Negotiating to Win

Program Description

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.

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

Who Should Attend

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

Agenda

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

Locations, Dates & Pricing

Pricing
# Location Date(s) List Member
0251301344

Chicago IL

Summit West
08/14/2017 - 08/16/2017 $2445 $2195 Register
0251301347

San Francisco CA

AMA San Francisco Center
08/23/2017 - 08/25/2017 $2445 $2195 Register
0251301350

Atlanta GA

AMA Atlanta Center
09/06/2017 - 09/08/2017 $2445 $2195 Register
0251301349

New York NY

American Management Association
09/11/2017 - 09/13/2017 $2445 $2195 Register
0251301354

Dallas TX

Crowne Plaza North Dallas
10/02/2017 - 10/04/2017 $2445 $2195 Register
0251301359

Arlington VA

AMA Washington Area Center
10/16/2017 - 10/18/2017 $2445 $2195 Register
0251301355

Boston MA

Metro Meetings Centers - Boston
10/18/2017 - 10/20/2017 $2445 $2195 Register
0251301356

San Francisco CA

AMA San Francisco Center
10/30/2017 - 11/01/2017 $2445 $2195 Register
0251301357

New York NY

American Management Association
11/06/2017 - 11/08/2017 $2445 $2195 Register
0251301358

Chicago IL

Summit West
11/29/2017 - 12/01/2017 $2445 $2195 Register
0251301360

Newport Beach CA

12/13/2017 - 12/15/2017 $2445 $2195 Register
0251301361

New York NY

American Management Association
01/22/2018 - 01/24/2018 $2445 $2195 Register
0251301362

Saranac Lake NY

Virtual Meeting
02/01/2018 - 02/22/2018 $2345 $2095 Register
0251301364

Atlanta GA

AMA Atlanta Center
03/07/2018 - 03/09/2018 $2445 $2195 Register
0251301363

San Francisco CA

AMA San Francisco Center
03/14/2018 - 03/16/2018 $2445 $2195 Register
0251301365

New York NY

American Management Association
03/21/2018 - 03/23/2018 $2445 $2195 Register
0251301371

Chicago IL

Summit West
04/04/2018 - 04/06/2018 $2445 $2195 Register

Prices are subject to change without notice. Discounts apply for groups of three or more people. Call for details. Federal government employees are eligible for special GSA pricing for many seminars.


If this course or the dates/locations listed do not have what you are looking for, then contact us and we will find it for you right away. It will save you a lot of time and energy finding it yourself.

AMA's Main Conference Centers

Seminars scheduled for the cities below are held at the locations listed. For location information for other cities in which AMA seminars are held please call or email for information.
  • New York

    AMA executive Conference Center
    1601 Broadway New York, NY 10019
    American Management Association (Located in the same building as the Crowne Plaza Hotel) 1601 Broadway On Broadway and 48th Street near Times Square. Entrance is on 48th Street.

  • Chicago

    AMA executive Conference Center (adjacent to the Marroitt O'Hare)
    8655 West Higgins Rd
    Chicago, IL 60631

  • San Francisco

    AMA executive Conference Center (located in San Francisco Marriott Hotel)
    55 Fourth Street 2nd Level
    San Francisco, CA 94103

  • Atltanta

    AMA Executive Conference Center
    1170 Peachtree Street Ne Cnr Peachtree & 14th (3rd Flr)
    Atlanta, GA 30309

  • Washington D.C.

    Arlington, Virginia
    2345 Crystal Drive, Suite 200
    Arlington, VA 22202

Register Now


Your Satisfaction Guarantee:

We stand behind our seminars with a 100 percent, iron-clad, money-back guarantee of satisfaction. If for any reason you’re not completely satisfied with the solid skills, the tips, tools and shortcuts, and the crucial information you receive during this workshop, we’ll refund your money in full. Every penny. Guaranteed!

Program Details

Hosted By
  • Seminar Number:

    02513

  • Length:

    3 Day(s)

  • Program Hours:


    Registration begins at 8:30 a.m.

  • CEU Credits:

    1.8

  • PDU Credits:

    18.0

  • CPE Credits:

    21.0

  • FCOMM Credits:

    21.0

  • PDU_L Credits:

    18.0

  • PDCS Credits:

    18.0

  • Lunch:

    Lunch is on your own.

  • Continuing Education:

    Continuing education credits may be recognized by your professional board. Contact your own board to find out what's required.

Bring a seminar to your site!

For information about bringing a course to your site please call 919-480-2550 or email the registry at eric@trainingregistry.com.