal or business related, knowing how to get others to accept your point of view while seeing themselves as winners is crucial to your success, if not the prosperity of your organization. Indeed, one cannot ever expect to ascend the corporate ladder without a sound grasp of the fundamental negotiating principles and nuances or without the knowledge and skills to emulate those who consistently do it well.

This comprehensive program on the art and process of successful negotiating is the creation of Dr. Jim Murray who has been researching, teaching and practicing this time-honored craft over the course of four decades. Hundreds of thousands of people from all walks of life and professional callings have benefited from his unique, street-savvy insights, acclaimed expertise and direct, hands-on experiences in virtually every conceivable negotiating arena.

Dr. Murray’s many accomplishments at the bargaining table run the gamut from commercial transactions and collective bargaining to corporate acquisitions and international diplomacy, from training hostage negotiators and professional mediators to mentoring corporate CEOs, counseling big-league sports organizations and advising parents on the subtle art of dealing with troublesome teens. He has authored three best-selling books on negotiating, conflict resolution and influencing difficult people and been nationally honoured for his effectiveness in the classroom.

Now, for the first time, he has created an intensive, universally practical and highly interactive residential learning experience for those who are dead serious about wanting to develop their skills beyond mere competence. Realizing that your personal, professional and organizational potential depend on this critical skill, the primary objective of The Optimal Negotiator is to show you the way towards mastery.

Who Should Attend

Negotiating is a delicate mix of art and science, of style and substance, it prizes intuition as highly as intellect, common sense as much as the hard numbers. It requires emotional detachment, an understanding of the critical importance of process and a high aspiration level, it can be a game of power, real as well as imagined. While some people know how to play the game masterfully, others only dimly understand it.

How would you assess your capabilities as a negotiator? Especially, as Dr. Murray advises, it is the one skill that can immeasurably enhance the quality and meaning of your life as well as the lives of those significant people on whom you depend for your happiness. “Many understand the process intellectually but precious few are entirely comfortable in its execution or in their ability to consistently optimize deals”.

If you seek a higher comfort and confidence level in your ability to get others to agree with your position. whatever that might be, or if you aspire to mastery, then this residential learning experience was designed with YOU in mind.

Dates, Facilities and Registration Information

Date:
November 13 – 16, 2012
The program begins Tuesday, November 13 at 5:30PM and ends on Friday, November 16 at 3:00PM.

Location:
White Oaks Conference Resort & Spa, Niagara-on-the-Lake, Ontario

Program Fees:
The program fees include the cost of the program, course materials, all meals and individual room accommodation at the White Oaks Conference Resort & Spa (a limited number of spots without accommodations are available).

White Oaks is a premium, four diamond, five-star resort and has achieved a reputation for outstanding comfort, service and atmosphere to ensure a memorable learning and retreat experience for all executives who attend.

	All-inclusive (meals and accommodations) - Recommended	Day package (all meals included, accommodations not included)**
ICAO Members and CAs	$3,250	$2,750
Non-Members	$3,750	$3,250

**A limited number of program spots are available to those who do not wish to have accommodations. This program involves evening activities (including networking opportunities and group case preparation), to maximize your program experience, this option is recommended only for those who reside in the near vicinity. This option is subject to availability. Participants are advised to plan their evening schedules accordingly.

Registration:
To register, please complete and return this form.

For more information, contact Lawrence Wong, CA at the Institute of Chartered Accountants of Ontario at: 1400-387-0135 ext. 343 or at lwong@icao.on.ca.

What Others Say

The best promotion we can think of are testimonials from your colleagues, members of the ICAO, who have previously attended Dr. Murray’s courses. Leaving aside the fact that he has been teaching members of the accounting profession since 1982 through Institutes of Chartered Accountants in several provinces, has been nationally honoured by the Canadian Association of University Continuing Education for his career in adult education, and formally recognized by the University of Alberta for excellence in the design and delivery of lifelong learning.”

