Communication Skills

www.amanet.org

DEVELOPMENT SUPPORT SOLUTIONS

Interpersonal Skills

Influence and Negotiating

Assertiveness Skills

Business Writing

Presentation Skills

How well you communicatedetermines how far you will go.

$200offany seminar

See back cover for details

36 seminars in 5 business areas

A U G U S T – D E C E M B E R 2 0 1 0

Communication Skills

Schedule 69 (GS-02F-0092R)

MOBIS (GS-10F-0083S)

All seminars are on General Services Administration Schedule

AN AMA BLENDED LEARNING

SEMINAR

AMA Blended Learning—a dynamic andeffective blend of live training, online tools,resources and events that provides the foundationfor greater subject mastery and measurable performance metrics to back it up.

AMA’s best-selling communication seminars

AMA’s Live Online Seminars offer the samehigh-caliber faculty and engaging content asthe classroom seminar—on your desktop.

AMA CERTIFICATE PROGRAMSAttendance at seminars in this booklet

contributes to the requirements for earning an AMACertificate—a recognized symbol of achievement in

the business world. For information on how to qualifyfor an AMA Certificate, as well as special

discount pricing, visit www.amanet.org/certificates orcall 1-800-262-9699.

TABLE OF CONTENTS

REGISTER TODAY! www.amanet.org1-800-262-9699.

INTERPERSONAL SKILLS

How to Communicate with Diplomacy, Tact and Credibility . 1

Building Better Work Relationships: New Techniques for Results-oriented Communication. . . . . . 2

The 7 Habits of Highly Effective People® 3-Day Signature Program . . . . . . . . . . . . . . . . . . . 3

Responding to Conflict: Strategies for ImprovedCommunication . . . . . . . . . . . . . 4

Communication and Interpersonal Skills: A Seminar for IT and Technical Professionals . . . . . . . . 5

Managing Emotions in the Workplace®: Strategies for Success . 6

Developing Effective BusinessConversation Skills . . . . . . . . . . . . . . 7

Developing Your Emotional Intelligence . . . . . . . . . . . . . . . . . . . . 8

Communication Boot Camp . . . . . . . . 9Cross-Functional Communication:

Strategies for Workplace Effectiveness . . . . . . . . . . . . . . . . . . 10

New! Become a Power Communicator: Get Heard at Executive Meetings . . . . . . . . . . . . . 10

Communicating Up, Down and Across the Organization . . . . . . . . . 11

Dynamic Listening Skills for Successful Communication . . . . . . . 11

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Moving Ahead: Breaking BehaviorPatterns That Hold You Back . . . . . 12

The Effective Facilitator: MaximizingInvolvement and Results. . . . . . . . . 12

Interpersonal Skills for Managers . . . 13Storytelling: The Secret of Great

Communicators . . . . . . . . . . . . . . . . 13Business Conversation Skills for the

Nonnative English Speaker. . . . . . . 14New! Entrepreneurial Thinking:

A New Mindset for Business Growth . . . . . . . . . . . . . . . . . . . . . . 14

BUSINESS WRITING SKILLS

Listening and Writing: Building aFoundation for Better Communication. . . . . . . . . . . . . . . . 15

The Grammar Course . . . . . . . . . . . . 15Business Writing for the Nonnative

English Speaker . . . . . . . . . . . . . . . . 16How to Sharpen Your Business

Writing Skills. . . . . . . . . . . . . . . 17AMA's 2-Day Business

Writing Workshop . . . . . . . . . . 18Writing for the Web . . . . . . . . . . . . . 19Effective Technical Writing . . . . . . . . 19

ASSERTIVENESS SKILLS

Assertiveness Training. . . . . . . . . 20Assertiveness Training for

Managers. . . . . . . . . . . . . . . . . . . . . 20Assertiveness Training for

Women in Business. . . . . . . . . . 21�

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NEGOTIATION/INFLUENCE SKILLS

Getting Results Without Authority . . . . . . . . . . . . . . . . . 22

Negotiating to Win. . . . . . . . . . . 23Expanding Your Influence:Understanding the Psychology of Persuasion. . . . . . . . . . . . . . . . . . 24

PRESENTATION SKILLS

Projecting a Positive Professional Image. . . . . . . . . . . . . . . . . . . . . . . . 24

Strategies for Developing Effective Presentation Skills . . . 25

Effective Executive Speaking . . . . . . . . . . . . . . . . . . 26

PowerPoint® Unplugged . . . . . . . . . 27

RELATED SKILLS

Time Management . . . . . . . . . . . . . . 27Management Skills for

New Managers . . . . . . . . . . . . . . . . 28Moving from an Operational

Manager to a Strategic Thinker . . . 29Successfully Managing People . . . . . 30The Voice of Leadership: How

Leaders Inspire, Influence and Achieve Results . . . . . . . . . . . . . . . . 31

Leading with Emotional Intelligence . . . . . . . . . . . . . . . . . . . 31

Advanced Leadership Communication Strategies . . . . . . . 32

Developing Executive Leadership. . . 32

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How can skillful communicationslead to winning business results?

Think of all the ways you’re called upon to com-municate during the work day. First thing in themorning, you might reply to your e-mails. Withstrong business writing skills, you’re more likelyto make your point quickly and precisely—andless likely to waste time on clarifications.

As you proceed with the day’s work, you’llencounter coworkers, support staff and bosses.Your success with each person is likely todepend on your persuading, influencing andmotivating skills. In addition, the best possible

interpersonal skills are necessary for establish-ing strong continuing work relationships andchanging patterns that may be holding you back.

Next you might be called into a meeting to give anupdate on one of your projects. Your ability tospeak well in public will have a lasting impact onothers’ perceptions of you—including how wellyou do your job and your value to the organization.You’re also likely to need assertiveness skillswhen dealing with certain people, to be able to getacross your needs and command respect.

Whether your work day includes all of these kindsof communications or just a few of them, theCommunication Skills seminars in this booklet canhelp you greatly increase your effectiveness—soyou can make every day as productive as possibleand contribute to the winning results your organi-zation needs to succeed.

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1All AMA seminars are GSA approved and can be delivered onsite. 1-800-262-9699 www.amanet.org


How to Communicate with Diplomacy, Tact and Credibility SEMINAR #2206

Get your point across with a positive professional image.

When challenged, overwhelmed or on the spot, can you hear others clearly andrespond appropriately? When presenting ideas, do you seek to gain cooperation or to seize control? Do you avoid difficult situations and relationships—or collaboratethrough thoughtful and diplomatic interactions?

How well you communicate can make or break your professional image, influencinghow others view your work, your performance—and your prospects for careermobility. Now you can learn how to choose and use the most appropriate words andemotional tone for every business situation. In just two days, this seminar offersinsights into communication styles, while providing you with skills for clearly andeffectively receiving and transmitting information, ideas, thoughts, feelings and needs.

BENEFITS OF ATTENDING• Communicate efficiently and tactfully

with clients, direct reports, colleagues,your boss and senior management

• Respond in a professional manner, evenwhen you’re out of your comfort zone

• Strengthen your communicationeffectiveness with active listening

• Elicit cooperation and respect by modeling• Improve your image through increased

self-awareness

TOPICS COVEREDHow Diplomacy, Tact and CredibilityInfluence How Others Perceive You• How “image” impacts others’ perception

of you, your credibility and your jobperformance

• Use diplomacy, tact and credibility topositively impact your image

Communication Style Differences: The Insight Inventory®

• Awareness of your communication style• How stress negatively impacts how you

communicate• “Read” others so that you can

communicate more effectively• Utilize diplomacy, tact and credibility

when communicating across styles

Effective and Powerful CommunicationSkills• Why miscommunication is “expensive” • The communication-based components

of image• How to positively impact the visual,

verbal and vocal components ofcommunication

• The “Know-Feel-Do” model ofcommunicating

Listening for Effective Communication• The barriers and obstacles to listening• How good listening is critical as a

“receiver” of a communications message• Build rapport through good listening• How to use active listening skills• Using listening skills to build and improve

your image

Using Diplomacy, Tact and Credibility• Understand how and when to use

diplomacy • How and when to be tactful• The concept of credibility: what it is,

how to use it when communicating• Five actions for credible communications• How to handle difficult situations with

diplomacy, tact and credibility

Your Communication Action Plan• Create an action plan to improve your

communication skills back at work• Sign a “follow-up” contract

WHO SHOULD ATTENDBusiness professionals who want to advancetheir credibility with diplomatic methods ofcommunication.

SCHEDULE

Aug. 2-3 . . . . . . Boston, MA . . . . . . . . 2206-DY4-00538Aug. 5-6 . . . . . . Richmond, VA . . . . . . 2206-DY4-00618Aug. 9-10 . . . . . Atlanta, GA . . . . . . . . 2206-DY4-00540Aug. 9-10 . . . . . Chicago, IL. . . . . . . . . 2206-DY4-00541Aug. 12-13 . . . . New York, NY . . . . . . 2206-DY4-00542Aug. 12-13 . . . . San Francisco, CA . . . 2206-DY4-00543Aug. 16-17 . . . . Denver, CO . . . . . . . . 2206-DY4-00619Aug. 19-20 . . . . Arlington, VA. . . . . . . 2206-DY4-00544Aug. 19-20 . . . . Riverside, CA . . . . . . . 2206-DY4-00546Aug. 23-24 . . . . Minneapolis, MN . . . . 2206-DY4-00620Aug. 26-27 . . . . Lake Buena Vista, FL. . 2206-DY4-00559Sept. 9-10. . . . . Hartford, CT. . . . . . . . 2206-DY4-00621Sept. 13-14. . . . Atlanta, GA . . . . . . . . 2206-DY4-00547Sept. 13-14. . . . Dallas, TX. . . . . . . . . . 2206-DY4-00548Sept. 13-14. . . . New York, NY . . . . . . 2206-DY4-00550Sept. 13-14. . . . Princeton, NJ . . . . . . . 2206-DY4-00549Sept. 16-17. . . . Chicago, IL. . . . . . . . . 2206-DY4-00551Sept. 16-17. . . . San Francisco, CA . . . 2206-DY4-00552Sept. 20-21. . . . Memphis, TN . . . . . . . 2206-DY4-00622Sept. 20-21. . . . Pittsburgh, PA . . . . . . 2206-DY4-00623Sept. 23-24. . . . Arlington, VA. . . . . . . 2206-DY4-00553Sept. 27-28. . . . Seattle, WA . . . . . . . . 2206-DY4-00554Sept. 30-Oct. 1 . New York, NY . . . . . . 2206-DY4-00560Sept. 30-Oct. 1 . San Francisco, CA . . . 2206-DY4-00561Oct. 4-5 . . . . . . Chicago, IL. . . . . . . . . 2206-DY4-00562Oct. 7-8 . . . . . . Atlanta, GA . . . . . . . . 2206-DY4-00563Oct. 11-12 . . . . Parsippany, NJ . . . . . . 2206-DY4-00564Oct. 14-15 . . . . Kansas City, KS . . . . . 2206-DY4-00624Oct. 18-19 . . . . Arlington, VA. . . . . . . 2206-DY4-00565Oct. 21-22 . . . . Cincinnati, OH . . . . . . 2206-DY4-00572Oct. 21-22 . . . . Newport Beach, CA . . 2206-DY4-00566Oct. 25-26 . . . . Boston, MA . . . . . . . . 2206-DY4-00567

For complete schedule, visit www.amanet.org

2 days/1.2 CEUs$1,995/AMA Members $1,795AMA Members save $200.

FACULTY SPOTLIGHT*

Brent Baer has deliveredinteractive training pro-grams and personal coach-ing sessions in publicspeaking, presentationskills, media training, facili-tation skills, leadership,time management, goalsetting, diversity, memory,negotiations, businessdevelopment and client rela-tions. Corporate clients have included PwC,AOL, AT&T, IBM and Pfizer, among others. Mr.Baer is a Professor of Public Speaking at YeshivaUniversity in New York City.

*This seminar is also taught by other communicationexperts.

BESTSELLER

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2 For additional dates and locations or to register—1-800-262-9699 www.amanet.org


Don’t let your work relationships work against you. Now, discover the basic competencies critical to solid work relationships—and career success.

In today’s complex business environment, differences are a positive force withinan organization. And it all starts with you. This seminar will prepare you tobecome a “conscious communicator.” You’ll return to work better able to buildconstructive and beneficial workplace relationships by learning how to analyzesituations and consciously select and use productive communication strategies.

BENEFITS OF ATTENDING• Build better rapport and gain trust• Develop flexibility in actions, thoughts and

feelings to better handle any situation• Avoid mistakes and conflicts that may

result from misinterpreting others orineffective listening

• Influence and motivate others to first-rateperformance

• Use direct and indirect messages accurately• Build your self-esteem as you discover

a new self-awareness• Identify strengths, weaknesses and

opportunities• Understand the roles of values, beliefs,

attitudes, perceptual processes andemotional intelligence

• Master the keys to excellent communication:observe, listen, analyze, plan, communicate

TOPICS COVEREDEffective Workplace Relationships• How do you build workplace relationships?• Behaviors that support or undermine

these relationships• Assessing your relationships

Communication and Perceptions• Trustbusters and how to fix them• The five axioms of conscious communication• Mirroring and rapport

Investigating Emotions and Emotional Intelligence• Social and multiple intelligences• Assessing your multiple intelligences • Five domains of emotional intelligence• Improving work relationships through

emotional intelligence

Building Better Relationships withOurselves and Others• Perception, world view, emotional

intelligence—and you

• Self-awareness, self-esteem and self-concept

• Work styles—and how to flex them

Relationship Building• Managing assumptions in order to

build trusting relationships• Consciously building trust at work • Developing and showing a positive

attitude• Eliminate the “attitude virus”

Expressing Needs within Relationships• Influencing others • Performing an interpersonal needs

inventory• The shape and sound of assertiveness• Completing an influential SWOT

(Strengths, Weaknesses, Opportunities,Threats) Profile

Relational Communication• Identifying your communication style:

how you relate most often• Sharpening verbal and nonverbal

behaviors and skills• Applying direct and indirect messages

for more flexible communication • Using feedback and questioning skills

to better understand others

Relational Listening• Listening barriers and their impact on

effective workplace relationships• A listening improvement map• Improving listening by asking good

questions• Applying active and reflective listening skills• Best practices for giving or seeking feedback

Addressing Relational Change and Conflict• Selecting your conflict-resolution style• Resolving conflicts assertively with the

relationship in mind• Developing and practicing a conflict-

resolution plan

SCHEDULEAug. 2-4 . . . . . . Atlanta, GA . . . . . . . . 2235-DY4-00811Aug. 9-11 . . . . . Arlington, VA. . . . . . . 2235-DY4-00812Aug. 18-20 . . . . Dallas, TX. . . . . . . . . . 2235-DY4-00814Aug. 18-20 . . . . New York, NY . . . . . . 2235-DY4-00821Aug. 23-25 . . . . San Francisco, CA . . . 2235-DY4-00815Sept. 8-10. . . . . Arlington, VA. . . . . . . 2235-DY4-00816Sept. 13-15. . . . Chicago, IL. . . . . . . . . 2235-DY4-00817Sept. 15-17. . . . San Francisco, CA . . . 2235-DY4-00818Sept. 20-22. . . . Lake Buena Vista, FL. . 2235-DY4-00822Sept. 20-22. . . . New York, NY . . . . . . 2235-DY4-00819Oct. 6-8 . . . . . . Arlington, VA. . . . . . . 2235-DY4-00823Oct. 6-8 . . . . . . San Francisco, CA . . . 2235-DY4-00824Oct. 11-13 . . . . Boston, MA . . . . . . . . 2235-DY4-00825Oct. 13-15 . . . . New York, NY . . . . . . 2235-DY4-00826Oct. 18-20 . . . . Chicago, IL. . . . . . . . . 2235-DY4-00827Nov. 1-3 . . . . . . Houston, TX. . . . . . . . 2235-DY4-00828Nov. 3-5 . . . . . . New York, NY . . . . . . 2235-DY4-00829Nov. 3-5 . . . . . . Newport Beach, CA . . 2235-DY4-00830Nov. 8-10 . . . . . Atlanta, GA . . . . . . . . 2235-DY4-00831Nov. 15-17 . . . . Chicago, IL. . . . . . . . . 2235-DY4-00832Dec. 1-3 . . . . . . New York, NY . . . . . . 2235-DY4-00833Dec. 8-10 . . . . . San Francisco, CA . . . 2235-DY4-00834Dec. 13-15 . . . . Arlington, VA. . . . . . . 2235-DY4-00835Dec. 13-15 . . . . Chicago, IL. . . . . . . . . 2235-DY4-00836


Building Better Work Relationships New Techniques for Results-oriented Communication SEMINAR #2235

FACULTY SPOTLIGHT*

Barbara Biziou brings morethan 25 years of businessexperience to her work,which includes production,marketing, product develop-ment, communication skillsdevelopment and sales. Shehas worked in a variety ofindustries, including fashion,television, financial servicesand not-for-profit. Clients haveincluded The Red Cross, JP Morgan Chase, MorganStanley, Barneys, Coca-Cola and Procter & Gamble,among many others.

*This seminar is also taught by other business communication experts.

WHO SHOULD ATTENDBusiness professionals who want to use effectivecommunication and relationship managementto maximize impact, produc tivity and results.

BESTSELLER

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Surveys* of thousands of people across the United Statesdisclosed that while many people work hard, they are worriedabout their lack of effectiveness.

