AMA2513 Negotiating to Win

Course Description:

Overview

• Whether you're 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. You'll leave the course with AMA's Negotiation Planner to help you prepare your negotiations every step of the way and effectively apply your newly learned know–how. Note: This program in not intended for labor union negotiators of 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

• What is negotiable in typical business situations Six stages of negotiation Apply the principles of persuasion to a negotiation Ways to adjust communication styles to achieve agreement Craft a negotiation strategy for a business negotiation

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

Check the course description for any course prerequisites.