Negotiating to Win

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-by-step 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.

• 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
• Effectively negotiate face-to-face, on the phone or through e-mail and other media

• 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

Learning Objectives

• Identify What Is Negotiable in Typical Business Situations
• Apply the Six Stages of Negotiation
• Apply the Principles of Persuasion to a Negotiation
• Identify Ways to Adjust Communication Styles to Achieve Agreement
• Craft a Negotiation Strategy for a Business Negotiation

What Is Negotiation?

• Define the Basic Concepts of Negotiation
• Define What Is Negotiable in Typical Business Situations
• Identify Approaches to Negotiation

Negotiation Strategies

• Identify the Six Stages of a Negotiation
• Use Appropriate Behaviors in Each of the Stages
• Define the Influences on the Negotiation Process
• Explain the Four Dimensions of DiSC® and the Style Tendencies of Each

Planning Your Negotiation

• Plan a Negotiation
• Determine a Settlement Range
• Apply the Planning Framework in a Practice Negotiation

Persuasion

• Apply the Persuasion Process
• Use the Frame/Reframe Process to Understand the Other Party
• Use Listening Skills in the Negotiation Process
• Describe the Characteristics of the DiSC® Styles and Their Impact on Negotiations
• Describe How to Adapt Style to Maximize the Results of Negotiations
• Identify Why Negotiations Fail

Crafting a Strategy for Your Negotiation

• Plan a Strategy to Apply to Your Negotiations
• Describe the Process of Identifying a Problem or Issue for Negotiation
• Craft and Apply a Strategy for a Business Negotiation Simulation

This course is valid for 12 PMUs.
9 Professional Effectiveness [PE]
3 Relationship Management [RM]

As a CAE Approved Provider educational program related to the CAE exam content outline, this program may be applied for 12 credits toward your CAE application or renewal professional development requirements.

AMA is recognized by SHRM to offer Professional Development Credits (12 PDCs) for the SHRM-CPSM or SHRM-SCPSM.

Talent Triangle PDUs

9 Power Skills[PS] 3 Business Acumen [BA]

Project Management Institute (PMI) Talent Triangle, 2015.
Reproduced with the permission of PMI. Copyright and all rights reserved

American Management Association is accredited by the International Accreditors for Continuing Education and Training (IACET) and is accredited to issue the IACET CEU.

HRCI. The use of this seal confirms that this activity has met HR Certification Institute’s® (HRCI®) criteria for recertification credit pre-approval.

 

American Management Association is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org. For additional information or for more information regarding administrative policies such as complaints and refunds, please contact Martha Leon at 212-903-8173.

Recommended CPE Credit: 14 hours/Intermediate
Prerequisites: Familiarity of communication skills
Advanced Preparation: Online pre-and post-assessment
Delivery Method: Group Live
Field of Study: Non-Technical – Communication & Marketing