• Only 14% are accomplishing as much as they believe they could

• Only 17% prepare a plan for the day

• Rewards of working are low—only 50% feel satisfied andfulfilled with their work

*Results of xQ Surveys conducted by Harris Interactive

• Habit 4: Think Win-Win—Build ateam that finds faster and bettersolutions through clear expectations,shared responsibilities and anunderstanding of priorities

• Habit 5: Seek First to Understand,Then to Be Understood—Developthe skills of effective communicationthat lead to greater influence andfaster problem solving

• Habit 6: Synergize—Value andcelebrate differences and understandhow they contribute to moreinnovative and intelligent solutions

• Habit 7: Sharpen the Saw—Maintain and increase your newfoundeffectiveness by continually renewingyourself mentally and physically

WHO SHOULD ATTENDAnyone who manages multiple projects,faces expanding workloads, tight timelines and increased uncertainty.

PRE-WORK REQUIRED • The 7 Habits Benchmark.

A questionnaire to help you consider your own effectiveness and give youthe opportunity to see the viewpoints of others. This 78 question assessmentgathers feedback from your manager,direct reports and peers who workclosely enough with you to accuratelyassess your individual effectiveness.

ATTENDEES WILL RECEIVE • The 7 Habits of Highly Effective

People.® This best-selling book providesthe basis for the concepts taught in thisseminar.

• The 7 Habits Benchmark Report. A personalized report based on your pre-work assessment.

SCHEDULE

Aug. 2-4 . . . . . . Anaheim, CA. . . . . . . 2601-DY4-00110Aug. 4-6 . . . . . . Philadelphia, PA . . . . . 2601-DY4-00111Aug. 9-11 . . . . . Arlington, VA. . . . . . . 2601-DY4-00134Aug. 11-13 . . . . Durham, NC . . . . . . . 2601-DY4-00189Aug. 16-18 . . . . New York, NY . . . . . . 2601-DY4-00113Aug. 16-18 . . . . San Francisco, CA . . . 2601-DY4-00114Aug. 18-20 . . . . Dallas, TX. . . . . . . . . . 2601-DY4-00115Aug. 23-25 . . . . Chicago, IL. . . . . . . . . 2601-DY4-00116Aug. 25-27 . . . . Denver, CO . . . . . . . . 2601-DY4-00190Aug. 30-Sept. 1 Arlington, VA. . . . . . . 2601-DY4-00118Aug. 30-Sept. 1 Seattle, WA . . . . . . . . 2601-DY4-00119Sept. 8-10. . . . . Pittsburgh, PA . . . . . . 2601-DY4-00191Sept. 13-15. . . . Kansas City, KS . . . . . 2601-DY4-00192Sept. 13-15. . . . New York, NY . . . . . . 2601-DY4-00120Sept. 15-17. . . . Chicago, IL. . . . . . . . . 2601-DY4-00122Sept. 20-22. . . . St. Pete Beach, FL. . . . 2601-DY4-00117Sept. 22-24. . . . Memphis, TN . . . . . . . 2601-DY4-00193Sept. 27-29. . . . Cincinnati, OH . . . . . . 2601-DY4-00194Sept. 27-29. . . . San Francisco, CA . . . 2601-DY4-00124Sept. 29-Oct. 1 . Arlington, VA. . . . . . . 2601-DY4-00136Oct. 4-6 . . . . . . Minneapolis, MN . . . . 2601-DY4-00195Oct. 4-6 . . . . . . New York, NY . . . . . . 2601-DY4-00137Oct. 6-8 . . . . . . San Diego, CA . . . . . . 2601-DY4-00138Oct. 11-13 . . . . Hartford, CT. . . . . . . . 2601-DY4-00196Oct. 13-15 . . . . Atlanta, GA . . . . . . . . 2601-DY4-00139Oct. 18-20 . . . . Dallas, TX. . . . . . . . . . 2601-DY4-00140Oct. 20-22 . . . . San Francisco, CA . . . 2601-DY4-00141Oct. 25-27 . . . . Chicago, IL. . . . . . . . . 2601-DY4-00142Oct. 27-29 . . . . Richmond, VA . . . . . . 2601-DY4-00197Nov. 1-3 . . . . . . Arlington, VA. . . . . . . 2601-DY4-00143Nov. 3-5 . . . . . . Los Angeles, CA. . . . . 2601-DY4-00144Nov. 8-10 . . . . . Durham, NC . . . . . . . 2601-DY4-00198Nov. 8-10 . . . . . Lake Buena Vista, FL. . 2601-DY4-00145Nov. 10-12 . . . . Houston, TX. . . . . . . . 2601-DY4-00146Nov. 10-12 . . . . Phoenix, AZ . . . . . . . . 2601-DY4-00147Nov. 15-17 . . . . New York, NY . . . . . . 2601-DY4-00148Nov. 15-17 . . . . San Francisco, CA . . . 2601-DY4-00149Nov. 17-19 . . . . Boston, MA . . . . . . . . 2601-DY4-00150Nov. 17-19 . . . . Chicago, IL. . . . . . . . . 2601-DY4-00151Nov. 29-Dec. 1 . Salt Lake City, UT . . . . 2601-DY4-00152


3 days/1.8 CEUs/18 PDUs$2,095/AMA Members $1,895AMA Members save $200.

Develop a new outlook and create dramatic change. Problems caused by inef-fectiveness cannot be solved with the sameineffective thinking that created them. Formore than 15 years, The 7 Habits of HighlyEffective People® has provided the ultimate inproductivity training for thousands of peopleand organizations worldwide.

BENEFITS OF ATTENDING• Develop a clear definition of the results

you want and live each day with agreater sense of meaning and purpose

• Focus on your top priorities, achievebalance and increase organizationalproductivity through a weekly and dailyplanning process

• End self-defeating behavior and gain thenecessary security you need to change

• Develop strong relationships based onmutual trust

• Be prepared to deal with difficultcircumstances before they happen

TOPICS COVERED• Habit 1: Be Proactive—Recognize how

choices based on personal experience orbeliefs can profoundly impact youreffectiveness, both positively and negatively

• Habit 2: Begin with the End in Mind—Develop a clear definition of what is andis not important to you by creating themost important roadmap you’ll everhave—your Personal Mission Statement

• Habit 3: Put First Things First—Increasethe balance and fulfillment of yourprofessional and personal life by investing afew minutes each day in the sameplanning process used by many of the world’s most successful people

The 7 Habits of Highly Effective People®

3-Day Signature Program SEMINAR #2601

By FranklinCovey—now available through AMA.

The 7 Habits of Highly Effective People® courses are based on the teachings of Dr. Stephen R. Covey.

AMA has been reviewed and approvedas a provider of project managementtraining by the Project ManagementInstitute (PMI).

• The 7 Habits FranklinCovey PlanningSystem.

• Participant Guidebook. A manual filledwith examples and exercises.

All faculty are trained experts in FranklinCovey’s The 7 Habits of Highly Effective People® curriculum.

BESTSELLER

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Learn how to manage conflict rather than have it manage you.

Conflict is all around us, and most people try to avoid it. But conflict is not all bad.Rather than react to it on a purely emotional level, get the professional skills tomanage disputes and disagreements positively and proactively.

BENEFITS OF ATTENDING• Gain a new understanding of conflict• Understand your own conflict patterns• Improve your listening and

communication skills• Learn to “read” conflicts by developing

a “conflict map”• Practice effective methods of intervention

and conflict management

TOPICS COVEREDDeveloping Conflict Awareness• Conflict vs. disagreement• The five stages of conflict development • Barriers to conflict management

Responding to Conflict• Identify and understand your own conflict

behavior• Apply active listening skills for conflict

management

Different Ways to Manage Conflict • The five-step “conflict map”• What conflict management strategy is

right for you?• Content vs. relationship conflicts• Why not to ask “why?”

Conflict Strategies• The four Cs: competence, credibility, care,

communication• How to reinstate trust• How to become solution-focused, not

problem-focused

Moving Beyond Conflict• Difficult people vs. difficult behavior• Asserting yourself• Coping with resistance• Saying “no” assertively

Mapping the Conflict• Map a conflict in five steps, from

positions to solutions• Explore a conflict from various

viewpoints• Determine common ground in a conflict• Generate and implement goal-oriented

alternatives

Trust in Minimizing Conflict• Learn key fundamentals for building

trust• Discover how trust is lost and how it’s

reestablished• Develop win-win solutions: interests vs.

positions

Dealing with Difficult Behavior• Differentiate between difficult people

and difficult behavior• Discover a two-step process for handling

passive and aggressive behaviors• Learn to create a viable alternative to

group conflict

Thunderstorms• Address your own “thunderstorms”

(emotionally explosive tense conflicts)• Apply appropriate conflict strategies

through role-play


WHO SHOULD ATTENDBusiness professionals who want to expandtheir conflict management skills, understandtheir own emotions and behaviors whenaddressing conflict and find productive waysto manage conflict.

SCHEDULE

Aug. 4-6 . . . . . . Chicago, IL. . . . . . . . . 2115-DY4-00333Aug. 18-20 . . . . Arlington, VA. . . . . . . 2115-DY4-00334Sept. 13-15. . . . Atlanta, GA . . . . . . . . 2115-DY4-00335Sept. 22-24. . . . New York, NY . . . . . . 2115-DY4-00336Sept. 27-29. . . . San Francisco, CA . . . 2115-DY4-00337Sept. 29-Oct. 1 . Chicago, IL. . . . . . . . . 2115-DY4-00339Oct. 6-8 . . . . . . Houston, TX. . . . . . . . 2115-DY4-00340Nov. 3-5 . . . . . . Lake Buena Vista, FL. . 2115-DY4-00341Nov. 17-19 . . . . Arlington, VA. . . . . . . 2115-DY4-00343Dec. 6-8 . . . . . . New York, NY . . . . . . 2115-DY4-00344Dec. 8-10 . . . . . Chicago, IL. . . . . . . . . 2115-DY4-00345Dec. 13-15 . . . . San Francisco, CA . . . 2115-DY4-00346


FACULTY SPOTLIGHT*

Michael Geraghty has 15years of global corporateexperience and specializesin negotiation and cross-cultural skills. His accom-plishments include negotiat-ing over $1 billion in dealsand contracts throughoutAmerica, Europe and Asia infour years. He was featuredin the book, The GreatestSpeakers I Ever Heard and has given more than2,000 presentations worldwide.


Responding to Conflict Strategies for Improved Communication SEMINAR #2115

BESTSELLER

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In today’s working environment, interpersonal andcommunication skills are just as important as technicalabilities in achieving success.

You need communication skills to support your technical expertise. You have the “hard side” of your job down pat. But how about the “soft side”? Yourinterpersonal and communication skills can spell the difference between successor failure at work.

BENEFITS OF ATTENDING• Project a presence that attracts the right

kind of attention• Develop “active listening” skills to really

tune in to coworkers and cultivateproductive relationships

• Be assertive without being intimidating• Overcome “automatic resistance” to new

ideas and get your proposals approved• Build a team approach to motivate others

and facilitate change• Uncover the root causes of conflict and

achieve resolution• Deal with company politics• Sell your ideas to the group• Realize how others perceive you and

improve communication to get theresponse you want

• Create a climate for action: giveconstructive criticism and positivereinforcement

TOPICS COVEREDDifferences Between How You ManageTasks as Opposed to Relationships• Demonstrate the difference between

technical and nontechnical professionals

Critical Elements of Communication andInterpersonal Skills • Recognize interpersonal skills that

promote success with coworkers• Discuss the barriers to the effective use

of interpersonal skills• Understand how to blend and

communicate with different styles

Listening and Responding to Others• Discuss the five levels of active listening • Learn the powerful listening tool—

empathy

Asking Questions—the Gateway toOpen Thinking• Learn a communication model for

increased workplace productivity• Apply seven methods for developing

better interpersonal skills

Assertiveness Theory and Interpersonal Skills • Discuss the four behaviors of

assertiveness theory• Explore an assertive communication

model for giving effective criticism• Identify differences between informing

and directing messages

Managing and Responding to Conflict • Discuss the characteristics of conflict• Apply the five methods of managing

conflict

WHO SHOULD ATTENDIT and technical professionals who need to develop the interpersonal skills necessary to communicate their knowledge to thosearound them.


FACULTY SPOTLIGHT*

Stephanie L. Twin, Ph.D.,a management and train-ing consultant, employsinteractive training sessionson a broad variety of man-agement, supervisory, com-munication and leadershiptopics designed to improveproductivity. Dr. Twin holdsa Doctorate from RutgersUniversity and has writtenbooks, articles and reports on a wide range of subjects.


Communication and Interpersonal Skills A Seminar for IT and Technical Professionals SEMINAR #2576

SCHEDULE

Aug. 4-6 . . . . . . San Francisco, CA . . . 2576-DY4-00670Aug. 16-18 . . . . New York, NY . . . . . . 2576-DY4-00671Sept. 15-17. . . . Arlington, VA. . . . . . . 2576-DY4-00672Sept. 27-29. . . . Chicago, IL. . . . . . . . . 2576-DY4-00673Oct. 11-13 . . . . New York, NY . . . . . . 2576-DY4-00676Nov. 8-10 . . . . . San Francisco, CA . . . 2576-DY4-00680Nov. 15-17 . . . . Atlanta, GA . . . . . . . . 2576-DY4-00678Nov. 29-Dec. 1 . Chicago, IL. . . . . . . . . 2576-DY4-00679Dec. 15-17 . . . . New York, NY . . . . . . 2576-DY4-00681


AMA has been reviewed andapproved as a provider ofproject management training by the Project ManagementInstitute (PMI).

BESTSELLER

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Understand how emotions affect your job performance—and learn practical techniques to manage them.

As you face the pressures of doing more work with more stressful deadlines andworkplace demands on personal time, you’re likely to find yourself in situationswhere it’s critical to control your emotions.

A Closer Look at Feelings and EmotionalWell-Being• Define personal mastery and its impact

on your work life• Differentiate between the two groups of

emotions to better understand how youare feeling and why

• Identify different feelings in the past,present and future

• Evaluate your emotional debt anddiscover ways to pay it off

• Analyze situations so that your emotionsdo not sabotage the results you want

• Recognize thoughts, feelings andbehaviors associated with stressfulsituations

• Analyze behavior patterns associatedwith stressful events

Communicating or Controlling? Balance or Ballistics?• Use your mirror listening skills to

understand how others are feeling• Identify feelings and the reasons why

people feel the way they do• Recognize when to be assertive in

interacting with others• Construct assertive messages using the

XYZ techniqueRituals—Managing Emotions and Stress• Identify rituals that presently exist in

your life and classify rituals according to purpose

BENEFITS OF ATTENDING• Understand the connection between

emotions and workplace stress• Maintain your emotional composure on

the job and maximize work relationships• Effectively express your emotions through

assertiveness communication skills• Create work environments where

emotional honesty and emotional energy are accepted

• Learn how to balance the physical,mental and emotional aspects of life

• Control your emotions and achievepositive interaction in teams and groups

TOPICS COVEREDUnderstand More About Stress• Identify common causes of stress from

personal experiences• Categorize common stress symptoms• Discern the difference between positive

stress and negative stress• Determine your levels of personal and

work-related stress• Recognize the ways you may be

unintentionally contributing to your own stress levels

• Identify aspects of your personal andprofessional lifestyles in relation to yourmanagement of emotional well-being

Managing Emotions in the Workplace®

Strategies for Success SEMINAR #2540

Personal Action Plans• Create a personal action plan to implement

your learning back at work

WHO SHOULD ATTENDThose who are experiencing intense emotionaland/or stressful situations at work.

“I learned a lot of good material in this seminar. It was veryinteresting subject matter and instructor was great.”

—David WittenkellerToyal America Inc.

SCHEDULE

Aug. 9-10 . . . . . New York, NY . . . . . . 2540-DY4-00477Aug. 19-20 . . . . San Francisco, CA . . . 2540-DY4-00476Sept. 9-10. . . . . Arlington, VA. . . . . . . 2540-DY4-00479Sept. 9-10. . . . . Chicago, IL. . . . . . . . . 2540-DY4-00478Oct. 25-26 . . . . New York, NY . . . . . . 2540-DY4-00482Nov. 8-9 . . . . . . Chicago, IL. . . . . . . . . 2540-DY4-00483Nov. 15-16 . . . . Atlanta, GA . . . . . . . . 2540-DY4-00484Dec. 9-10 . . . . . New York, NY . . . . . . 2540-DY4-00485Dec. 13-14 . . . . San Francisco, CA . . . 2540-DY4-00486Dec. 16-17 . . . . Arlington, VA. . . . . . . 2540-DY4-00487


FACULTY SPOTLIGHT*

Betty A. Kildo, a CertifiedBusiness ContinuityProfessional (CBCP) and aFellow of the BusinessContinuity Institute (FBCI),provides comprehensiveemergency managementand business continuityplanning for a wide rangeof organizations through-out the country. Recentclients include Cummins Engine, Inc., Bank ofAmerica, Troika Design Group, TeledyneTekmar, International Specialty Products,International Truck and Engine and Pioneer.




Developing Effective Business Conversation SkillsSEMINAR #2109

Master conversational skills to get attention and gaincredibility.

Are your spoken messages organized and coherent—or rambling and unfocused? Do you put off conversations or are you able to work through issues with confidenceand empathy? Do you know when to talk, when to listen and when to ask questions?

Enhancing and expanding your conver -sational skills can help you create buy-infor your ideas, make better-informeddecisions and obtain committed actionfrom others. After assessing your presentconversational style, you’ll practice shapingengaging, clear and influential conversa -tions through real-world scenarios. Eachinteractive exercise is designed to help youbuild conversational bridges at work, getyour point across and steer discussions inthe right direction.

