Global Knowledge

AMA2513 Negotiating to Win

Gain the skills, insights, and competencies required in all negotiations-in every industry-at every level.

GK #2550Virtual Classroom LiveClassroom Live

FormatsVirtual Classroom Live · Classroom LiveTopicsBusiness Skills

What you’ll learn

What is Negotiation?
- The basic concepts of negotiation
- What is negotiable in typical business situations
- Approaches to negotiation
Negotiation Stages
- Six stages of negotiation
- Appropriate behaviors in each of the stages
- Influences on the negotiation process
Planning Your Negotiation
- Plan a negotiation
- Determine a settlement range
- Apply the planning framework in practice negotiation
Persuasion
- The persuasion process
- Use the frame/reframe process to understand the other party
- Possible approaches to use when there is confrontation
- Use listening skills in the negotiation process
Communication
- Four dimensions of DISC and the style tendencies of each
- Characteristics of dual styles and their impact on negotiations
- How to adapt style to maximize the results of negotiations
- Why negotiations become derailed and how to avoid negotiation traps
Crafting a Strategy for Your Negotiation
- Plan a strategy to apply your negotiations
- Identifying a problem or issue for negotiation
- 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

Dates and availability are confirmed by Bolt when we follow up. All times are shown in the provider’s stated time zone.

2026-10-14 — 2026-10-15October 14 - 15, 2026