presents

American Management Association Seminars


Advanced Negotiation Strategies
Seminar No: 02589-XNBB
CEU Credits: 1.2
Length: 2 days


Successfully negotiate multiparty, multi-issue, and intercultural business situations with confidence and skill.

This seminar will provide you with the expert negotiation skill set required to achieve success in even the most involved, transactional negotiations.

How You Will Benefit

  • Understand the dynamics of multiparty negotiations and how to approach them
  • Recognize the impact of cross-cultural and global difficulties and be prepared to resolve them
  • Prepare for complex scenarios in order to defend positions successfully when up against hard negotiators
  • Explore ways to change negotiation styles to achieve the best results
  • Understand conflict and how to deal with it as you apply your negotiation skill set
What You Will Cover
  • Stepping up to multiparty negotiation
  • Implementing strategies in multiparty negotiation
  • Creating common ground: leveraging the interests of all parties
  • Guidelines for team negotiations
  • Identifying the five management conflict approaches
  • Defining the research needed to prepare a cross-cultural negotiation
  • Determining what factors shape unethical behavior in negotiators
  • Using the AMA Negotiation Planner in a business case simulation
Who Should Attend

Executives, managers and all other top-level leaders who need to enhance their negotiation skill set in order to deal with complex, transactional negotiations, including multiparty, high-stakes, internal and external, global and cross-cultural negotiations.

Extras from AMA

Pre-Qualifying Exam: This is an advanced seminar designed for those who already have a solid knowledge of the fundamentals of negotiating. No basics will be covered. Ideally, you have taken AMA’s Negotiating to Win seminar #2513 or similar basic negotiation training.

We have designed a series of pre-qualifying questions that we recommend you take before registering; the answers you choose will help us assess the best learning path for you.

Two weeks before your seminar, you will receive a copy of Negotiation: Readings , Exercises and Cases, 5th ed., by Roy J. Lewicki ($90 value). In this book, you are required to read the “Pacific Oil Case Study” (pp. 588–607). You’ll be working with this case study and will need to bring the book with you when you attend the seminar.

In addition, please come with a complex negotiation in mind. This will help you mentally adapt what you learn during your seminar to your real-life situation.

Extended Course Outline

Learning Objectives

  • Adapt Negotiation Styles to Multi-Party Situations
  • Apply Negotiation Strategies to Multi-Party Situations
  • Describe How to Leverage the Interests of All Parties in Complex Negotiations
  • Define How to Organize, Control, and Manage Team Negotiations and Potential Conflicts
  • Describe Effective Approaches to Cross-Cultural and International Negotiations
  • Define Ethical and Unethical Negotiation Behaviors and Consequences of Each
  • Apply the Negotiation Planner to Multi-Party Negotiations
Stepping Up to Multi-Party Negotiations
  • Differentiate the Processes for Two-Party and Multi-Party Negotiations
  • Define Negotiation and Conditions Necessary for a Negotiable Situation
  • Define the Key Behavioral Characteristics of Effective Negotiators in the Multi-Party Process
Implementing Strategies for Multi-Party Negotiations
  • Define the Roles, Purpose, Interests, Positions, and Resistance Points of Each Party in a Negotiation
  • Describe the Complexity of Agreements in Multi-Party Negotiations
  • Describe How to Create a Trusting Environment Using Emotional Intelligence Techniques
Leveraging Positions in Complex Negotiation Situations
  • Define the Competencies for Distinguishing the Positions of All Parties
  • Identify the Positive Elements in All Positions to Create Commonality Among Parties
  • Identify Options for Mutual Gain
Negotiating in Teams
  • Identify Advantages and Disadvantages of Team Negotiation
  • Describe How to Plan for Team Negotiation
  • Identify Guidelines for Team Negotiation and Ways to Manage Conflicts Within the Team
  • Describe How to Participate in a Team Negotiation
Negotiating Across Cultures
  • Define the Research Needed to Understand and Prepare for Cross-Cultural Negotiation
  • Determine How to Communicate Effectively During Cross-Cultural Negotiation
Being Ethical in Negotiation
  • Define Ethics
  • Define Standards of Ethical Behaviors and How They Are Formed
  • Provide Ethical Guidelines for Your Team
Activating Your Negotiation Skills
  • Apply the Learning Points to a Simulation Using the Negotiation Planner
  • Formulate a Personal Action Plan
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 . Remember to specify the complete seminar number about which you are requesting information.

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

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AMA's main conference centers
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.

AMA guarantees the quality of our seminars. If, for any reason, you are not satisfied with a seminar for which you have paid, AMA will give you credit toward another seminar of comparable price or will refund your fee.

You can also register by emailing your registration information to us at or calling us at 919-480-2550.

For additional information and schedules call 919-847-0331.

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