BENEFITS OF ATTENDING• Express your ideas completely and

succinctly to build rapport• Leverage conversational dynamics to

get results• Avoid leaving others in “mind-reader”

mode• Use conversation as a coaching and

performance tool• Come out a winner in any business

conversation

TOPICS COVEREDFocused Conversation Skills• Create a focused and results-oriented

conversation goal• Achieve clarity by organizing your ideas

and remaining focused• Redirect conversations that have gone

off-track, exit those that are dragging• What to include in your conversations

from the listeners’ perspective• How to create complete messages that

cover all critical information• Calibrate language to avoid becoming

too specific or too abstract• Integrate confidence and competence

into your conversational behavior

Engage Others in Conversation• Build rapport and establish open

communication• Listening strategies to gain information

and create conversational bridges• Ask and respond to questions as a way to

promote effective conversations• Communication insights to help you flex

your personal style to others’ preferences• The appropriate role of humor• Choose the right verbal and nonverbal

language to create consistent, coherentand targeted messages

• Implications of gender and culture on thedynamics of conversations

• How to avoid creating or showingdefensiveness in conversations

Workplace Conversations• How to successfully approach various

types of conversations• Tools and strategies to plan and

demonstrate a specific conversation type

Conversational Style Preferences andFlexing Strategies• Assess conversational style preferences,

strengths and weaknesses and flexibility• Learn to use humor (carefully) in

business conversations• Master verbal and nonverbal language

skills

Action Plan• How to implement new business

conversation skills

SCHEDULE

Aug. 2-3 . . . . . . Chicago, IL. . . . . . . . . 2109-DY4-00139Aug. 12-13 . . . . New York, NY . . . . . . 2109-DY4-00136Sept. 9-10. . . . . San Francisco, CA . . . 2109-DY4-00137Oct. 11-12 . . . . New York, NY . . . . . . 2109-DY4-00140Nov. 8-9 . . . . . . New York, NY . . . . . . 2109-DY4-00141Nov. 18-19 . . . . Chicago, IL. . . . . . . . . 2109-DY4-00142Dec. 2-3 . . . . . . Atlanta, GA . . . . . . . . 2109-DY4-00143Dec. 6-7 . . . . . . San Francisco, CA . . . 2109-DY4-00144Dec. 13-14 . . . . New York, NY . . . . . . 2109-DY4-00145


FACULTY SPOTLIGHT*

Lisa Kaplin, Psy.D. workswith corporations to helptheir employees achieve ful-fillment both at work and intheir personal lives. Clientsinclude Abbott Labs, TheFederal Reserve Bank,Allstate, Village of Joliet,Bank of America, HouseholdBank, IBM, local schools andnot-for-profit groups. Sheholds a master’s degree in counseling psychologyand a doctorate in clinical psychology.


WHO SHOULD ATTENDBusiness professionals at all levels who wishto have more effective conversations.



Developing Your Emotional IntelligenceSEMINAR #2144

Enhance your self-awareness and make emotions work foryou to build more productive relationships—professionallyand personally.

Understanding and improving the connection between emotions and actions iscrucial to business and personal success. Without such insights, even seeminglysuccessful relationships may be courting disaster. Now you can actually develop and enhance the skills that will positively impact your work—and in doing so, tap into a whole new level of achievement in your career.

This intensive, two-day seminar incorpo-rates unique insights, tools and methodolo-gies to help you increase your performanceand productivity through EI. You’ll create agraphic representation which clearly unveilsunderlying emotions. You’ll strengtheninterpersonal competencies and develop aflexible response style.

BENEFITS OF ATTENDING• Recognize the impact that EI abilities

have on your professional developmentand career

• Assess your own EI abilities• Increase self-awareness and develop a

clear understanding of your strengths and weaknesses

• Learn strategies to help you managecounterproductive tendencies

• Improve your sensitivity to corporatecultures and respond appropriately toworkplace social cues

• Identify and apply the four key emotionalskills to a broad variety of workplacesituations

• Develop and use the “EI Blueprint” to manage difficult professionalchallenges and enhance interactions

• Create an action plan for continued EI self-development

TOPICS COVEREDEmotional Intelligence and Its Relevanceto You• Characteristics of the emotionally intelligent

person• The business case for EI • Moods and emotions at work: when to

trust your gut—or not • Evaluating your current emotional

well-being: The Mood Meter• How to measure EI; EI vs. EQ• Assess your own EI abilities• Four key emotional skills: identifying,

understanding, leveraging and managingemotions

Identifying Emotions Accurately• Connecting emotional expressions and

underlying messages to read people moreaccurately

• Recognizing verbal and nonverbal cues tobetter understand people

• Listening effectively to communicate moreproductively with others and respondappropriately to workplace social cues

Understanding the Causes of Emotions• Emotional tasks: enhancing your skills• Developing a complex emotional

vocabulary to describe emotions withclarity

• Creating the most productiveenvironment for major work tasks

• Increasing workplace fulfillment • Meeting the emotional needs of othersLeveraging Emotions to Help You Think• Developing the skill of emotional storytelling• Perspective-taking for better relationships• Matching emotions to the task in the

workplace• Connecting on a deeper professional level

with colleagues and customers• Using your emotions to help you make

better decisions

Managing Emotions Effectively• Emotional management demonstration

and effective strategies• Developing openness to emotions • Coping better with workplace stress:

preventative and responsive strategies• Accomplishing difficult tasks with others

more effectively• How not to avoid conflict to expand your

self-awarenessDeveloping Your Own “EmotionalBlueprint”• Strategies for solving critical interpersonal

problems• Developing a blueprint model using

the four key emotional skills to tackleworkplace challenges

WHO SHOULD ATTENDAll business professionals who want to maximize performance by developing their interpersonal skills and increase self-understanding and emotion-management.

SCHEDULE

Aug. 12-13 . . . . New York, NY . . . . . . 2144-DY4-00054Sept. 13-14. . . . San Francisco, CA . . . 2144-DY4-00055Oct. 11-12 . . . . New York, NY . . . . . . 2144-DY4-00057Nov. 4-5 . . . . . . Chicago, IL. . . . . . . . . 2144-DY4-00058Dec. 6-7 . . . . . . New York, NY . . . . . . 2144-DY4-00059Dec. 16-17 . . . . Arlington, VA. . . . . . . 2144-DY4-00060


Identify

Understand

Leverage

Manage

Four Key Emotional Skillsfor EI



Develop the confidence, practical skills and capabilities you needto establish yourself in the business world and keep your careermoving forward.

Text messaging…e-mails…the Black berry—there’s no shortage of ways to communicatequickly in the Digital Age. But what happens face-to-face when you need to find theright words and communicate them in the right way? This unique, three-day course isdesigned to give you a strong foundation in essential communication skills and compe-tencies. Through practice sessions and role plays, you’ll be on your way to developingthe confidence and communication know-how you need to establish yourself in thebusiness world—and keep moving ahead throughout your career.

BENEFITS OF ATTENDING• Understand why effective communication

is vital to your professional success• Identify the choices individuals make

that drive the success or failure of anycommunication

• Apply usable, real-world strategies,processes and skills to address mostbusiness communications

• Capitalize on the good communicationskills you already have while learning howto minimize your limitations

• Improve work relationships by reducingmisunderstandings

• Communicate clearly and appropriately—and with greater confidence

• Choose the most effective language tohandle even the most difficult circumstances

• Connect with people whose communicationstyles are different from your own

TOPICS COVEREDCommunication: The “Make or Break”Competency• Discovering why good communication is

essential to success• Assessing your personal communication

strengths and limitations• Identifying the characteristics of effective

and ineffective communication

Sending Your Message• Understanding effective and ineffective

“sending” skills• Applying a mental framework to organize

thoughts and keep discussions on track• Picking language that promotes

constructive dialogue• Asking targeted questions to engage and

connect with your listener• Using examples, analogies and stories to

increase the impact of your communication

Hearing Others’ Intended Messages• Understanding effective and ineffective

listening• Identifying the three components of every

message • Listening with interest…even in the face

of distraction• Selecting the appropriate technique for

paraphrasing and summarizing what asender is saying

• Empathizing to defuse emotionallycharged situations

Connecting with Others• Learning the four primary communication

styles• Identifying another’s primary

communication style• Accommodating the specific

communication needs of each style• Learning why nonverbal communication

is so important to making a strongconnection

• Identifying common nonverbal signals• Using nonverbal communication proactively

to connect more effectively with others

Structuring Your Message• Defining a purpose for a discussion that is

based on the receiver’s interests• Opening a discussion or responding to a

discussion opening, so that the desiredgoal is achieved

• Managing the content, feelings andintentions that are presented during aconversation so that the discussion goalsare achieved

• Closing a discussion with completeinformation and on a positive note

• Using a discussion planner to conduct aproductive discussion

Avoiding and Recovering fromCommunication Breakdown• Knowing the causes and effects of

common communication breakdowns• Taking responsibility for having a

productive discussion

WHO SHOULD ATTENDEarly career professionals or anyone interestedin enhancing their fundamental verbal com-munication skills, including coordinators, spe-cialists, analysts, consultants, associatemanagers, project managers and leadership-track administrative professionals.

SCHEDULE

Aug. 16-18 . . . . New York, NY . . . . . . 2210-DY4-00034Sept. 15-17. . . . Atlanta, GA . . . . . . . . 2210-DY4-00035Oct. 18-20 . . . . Chicago, IL. . . . . . . . . 2210-DY4-00037Oct. 27-29 . . . . San Francisco, CA . . . 2210-DY4-00038Nov. 10-12 . . . . Arlington, VA. . . . . . . 2210-DY4-00039Dec. 8-10 . . . . . Chicago, IL. . . . . . . . . 2210-DY4-00040Dec. 15-17 . . . . New York, NY . . . . . . 2210-DY4-00041


FACULTY SPOTLIGHT*

Mary Hubbard Lewis,Ed.D. specializes in seminarsand programs for executives,management and supervisorystaff with the goal of earningmore attention and respectin daily communications. She also provides individualcoaching to CEOs, CIOs andthose being groomed for |C-Level positions.


Communication Boot CampSEMINAR #2210



Cross-FunctionalCommunication: Strategiesfor Workplace EffectivenessSEMINAR #2505

Increase your interpersonal skills and yourimpact on the bottom line.

Communication with colleagues in different departments is nolonger just a matter of having good working relationships—it isa business imperative. With a focus on behavioral skills andpromoting cooperation in the workplace, this highly interactiveseminar shows you how to develop “win-win” cross-functionalrelationships that lead to organizational effectiveness.

BENEFITS OF ATTENDING• Increase the positive impact your behavior can have on

relationships with those in other functions• Manage your behavior to resolve conflicts with those in other

areas of the organization• Use diagnostic tools and evaluate the implications of your

behavioral strengths and weaknesses for communication• Deliver better customer service through improved

interdepartmental cooperation and communication• Build and maintain efficient teams across functions• Develop a customized action plan to improve cross-functional

communication in your workplace

TOPICS COVERED• Communicating across functions, including virtual

communication• Establishing joint goals across functions• Identifying causes of cross-functional conflict and learning

to resolve them• Developing communication skills that will help foster

collaborative relationships• Influencing those in other functions and practicing “good”

organizational politics• Understanding different work styles and how to identify

compatibilities and potential conflicts• Keeping an accelerated pace by focusing on building networks

across functions in order to meet customer needs

WHO SHOULD ATTENDThose who must relate to other individuals and departments in order to successfully accomplish his or her job.

SCHEDULE

Aug. 11-13 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2505-DY4-00231Sept. 27-29 . . . . . . . . . . . . San Francisco, CA . . . . . . . 2505-DY4-00232Oct. 25-27 . . . . . . . . . . . . . Atlanta, GA. . . . . . . . . . . . 2505-DY4-00233Nov. 29-Dec. 1. . . . . . . . . . New York, NY. . . . . . . . . . 2505-DY4-00234


NEW! How to Become aPower Communicator: GetHeard at Executive MeetingsSEMINAR #2272

Acquire the skills and confidence to meet anddeal effectively with senior management.

In many organizations today, layers of management havedisappeared and employees taking on more responsibility mayeasily find themselves attending executive meetings to which theywere never before invited. To hold your own and be recognized asa valued contributor—and to avoid inadvertent embarrassment—you need the know-how to appropriately and effectively addresssenior executives. This seminar will help you do the necessaryadvance preparation before an executive meeting, speak withconfidence and credibility during the meeting and take the rightnext steps after the meeting, to ensure you’re properly recognizedfor all your abilities and contributions.

BENEFITS OF ATTENDING• Get key people to listen to you and be recognized as a power

communicator• Become influential at meetings with senior executives• Build a strong relationship with key stakeholders in the

organization• Be more effective and productive by listening to and observing

the behavior of senior executives• Get involved in more complex, interesting and high profile

projects• Be seen as a key contributor whose presence is invaluable at

senior meetings and other events

TOPICS COVERED• Pre-meetings (one-on-ones): who to meet, how to ask for the

meeting and getting prepared for it • Turning the executive into your advocate/supporter• The executive meeting: recognizing its dynamics • Developing confidence and knowing how to pitch a new idea• Understanding how to handle questions and objections • After the meeting: getting feedback and modifying your

approach for future executive meetings

WHO SHOULD ATTENDMid-level managers, project managers, administrators, supervisorsand all individual contributors who may be asked to attend executivemeetings.

SCHEDULE

Aug. 26-27 . . . . . . . . . . . . San Francisco, CA . . . . . . . 2272-DY4-00002Sept. 23-24 . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2272-DY4-00003Oct. 18-19 . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2272-DY4-00004Nov. 15-16 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2272-DY4-00005Dec. 13-14. . . . . . . . . . . . . Atlanta, GA. . . . . . . . . . . . 2272-DY4-00006




Communicating Up, Downand Across the OrganizationSEMINAR #2203

Gain recognition, build stronger workrelationships and deliver high-value results for yourself and your organization.

Leaders appreciate it when employees take the responsibility tocommunicate new ideas, innovations and better ways to get thework accomplished. This seminar offers practical and adaptivestrategies for informing and influencing others—no matter wherethey fit in the organizational chart.

BENEFITS OF ATTENDING• Gain recognition by showing managerial effectiveness,

leadership and creativity• Create new organizational opportunities• Break down the barriers between team cooperation and

organizational effectiveness• Reduce frustration by building cooperation between groups• Enhance productivity by gaining support and commitment• Build esprit de corps and productive workplace relationships

TOPICS COVERED• Acquire confidence, self-esteem and self-concept to project

a positive external image• Establish trust and credibility for stronger work relationships• Create messages that address listeners’ needs, wants and

priorities• Use listening skills to create high-impact messages• Communicate ideas in terms listeners care about• Create messages that speak to listeners’ hearts and minds• Adapt messages to others’ communication and learning style• Shape others’ responses using direct and indirect messages• Use assertiveness to allow others to understand and support

you• Practice various presentation formats to communicate clearly

WHO SHOULD ATTENDAll business professionals who want to build communication skillsthat encourage dialogue throughout the organization and amongdifferent departments and levels.

SCHEDULE

Aug. 2-3 . . . . . . . . . . . . . . San Francisco, CA . . . . . . . 2203-DY4-00138Aug. 19-20 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2203-DY4-00139Sept. 16-17 . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2203-DY4-00140Oct. 21-22 . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2203-DY4-00145Nov. 1-2 . . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2203-DY4-00146Nov. 18-19 . . . . . . . . . . . . Atlanta, GA. . . . . . . . . . . . 2203-DY4-00147Nov. 18-19 . . . . . . . . . . . . San Francisco, CA . . . . . . . 2203-DY4-00148Dec. 13-14. . . . . . . . . . . . . New York, NY. . . . . . . . . . 2203-DY4-00149


Dynamic Listening Skills forSuccessful CommunicationSEMINAR #2271

In today’s complex business environment,effective communication is the secret ingredientto your organization’s bottom-line demands.

When was the last time you wanted to scream: “Is anyonelistening?” Well, you’re not alone. Although all of us have been talking and listening to one another, we may not becommunicating. In a working environment defined by diversity,stress and uncertainty, it is not surprising that misunderstandingsabound. But help is on the way. This powerful seminar deliversThe Strategic Verbal Communication System—an easy-to-learnprocess that enhances communication and encourages productiveinteractions.

BENEFITS OF ATTENDING• Discover a powerful communication model for turning all

interactions into productive outcomes• Provide constructive information by addressing the

performance—not the person• Coach and counsel employees to build productivity and future

employee development• Listen actively and show interest and concern • Clarify meaning and verify information to minimize

misunderstanding and wasted time• Foster positive attitudes by providing effective feedback

TOPICS COVERED• Acknowledge the emotions and ideas of others to build trust

and improve communication in team situations• Adjust communication behaviors to communicate with

different styles• Listen actively to separate message content from feeling• Ask questions to expand knowledge and bring out new ideas• Direct others by giving clear instructions and delegating

responsibility and authority

WHO SHOULD ATTENDBusiness professionals who want to ensure that they are applyinglistening skills to communicate effectively.

SCHEDULE

Sept. 20-21 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2271-DY4-00185Oct. 7-8. . . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2271-DY4-00186Dec. 16-17. . . . . . . . . . . . . New York, NY. . . . . . . . . . 2271-DY4-00187




The Effective FacilitatorMaximizing Involvement andResults SEMINAR #2578

Use facilitation to bring out the best inindividual players and orchestrate successfulgroup efforts.

The facilitator is catalyst, coach, coordinator and more. It’s a rolethat demands exceptional interpersonal skills, keen observation,insight and tact. This course provides maximum practice, groupinteraction and feedback as you explore your role as a facilitatorin a variety of group situations.

BENEFITS OF ATTENDING• Make life easier and all meetings more productive• Spark and enhance critical synergy and creative energy• Focus on the key facilitation skills of observation, diagnosis

and intervention• Build consensus, handle conflict and keep meetings on track• Gain knowledge and skills you can apply to all group and

meeting situations• Keep content, process and structure on track to produce

positive outcomes

TOPICS COVERED• Facilitation: a leadership/management skill • Defining the effective facilitator • Understanding the facilitator’s most basic information • Self-knowledge of the facilitator • Facilitator skills: how the facilitator facilitates • Identifying the levels of group dynamics • Using the facilitator’s toolbox• Enhancements, advancements and reentry

WHO SHOULD ATTENDThose who must facilitate results in meetings, group work or project teams, have groups under their direction or work as internal consultants.

