Professional Course
4.7 (24 Reviews)

Negotiating to Win

AMA - American Management Association, Online (+2 locations)
2 days
2,695 USD
Next course start
15 July, 2024 (+5 start dates)
Virtual Classroom, Classroom
2 days
2,695 USD
Next course start
15 July, 2024 (+5 start dates)
Virtual Classroom, Classroom
From 2,695 USD / person

Course description

AMA - American Management Association

Negotiating to Win

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
  • Effectively negotiate face-to-face, on the phone or through e-mail and other media

Upcoming start dates

Choose between 5 start dates

15 July, 2024

  • Virtual Classroom
  • Online

26 August, 2024

  • Classroom
  • Arlington

25 September, 2024

  • Virtual Classroom
  • Online

18 November, 2024

  • Classroom
  • New York City

10 December, 2024

  • Virtual Classroom
  • Online

Who should attend?

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

Training content

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


  • 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


  • 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


Course price for:

  • Non Members: $2695
  • AMA Members: $2395

Certification / Credits

CEU: 1.2, PDU: 12, CPE: 14


Average rating 4.7

Based on 24 reviews.
Reviews are published according to our review policy..
Write a review!
Brenda G.
11 Apr 2023

I really enjoyed the group negotiation exercises.

Tamara Q.
19 Jul 2022

The instructor very knowledgeable and engaging!

Agnes V.
19 Jul 2022

Overall great insight on not just negotiating but on an everyday basis.

AMA - American Management Association

American Management Association Company Info

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,...

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