Training overview
Professional Course
2 days
From 2,445 USD
Start dates
Online
2,445 USD
9/21/2020

San Francisco
2,445 USD
9/21/2020

Arlington
2,445 USD
10/19/2020

New York City
2,445 USD
11/9/2020
AMA - American Management Association

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.

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.

Training content

This training course will cover:

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

Costs

The course is priced as follows: $2445 - Non-members
$2195 - AMA members
$2079 - GSA price

About AMA

2019 leadership

About American Management Association International

For over 90 years, American Management Association International (AMA) has been a world leader in professional development. AMA supports the goals of individuals, organizations, and government agencies with a complete range of corporate talent transformation solutions, including public open-enrollment seminars...


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AMA - American Management Association



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