SCHEDULE

Aug. 11-13 . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2578-DY4-00296Sept. 22-24 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2578-DY4-00298Oct. 11-13 . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2578-DY4-00301Nov. 8-10 . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2578-DY4-00302Dec. 6-8. . . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2578-DY4-00303


This program has been approved for 18 recertification credithours toward PHR, SPHR and GPHR recertification throughthe Human Resource Certification Institute (HRCI). For moreinformation about certification or recertification, please visitthe HRCI homepage at www.hrci.org

Moving Ahead: BreakingBehavior Patterns that Hold You Back SEMINAR #2255

Overcome and resolve workplace situationswhere ineffective behavior is at play.

Destructive behavior can result in “career suicide”—even for themost capable employees. Move forward and get the rewardsyou deserve.

BENEFITS OF ATTENDING• Identify people and situations that can elicit bad behavior • Successfully change or modify career-sabotaging habits • Understand how negative behaviors affect teamwork • Achieve better work relationships and change how you are

perceived • Manage feelings of frustration and anger in the workplace • Gain recognition for contributing to a more positive and

happier work environment

TOPICS COVERED• How to identify and overcome self-defeating behaviors• Improving your professional image• Activating positive self-talk and “can do” attitude• Understanding and changing the emotional hard-wiring

behind your reactions to people and situations• A five-step process to overcome emotional “hijackers”• How to increase your Emotional IQ to better handle

interpersonal and team relationships• How to choose reactions instead of letting them choose you• The role of empathy in becoming more productive • Accepting your responsibility to communicate effectively• How to influence and persuade others more effectively through

emotional self-management• Building positive working relationships by flexing your

responses to others’ personalities and communication styles

WHO SHOULD ATTENDThose who may have a negative behavior pattern that hasimpeded his or her career success.

SCHEDULE

Aug. 16-17 . . . . . . . . . . . . Atlanta, GA. . . . . . . . . . . . 2255-DY4-00111Oct. 4-5. . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2255-DY4-00114Oct. 28-29 . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2255-DY4-00112Nov. 8-9 . . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2255-DY4-00113




Interpersonal Skills forManagers SEMINAR #2575

Improve your communication skills—and everyaspect of your working relationships.

Success depends upon the combined cooperation, commitmentand action of people—both face-to-face and across electronicand cyber channels. That’s why your interpersonal skills are socritical to your own effectiveness as a manager. This seminargives you three days of solid learn-by-doing training to sharpenyour skills with superiors, peers and subordinates.

BENEFITS OF ATTENDING• Solve problems by clarifying the real issues• Make trade-offs without being a pushover on big issues• Gain support for implementing your plans• Generate enthusiasm for your ideas and proposals• Minimize conflict and build group commitment• Influence others and motivate them to profitable action• Know when to give criticism and praise to produce results• Give direction without creating “static”

TOPICS COVERED• Communication and the new workplace• The power of trust• How perceptions influence your interaction with others and

their responses to you• Nonverbal and verbal skills: developing and delivering clear

messages• Use listening and feedback skills to build high-performance

work relationships• Develop strategies for constructive performance feedback• Direct and motivate others• Assertively and productively manage conflict• Be a team player: the synergistic impact of all your

interpersonal skills

WHO SHOULD ATTENDManagers, team leaders and supervisors who want to maximizetheir positive impact on others through effective interpersonalskills.

SCHEDULE

Sept. 20-22 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2575-DY4-99512Oct. 20-22 . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2575-DY4-99513Nov. 1-3 . . . . . . . . . . . . . . San Francisco, CA . . . . . . . 2575-DY4-99514Nov. 15-17 . . . . . . . . . . . . Atlanta, GA. . . . . . . . . . . . 2575-DY4-99515Dec. 6-8. . . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2575-DY4-99516Dec. 15-17. . . . . . . . . . . . . New York, NY. . . . . . . . . . 2575-DY4-99517


Storytelling: The Secret ofGreat Communicators SEMINAR #2102

Expand your influence, build your credibilityand communicate with passion by masteringthe techniques of strategic storytelling.

Among the traits shared by inspirational leaders, one of the mostimportant is the ability to tell stories. One well-told story is farmore effective at touching listeners and moving them to actionthan an entire encyclopedia of cold, hard facts. From myths andfables to personal anecdotes, stories possess a unique power tocreate connections quickly. People connect with the emotionalpower of stories and the potent impact of it lingers long aftermere facts and figures are quickly forgotten (or dismissed).

BENEFITS OF ATTENDING• Appeal to listeners’ emotions and drive your points home• Relay information in an experiential manner for better retention• Be more effective in meetings, presentations and internal and

external business communication venues• Win over, influence and gain the trust of peers, team members

and supervisors• Engage listeners in a way that leads them to reach exactly the

conclusions you want them to reach

TOPICS COVERED• Develop the mental agility to alternate between objective

(facts) and subjective (story) analysis• Build a bridge of trust to carry your facts, proof and benefit

messages• Learn the six kinds of stories: who I am, why I am here, my

vision, my values-in-action, teaching, I know what you’rethinking

• Practice the six principles of good storytelling: developmentallogic, oral language, intention, imagery, participation vs.control, point of view

• Develop, test and tell stories that suit the situations

EXTRASpecially developed in conjunction with Annette Simmons, author ofthe book Whoever Tells the Best Story Wins. Receive a complimentarycopy when you attend, as well as an audio CD of examples of the sixkinds of stories covered in your seminar.

WHO SHOULD ATTENDLeaders at all levels who need to communicate and build relation-ships within their organizations, departments and teams and whoare looking for an innovative and fresh way to stimulate andengage others.

SCHEDULE

Sept. 23-24 . . . . . . . . . . . . San Francisco, CA . . . . . . . 2102-DY4-00033Nov. 15-16 . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2102-DY4-00037Dec. 2-3. . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2102-DY4-00038




NEW! EntrepreneurialThinking: A New Mindset forBusiness Growth SEMINAR #2161

Explore and seize new avenues to businesssuccess through enhanced thought processes.

Today, entrepreneurial thinking and risk taking are crucial forbusiness growth and success. You can learn to adjust yourthought process to harness and capitalize on opportunities thatmay be in front of you or just around the corner.

This seminar can help you rewire your natural thinking style sothat you will embrace risk and rejection instead of fearing them.You’ll identify new opportunities that others may miss, developand apply the skills that are essential to rejuvenating yourbusiness career success.

BENEFITS OF ATTENDING• Be aware of your entrepreneurial strengths and challenges• Train your mind to recognize all the possibilities as well as new

opportunities• Gain comfort with risk taking and choosing the right risks to

take• Learn to love hearing “no” and recognize it as a challenge to

move ahead• Rewire your brain to develop the entrepreneurial mindset• Apply these skills to develop yourself as an intrapreneurial

leader

TOPICS COVERED• The entrepreneurial mindset and your DNA: why some

entrepreneurs are born and some are made• Distinguishing between the Entrepreneur, the Entreprenear and

the Intrepreneur• The OCEAN Model (openness, conscientiousness, extraversion,

agreeableness and neuroticism)• Identifying your strengths/weaknesses as an entrepreneurial

thinker and how to counterbalance the weaknesses• Navigating personal and organizational barriers to

entrepreneurial thinking• Reframing the existing environment and creating opportunities

with the “what is”

WHO SHOULD ATTENDAnyone who wants to develop and apply the thought processesand instincts of entrepreneurial thinking to find new opportunitiesthat can enhance business and improve results.

SCHEDULE

Aug. 9-10 . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2161-DY4-00003Sept. 27-28 . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2161-DY4-00004Oct. 14-15 . . . . . . . . . . . . . Atlanta, GA. . . . . . . . . . . . 2161-DY4-00005Nov. 18-19 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2161-DY4-00006


Business Conversation Skillsfor the Nonnative EnglishSpeaker SEMINAR #2150

Express your ideas directly and clearly using the conventions of American verbal andnonverbal communication.

For nonnative English speakers, opportunities lie in expressing your ideas correctly and confidently. This two-day workshop willimprove your conversation skills on all levels through discussionsand case studies. You will gain the confidence you need to speakyour mind at work and create a style of business conversation thatwill help you achieve your professional and organizational goals.

BENEFITS OF ATTENDING• Express yourself in a way that will increase self-confidence• Recognize business conversational pitfalls and how to avoid them• Recognize different styles in business conversations• Gain the ability to become assertive and focus on the issues• Increase your knowledge of body language and other nonverbal

communication• Select effective business language and patterns of delivery

TOPICS COVERED• Apply cultural factors to conduct audience analyses• Recognize the elements of American nonverbal behaviors• Choose vocabulary that is clear and culturally appropriate• Apply fundamental American grammar rules correctly• Assemble messages to deliver proper emphasis and meaning• Apply multi-sensory listening skills to reduce misunderstandings• Evaluate how to influence others through an analysis of the

situation and of your conversation, partner’s position, needsand responsibilities

• Recognize that American business communication is aboutselling ideas both inside and outside the organization

• Action planning

WHO SHOULD ATTENDNonnative English-speaking business professionals who find diffi-culty in verbal and nonverbal aspects of business conversation inU.S. companies.

SCHEDULE

Aug. 5-6 . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2150-DY4-00093Oct. 18-19 . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2150-DY4-00097Nov. 4-5 . . . . . . . . . . . . . . San Francisco, CA . . . . . . . 2150-DY4-00098Dec. 2-3. . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2150-DY4-00099


Polished writing and conversational skills are criticalto success. See Business Writing for the Nonnative EnglishSpeaker, seminar #2266 on page 16.


BUSINESS WRITING

Listening and WritingBuilding a Foundation for Better Communication SEMINAR #2286

Learn to communicate effectively on paper, on the phone and face-to-face and get thepower and influence you need to succeed.

The ability to communicate successfully—to speak, write andlisten expertly—will help you to gain greater professionalrecognition and will enable you to achieve powerful results.

BENEFITS OF ATTENDING• Analyze the situation—learn when you should use written

communication, talk face-to-face or on the phone• Understand your audience and the purpose of your

communication• Increase productivity through clear and specific messages• End no-result communication by learning how to write better

letters, outlines, memos, short reports and briefings• Make sure your message is clearly sent, received and understood• Achieve greater productivity and win-win results• Develop techniques to become an active listener

TOPICS COVERED• Two-way vs. one-way communication• Eliminate barriers to effective communication• Effectively using nonverbal messages• Overcome barriers to good listening• Use the different levels of listening when each is appropriate• Active listening• Filters that affect good communication and how to use them• Define and communicate your purpose when writing• Write to address the needs of your readers• Techniques for achieving clarity and precision in business writing• Construct sentences that are clear and direct• Use linking words and phrases• Properly use active and passive voice• Employ various patterns of organizing information

WHO SHOULD ATTENDBusiness professionals who want to overcome the barriers to successful communication and increase productivity through clearand specific messages.

SCHEDULE

Sept. 20-21 . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2286-DY4-00431Nov. 18-19 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2286-DY4-00432Dec. 6-7. . . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2286-DY4-00433


The Grammar CourseSEMINAR #2236

Mistakes in business writing can be costly—to your company and your career.

Success in business demands clear, concise, as well as correct and professional e-mails, memos, letters and reports. And it allstarts with knowledge of punctuation and grammar. Attend thisrefresher course to overcome usage and punctuation challenges,catch up with today’s new writing styles, learn to polish docu-ments to perfection and confidently proofread and critique written communication. Plus pinpoint your strengths and weaknesses with self-graded quizzes during class.

BENEFITS OF ATTENDING• Write like a pro: clearly, concisely and grammatically correct• Produce error-free documents that project professionalism • Revisit the rules of grammar—without all the jargon• Use the right word and correct punctuation every time • Know the dos and don’ts of effective business e-mail• Improve your ability to critique your writing and that of others

TOPICS COVERED• Proofread: identifying and correcting faulty sentences• Usage challenges: effect or affect, who or whom, that or which• Subject-verb agreement• When and where to use commas and other punctuation• Update your proofreading techniques• Write correct and effective e-mail according to “netiquette”

guidelines• What spell-checks don’t catch • Insure, ensure and other troublesome words• Practical grammar rules you can apply immediately

EXTRATake home a six-part review section to reinforce what you’ve justlearned.

WHO SHOULD ATTENDAnyone who handles correspondence, writes to customers, developscompany publications, prepares reports or does any job that requiresthe proofreading and critiquing of written communications.

SCHEDULE

Aug. 2-3 . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2236-DY4-00379Sept. 9-10 . . . . . . . . . . . . . Atlanta, GA. . . . . . . . . . . . 2236-DY4-00380Sept. 20-21 . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2236-DY4-00381Oct. 14-15 . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2236-DY4-00382Nov. 4-5 . . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2236-DY4-00383Dec. 2-3. . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2236-DY4-00384Dec. 13-14. . . . . . . . . . . . . San Francisco, CA . . . . . . . 2236-DY4-00385



BUSINESS WRITING

Business Writing for the Nonnative English SpeakerSEMINAR #2266

Produce English-language documents that any reader caneasily understand and that achieve your intended results.

This seminar is specifically designed for nonnative English-speaking businessprofessionals. In three days, you’ll learn an overall approach to and practicaltechniques for creating effective business documents while focusing on applyingcorrect English grammar, usage and syntax. As the language of global commerce,the ability to write in English is essential to success in business today.

BENEFITS OF ATTENDING• Assert your purpose in a document using

the appropriate tone and style• Write and organize effective paragraphs

expressing yourself clearly and precisely• Recognize and write effective English

sentences• Distinguish and apply correct English

grammar and usage • Revise and edit documents professionally • Differentiate commonly confused words

and terms

TOPICS COVEREDThe Document Level• Name six types of documents and their

purpose• Select the elements appropriate for each

type of document• Describe the importance of knowing your

audience • Describe the steps in the writing process• State special considerations for writing

e-mails

The Paragraph Level • Define and apply the qualities of a good

paragraph—emphasis, unity, coherenceand variety

• Recognize various principles for orderingparagraphs and select the best one for aspecific purpose

• Recognize and use structural elements toaid the reader’s comprehension

The Sentence Level• Apply basic parts of sentences—subjects

and predicates• Avoid common sentence errors • Employ concepts of sentence variety for

better style

The Word Level• Apply basic principles of English

grammar and usage • Employ correct English vocabulary

Tips for High-Impact Writing • Use correct punctuation, capitalization,

abbreviations and number formats• Write concisely • Apply principles of “linguistic etiquette”• Revise for completeness, unity and

coherence

Action Planning• Identify what you will focus on applying

to improve your English writing and whatyou will do to continue and track yourprogress

EXTRAThroughout the three days you will practicewhat you learn by writing your own well-structured work-related documents and critique, edit, analyze and improve on yourwriting at each level of the process.

WHO SHOULD ATTENDNonnative English-speaking business profes-sionals who would like to improve their fundamental business writing skills.

SCHEDULE

Aug. 9-11 . . . . . New York, NY . . . . . . 2266-DY4-00212Sept. 27-29. . . . San Francisco, CA . . . 2266-DY4-00213Oct. 20-22 . . . . New York, NY . . . . . . 2266-DY4-00214Nov. 17-19 . . . . Arlington, VA. . . . . . . 2266-DY4-00215Nov. 29-Dec. 1 . New York, NY . . . . . . 2266-DY4-00216


Polished conversational and writing skills are critical to success.See Business Conversation Skills for theNonnative English Speaker, seminar #2150on page 14.

FACULTY SPOTLIGHT*

Katherine Anttila hasbeen a communication andtraining professional ontopics ranging from inter-personal communications,to presentation skills, tomanagement skills for over20 years. She has devel-oped award-winning pro-grams for organizationssuch as Bank of America,Levi Strauss & Co., Hewlett-Packard Companyand Charles Schwab. Ms. Anttila holds a B.A. in Journalism and an M.S. in Education fromIndiana University.



BUSINESS WRITING

How to Sharpen Your Business Writing SkillsSEMINAR #2516

Compose powerful, professional documents that getattention and prompt action.

To attract the attention of today’s busy readers, you must respond to their needfor clarity and conciseness in written communication. In this four-day workshop,you will overcome “writer’s block,” learn to recognize and avoid commonmistakes and receive a tool kit of proven techniques for delivering informationpowerfully, persuasively and professionally.

BENEFITS OF ATTENDING• Update and improve your writing style for

more effective and persuasive e-mails,memos, letters and reports

• Organize your documents with yourreaders’ needs in mind

• Create reader-friendly layouts to highlightinformation

• Craft sentences that get and hold yourreaders’ attention

• Edit your writing for clarity• Avoid archaic expressions and common

grammar, punctuation and usage errors

TOPICS COVEREDSeven General Concepts• State your purpose quickly• Separate details from actions• Write conversationally to engage readers• Update your writing style for today’s

business environment• Be specific and concrete • Be personal and positive • Avoid overworked words and phrases

Organizing Information• How to start writing quickly• Organize information to help your

readers• “Data dumping” and mind mapping

as organizational tools

Being Concise and Clear• Measure your writing efficiency• Recognize and eliminate unnecessary

words, phrases and repetition • What motivates people to read• Substitute heavy, confusing phrases

with simple language• Techniques for writing concretely

Using Strong Verbs• How strong verbs improve writing• Identify and avoid passive verbs

Writing Letters• Salutations and openings that get

attention• Effective transitional sentences and

closings• Personalize your letters to create

interest and establish credibility• How to be positive and convey sincerity • Write refusal letters with clarity and tact

Reviewing Mechanics• Correct grammar, punctuation and

usage• Using parallel construction• Proofreading techniques

Showing Emphasis• Structure sentences for greater impact• Reduce unnecessary story details• Design your page effectively

Writing E-Mails, Memos and Reports• Write simple, to-the-point e-mails• Create attention-getting subject lines• How to write a strong lead sentence• Use a reader-friendly layout • Best practices of e-mail etiquette• Organize your findings into a concise,

effective format• Design strong and powerful paragraphs• Add graphic elements to organize and

support your ideas • Use an effective format for proposals

“After this course, I feel more confident and I feel that I have received techniques that will strengthen my writing.”

