Course Description
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
Online Accreditation
12 CAE, 1.2 CEU, 14 CPE, 12 PDU
What you will learn
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.
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Request On-Site TrainingUpcoming Dates
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Location: , Virtual Live
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Date & Time: Apr 28, 2025 09:00 AM ET
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Location: NY, New York
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Date & Time: May 29, 2025 09:00 AM ET
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Location: NY, New York
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Date & Time: May 29, 2025 09:00 AM ET
Course Dates
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Cancelation Policy
If you cannot attend an event, you may send someone else in your place. If that isn’t an option for you, cancellations received up to five working days before the event are refundable, minus a registration service charge ($10 for one-day events; $25 for multiple-day events). After that, cancellations are subject to the entire seminar fee, which you may apply toward a future seminar. Please note that if you don’t cancel and don’t attend, you are still responsible for payment.
