||Interpersonal Negotiations: Breaking Down the Barriers
||American Management Association
|Field Of Study:
|Purchase This Course
You'll learn how to:
- Recognize and understand your own needs and those of the other person
- Assess the other person's behavioral and emotional responses
- Encourage mutual understanding and acceptance so both sides walk away satisfied
- Acknowledge your own and the other person's perceptions and beliefs
- Avoid getting mired in the process
- Be creative and persistent to address and resolve blocks to successful negotiation
Employ a negotiation framework that encourages a
positive outcome for both parties.
About This Course
As one course among many offered in our curriculum, Interpersonal Negotiations
has been designed specifically for the practicing manager and the future
manager. It provides private, self-paced, individualized study; learning and self evaluation
through in-text exercises.
Paralleling a business school course of study, AMA's curriculum makes available
a stable, inclusive, and continuing transmittal of practices and perspectives
to those working managers who, on their own time and at their own pace,
want to continue their education.
For the past 20 years, Len Leritz has been president of a Portland, Oregon based
management consulting group, Len Leritz & Associates, Inc.
Mr. Leritz has created a proprietary developmental model that illustrates
five levels of thinking and relating ability within individuals. From his model,
he has created several assessment instruments, training programs, and processes
to enable diverse groups to work together effectively. His first book,
No-fault\Negotiating, is in its second printing in the United States and England
and was recently translated into Spanish. His most recent project has been the
creation of Real Time Commitment (R), a facilitator-led, video-assisted, organizational
Mr. Leritz has conducted thousands of hours of training for major corporations
and universities, the health care industry, the U.S. Navy, and various
government agencies. He has been a principal resource for over 100 TEC
( The Executive Committee) groups across the country, and a speaker at YPO
(Young Presidents Organization), American Management Association, and Inc.
Mr. Leritz holds graduate degrees from the University of Arkansas and
Seattle University. He was on the graduate faculty at Seattle University for 12
summers teaching courses in conflict management, team building, and organizational
The publisher wishes to thank Donald Caplin, Dennis G. McCarthy, and Jesse
Nirenberg, Ph.D., for their help in reviewing the manuscript of this course.
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