—Lance McCluney Environmental Protection Agency

WHO SHOULD ATTENDAll business professionals who are required topresent ideas in writing.

BONUSBring a current project and get one-on-onefeedback from your course leader.

Note: This course focuses on business writingskills. Participants interested in improvinggrammar should register for The GrammarCourse, seminar #2236, page 15.

SCHEDULE

Aug. 9-12 . . . . . Arlington, VA. . . . . . . 2516-DY4-00935Aug. 23-26 . . . . New York, NY . . . . . . 2516-DY4-00932Aug. 30-Sept. 2 Chicago, IL. . . . . . . . . 2516-DY4-00931Sept. 20-23. . . . New York, NY . . . . . . 2516-DY4-00934Oct. 4-7 . . . . . . Arlington, VA. . . . . . . 2516-DY4-00936Oct. 11-14 . . . . San Francisco, CA . . . 2516-DY4-00937Oct. 18-21 . . . . New York, NY . . . . . . 2516-DY4-00938Nov. 1-4 . . . . . . New York, NY . . . . . . 2516-DY4-00939Nov. 15-18 . . . . Atlanta, GA . . . . . . . . 2516-DY4-00948Nov. 15-18 . . . . Houston, TX. . . . . . . . 2516-DY4-00940Nov. 29-Dec. 2 . New York, NY . . . . . . 2516-DY4-00941Dec. 6-9 . . . . . . San Francisco, CA . . . 2516-DY4-00942Dec. 13-16 . . . . Arlington, VA. . . . . . . 2516-DY4-00943


FACULTY SPOTLIGHT*

Joan Rubenstein, a con-sultant and trainer, helpsclients increase their effec-tiveness through executivecoaching, consultations andworkshops. Among thoseshe has assisted in improv-ing written and oral com-munication, productivityand quality are the GirlScouts of America, SocialSecurity Administration, Elizabeth Arden, VolvoNorth America and NYNEX.


BESTSELLER

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BUSINESS WRITING

AMA’s 2-Day Business Writing Workshop SEMINAR #2211

Take the strain out of composing any kind of document..

Would you like a quick, easy and painless method for composing documents—letters, memos, reports, proposals and performance appraisals—in an organizedformat? Now you can streamline the writing process and save time by focusingon what to write—instead of how to write it.

BENEFITS OF ATTENDING• Start and finish documents quickly and

painlessly• Write with greater clarity so your reader

always understands you• Arrange your ideas in a logical pattern• Get rid of “fluff” and produce more

concise content• Approach writing tasks with confidence

TOPICS COVEREDGuidelines for Effective Business Writing• Principles that ensure effective business

writing• The need for planning and establishing

purpose• How to meet the reader’s needs and

expectations• How to use techniques for overcoming

writer’s block

Writing the First Draft• Achieve clarity and precision in daily

business writing• The role of word choice• How to construct sentences that are

clear and direct• How to use linking words and phrases

in sentences and paragraphs• Active and passive voice and parallelism• How to employ various patterns of

organizing information

Memos and Letters• Guidelines for writing effective memos

and letters• The importance of opening sentences• How and when to use persuasive,

positive and negative words• How to use appropriate tone

Composing E-Mail• Guidelines for writing effective e-mail• The importance of subject lines

Editing and Proofreading the FinalVersion• How to recognize common

proofreading errors• Techniques for effective editing and

proofreading• Methods for revising the first draft• How to avoid sexist or offensive

language• Understanding often confused words

EXTRABring a current project and get one-on-onefeedback from your course leader.

WHO SHOULD ATTENDBusiness professionals at any level, whoneed to save time by streamlining their writing process.

SCHEDULE

Aug. 9-10 . . . . . New York, NY . . . . . . 2211-DY4-00276Aug. 23-24 . . . . Dallas, TX. . . . . . . . . . 2211-DY4-00282Sept. 13-14. . . . New York, NY . . . . . . 2211-DY4-00277Sept. 20-21. . . . San Francisco, CA . . . 2211-DY4-00295Sept. 23-24. . . . Chicago, IL. . . . . . . . . 2211-DY4-00278Sept. 30-Oct. 1 . Arlington, VA. . . . . . . 2211-DY4-00283Oct. 11-12 . . . . New York, NY . . . . . . 2211-DY4-00284Nov. 11-12 . . . . Atlanta, GA . . . . . . . . 2211-DY4-00285Nov. 11-12 . . . . New York, NY . . . . . . 2211-DY4-00286Dec. 9-10 . . . . . Chicago, IL. . . . . . . . . 2211-DY4-00288Dec. 13-14 . . . . Arlington, VA. . . . . . . 2211-DY4-00289Dec. 16-17 . . . . New York, NY . . . . . . 2211-DY4-00290


FACULTY SPOTLIGHT*

Philip Vassallo, Ph.D. hasdeveloped, delivered andsupervised communicationtraining programs for awide range of adminis -trative and technical pro-fessionals in corporate,government and academicenvironments. Dr. Vassallois a columnist on effectivewriting and education issuesand is the author and co-author of many booksincluding The Art of On-the-Job Writing.

*This seminar is also taught by other business communication experts.

“I am thrilled to apply the techniques I learned immediately!”—Edie Mitchell

Time Warner Inc..

Also available as aLive Online Seminar

Aug. 3-24, 2010, Tues. 2-5 pm ET(4 lessons) . . . 2211-DY4-00281

1.2 CEUs/$1,895/AMA Members $1,695

LIVE ONLINE SCHEDULE

BESTSELLER

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BUSINESS WRITING

Effective Technical Writing SEMINAR #2216

Improve your technical writing—withoutcompromising your technical message.

If writing technical information and effective memos, letters,reports, manuals, instructions, documentation, specifications orproposals is a tough proposition—this program is for you.

This intensive three-day seminar will show you proven approachesand techniques that you can apply back on the job to write crisp,clear, accessible technical written communications. Bring a currentproject and get one-on-one feedback.

BENEFITS OF ATTENDING• Organize your material by purpose and audience • Write with greater clarity and precision—in less time • Present complex technical information simply • Know the purpose of your writing before you begin• Recognize the needs of your audience • Learn how to use illustrations• Produce final drafts to make the “write” impression with your

superiors

TOPICS COVERED• The basics of good technical writing • Understand the needs of your audience • Plan and organize the project • Overcome “writer’s block” • Select the appropriate format for your audience • Prepare manuals, proposals and documentation • Understand sentence structure and powerful word usage • The essentials of electronic writing • Simplify complex information/edit and revision techniques• Incorporate graphs, charts and tables

EXTRABring a sample writing piece for one-on-one feedback.

WHO SHOULD ATTENDEngineers, scientists, IT/computer personnel and people in R&D and other technical areas who are required to present ideas in writing.

SCHEDULE

Aug. 11-13 . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2216-DY4-00262Aug. 18-20 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2216-DY4-00260Sept. 20-22 . . . . . . . . . . . . San Francisco, CA . . . . . . . 2216-DY4-00264Oct. 4-6. . . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2216-DY4-00265Oct. 20-22 . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2216-DY4-00266Nov. 10-12 . . . . . . . . . . . . Dallas, TX . . . . . . . . . . . . . 2216-DY4-00267Nov. 29-Dec. 1. . . . . . . . . . New York, NY. . . . . . . . . . 2216-DY4-00268


Writing for the WebSEMINAR #2182

Create online content that connects withreaders to achieve better results.

As businesses expand their web marketing and promotion, andas more and more professionals take on responsibilities thatinclude writing online content, the need for web-specificwriting skills is increasing. But many e-venues such as intranets,blogs, e-newsletters and even company websites are beingwritten incorrectly or with minimal and often adverseeffectiveness. This hands-on, 2-day writing program offers skills,tools and professional instructor feedback to help anyone whocreates, revises or maintains online content connect with theirtarget audience—and achieve improved results.

BENEFITS OF ATTENDING• Understand the unique challenges of writing for the online

reader and how to connect with them• Learn to write relevant, concise content and to structure it

effectively• Become proficient in the art of blogging for business• Understand fundamental principles of web optimization• Know basic graphic design principles• Learn basic web-building terms (HTML, meta-tags, SEO, etc.)• Focus on reader and business needs to produce better results• Enhance usability and access to reach a broader audience

TOPICS COVERED• Web content fundamentals: writing and organizing for

maximum effectiveness• Rules of web writing and how it differs from other forms of

promotional writing• Structuring your content for optimum usability and impact • Search engine optimization for writers and how it must affect

content• Best practices and tested approaches to online business writing • Connecting with your audience: knowing their needs and

writing copy that resonates for them

WHO SHOULD ATTENDAll business professionals who write online content, including content managers and editors, online help writers, business ana-lysts and administrators, programmers, webmasters, copywriters,web content writers, designers and developers as well as market-ing managers, brand managers and coordinators.

Note: Participants must bring a laptop computer with a recent version of MS Word.

SCHEDULE

Sept. 16-17 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2182-DY4-00008Oct. 18-19 . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2182-DY4-00010Nov. 11-12 . . . . . . . . . . . . San Francisco, CA . . . . . . . 2182-DY4-00011Dec. 13-14. . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2182-DY4-00012



ASSERTIVENESS SKILLSASSERTIVENESS SKILLS

Assertiveness Training SEMINAR #2188

Gain more confidence decisiveness and respect.

Learn powerful tools for assertiveness to help you deal withconflict at all levels in the organization, discover techniques onhow to be an assertive communicator, acquire ways to handlereceiving and giving feedback and address business etiquettewhen professionalism and assertiveness are required. You’llassess your areas of strength and growth in this critical skill,understand how social styles affect assertiveness behaviors andbenefit by learning steps for conflict resolution. Overall enhanceyour assertiveness skills for immediate on the job use.

BENEFITS OF ATTENDING• Gain essentials of assertiveness• Practice assertiveness behaviors through verbal and visual

techniques• Address assertive issues in both your personal life and

business life• Learn the nuances of etiquette and how it relates to

assertiveness and self-esteem• Apply your newly learned skills to relevant, on-the-job

situations

TOPICS COVERED• Differences in behavioral styles—passive, aggressive and

assertive• Identify techniques for ways to improve self-esteem• Improve communication with different social styles• Risks and benefits in becoming assertive• Factors that influence your level of assertiveness• The role of social styles in assertive communication• A five-step model for conflict resolution• Appropriate assertiveness in common workplace situations• Achieving a healthy balance personally and professionally

WHO SHOULD ATTENDBusiness professionals who want to acquire the essential assertiveness skills.

SCHEDULE

Aug. 11-13 . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2188-DY4-00072Aug. 23-25 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2188-DY4-00069Sept. 8-10 . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2188-DY4-00071Sept. 22-24 . . . . . . . . . . . . San Francisco, CA . . . . . . . 2188-DY4-00076Oct. 4-6. . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2188-DY4-00077Oct. 20-22 . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2188-DY4-00078Nov. 8-10 . . . . . . . . . . . . . San Francisco, CA . . . . . . . 2188-DY4-00079Nov. 15-17 . . . . . . . . . . . . Houston, TX . . . . . . . . . . . 2188-DY4-00080Dec. 8-10. . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2188-DY4-00081Dec. 15-17. . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2188-DY4-00082Dec. 15-17. . . . . . . . . . . . . New York, NY. . . . . . . . . . 2188-DY4-00083


Assertiveness Training forManagers SEMINAR #2527

Learn how to channel assertiveness skills tointeract more effectively with people throughoutyour organization.

Mastering assertiveness skills can do a lot more than just helpyou win arguments. If you want to enhance your leadershipstature and persuade others to help you reach your goals,Assertiveness Training for Managers is an important first step.

Learn how your behavior style impacts your overall performanceas a manager. You’ll take stock of your current assertivenessskills and learn how you can improve them for a more effectiveapproach. Using the behavior modeling approach towardassertiveness training, this seminar teaches you how to employassertiveness skills to take control of a situation withoutalienating others.

BENEFITS OF ATTENDING• Improve communication by using assertive-responsive skills• Acquire a more polished and powerful communication style

and let your leadership ability emerge• Tap other people’s resources to get the job done• Empower yourself and your staff• Exercise greater influence on others

TOPICS COVERED• How your perceptions determine your reactions• Operate consciously vs. unconsciously• Guidelines for achieving your objectives through assertive-

responsive behavior• Develop your own self-improvement plan• Use assertive-responsive techniques to identify what you

want—and then go after it

WHO SHOULD ATTENDExperienced managers and seasoned professionals with four ormore years of experience who want to build their strengths, resolveconflicts smoothly and exercise greater influence on others.

SCHEDULE

Aug. 16-18 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2527-DY4-00810Nov. 1-3 . . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2527-DY4-00811Dec. 1-3. . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2527-DY4-00812


BESTSELLER

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Assertiveness Training for Women in Business SEMINAR #2528

Strengthen your leadership ability and image.

Now and then you’re going to overreact or underreact. You’ll blurt outsomething that you wish you hadn’t and hurt someone whose opinion youvalue. The assertive person usually sends the right signals and gets the rightresponses. By knowing how to handle yourself in just about any situation thatcomes up—without seeming either shy or pushy—you’ll get things done and getwhat you want. You’ll command respect.Here’s assertiveness at its best. As you learn, practice and refine this skill, you’llalso share your concerns with other women executives in a comfortable,supportive and informal learning environment.

BENEFITS OF ATTENDING• Deal with conflicts confronting women • Recognize your strengths and weaknesses• Practice assertive behaviors in challenging

situations• Overcome obstacles to assertiveness• Build and project a positive self-image• Assess your stress and adopt assertive

techniques to help manage it• Develop an assertive action plan• Use assertive communication techniques:

verbal, nonverbal and assertive listening• Develop an assertive delegation strategy

TOPICS COVEREDAssessing Yourself• Identify and own your strengths• Outline conflicting roles and know how

to reduce role conflict

Asserting Yourself• Define and distinguish between the basic

response styles of nonassertion, assertionand aggression

• Avoid being manipulated by others

Practice Assertive Techniques• Use a successful formula for assertion• Say “no” and survive• Understand assertive techniques of

fogging, broken record, negativeassertion, negative inquiry andcompromise

• Understand the differences betweenverbal, nonverbal “mantalk” and“womanspeak”

• Send harmonious messages• Listen assertively

Succeeding at the Bargaining Table• Identify assumptions about negotiation

and how these impact abilities• Discuss the effect of gender on

negotiation practices and experiences• Benefit from seven suggestions for

negotiating more effectively• Develop a personal negotiation plan

Overcoming Obstacles to Assertiveness• Pinpoint internal obstacles to

assertiveness and practice controlstrategies

• Discuss self-reliance and describe specialsupport systems

• Recognize your specific anger buttons and how to deal with them productively

• Describe how men use anger anddiscuss ways to face angry men

• Demonstrate techniques for preventingand coping with stress

• Select new approaches to work/familypuzzles

Assertive Action Planning• Describe and demonstrate ten steps

toward continuing assertiveness

WHO SHOULD ATTENDFemale business professionals who want tobuild their strengths, improve their communi-cation, conflict resolution, delegation andaction-planning skills.

“Great, validating and inspiring seminar. I’ve come away with a greaterunderstanding of myself and how to work with those feelings.”

—Ruth EricksonMicrosoft

SCHEDULE

Aug. 4-6 . . . . . . San Francisco, CA . . . 2528-DY4-00737Aug. 16-18 . . . . Chicago, IL. . . . . . . . . 2528-DY4-00738Aug. 25-27 . . . . Arlington, VA. . . . . . . 2528-DY4-00735Aug. 30-Sept. 1 Atlanta, GA . . . . . . . . 2528-DY4-00739Sept. 22-24. . . . New York, NY . . . . . . 2528-DY4-00740Sept. 29-Oct. 1 . San Francisco, CA . . . 2528-DY4-00744Oct. 13-15 . . . . Arlington, VA. . . . . . . 2528-DY4-00745Oct. 25-27 . . . . New York, NY . . . . . . 2528-DY4-00746Nov. 1-3 . . . . . . Chicago, IL. . . . . . . . . 2528-DY4-00747Nov. 15-17 . . . . Morristown, NJ . . . . . 2528-DY4-00748Nov. 29-Dec. 1 . San Francisco, CA . . . 2528-DY4-00749Dec. 6-8 . . . . . . New York, NY . . . . . . 2528-DY4-00750Dec. 13-15 . . . . Atlanta, GA . . . . . . . . 2528-DY4-00751


FACULTY SPOTLIGHT*

Dr. Elaine Ré holds a Ph.D.in interpersonal communi-cation and communicationenvironments from NewYork University. She hasbeen involved in the fieldsof communication, man-agement and negotiationsince 1967. Over the years,Dr. Ré has worked withmajor public-sector clients inthe United States and Europe.


