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Negotiating to Win

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-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.  

Seminar Number: 02513

  • In a Classroom
  • Your Company Location

Course Scheduling & Pricing

Who Should Attend

Those responsible for negotiating the best possible terms of an agreement for their organization.

  •   Classroom2 Day(s)
    1.2 CEU, 14 CPE, 12 PDU
 

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
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

Special Feature

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.

AMA Blended Learning combines instructor-led training with online pre- and post-seminar assessments, tune-up courses and other resources to maximize your training goals. Through a blend of proven instructor-led seminars and powerful online technology, AMA Blended Learning provides a compelling and more comprehensive experience for the learner—producing a greater return-on-investment for the employer and the seminar participant.

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

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
Download Extended Seminar Outline PDF

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

LESSON ONE

What Is Negotiation?

  • Define the Basic Concepts of Negotiation
  • Define 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

LESSON TWO

Planning Your Negotiation

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

Persuasion

  • Apply the Persuasion Process
  • Use the Frame/Reframe Process to Understand Another Party
  • Examine Possible Approaches to Use When There Is Conflict
  • Use Listening Skills in the Negotiation Process

LESSON THREE

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 Styles to Maximize the Results of Negotiations
  • Identify Why Negotiations Become Derailed and How to Avoid Negotiation Traps

Crafting a Negotiation Strategy

  • Plan a Strategy to Apply to Your Negotiations
  • Describe the Process of Identifying a Problem or Issue for Negotiation
  • Identify Steps and Techniques for Choosing Appropriate Communication Methods
  • Craft and Apply a Strategy for a Business Negotiation Simulation

LESSON FOUR

Crafting a Negotiation Strategy (cont’d)

  • Plan a Strategy to Apply to Your Negotiations
  • Describe the Process of Identifying a Problem or issue for Negotiation
  • Identify Steps and Techniques for Choosing Appropriate Communication Methods
  • Craft and Apply a Strategy for a Business Negotiation Simulation
Download Extended Seminar Outline PDF

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 (PDCs) for the SHRM-CPSM or SHRM-SCPSM.

AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Talent Triangle PDUs

[L] 9 [S&B] 3 

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 Association for Continuing Education and Training (IACET) and is accredited to issue the IACET CEU.

 

AMA 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: None
Advanced Preparation: Online pre-and post-assessment
Delivery Method: Group Live
Field of Study: Non-Technical – Communication

Classroom Schedule

12 Sessions Available

  • $2,445.00 Non Members
  • $2,195.00 AMA Members
  • $2,079.00 GSA
Date Duration State City Zip
  2019-09-23 2019-09-24 Sep 23, 2019 - Sep 24, 2019 2 Days GA Atlanta 30309-7705 Atlanta Register Now

  2019-10-21 2019-10-22 Oct 21, 2019 - Oct 22, 2019 2 Days DC Arlington/Washington 22202-4807 Arlington/Washington Register Now

  2019-11-04 2019-11-05 Nov 4, 2019 - Nov 5, 2019 2 Days NY New York 10019 New York Register Now

  2019-11-14 2019-11-15 Nov 14, 2019 - Nov 15, 2019 2 Days CA San Francisco 94103-3156 San Francisco Register Now

  2019-12-09 2019-12-10 Dec 9, 2019 - Dec 10, 2019 2 Days TX Dallas 75001-3505 Dallas Register Now

  2019-12-18 2019-12-19 Dec 18, 2019 - Dec 19, 2019 2 Days IL Chicago 60601 Chicago Register Now

  2020-02-26 2020-02-27 Feb 26, 2020 - Feb 27, 2020 2 Days NY New York 10019 New York Register Now

  2020-03-11 2020-03-12 Mar 11, 2020 - Mar 12, 2020 2 Days CA San Francisco 94103-3156 San Francisco Register Now

  2020-04-02 2020-04-03 Apr 2, 2020 - Apr 3, 2020 2 Days DC Arlington/Washington 22202-4807 Arlington/Washington Register Now

  2020-04-20 2020-04-21 Apr 20, 2020 - Apr 21, 2020 2 Days MA Boston 02110 Boston Register Now

  2020-05-18 2020-05-19 May 18, 2020 - May 19, 2020 2 Days IL Chicago 60601 Chicago Register Now

  2020-06-11 2020-06-12 Jun 11, 2020 - Jun 12, 2020 2 Days NY New York 10019 New York Register Now

2445.00 $
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