“A really practical and worthwhile course presented in a concise and entertaining manor.”
Noel B., Kalispell MT
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CPN - Course Outline
The Core Course - 6.0 Hours
Required*
Gambits: Time, Higher Authority and Absenteeism
What these gambits are. How to use them. How to know if they are being used on you.
Personalities: how to identify and negotiate with them
Skills to specifically determine who you’re dealing with.
And of course, how to best deal with them.
Hidden Communication: what they say; what they mean
How to listen to what’s not being said.
How to know what is.
The Organization: it’s an eco-system
Understanding the organization eco-system.
Specific methods of negotiating within the organization that work.
Concessions: right or wrong?
The #1 sign of dealing with a great negotiator (or not).
How to make concessions and how not to get taken.
The Tactics: what they are, how to counteract them
Six specific tactics.
You’d better know these.
Objections and Impasse: how to get “unstuck”
The common reasons for impasse and objections.
How to handle them. Specifically.
*Graduates will receive CPN certification upon completion of this course.
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CPN - Course Outline
The Advanced Course - 6.0 Hours
Elective*
One Thing: Success is Possible
One thing you can do to create greatness.
Personalities: A Deeper Look
Common sense isn't common.
Now you'll know why.
Conflict Resolution: The 5 Steps to Mastery
Time and result proven methods of dealing with diffcult people.
The Alpha Quotient: When to Stick and When to Quit
How to assess the negotiation.
Knowing when to stay and when to go.
Win Win: Why it's Not Possbile / What to Do
The 5 possbile outcomes.
Reality and fantasy.
The Role of the Agent
When an agent is needed, when they get in the way.
How to assess the role.
The Difference: Good vs. Great
How to measure it.
How to be it.
*This is a CPN elective. Not required for the certification.
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