ASSERTIVENESS SKILLS

BESTSELLER

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Oct. 27-Nov. 17, 2010, Wed. 2-5 pm ET(4 lessons) . . . 2528-DY4-00758




Getting Results Without Authority SEMINAR #2532

BENEFITS OF ATTENDING• Establish or regain credibility so you can

begin to influence• Use your power base to persuade• Understand the person you’re trying to

influence• Create a collaborative work environment

for faster, better results• Let work styles and communication

differences work for, not against, you• Sell ideas and implement change• Achieve trust and give-and-take

relationships up, down and across theorganization

• Project self-confidence• Adapt your style to the person or situation• Identify various negotiating techniques

that promote win-win outcomes

TOPICS COVEREDPersonal Power• Understanding your personal power• Personal power behaviors• Attributes of effective/ineffective

influencers• Your power relative to the other person• Influence strategies• Commitment Model: why commitment

from others doesn’t happen by chance

Reciprocity and Relationships: The First Step in the Influence Process• Mental model of influence• Principles of reciprocity• Building relationships• Creating partnerships

Personal Preferences• Linkages between personal styles and

reciprocity, relationship, partnership • Style indicator and interpretation tool• Blind spots in your self-knowledge• The negative attribution cycle

Persuasion• Key components of persuasion:

discovery, preparation, dialogue• Adjusting to different audiences• Understanding the other person• The role of investment and risk• Achieving credibility• Managing stakeholders• Reaching a common goal• Selling your position by providing

evidence• Connecting emotionally• Listening and questioning • Practicing persuasion techniques

When Conflict Comes Between You andYour Desired Results• Approaches to conflict resolution• Giving and receiving feedback• Using a win-win mindset

Getting Better Results ThroughNegotiation • Power, information, timing and approach• Basic principles of negotiation• Various steps in negotiation

Developing an Action Plan

WHO SHOULD ATTENDBusiness professionals who need to get workdone through others as well as those whoneed to convince another person to buy intoan idea or follow up on a request.


How do you get results from people who don’t work for you?

• You are asked to lead a task force and one of the members just happensto be a VP. Do you have the confidence to handle this?

• You’re on a tight deadline. Can you get another manager’s assistant to setaside their tasks—and help you with yours?

• You have to stand in for your boss. Can you direct your colleagueswithout generating animosity?

Whether you’re dealing with bosses, colleagues, staff members or senior manage -ment, winning respect and cultivating influence and cooperation are essential tocareer success. At this seminar, you’ll focus on the key elements of influencing otherswhen there is a lack of authority—personal power, persuasion and negotiation.You’ll practice influencing techniques right from day one through the final activity on day three—and enhance your learning with videos, exercises, assessment tools and group discussions.

SCHEDULE

Aug. 2-4 . . . . . . New York, NY . . . . . . 2532-DY4-00653Aug. 9-11 . . . . . Chicago, IL. . . . . . . . . 2532-DY4-00654Aug. 16-18 . . . . Arlington, VA. . . . . . . 2532-DY4-00655Aug. 16-18 . . . . San Francisco, CA . . . 2532-DY4-00656Aug. 25-27 . . . . Dallas, TX. . . . . . . . . . 2532-DY4-00658Aug. 30-Sept. 1 Chicago, IL. . . . . . . . . 2532-DY4-00660Aug. 30-Sept. 1 New York, NY . . . . . . 2532-DY4-00661Sept. 8-10. . . . . San Francisco, CA . . . 2532-DY4-00662Sept. 15-17. . . . Arlington, VA. . . . . . . 2532-DY4-00663Sept. 15-17. . . . Atlanta, GA . . . . . . . . 2532-DY4-00667Sept. 20-22. . . . Richmond, VA . . . . . . 2532-DY4-00706Sept. 27-29. . . . Cincinnati, OH . . . . . . 2532-DY4-00707Sept. 29-Oct. 1 . Houston, TX. . . . . . . . 2532-DY4-00668Oct. 6-8 . . . . . . San Francisco, CA . . . 2532-DY4-00669Oct. 11-13 . . . . New York, NY . . . . . . 2532-DY4-00670Oct. 18-20 . . . . Arlington, VA. . . . . . . 2532-DY4-00671Oct. 20-22 . . . . Chicago, IL. . . . . . . . . 2532-DY4-00672Oct. 25-27 . . . . Pittsburgh, PA . . . . . . 2532-DY4-00708Oct. 27-29 . . . . Memphis, TN . . . . . . . 2532-DY4-00709Nov. 1-3 . . . . . . Minneapolis, MN . . . . 2532-DY4-00710Nov. 1-3 . . . . . . Philadelphia, PA . . . . . 2532-DY4-00673Nov. 3-5 . . . . . . Boston, MA . . . . . . . . 2532-DY4-00674Nov. 8-10 . . . . . New York, NY . . . . . . 2532-DY4-00675Nov. 8-10 . . . . . San Francisco, CA . . . 2532-DY4-00676Nov. 10-12 . . . . Arlington, VA. . . . . . . 2532-DY4-00677Nov. 10-12 . . . . Chicago, IL. . . . . . . . . 2532-DY4-00678Nov. 15-17 . . . . Lake Buena Vista, FL. . 2532-DY4-00679Nov. 17-19 . . . . Durham, NC . . . . . . . 2532-DY4-00711Nov. 29-Dec. 1 . San Francisco, CA . . . 2532-DY4-00680Dec. 1-3 . . . . . . Chicago, IL. . . . . . . . . 2532-DY4-00681Dec. 1-3 . . . . . . Morristown, NJ . . . . . 2532-DY4-00682Dec. 6-8 . . . . . . Arlington, VA. . . . . . . 2532-DY4-00683Dec. 6-8 . . . . . . Houston, TX. . . . . . . . 2532-DY4-00684Dec. 8-10 . . . . . Denver, CO . . . . . . . . 2532-DY4-00712Dec. 8-10 . . . . . Hartford, CT. . . . . . . . 2532-DY4-00713Dec. 13-15 . . . . Atlanta, GA . . . . . . . . 2532-DY4-00685Dec. 13-15 . . . . New York, NY . . . . . . 2532-DY4-00686


AMA has been reviewed andapproved as a provider ofproject management training by the Project ManagementInstitute (PMI).


BESTSELLER

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Oct. 5-26, 2010, Tues., 2-5 pm ET(4 lessons) . . . 2532-DY4-00729

1.2 CEUs/12 PDUs • $2,195/AMA Members $1,995




Negotiating to WinSEMINAR #2513

Gain the skills, insights and competencies required in allnegotiations—in every industry—at every level.

Whether it’s allocating resources for a project, funding a new initiative or establishinga supply chain for a new product or service, negotiation is inevitably at the heart ofthe process. But few people understand the structure, techniques and approachesavailable to them as they seek to positively influence an outcome.

This hands-on seminar gives you a step-by-step guide to effective negotiation. Youmust identify the problem, understand itfrom the other’s perspective, generate alter-native solutions and select a solution thatbenefits both sides. All parties need eachother to achieve their goals. Negotiationfocuses on solving the problem and closingthe gap between what both parties want.

BENEFITS OF ATTENDING• 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

TOPICS COVEREDWhat 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 to your

negotiations• Describe the process of identifying a

problem or issue for negotiation• Identify steps and techniques for

choosing appropriate communicationmethods

• Create and apply a strategy for abusiness negotiation simulation

Action Plan

EXTRALeave with AMA’s Negotiation Planner tohelp you prepare your negotiations everystep of the way and effectively apply yournewly learned know-how.

WHO SHOULD ATTEND Those responsible for negotiating the bestpossible terms of an agreement for theirorganization.

Note: This program is not intended for labor union negotiators on either side.

AMA has been reviewed andapproved as a provider of projectmanagement training by the ProjectManagement Institute (PMI).

SCHEDULE

Aug. 9-11 . . . . . Parsippany, NJ . . . . . . 2513-DY4-01000Aug. 11-13 . . . . San Francisco, CA . . . 2513-DY4-01001Aug. 18-20 . . . . Chicago, IL. . . . . . . . . 2513-DY4-01002Aug. 30-Sept. 1 New York, NY . . . . . . 2513-DY4-01003Sept. 13-15. . . . Arlington, VA. . . . . . . 2513-DY4-01004Sept. 20-22. . . . Dallas, TX. . . . . . . . . . 2513-DY4-01006Oct. 4-6 . . . . . . Chicago, IL. . . . . . . . . 2513-DY4-01007Oct. 13-15 . . . . Boston, MA . . . . . . . . 2513-DY4-01008Oct. 18-20 . . . . San Francisco, CA . . . 2513-DY4-01009Oct. 20-22 . . . . New York, NY . . . . . . 2513-DY4-01010Nov. 3-5 . . . . . . Las Vegas, NV . . . . . . 2513-DY4-01011Nov. 8-10 . . . . . Atlanta, GA . . . . . . . . 2513-DY4-01012Nov. 15-17 . . . . Chicago, IL. . . . . . . . . 2513-DY4-01013Nov. 15-17 . . . . New York, NY . . . . . . 2513-DY4-01014Dec. 1-3 . . . . . . San Francisco, CA . . . 2513-DY4-01015Dec. 6-8 . . . . . . New York, NY . . . . . . 2513-DY4-01016Dec. 13-15 . . . . Arlington, VA. . . . . . . 2513-DY4-01017


FACULTY SPOTLIGHT*

Sam Blank is certified as aconflict resolution specialistby the International Centerfor Cooperation andConflict Resolution and theState of New York. Aninstructional designer andsenior trainer for over 30years, he has been involvednationally and internation-ally in the areas of negotia-tion and mediation, conflict resolution,communications, crisis management and leadership development..


Sept. 9-30, 2010, Thurs. 2-5 pm ET(4 lessons) . . . 2513-DY4-01024

Oct. 28-Nov. 18, 2010, Thurs. 2-5 pm ET(4 lessons) . . . 2513-DY4-01025

1.2 CEUs/12 PDUs$2,195/AMA Members $1,995



BESTSELLER

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Projecting a PositiveProfessional Image SEMINAR #2274

Communicate a winning professional image in the way you look, act and present yourself.

Discover a self-image that feels right to you—and looks great to clients, colleagues, peers and superiors. This seminar is both“diagnostic” and “prescriptive.” It helps you assess your imageand then provides specific suggestions for enhancing it—withexpert coaching—to let you measure your progress.

BENEFITS OF ATTENDING• Look, act and dress to communicate your present position

and where you hope to be• Polish your professional speech• Be aware of corporate protocol and courtesy• Master social etiquette• Develop a positive mental attitude

TOPICS COVERED• The importance of image to your professional success • Your self-image and your external image • How your image influences your performance and the way

others respond to you • The key elements of image • Nonverbal communication • Other factors affecting your image • Putting it all together—your total executive image

EXTRASee yourself as others see you—you will be recorded and receivefeedback and helpful recommendations. This recording is yours to keep.

WHO SHOULD ATTENDUpwardly mobile business professionals, including salespeople, whowant to project a positive professional image for every occasion.

SCHEDULE

Aug. 2-3 . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2274-DY4-00407Sept. 13-14 . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2274-DY4-00409Oct. 25-26 . . . . . . . . . . . . . San Francisco, CA . . . . . . . 2274-DY4-00410Nov. 1-2 . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2274-DY4-00411Dec. 6-7. . . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2274-DY4-00412


“Highly recommend this seminar to anyone.”—Greg DePinto

Direct Alliance Corporation

Expanding Your InfluenceUnderstanding the Psychologyof Persuasion SEMINAR #2204

How can one person get someone to dosomething with ease, while it’s an uphill battlefor someone else?

Bringing about the reaction you want from others and expandingyour influence require insights that go beyond the actual processof influencing—and into the psychology of what really promptsus to say “yes” or “no.”

You’ll uncover persuasion techniques that most people don’teven know exist and learn how to build your influence byapplying these principles to any number of business interactions.

BENEFITS OF ATTENDING• Explore the psychology behind persuasion• Understand the psychological/subconscious triggers that

influence a person’s decision-making process, behaviors andreactions

• Select and customize the right law(s) of persuasion to apply inany situation

• Learn tactics to protect yourself from unethical behavior• Prepare to influence by using the Pre-Persuasion Checklist

TOPICS COVERED• The psychological foundation to the laws of persuasion• Differentiating the psychology of persuasion from the process

of influencing• The relationship of triggers to the laws of persuasion/influence• Defining the two paths of persuasion—conscious and

subconscious• Using the Pre-Persuasion Checklist to determine the

appropriate law(s) of persuasion for a given business situation• Applying the laws of persuasion back on the job

EXTRAReceive a complimentary copy of Maximum Influence: The 12Universal Laws of Power Persuasion by Kurt Mortensen when youattend this seminar.

WHO SHOULD ATTENDBusiness professionals at a mid-level position and above who needto understand the psychological principles behind how people areconvinced to do something.

SCHEDULE

Aug. 5-6 . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2204-DY4-00013Sept. 9-10 . . . . . . . . . . . . . Dallas, TX . . . . . . . . . . . . . 2204-DY4-00019Sept. 20-21 . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2204-DY4-00014Oct. 7-8. . . . . . . . . . . . . . . Atlanta, GA. . . . . . . . . . . . 2204-DY4-00020Nov. 11-12 . . . . . . . . . . . . San Francisco, CA . . . . . . . 2204-DY4-00021Dec. 2-3. . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2204-DY4-00022


PRESENTATION SKILLS


PRESENTATION SKILLS

Strategies for Developing Effective Presentation Skills SEMINAR #2519

Transform yourself from inexperienced speaker to skilledpresenter.

At this three-day seminar, you’ll learn how to present your ideas with conviction,control and poise—and without fear. You’ll gain the specific skills and directionyou need to become comfortable with your own presentation style. And you’llreceive expert advice on how to handle especially challenging situations. Mostimportantly, you’ll learn how to present by presenting.

BENEFITS OF ATTENDING• Tailor your presentation to your audience • Use relaxation techniques to overcome

nervousness • Learn how to project your voice and use

pauses to dramatize your point • Expertly handle difficult questions and

situations• Communicate with clarity and conviction

TOPICS COVEREDBalance Verbal and Nonverbal Messages• Practice nonverbal impact skills to reduce

nervousness and to engage the attentionof your listeners

• Make your content clearer and morememorable

Develop and Organize PresentationContent• Create an audience profile and set

presentation parameters• Condense a speech outline into notes

you can speak from

Prepare to Give the Presentation• Learn the benefits of rehearsing, adhering

to a time frame and speaking from notes• Reduce stress and speaker’s anxiety

Use Visual Aids and Support Materials• Describe the purpose of visual aids and

support materials• Identify tips for effective composition

of visual content and speaker aids

Handle Questions from the Audience• Explain the importance of the question-

and-answer session• Respond professionally to questions

from the audience

Manage the Presentation Environment• Describe the advantages and

disadvantages of different room setups• Be able to anticipate, avoid and handle

equipment problems

EXTRAYour presentations will be recorded forplayback and review. See for yourself what comes across to an audience. It’s agreat way to get instant feedback and helpful recommendations. This recording is yours to keep.

WHO SHOULD ATTENDThose who give presentations, speak infront of groups or sell ideas to others andhave little or no presentation experience.

“I feel like a totally different person presenting nowthen before I came in. It’s unbelievable.”

—Christine JacknickTeachers CollegeColumbia University

SCHEDULE

Aug. 2-4 . . . . . . New York, NY . . . . . . 2519-DY4-01184Aug. 9-11 . . . . . Chicago, IL. . . . . . . . . 2519-DY4-01185Aug. 23-25 . . . . Arlington, VA. . . . . . . 2519-DY4-01186Aug. 30-Sept. 1 San Francisco, CA . . . 2519-DY4-01187Sept. 8-10. . . . . Chicago, IL. . . . . . . . . 2519-DY4-01188Sept. 13-15. . . . New York, NY . . . . . . 2519-DY4-01189Oct. 4-6 . . . . . . Arlington, VA. . . . . . . 2519-DY4-01192Oct. 11-13 . . . . New York, NY . . . . . . 2519-DY4-01193Oct. 18-20 . . . . San Francisco, CA . . . 2519-DY4-01194Oct. 25-27 . . . . Atlanta, GA . . . . . . . . 2519-DY4-01195Nov. 1-3 . . . . . . Arlington, VA. . . . . . . 2519-DY4-01196Nov. 1-3 . . . . . . New York, NY . . . . . . 2519-DY4-01197Nov. 10-12 . . . . Chicago, IL. . . . . . . . . 2519-DY4-01198Nov. 17-19 . . . . Atlanta, GA . . . . . . . . 2519-DY4-01199Dec. 8-10 . . . . . New York, NY . . . . . . 2519-DY4-01200Dec. 8-10 . . . . . San Francisco, CA . . . 2519-DY4-01201Dec. 13-15 . . . . Chicago, IL. . . . . . . . . 2519-DY4-01202Dec. 15-17 . . . . Arlington, VA. . . . . . . 2519-DY4-01203


FACULTY SPOTLIGHT*

Barbara Rocha is directorof a communications train-ing firm where she has con-ducted more than 900 of itstraining seminars for wellover 10,000 business execu-tives. These seminars teachverbal and written commu-nications that are tailoredto the specific needs of theclient. Clients include TheHouston Chronicle, Southern California Edison,Turner Construction, Mothers Against DrunkDrivers and Verizon, among many others.


BESTSELLER

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PRESENTATION SKILLS

Effective Executive Speaking SEMINAR #2522

Speak, present and communicate with poise, power andpersuasion.

Today, presentations and public speeches are very much a part of every executive’sresponsibilities. Effective executive speaking is what distinguishes the successfulprofessional from everyone else. This skill is most critical to your success—and toyour individual and corporate image. You will learn to use powerful tools andtechniques to turn every speech or presentation into a rewarding one.

