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Negotiating to Win

Gain the essential skills and competencies needed to succeed in negotiations across all industries and levels. This comprehensive course from American Management Association will teach you effective techniques and approaches to positively influence outcomes and bridge gaps between parties. Don't miss out on this hands-on seminar to enhance your negotiation abilities.

  • All levels
  • 21 and older
  • $2,695
  • 2345 Crystal Dr , Arlington, VA
  • 15 hours over 2 sessions
Negotiating to Win

Start Dates (1)

  • $2,695
  • AMA Washington Area Center @ 2345 Crystal Dr Suite 200, Arlington, VA 22202
  • 15 hours over 2 sessions
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Show all 2 sessions
  • Mon, Aug 26 at 9:00am - 4:30pm
  • Tue, Aug 27 at 9:00am - 4:30pm
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Class Description

Description

What you'll learn in this negotiation training:

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. 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

Who Should Attend

Those responsible for negotiating the best possible terms of an agreement for their organization.

How will you 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

What Will Be Covered

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

Refund Policy

For Classroom, Live Online, Express Skills Courses and Webinar programs, you may transfer to a future session, send someone to take your place, or cancel for a 5% fee up to 23 days prior to your program.

If you provide AMA with less than 23 days’ notice, or fail to attend, you will be liable for the entire program fee.

Programs included in AMA On Demand offerings are not eligible for substitution, transfer, cancellation, return, or refund. We appreciate that this is an important investment for you and your company and would like to accommodate your needs the best we can.

Please email us at [email protected]

In any event where a customer wants to cancel their enrollment and is eligible for a full refund, a 5% processing fee will be deducted from the refund amount.

Reviews of Classes at American Management Association (5)

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American Management Association

The American Management Association, International (AMA) is the global leader in talent development. Founded in 1923, AMA supports the goals of individuals and organizations through a complete range of educational products and services, including instructor-led classroom and virtual seminars, webinars,...

Read more about American Management Association

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American Management Association

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