presents

American Management Association Seminars


Negotiating to Win: Strategies for IT and Technical Professionals
Seminar No: 02913-XNBB
CEU Credits: 1.8
Length: 3 days


Learn to overcome objections, use the power of persuasion and apply powerful negotiation strategies designed to create value for all parties.

Negotiation is a daily part of your job, whether you are bargaining for resources with upper management, collaborating with colleagues, managing project teams or dealing with vendors. Have you ever wished you were as comfortable with these kinds of business communications as you are within your area of expertise? 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…you’ll gain an understanding of the structure, techniques and approaches available to you to positively influence every outcome.

Who Should Attend

All professionals in IT and technical fields, including database consultants, applications specialists, IT directors, CIOs and professionals in electronics engineering, R&D and Web development.

How You Will Benefit

  • Know when—and when not—to negotiate
  • Develop an effective plan and strategy for any 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

  • Taking a win-win approach to negotiation
  • Determine alternatives to a settlement before negotiating
  • Chart the course of a negotiation through its five stages
  • Causes of resistance during the negotiation process
  • How to adjust your communication style to get the results you want
  • Apply the structured persuasion model to improve your ability to convince others
  • Various dynamics that impact the negotiation process
  • How to organize, control and effectively manage a negotiation team
  • Negotiation ploys and tactics: measures and countermeasures

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.

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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 . Remember to specify the complete seminar number about which you are requesting information.

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After submitting your online registration you will receive registration confirmation and invoice within 7-10 business days. You may pay by credit card or check. Confirmation information will also include location and other pertinent course information.
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Note: Prices are subject to change without notice. To confirm the price of your session, select the session above and click “Send”. Discounts apply for groups of three or more people. Call for details. Federal government employees are eligible for special GSA pricing for many seminars.

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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