BENEFITS OF ATTENDING• Speak and think with greater clarity

and purpose, stressing key ideas• Face an audience or camera with

confidence and control and make themost of your natural speaking style

• Shape and organize your speech orpresentation to persuade listeners andget the response and results you want

• Conquer fear and negative stress• Make your performance skills, your sense

of humor and your own personality workfor you

• Give impromptu and prepared speechesto the class and receive personalizedfeedback

TOPICS COVEREDFundamentals of Executive SpeakingSkills• Identify the elements of a good

presentation• Create an individualized speaking skills

profile• Set personal goals for the development

of speaking skills

Preparation• The importance of research and

organization in preparing an effectivepresentation

• Illustrate how to plan and prepare strongbeginnings and endings

• Select and design effective visuals

Delivery Skills• The effective use of voice, action, image

and language in speechmaking• Apply strategies for positively addressing

speech anxiety• Practice articulation methods

Essentials for Winning Presentations and Speeches• Choose appropriate strategies for

reaching reluctant, uncommitted andinactive audiences

• Design successful, informative,persuasive, entertaining, motivationaland special event presentations

• Respond in a focused and controlledfashion to questions and answers

• Impromptu speechmaking

EXTRAYour presentation will be recorded for playback and review with feedback fromyour course leader. You will see yourselfimprove, relax and refine your public speaking techniques with each perform-ance. This recording is yours to keep.

WHO SHOULD ATTENDEvery executive with some prior publicspeaking experience who must speak infront of groups, make presentations, sell ideas to others or face cameras andmicrophones.

“Packed with content and kept my attention. The take-awaysincluded specific ways to improve!”

—Kirk PekrulDiversified Investment Advisors

“This class gave me results that were no less than amazing.I actually can’t wait to practice them!”

—Irina ShekhetsJPMorgan Chase

SCHEDULE

Aug. 9-11 . . . . . New York, NY . . . . . . 2522-DY4-01204Aug. 18-20 . . . . Atlanta, GA . . . . . . . . 2522-DY4-01209Aug. 23-25 . . . . Chicago, IL. . . . . . . . . 2522-DY4-01205Aug. 30-Sept. 1 New York, NY . . . . . . 2522-DY4-01210Sept. 8-10. . . . . Arlington, VA. . . . . . . 2522-DY4-01206Sept. 13-15. . . . San Francisco, CA . . . 2522-DY4-01207Oct. 4-6 . . . . . . New York, NY . . . . . . 2522-DY4-01211Oct. 11-13 . . . . Chicago, IL. . . . . . . . . 2522-DY4-01212Oct. 20-22 . . . . Atlanta, GA . . . . . . . . 2522-DY4-01213Nov. 1-3 . . . . . . San Francisco, CA . . . 2522-DY4-01214Nov. 3-5 . . . . . . New York, NY . . . . . . 2522-DY4-01215Nov. 8-10 . . . . . Arlington, VA. . . . . . . 2522-DY4-01216Dec. 13-15 . . . . New York, NY . . . . . . 2522-DY4-01217Dec. 15-17 . . . . Chicago, IL. . . . . . . . . 2522-DY4-01218Dec. 15-17 . . . . San Francisco, CA . . . 2522-DY4-01219


FACULTY SPOTLIGHT*

Irv M. Rose specializes in communication skills(speaking, writing, listen-ing), negotiation and salestraining and all areas ofmanagement skills training.Mr. Rose’s clients includeEastman Chemical Products,Inc., General Dynamics,Hartmarx Corporation, Dun& Bradstreet, AmericanExpress, Dow Chemical, IBM and AT&T. Heholds an M.A. from Temple University.


BESTSELLER

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PRESENTATION SKILLS


RELATED SKILLS

PowerPoint® UnpluggedSEMINAR #2170

Bring more professionalism and self-assuranceto your presentations.

PowerPoint is a powerful tool that is intended to supportpresenters—not compete with or detract from them. That’s whygiving a truly polished and memorable presentation withPowerPoint starts with “pulling the plug” on PowerPoint: settingthe laptop aside and focusing first on what you want to say andthen on the tools you’re going to use. You will be encouraged torethink and sharpen your presenting skills to achieve an optimalexperience for your audience, and greater polish, poise and self-confidence for you.

BENEFITS OF ATTENDING• Understand when to use (and not use) PowerPoint• Get practical tips for effective interaction between the presenter

and the screen, computer and projector• Achieve simplicity in PowerPoint slides while still holding your

audience’s interest—even when dealing with technical jargon• Learn graphic design basics to create effective visuals• Practice in class with presentation equipment

TOPICS COVERED• You’re the presentation (not the PowerPoint slides)• Keeping the presentation engaging and interactive• Choosing a focus—informative or persuasive?• How to handle legal matter, jargon and other “required

information” • When you have to cut down from 20 slides (40-50 minutes) to

4 slides (10 minutes)• Openings, transitioning into the subject and closings• Bringing all components together for a successful finish

EXTRAYou’ll receive a flash drive with demos and tools for your use, both during the course and to take with you for handy reference.

WHO SHOULD ATTENDAll business professionals, with some prior presenting experience,who must speak in front of an audience, make presentations or sell ideas to others with the use of PowerPoint. Attendees shouldhave the ability to create basic slides.

Note: Participants must bring a laptop computer with a recent versionof PowerPoint installed.For basic presentation skills, see Strategies for Developing EffectivePresentation Skills, seminar #2519, page 25.

PowerPoint® is a registered trademark of Microsoft.

SCHEDULE

Sept. 9-10 . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2170-DY4-00021Nov. 4-5 . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2170-DY4-00022Dec. 13-14. . . . . . . . . . . . . Atlanta, GA. . . . . . . . . . . . 2170-DY4-00023

1.5 days/.9 CEU$1,345/AMA Members $1,195AMA Members save $150.

Time Management SEMINAR #2233

Get more of the right things done.

Find a balance, achieve goals and be more effective andproductive.

BENEFITS OF ATTENDING• Set and accomplish goals • Create priorities and establish realistic boundaries• Recognize and deal with time-wasters• Improve concentration and efficiency • Break indecision and procrastination habits• Use technology to help manage time• Create and recharge positive energy

TOPICS COVERED• Defining goals; establishing important and valid priorities• Creating a realistic and productive schedule• Dealing with self-distractions and interruptions• Increasing productivity by using technology efficiently• Identifying ways to manage e-mail• Creating boundaries and balance• Prioritizing and choosing activities to balance life and work• Creating a personal “no” script

WHO SHOULD ATTENDBusiness professionals who want greater control of their time,management style and life.

SCHEDULE

Aug. 2-3 . . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2233-DY4-01241Aug. 5-6 . . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2233-DY4-01242Aug. 9-10 . . . . . . . . . . . . . San Francisco, CA . . . . . . . 2233-DY4-01243Aug. 12-13 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2233-DY4-01244Aug. 16-17 . . . . . . . . . . . . Memphis, TN . . . . . . . . . . 2233-DY4-01299Aug. 19-20 . . . . . . . . . . . . Minneapolis, MN. . . . . . . . 2233-DY4-01300Sept. 9-10 . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2233-DY4-01245Sept. 13-14 . . . . . . . . . . . . Cincinnati, OH . . . . . . . . . 2233-DY4-01301Sept. 13-14 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2233-DY4-01246Sept. 16-17 . . . . . . . . . . . . Dallas, TX . . . . . . . . . . . . . 2233-DY4-01247Sept. 20-21 . . . . . . . . . . . . Garden Grove, CA. . . . . . . 2233-DY4-01248Sept. 23-24 . . . . . . . . . . . . Atlanta, GA. . . . . . . . . . . . 2233-DY4-01249Sept. 27-28 . . . . . . . . . . . . Parsippany, NJ. . . . . . . . . . 2233-DY4-01258Sept. 30-Oct. 1 . . . . . . . . . San Francisco, CA . . . . . . . 2233-DY4-01259Oct. 4-5. . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2233-DY4-01260Oct. 18-19 . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2233-DY4-01261Oct. 21-22 . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2233-DY4-01262

For a complete list of dates and locations, visit www.amanet.org2 days/1.2 CEUs$1,895/AMA Members $1,695

AMA Members save $200.

Sept. 13-Oct. 4, 2010, Mon. 2-5 pm ET(4 lessons) . . . 2233-DY4-01256




PRESENTATION SKILLS


RELATED SKILLS

Management Skills for New ManagersSEMINAR #2238

Gain the core managerial skills you need to succeed.

As a manager, your success is measured not simply by your individualcontribution, but by how well you get the work done with and through others.Management Skills for New Managers provides practice in the skills everymanager must have in order to achieve team synergy and success. Beginningwith a self-assessment tool for new managers, you’ll participate in exercises thatpinpoint your strengths and bring to light opportunities for improvement.Interactive activities take you through the paces of motivation, delegation,communication, performance management and coaching.

BENEFITS OF ATTENDING• Gain a deeper understanding of your

roles and responsibilities• Improve communication to effectively set

expectations for yourself and your directreports

• Adapt your leadership style to meet theneeds of individual team members

• Communicate organizational goals thatget results

• Apply delegation strategies to increasemotivation and productivity

• Use effective coaching techniques tomaximize your team’s performance

TOPICS COVEREDManager Self-Assessment• Identify what you do well in your new

role and what you can do even better• Determine skills that need improvement

Defining Your Role• Your responsibilities and the expectations

of your boss, peers and former colleagues• Create an environment to achieve results

with and through your team

Performance Management• Differentiate between your responsibilities

and those of your direct reports• Learn what to keep in a personnel file

Effective Communication• Determine the best communication

strategies with your manager and team• Plan and conduct effective meetings

Motivational Strategies• Causes of dissatisfaction in your group• Uncover your employees’ motivators and

capitalize on them

SCHEDULE

Aug. 2-4 . . . . . . Arlington, VA. . . . . . . 2238-DY4-01720Aug. 2-4 . . . . . . Durham, NC . . . . . . . 2238-DY4-01785Aug. 4-6 . . . . . . Boston, MA . . . . . . . . 2238-DY4-01721Aug. 9-11 . . . . . Chicago, IL. . . . . . . . . 2238-DY4-01722Aug. 9-11 . . . . . San Francisco, CA . . . 2238-DY4-01723Aug. 11-13 . . . . New York, NY . . . . . . 2238-DY4-01724Aug. 16-18 . . . . Kansas City, KS . . . . . 2238-DY4-01786Aug. 23-25 . . . . Pittsburgh, PA . . . . . . 2238-DY4-01787Aug. 25-27 . . . . Garden Grove, CA . . . 2238-DY4-01726Aug. 30-Sept. 1 Morristown, NJ . . . . . 2238-DY4-01727Sept. 8-10. . . . . Arlington, VA. . . . . . . 2238-DY4-01728Sept. 8-10. . . . . Chicago, IL. . . . . . . . . 2238-DY4-01729Sept. 13-15. . . . New York, NY . . . . . . 2238-DY4-01730Sept. 15-17. . . . San Francisco, CA . . . 2238-DY4-01732Sept. 20-22. . . . Atlanta, GA . . . . . . . . 2238-DY4-01733Sept. 27-29. . . . Cincinnati, OH . . . . . . 2238-DY4-01790Sept. 27-29. . . . Hartford, CT. . . . . . . . 2238-DY4-01789Oct. 4-6 . . . . . . Arlington, VA. . . . . . . 2238-DY4-01736Oct. 6-8 . . . . . . Minneapolis, MN . . . . 2238-DY4-01809Oct. 11-13 . . . . Denver, CO . . . . . . . . 2238-DY4-01791Oct. 11-13 . . . . Memphis, TN . . . . . . . 2238-DY4-01792Oct. 13-15 . . . . New York, NY . . . . . . 2238-DY4-01738Oct. 18-20 . . . . San Francisco, CA . . . 2238-DY4-01739Oct. 20-22 . . . . Richmond, VA . . . . . . 2238-DY4-01793Oct. 25-27 . . . . Lake Buena Vista, FL. . 2238-DY4-01740Oct. 25-27 . . . . Seattle, WA . . . . . . . . 2238-DY4-01741Nov. 1-3 . . . . . . Arlington, VA. . . . . . . 2238-DY4-01742Nov. 1-3 . . . . . . Chicago, IL. . . . . . . . . 2238-DY4-01743Nov. 1-3 . . . . . . Durham, NC . . . . . . . 2238-DY4-01794Nov. 3-5 . . . . . . Dallas, TX. . . . . . . . . . 2238-DY4-01744Nov. 3-5 . . . . . . New York, NY . . . . . . 2238-DY4-01745Nov. 8-10 . . . . . San Francisco, CA . . . 2238-DY4-01746Nov. 10-12 . . . . Philadelphia, PA . . . . . 2238-DY4-01747Nov. 15-17 . . . . Boston, MA . . . . . . . . 2238-DY4-01748Nov. 15-17 . . . . Kansas City, KS . . . . . 2238-DY4-01795Nov. 15-17 . . . . Pittsburgh, PA . . . . . . 2238-DY4-01796Nov. 29-Dec. 1 . Houston, TX. . . . . . . . 2238-DY4-01749Dec. 1-3 . . . . . . Arlington, VA. . . . . . . 2238-DY4-01750Dec. 1-3 . . . . . . Chicago, IL. . . . . . . . . 2238-DY4-01751Dec. 1-3 . . . . . . Hartford, CT. . . . . . . . 2238-DY4-01797Dec. 1-3 . . . . . . San Francisco, CA . . . 2238-DY4-01752Dec. 6-8 . . . . . . Atlanta, GA . . . . . . . . 2238-DY4-01753Dec. 6-8 . . . . . . Cincinnati, OH . . . . . . 2238-DY4-01798Dec. 8-10 . . . . . Anaheim, CA. . . . . . . 2238-DY4-01754Dec. 13-15 . . . . New York, NY . . . . . . 2238-DY4-01755Dec. 15-17 . . . . Minneapolis, MN . . . . 2238-DY4-01799


Situational Leadership® II—The Art of Influencing Others*• How to develop people, value

differences and encourage honestcommunication

• Develop your leadership style to gaincommitment from your employees

• Match your leadership style to youremployee’s developmental needs

Coaching for Performance• Uncover your coaching strengths• Techniques to improve effectiveness• Role-play coaching a staff member

Delegation for Development• Benefits and pitfalls of delegating• Learn the steps for delegation success• Practice delegation assignments

WHO SHOULD ATTENDManagers with one to three years of management experience.

SPECIAL FEATUREGain valuable information and insight into your managerial strengths and weak-nesses and discover what competencies you need to develop or refine for greatermanage ment success with the NewManager Self-Assessment Tool.

Real-World Examples: Techniques andtools learned throughout this seminar arebased on actual day-to-day interactionsbetween managers and direct reports.

*See Ken Blanchard’s Situational Leadership® II (SLII®) —a model for developing people and a way for leaders to helptheir employees become self-reliant achievers. To be truly effective, leaders’ styles must adapt to the skills and commitment of the people they want to influence. With some people, managers have to provide a great deal of direction. With others, encouragement and appreciation trigger the best results. Still others deliver their best whenallowed to take the ball and run with it. Situational Leadership® II helps managers become more flexible and responsive to their employees’ needs.


RELATED SKILLS

Moving from an Operational Manager to a Strategic ThinkerSEMINAR #2242

Create a strategic framework—and capture the opportunitiesof tomorrow.

If you want to move from being a good manager to being a great manager, thisseminar will enable you to take away key insights, ideas and planned actions toadd value to your organization and move your team forward for heightenedsuccess. Take this opportunity to be proactive. Instead of being buried in yourdepartment’s ongoing activities, you will become an innovator, a persuasiveplayer and a champion for strategic change who adds value to yourorganization, your customers and your stakeholders.

BENEFITS OF ATTENDING• Inspire and direct your team to greater

readiness and competitiveness• Add value to your organization by

understanding the needs andexpectations of your customers

• Anticipate and innovate strategies to linkstrategic vision to core capabilities

• Recognize opportunities to influence andcreate strategic alliances

• Identify keys strengths and weaknesses inyour work group

• Encourage and support risk taking andinnovation at all levels

• Develop persuasive skills to sell yourstrategic ideas

TOPICS COVEREDDeveloping and Balancing Operationaland Strategic Management Skills• Establish a working definition of

operational management • Explore the key attributes of today’s

strategic thinkers

Creating a Strategic Frame of Reference• Understand the key components of the

strategic model • Develop a strategic thinker’s approach for

your own work environment

Understanding Your Current OperationalMission: Your Team, Your Customers andYour Competitors• Strategic thinking: moving from a

limited context to a broader view• Understand how to apply a SWOT

analysis to your team • Create a mission statement defining the

operational reality of your work group

Developing a Strategic Vision: Moving from What Is to What If• How to identify priority issues to create

your strategic advantage• Encourage innovative solutions • Prepare a draft of a vision statement

Making Your Vision a Reality: Influencing Key Stakeholders• Develop their persuasive skills• Explore options for influencing others

Your Personal Plan: Developing andSelling Your Vision of the Future• Communication strategies to sell your

strategic plan• Conduct key conversations to encourage

innovation and risk taking

WHO SHOULD ATTENDManagers with five years or less of manage-ment experience who want to move into amore strategic role.

“Excellent seminar! Relevant information! Extremelyhelpful tools. Great insight from instructor and peers.”

—Heather HansenCareerBuilder.com

SCHEDULE

Aug. 9-10 . . . . . New York, NY . . . . . . 2242-DY4-00491Aug. 16-17 . . . . Chicago, IL. . . . . . . . . 2242-DY4-00492Aug. 19-20 . . . . Atlanta, GA . . . . . . . . 2242-DY4-00493Aug. 23-24 . . . . San Francisco, CA . . . 2242-DY4-00494Sept. 13-14. . . . New York, NY . . . . . . 2242-DY4-00496Sept. 23-24. . . . Arlington, VA. . . . . . . 2242-DY4-00499Sept. 30-Oct. 1 . Chicago, IL. . . . . . . . . 2242-DY4-00502Oct. 4-5 . . . . . . New York, NY . . . . . . 2242-DY4-00503Oct. 14-15 . . . . San Francisco, CA . . . 2242-DY4-00505Nov. 1-2 . . . . . . Chicago, IL. . . . . . . . . 2242-DY4-00506Nov. 4-5 . . . . . . New York, NY . . . . . . 2242-DY4-00507Nov. 8-9 . . . . . . Atlanta, GA . . . . . . . . 2242-DY4-00508Nov. 11-12 . . . . Arlington, VA. . . . . . . 2242-DY4-00509Dec. 2-3 . . . . . . Dallas, TX. . . . . . . . . . 2242-DY4-00510Dec. 2-3 . . . . . . New York, NY . . . . . . 2242-DY4-00511Dec. 9-10 . . . . . San Francisco, CA . . . 2242-DY4-00513


FACULTY SPOTLIGHT*

Thomas J. Mingey hasbeen a leader in the salesand marketing industries forover 30 years. He specializesin aiding clients in the selec-tion, motivation and evalua-tion of elements of themarket channel, in additionto designing developmentactivities to optimize per-formance of the channel’smembers.