Here is what the CAs who have previously attended this particular program have to say about it:

“I wish I had taken this program 30 years ago. The torrent of information and real stories told me how I can get whatever I want. ”
“The course will have a solid positive financial impact on my business and positive satisfaction impact for my clients.”
“Provided a framework for me to recognize ‘subtle’ negotiating situations.”
“Confirmed my suspicion that I leave too much on the table and settle far too quickly."
“I can now negotiate with less fear and more confidence In the process.”
“I look forward to my next course with you. Thanks for your personal touch.”
“Gave me greater confidence to approach future business transactions, whether in the workplace or retail scenarios.”
“Dispelled the myths about negotiating and helped me better understand ‘the art of the possible.’"
“This course is similar to going golfing with a world class pro – you can’t play golf as well as him but you discover where your game is."
“Provided me with invaluable insights into the behavioural changes I need to work on going forward to improve my life at home and in the office.”
“This course should pay for itself next week.”

Alumni

Our alumni include participants from: Konica Minolta Business Solutions Ltd., Magna International Inc., Dare Foods Limited, Alberta Pensions Administration, Rowntree Enterprises Inc., Ricoh Canada Inc., BDO Canada LLP, Barrick Gold Corporation, Polaris Minerals Corporation, The Co-operators Group Limited, Environment Canada, The Ontario Teachers' Pension Plan Board, Scotiabank, Queen's University, The Ministry of the Attorney General, Rogers Communications Inc., Toronto Hydro Energy Services, Equity Financial Holdings Inc., and Kraft Foods Inc.

The Benefits of Attending

This course addresses the role, skills and attributes of the optimal negotiator in a practical, insightful manner.
Upon completion, you will be much better prepared to:

Enter into any negotiation with greater comfort, confidence and competence;
Remain focused on achieving your objectives regardless of the pressures or challenges;
Project a powerful, credible and controlled presence at the bargaining table;
Engage others in co-operative problem solving aimed at mutual profit Improvement;
Not become the unwitting victim of the tactics and ploys used by others;
Utilize savvy advice and insights to enhance your communications in cross-cultural encounters;
Embrace negotiating as an attitude and critical life skill that will result in greater happiness, prosperity and success, however defined;
Satisfy your personal, professional and organizational needs, change attitudes and improve relationships, and influence decisions that can potentially influence your lifestyle.

The Curriculum

The program commences on Sunday evening at 5:30 pm. sharp and concludes on Wednesday at 3:00 pm. Evening activities include team assignments and preparation for simulations as well as opportunities for networking and attitude adjustment. Daily sessions run from 8:30 am, until 5:30 pm. The format is practical and highly interactive, Emphasis is placed on participation and “learning by doing.” Some attention is given to personal coaching and feedback where the attendee is receptive. Participants are encouraged to share their negotiating issues and challenges in confidence. Attendees will be expected to complete some tasks (contained in a Pre-Course Workbook) prior to arrival. The instructor is receptive to and encouraging of attendees adding their own topics or questions of interest to the program outline below. Additional subjects are covered in supplemental notes and program resource materials.

• The Conceptual Framework for Consistently Achieving Win-Win Outcomes
The importance of your negotiating philosophy. Dissecting the Negotiating Jig-Saw Puzzle. Why we think we negotiate and why we actually do. The limitations of technically proficient and highly rational negotiators. Distinguishing content from process. Core needs: getting others to rationalize the outcome, Turning 80/20 outcomes into 80/80 deals: making losers feel like winners. Needs that drive the numbers: what negotiators really want. How to disguise and how to discover critical information.

• Tactic Recognition and Response
The negotiating spectrum; engineering a climate conducive achieving to your objectives. Gradient stress:
getting people to see it your way. Classic stress (W/L) tactics, Reasonable vs. realistic opening. Conveying a strong bargaining posture. Tactic Identification and appropriate counters. Emotional ploys. The power of aspiration level and objectivity. When Win/Lose works. The rudiments of Win/Win negotiating. How (and why) to use Win/Lose tactics in a Win/Win way. Understanding consequences and creating opponents of choice. Walking the talk when it comes to being a Win/Win negotiator.

