presents American Management Association Seminars
Negotiating To Win
Seminar No: 02513 -XNBB
CEU Credits: 1.8
Length: 3 days
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--from establishing a formal planning process to prioritizing issues. From mastering persuasion techniques to identifying the communication styles of effective negotiators. From breaking deadlocks to negotiating as part of a team. From recognizing and using leverage to adjusting your strategy to the media used in the negotiation.
Attendees:
Executives, managers, salespeople and top-level deal makers who are responsible for negotiating the best possible terms of an agreement for their company. Note: This program is not intended for labor union negotiators on either side.
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
- Effectively negotiate face-to-face, on the phone or through e-mail and other media
- Recognize and counter the most common negotiating ploys
- Move from "no" to "maybe" to "yes"
What You Will Cover:
- The negotiation process
- Planning your negotiation
- Stages of negotiation
- Communication styles
- Persuasion
- Planning and negotiation strategy
- Negotiating with a team
- Typical negotiating ploys and tactics: Measures and countermeasures
- Bringing it all together
Extended/Detailed Course Outline
Learning Objectives
- Identify Situations That Are Actually Negotiations
- Decide When to Engage in a Negotiation and When to Ignore the Negotiation Option
- Plan the Content of Any Negotiation
- Recognize the Stages of Negotiation and Determine Appropriate Behavior to Utilize in Each Stage
- Make a Business Decision before Determining the Negotiation Strategy
- Develop an Appropriate Strategy to Use during a Negotiation
- Identify the Communication Styles of Others
- Adjust Your Own Communication Styles to Achieve Desired Results
- Exhibit Knowledge of the Principles of Persuasion through Applying Them to a Negotiation Situation
- Plan a Negotiation Strategy for Traditional Face-to-Face Negotiations as Well as Those Negotiations Supplemented by the Use of Other Media
- Demonstrate an Understanding of Team Negotiation by Planning and Carrying Out an Effective Team Negotiation Case
- Display the Use of Ten Popular Ploys and Tactics Commonly Found during Negotiation and Explain How to Counter Them
- Understand the Role Culture Plays in Negotiation
Introduction to the Negotiation Process
- Determine When You Are in a Negotiable Situation
- Discriminate between the Two Types of Negotiations
- Explain the Business Importance of Taking a Win-Win Approach to Negotiation
- Identify the Primary Factors Required to Establish an Agreement
- Describe What Influences the Negotiation Process
Planning the Content of Your Negotiation
- Explain the Importance of Planning
- Determine Alternatives to a Settlement before Negotiating
- Use the Negotiation Planning Guide
- Identify Ranges of Acceptability
- Set Priorities on the Issues
- Negotiate Internally before Launching Your Prepared Negotiation
- Apply Planning Skills in a Case Study
Negotiation Stages
- Chart the Course of a Negotiation through Its Five Stages from Both the Content Point of View and the Process Point of View
- Determine Appropriate Behavior to Use in Each Stage
- Design a Questioning Strategy to Assist You to Move among the Five Stages
- Identify the Causes of Resistance You May Face during the Negotiation Process and Design Ways of Handling It
Communication Styles
- Explain the Four Styles of Communication
- Determine Your Style of Communication
- Identify the Communication Styles of Others
- Adjust Your Style to Get Results You Want
- Recall Communication Guidelines for Effective Negotiators
Persuasion
- Apply the Structured Persuasion Model to Improve Your Ability to Convince Others of Your Point of View
- Combine Appropriate Logic and Emotion to Develop Support for Negotiable Positions
- Modify Your Approach to Persuasion Depending on the Other Side’s Communication Style (DISC)
Planning a Strategy for Negotiation
- Plan a Strategy to Apply during a Negotiation
- Consider Various Dynamics That Impact the Negotiation Process
- Structure Effective Concessions
- Know How to Break Deadlocks
- Identify and Use Your Leverage When Negotiating
- Adjust Your Strategy According to the Medium in Which the Negotiation Is Taking Place
Negotiating with a Team
- Identify Opportunities for Using Teams to Negotiate
- Explain How to Organize, Control, and Effectively Manage a Team
- Plan with a Team
- Use a Negotiating Team to Achieve Business Goals
- Participate on a Team
Negotiation Ploys and Tactics: Measures and Countermeasures
- Explain Ten Key Negotiating Tactics
- Provide a Countermeasure for Each Tactic
- Understand How to Identify the Tactic When It Is Used by Others
Bringing It All Together
- Incorporate the Negotiation Checklist from This Module to Work-Related Situations
- Apply the Theories of Negotiation to Your Personal Action Plan Using Work-Related Situations
Start and End times: first day - 8:30am-5pm, all other days 9am-5pm unless otherwise specified. Your registration confirmation notice will confirm the hotel/conference center for the seminar for which you registered. The information included on this page is all the information available on this seminar. Please use form below to register only. To request information that is not included above please send an email to
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** Online Registration & Fee Information ** Please use form below to register only. To request information that is not included above please send an email to
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Seminars scheduled for the cities below are held at the locations listed below. 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 is located in San Francisco Marriott Hotel
55 Fourth Street 2nd Level
San Francisco, CA 94103
Atlanta
AMA Executive Conference Center
Address: 1170 Peachtree Street Ne Cnr Peachtree & 14th (3rd Flr)
City, State, Zip: Atlanta, GA 30309
Washington, DC
Arlington, Virginia
2345 Crystal Drive, Suite 200
Arlington, VA 22202
If you are not paying via credit card, you will receive an invoice with payment instructions.
Cancellation Policy:
If you cannot attend a seminar you can contact AMA in advance to transfer to a future session, or you can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply email us at
. If you cancel with less than three weeks’ advance notice, you will be liable for the entire seminar fee. Once your payment has been received, you may request a courtesy transfer to use at any future AMA seminar of equal or lesser length. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed and do not contact AMA to cancel in advance, you will be charged the entire seminar fee.
AMA grants courtesy transfers to people who cannot attend their scheduled sessions. You can use a courtesy transfer for any seminar of equal or lesser length than the original seminar. You must use your courtesy transfer within one year of the date of your originally scheduled seminar.
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