*This seminar is also taught by other managementexperts.

This program has been approved for 12 recertificationcredit hours toward PHR, SPHR and GPHR recertificationthrough the Human Resource Certification Institute(HRCI). For more information about certification orrecertification, please visit the HRCI homepage atwww.hrci.org

Oct. 27-Nov. 17, 2010, Wed. 2-5 pm ET(4 lessons) . . . 2242-DY4-00522





RELATED SKILLS

Successfully Managing People SEMINAR #2295

Be the catalyst that motivates your teams to heightenedproductivity.

Utilizing extensive practice in the principles of emotional intelligence, SuccessfullyManaging People underscores the importance of self-awareness in developingsensitivity and increased communication effectiveness with others. You’ll leavethis three-day seminar well versed in the most effective methods for dealing with difficult people—winning cooperation and trust—and ensuring that yourpeople’s values and your organization’s goals are in sync.

BENEFITS OF ATTENDING• Motivate and direct the employees you rely

on—even when they don’t share your values• Adjust your management and personal

style to the needs of different situations• Get more done by using the appropriate

delegation techniques for any givensituation

• Resolve conflict more effectively in a widevariety of situations

• Turn difficult people and poor performersinto team players

• Win cooperation and trust from everyone in your organization

• Increase your confidence, leadership skillsand personal and professional satisfaction inyour job

TOPICS COVEREDThe Experience of Being a Manager• How to get people to want to do what

they’re supposed to do• Specific challenges you face when

motivating others

Values• Values and their impact on work life• How values can have productive and

nonproductive results• Identify value conflicts

Personal Styles• Determine your own personal style profile• Gain insight into the strengths and

limitations of your profile• Use behavioral clues to determine others’

personal styles• How to work more effectively with others

Motivation• Motivational factors and their impact on

behaviors and work settings• How to tailor your motivational efforts to

individual employees and situations

Listening, Body Language, Giving Feedback and Dealing withDifficult People• Use active listening to gain information

and understand employees’ perspectives• Apply positive and corrective feedback• Use appropriate values alignment when

dealing with difficult employees

Conflict• The dimensions of conflict management• Identify your own preferred conflict-

resolution styles• Analyze conflict-management techniques

Delegation• Different delegation styles: how and

when to use them• Determine the appropriate delegation

strategies for employees and situations

Understanding Organizational Cultureand Subculture• The impact of organizational culture and

subculture and “cultural blinders”• Explore the assumptions that impact

your team’s thinking and actions• Identify and build on the strengths

of your team’s culture

Emotional Intelligence• The components of emotional

intelligence• Gain an honest and accurate

assessment of yourself• Develop an improvement strategy

Ethical Leadership• Identify your group’s values• Your vision for ethical leadership

Action Planning

WHO SHOULD ATTENDManagers whose success depends on clearcommunication, a cooperative attitude andcommitment to shared goals.

SCHEDULE

Aug. 2-4. . . . . . . Seattle, WA . . . . . . . 2295-DY4-01394Aug. 4-6. . . . . . . Cincinnati, OH . . . . . 2295-DY4-01469Aug. 9-11. . . . . . Arlington, VA . . . . . . 2295-DY4-01395Aug. 11-13. . . . . Chicago, IL . . . . . . . . 2295-DY4-01396Aug. 11-13. . . . . New York, NY . . . . . 2295-DY4-01397Aug. 16-18. . . . . San Francisco, CA. . . 2295-DY4-01399Aug. 18-20. . . . . Dallas, TX . . . . . . . . . 2295-DY4-01400Aug. 30-Sept. 1 . Chicago, IL . . . . . . . . 2295-DY4-01401Aug. 30-Sept. 1 . Richmond, VA . . . . . 2295-DY4-01470Sept. 8-10 . . . . . Denver, CO . . . . . . . 2295-DY4-01471Sept. 13-15 . . . . Arlington, VA . . . . . . 2295-DY4-01402Sept. 15-17 . . . . Atlanta, GA . . . . . . . 2295-DY4-01403Sept. 15-17 . . . . San Francisco, CA. . . 2295-DY4-01404Sept. 20-22 . . . . Durham, NC. . . . . . . 2295-DY4-01472Sept. 20-22 . . . . Las Vegas, NV. . . . . . 2295-DY4-01405Sept. 20-22 . . . . Minneapolis, MN . . . 2295-DY4-01473Sept. 22-24 . . . . Princeton, NJ . . . . . . 2295-DY4-01406Sept. 27-29 . . . . New York, NY . . . . . 2295-DY4-01407Sept. 29-Oct. 1 . . Chicago, IL . . . . . . . . 2295-DY4-01420Oct. 4-6 . . . . . . . New York, NY . . . . . 2295-DY4-01421Oct. 6-8 . . . . . . . San Francisco, CA. . . 2295-DY4-01422Oct. 13-15 . . . . . Arlington, VA . . . . . . 2295-DY4-01423Oct. 13-15 . . . . . Lake Buena Vista, FL . 2295-DY4-01424Oct. 20-22 . . . . . Anaheim, CA . . . . . . 2295-DY4-01425Oct. 20-22 . . . . . Dallas, TX . . . . . . . . . 2295-DY4-01426Nov. 1-3 . . . . . . . Chicago, IL . . . . . . . . 2295-DY4-01427Nov. 1-3 . . . . . . . Morristown, NJ. . . . . 2295-DY4-01428Nov. 3-5 . . . . . . . Atlanta, GA . . . . . . . 2295-DY4-01429Nov. 3-5 . . . . . . . Boston, MA . . . . . . . 2295-DY4-01430Nov. 10-12 . . . . . Houston, TX . . . . . . . 2295-DY4-01431Nov. 10-12 . . . . . San Francisco, CA. . . 2295-DY4-01432Nov. 15-17 . . . . . Arlington, VA . . . . . . 2295-DY4-01433Nov. 15-17 . . . . . New York, NY . . . . . 2295-DY4-01434Nov. 29-Dec. 1 . . Dallas, TX . . . . . . . . . 2295-DY4-01435Dec. 1-3 . . . . . . . Chicago, IL . . . . . . . . 2295-DY4-01436Dec. 1-3 . . . . . . . New York, NY . . . . . 2295-DY4-01437Dec. 6-8 . . . . . . . Atlanta, GA . . . . . . . 2295-DY4-01438Dec. 8-10 . . . . . . Philadelphia, PA . . . . 2295-DY4-01439Dec. 13-15 . . . . . San Francisco, CA. . . 2295-DY4-01440Dec. 15-17 . . . . . Arlington, VA . . . . . . 2295-DY4-01441


Sept. 13-Oct. 4, 2010, Mon. 2-5 pm ET(4 lessons) . . . 2295-DY4-01417

Oct. 25-Nov. 15, 2010, Mon. 2-5 pm ET(4 lessons) . . . 2295-DY4-01461





Leading with EmotionalIntelligence SEMINAR #2133

Recognize and positively manage emotions inyourself, in others and in groups.

This valuable seminar delivers the in-depth knowledge and prac -tical skills you need to ensure that you’re a strong, emotion allyintelligent leader. You will learn just how to apply emotionalintelligence to specific leadership situations to gain the authorityand success you strive for. You will also keep current on cutting-edge developments in leadership theory and practice, to help you better collaborate and manage conflict.

BENEFITS OF ATTENDING• Gain an honest and accurate awareness of yourself• Monitor and adapt your own emotions and behaviors for the

benefit of yourself, your team and your department• Generate buy-in by crafting an emotionally inspiring vision• Be more decisive with decision-making techniques• Create an atmosphere that fosters emotional intelligence• Have a positive influence on others• Create cohesive, emotionally intelligent teams

TOPICS COVERED• What is emotional intelligence?• Understanding and managing myself• Self-assessment of my relationships• Leading with emotional intelligence• Understanding and managing team dynamics

WHO SHOULD ATTENDLeaders who want to create a healthy, productive workplace andorganizational culture. OD and HR professionals will particularlybenefit from this seminar.

SCHEDULE

Aug. 16-18 . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2133-DY4-00194Aug. 23-25 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2133-DY4-00195Aug. 25-27 . . . . . . . . . . . . San Francisco, CA . . . . . . . 2133-DY4-00196Sept. 8-10 . . . . . . . . . . . . . Las Vegas, NV . . . . . . . . . . 2133-DY4-00197Sept. 20-22 . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2133-DY4-00218Sept. 20-22 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2133-DY4-00198Sept. 27-29 . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2133-DY4-00199Oct. 4-6. . . . . . . . . . . . . . . San Francisco, CA . . . . . . . 2133-DY4-00204Oct. 13-15 . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2133-DY4-00205Oct. 18-20 . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2133-DY4-00206Oct. 25-27 . . . . . . . . . . . . . Atlanta, GA. . . . . . . . . . . . 2133-DY4-00207Nov. 1-3 . . . . . . . . . . . . . . Dallas, TX . . . . . . . . . . . . . 2133-DY4-00219Nov. 10-12 . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2133-DY4-00208



This program has been approved for 18 recertification credithours toward PHR, SPHR and GPHR recertification throughthe Human Resource Certification Institute (HRCI). For moreinformation about certification or recertification, please visitthe HRCI homepage at www.hrci.org

The Voice of Leadership How Leaders Inspire, Influence and Achieve Results SEMINAR #2130

To lead well, you must communicate well.

BENEFITS OF ATTENDING• Become a more effective communicator • Build greater buy-in, trust and loyalty • Demonstrate grace under fire and defuse tension • Overcome resistance to change • Motivate followers and inspire them to action • Rally support in difficult situations

TOPICS COVERED• Learn the two components of a leader’s voice• Describe leadership styles and your dominant style• Pinpoint the desired results of your leadership message

by using a results matrix• Pick the right forum and create a winning setting for your

key messages• Command respect and maximize audience understanding• Communicate a clear mission and inspire vision and values• Delegate authority that prompt others to take responsibility• Influence and inspire others into action• Coach, counsel and mentor for improved performance• Handle conflict and hostile disputes

WHO SHOULD ATTENDExperienced managers, executives and those who aspire to a leadership position or who are expected to provide leadership.

SCHEDULEAug. 9-11 . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2130-DY4-00371Aug. 11-13 . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2130-DY4-00359Aug. 18-20 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2130-DY4-00360Aug. 25-27 . . . . . . . . . . . . Las Vegas, NV . . . . . . . . . . 2130-DY4-00366Aug. 30-Sept. 1 . . . . . . . . . Arlington, VA . . . . . . . . . . 2130-DY4-00362Sept. 8-10 . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2130-DY4-00363Sept. 13-15 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2130-DY4-00364Sept. 22-24 . . . . . . . . . . . . Atlanta, GA. . . . . . . . . . . . 2130-DY4-00365Sept. 22-24 . . . . . . . . . . . . San Francisco, CA . . . . . . . 2130-DY4-00361Oct. 6-8. . . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2130-DY4-00372Oct. 11-13 . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2130-DY4-00373Oct. 20-22 . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2130-DY4-00375Nov. 1-3 . . . . . . . . . . . . . . Scottsdale, AZ . . . . . . . . . . 2130-DY4-00376Nov. 8-10 . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2130-DY4-00377Nov. 10-12 . . . . . . . . . . . . Boston, MA. . . . . . . . . . . . 2130-DY4-00378Nov. 15-17 . . . . . . . . . . . . Dallas, TX . . . . . . . . . . . . . 2130-DY4-00379Nov. 29-Dec. 1. . . . . . . . . . Arlington, VA . . . . . . . . . . 2130-DY4-00380Dec. 1-3. . . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2130-DY4-00381Dec. 6-8. . . . . . . . . . . . . . . Atlanta, GA. . . . . . . . . . . . 2130-DY4-00382Dec. 8-10. . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2130-DY4-00383Dec. 13-15. . . . . . . . . . . . . San Francisco, CA . . . . . . . 2130-DY4-00384


RELATED SKILLS


Advanced LeadershipCommunication StrategiesSEMINAR #2134

Motivate action at every level, and influenceeven the toughest executives, customers,subordinates and stakeholders.

You’re already successful as a leader and communicator. Butnow you must exercise greater influence, solve bigger problemsand drive unprecedented performance improvements.

BENEFITS OF ATTENDING• Discover breakthrough communication techniques for driving

business value and becoming a more powerful leader• Master best practices for influencing peers, managers,

subordinates, customers and other stakeholders• Become more effective at handling your specific challenges,

from delivering bad news to increasing team motivation • Communicate confidently in any environment, from

spontaneous “elevator pitches” to high-stakes reports andproposals

• Make the most of today’s electronic communications tools• Deliver powerful messages that win hearts and minds:

messages that are short, simple, strong, credible, tailored toyour audience and lead rapidly to action

TOPICS COVERED• Influencing employees, customers, partners and stakeholders,

both internally and externally• Developing the trust, credibility, rapport and relationships you

need to deliver superior results• Building consensus, cohesion, buy-in and team commitment • Organizing and packaging your message for maximum impact• Controlling all elements of your message: written, verbal, visual

and symbolic• Choosing the best tools and channels for delivering messages• Maximizing effectiveness with electronic communications• Successfully communicating in spontaneous situations

WHO SHOULD ATTENDExperienced leaders determined to achieve even greater success atthe highest levels of their organizations.

Also recommended to past attendees of AMA’s The Voice ofLeadership, seminar #2130, page 31.

SCHEDULE

Aug. 25-27 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2134-DY4-00065Sept. 20-22 . . . . . . . . . . . . Las Vegas, NV . . . . . . . . . . 2134-DY4-00060Dec. 1-3. . . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2134-DY4-00064Dec. 15-17. . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2134-DY4-00066


Developing Executive LeadershipSEMINAR #2501

Taking on a leadership role today is a constantrace against change.

Learn how to identify and manage the challenges you face withpractical and proven-in-action techniques. In-class exercises andupdates on current research let you practice new ideas and try outshared insights. Stretch your leadership methods and assert your role.

BENEFITS OF ATTENDING• Build a leadership style that creates trust and sets a clear vision • Discover executive leadership skills to create a winning strategy• Learn real “coaching” and how to build an extraordinary team• Develop heightened “emotional intelligence”• Improve performance through empowerment and delegation

TOPICS COVERED• Defining today’s executive leadership expectations• Building a culture and achieving an organizational vision• Applying your personal values and ethics at work• Practicing ways to communicate that motivate and create success• Exploring Situational Leadership® in coaching and influencing • Creating your own executive leadership development plan

WHO SHOULD ATTENDMid-level managers who lead others with managerial responsibility.

SCHEDULE

Aug. 2-4 . . . . . . . . . . . . . . Minneapolis, MN. . . . . . . . 2501-DY4-01178Aug. 4-6 . . . . . . . . . . . . . . Dallas, TX . . . . . . . . . . . . . 2501-DY4-01146Aug. 11-13 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2501-DY4-01139Aug. 16-18 . . . . . . . . . . . . Memphis, TN . . . . . . . . . . 2501-DY4-01179Aug. 18-20 . . . . . . . . . . . . Boston, MA. . . . . . . . . . . . 2501-DY4-01140Aug. 25-27 . . . . . . . . . . . . San Diego, CA . . . . . . . . . 2501-DY4-01141Aug. 30-Sept. 1 . . . . . . . . . Las Vegas, NV . . . . . . . . . . 2501-DY4-01142Sept. 8-10 . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2501-DY4-01143Sept. 13-15 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2501-DY4-01144Sept. 15-17 . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2501-DY4-01145Oct. 4-6. . . . . . . . . . . . . . . New York, NY. . . . . . . . . . 2501-DY4-01150Oct. 11-13 . . . . . . . . . . . . . Arlington, VA . . . . . . . . . . 2501-DY4-01151Oct. 11-13 . . . . . . . . . . . . . San Francisco, CA . . . . . . . 2501-DY4-01152Oct. 18-20 . . . . . . . . . . . . . Denver, CO. . . . . . . . . . . . 2501-DY4-01180Oct. 27-29 . . . . . . . . . . . . . Atlanta, GA. . . . . . . . . . . . 2501-DY4-01154Nov. 1-3 . . . . . . . . . . . . . . Chicago, IL . . . . . . . . . . . . 2501-DY4-01155Nov. 3-5 . . . . . . . . . . . . . . Cincinnati, OH . . . . . . . . . 2501-DY4-01181Nov. 3-5 . . . . . . . . . . . . . . Dallas, TX . . . . . . . . . . . . . 2501-DY4-01156Nov. 3-5 . . . . . . . . . . . . . . Hartford, CT . . . . . . . . . . . 2501-DY4-01182Nov. 10-12 . . . . . . . . . . . . New York, NY. . . . . . . . . . 2501-DY4-01157

For a complete list of dates and locations, visit www.amanet.org3 days/1.8 CEUs/18 PDUs$2,445/AMA Members $2,195AMA Members save $250.

AMA has been reviewed and approved as aprovider of project management training bythe Project Management Institute (PMI).

RELATED SKILLS

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