• Behavioural Patterns and Cross-cultural Differences in Negotiating Styles
Gender differences and tendencies in negotiating: strengths and weaknesses. Cultural chauvinism and empathy: diagnosing ethnic differences. Common pitfalls: language, proxemics, gestures and stereotypes. Negotiating globally: lessons and tips (dos & don’ts), Profiling Asian, Arab and North American negotiating styles. The cultural weaknesses and sins of Canadian negotiators. Negotiating with the Chinese: tactical insights. Building strategic negotiator profiles for insight and competitive advantage. Understanding and typecasting personality differences. Achieving behavioural insight and sensitivity through neuro-linguistic programming analysis.

• The Negotiating Process Simplified and Explained
Stages, key ingredients and rituals. Preparation: how to organize for optimal results, Setting objectives and distinguishing essentials from expendables. How to open: social amenities and agenda setting. How to respond loan opening. Achieving instant alignment, “connection” and rapport by design. Presenting (selling) for impact. Recognizing intentional and unintended signals. Overcoming resistance and dealing with objections. How to propose and package. Bargaining nuances and maneuvers. Closing and reaching agreement: how and when. Evaluating and learning from your performance.

• Principles of Time and Timing
Distinguishing the event from the process, dealing with (and using) deadlines, the importance of acceptance time and handling the pressures of the 11th hour, The meaning of “no” In a negotiation. When (and how) to say “no.”

• Power: Accumulating and Sustaining Negotiating Leverage
Myths and fallacies about power, Developing personal leverage: rational presence and psychological Influence. Managing the power equation. Diagnosing the power of others. How to increase your power and when you need to decrease it. Enhancing your power at the bargaining table.

• The People Puzzle: Using Human Behaviour to Advantage
Seeing price” as a point of view. Perception-reaction dynamic: Influencing desired behaviours. Negative and positive interaction cycles. Perceptual barriers. Masking, ego defense and role playing. Mechanisms for self-control. Functions and dysfunctions of conflict. Recognizing the signals of escalating conflict. Creating defensive and supportive negotiating climates when needed.

• Essential (and Powerful) Communication Skills
The importance of questioning. Acquiring sensitive information. Phrasing to induce desired perceptions. Active listening for critical information: challenges, key skills and the 90:10 rule. The power of non- directive responses. Translation and “hypnosis” in negotiating. Reflection and deflection. Deciphering the language of hidden meanings. Understanding and using non-verbal cues. How to detect outright lies and deceit. Smart alternatives to lying. Altering your communication ratios for success.

• Becoming an inventive Negotiator
The power of creativity: how to change the shape of any deal. The symbiotic relationship between price and the terms. Leveraging as buyer and seller. Negotiating the future. Applying the problem-solving mode to break impasse. Assessing appropriate strategic and tactical responses.

• Working and Negotiating in Teams
Individual vs. team: strengths and limitations. When and how to use a team. Determining appropriate team size, roles and responsibilities. Optimizing your team’s strengths. Planning and working as a team: a practicum. Tactic recognition and response. Debrief/analysis and assessment of individual and team performances.

• Optimal Negotiator Fundamentals and Attributes
Essentials of a good strategy. The difference between theory and reality. The things you never do. Attributes that define consistently successful (I.e., “optimal) negotiators. The pros speak: critical skill sets and thought processes of winning negotiators. The conceptual framework summarized, Closing thoughts and recognition presentations. Achieving mastery — where to from here?

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For information or to register, please contact Lawrence Wong, CA at the Institute of Chartered Accountants of Ontario at: 1400-387-0135 ext. 343 or at lwong@icao.on.ca.