Negotiating to Win Seminar # 2513

Gain the skills, insights and competencies required in all negotiations—in every industry—at every level.

Whether it’s allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiation is inevitably at the heart of the process. But few people understand the structure, techniques and approaches available to them as they seek to positively influence an outcome.This hands-on seminar gives you a step-bystep guide to effective negotiation. You must identify the problem, understand it from the other’s perspective, generate alternative solutions and select a solution that benefits both sides. All parties need each other to achieve their goals. Negotiation focuses on solving the problem and closing the gap between what both parties want.

How You Will Benefit

• Know when—and when not—to negotiate
  
• Develop an effective plan and strategy for any negotiation
  
• Know what behavior to adapt at each stage of the negotiation
  
• Adjust your communication style to achieve desired results
  
• Successfully apply the principles of persuasion to any negotiation situation
  
• Effective negotiate face-to-face, on the phone or through e-mail and other media

What You Will Cover

What is Negotiation?

• The basic concepts of negotiation
• What is negotiable in typical business situations
• Identify approaches to negotiation

Negotiation Stages

• Identify the six stages of negotiation
• Use appropriate behaviors in each of the stages
• Define the influences on the negotiation process

Planning Your Negotiation

• Plan a negotiation
• Determine a settlement range
• Apply the planning framework in practice negotiation

Persuasion

• Apply the persuasion process
• Use the frame/reframe process to understand the other party
• Examine possible approaches to use when there is confrontation
• Use listening skills in the negotiation process

Communication

• Explain the four dimensions of DISC and the style tendencies of each
• Describe the characteristics of dual styles and their impact on negotiations
• Describe how to adapt style to maximize the results of negotiations
• Identify why negotiations become derailed and how to avoid negotiation traps

Crafting a Strategy for Your Negotiation

• Plan a strategy to apply your negotiations
• Describe the process of identifying a problem or issue for negotiation
• Identify steps and techniques for choosing appropriate communication methods
• Create and apply a strategy for a business negotiation simulation

Action Plan

• Apply what you’ve learned to plan a negotiation for back on the job

Who Should Attend

Those responsible for negotiating the best possible terms of an agreement for their organization. Note: this program in not intended for labor union negotiators of either side.

Extras from AMA

Leave with AMA’s Negotiation Planner to help you prepare your negotiations every step of the way and effectively apply your newly learned know-how.

Note: This program in not intended for labor union negotiators of either side.

Additional Information

• Extended Seminar Description
• Faculty Info
• Seminar Hours
• Accreditation and Continuing Education Units
• Travel and Accommodations
• Cancellation Policy
• Federal Government Employee Discounts
• On-Site Delivery

Registration Fee

3 days / 1.8 CEUs / 18 PDUs
Nonmembers $2,195 / AMA Members $1,995 / GSA $1,708

Schedule

We have 25 scheduled sessions located nationwide starting between July 8, 2009 and March 22, 2010.

• Call 1-877-566-9441 for an AMA Training Consultant.
• E-mail customerservice@amanet.org
• Fax AMA Text Registration Form
• Mail AMA Text Registration Form