AMA Training Resource Guide by AmericanManagementAssociation

AMA

TRAINING GUIDE Seminars

Web Events

Resources

Corporate Learning Solutions

January – September 2019

THROUGH

Classroom and Live Online Training Corporate Learning Solutions On Demand eLearning

www.amatraining.org

JANUARY – SEPTEMBER 2019

800-854-4493

TRAINING GUIDE

TRANSFORMING TALENT

SYNERGY CREATES SUCCESS

STRONG TEAMS RELY ON INDIVIDUAL STRENGTHS

Reach higher goals by harnessing the skills of multi-faceted teams A wealth of knowledge, skills and talent surrounds you. Each member of your team contributes unique thinking, capabilities and perspectives to your business. When you tap into AMA training, you can build and harness these distinct talents and channel them into focused and powerful team performance. Ensure a thriving organization by fostering teamwork and superior skill development. Management skills help you build an efficient team, while interpersonal skills inspire people to interact and work effectively together. If one individual’s strength is project management and another’s is data analysis and finance, better business decisions can be made. Diversity & Inclusion training helps promote greater empathy and can lead to better collaboration, innovation and opportunity. AMA has helped teams improve the way they work for 95+ years. Our proven adult learning methods are based on years of development and hands-on application—as well as the power of group interaction, collaborative problem solving, great content and expert faculty guidance.

AMA COURSE PARTICIPANTS DESCRIBE HOW THEY USE WHAT THEY LEARN TO IMPROVE HOW THEY WORK WITH THEIR TEAMS “Most project management training is about the tasks involved…. This course goes deeper into the leadership needed to bring together different people from sometimes competing resources to have success at the collaborative level. Fantastic!!” — Kim C. (on Project Team Leadership) —

“Understanding the core of your own internal biases helps to unlock the key to effective communication with someone who on the surface does not look like you. Excellent and highly recommended for all leaders!!!” — Yolanda T. (on Leading in a Diverse and Inclusive Culture) — “I will be using the data provided to make changes in my management style so that I am more in tune with my direct and indirect reports.” — Cassie T. (on Developing Executive Leadership) —

STRENGTHEN YOUR PERFORMANCE, YOUR TEAM AND YOUR RESULTS WITH THESE POWERFUL COURSES NEW! Women’s Leadership Certificate Program www.amatraining.org/2960 | page 59

How to Communicate with Diplomacy, Tact and Credibility www.amatraining.org/2206 | page 62

Management Skills for New Managers www.amatraining.org/2238 | page 156

NEW! The 13 Behaviors of High-Trust Leaders www.amatraining.org/2604 | page 142

Leading in a Diverse and Inclusive Culture www.amatraining.org/2925 | page 94

NEW! Developing a Culture of Respect: How to Cultivate a Harassment-Free Organization www.amatraining.org/8228 | page 92

Our flexible learning solutions make it easy to train in your preferred format. (See page 6) For more new AMA courses, as well as a selection of our most popular seminars, see pages 12-13.

Call 1-800-854-4493 or visit www.amatraining.org

AMA Corporate Learning Solutions Shaping and Defining the Future of Corporate Learning We provide clients with the individualized attention to implement learning solutions for their business, leveraging the breadth and depth of AMA’s content, best practices, and learning experiences. Tailored programs enable your workforce to improve business performance, adapt to a changing workplace, and thrive in an uncertain and complex business world. Drawing upon our talent development expertise, AMA can craft solutions for all levels, at any desired scale of delivery and continuity.

The AMA Difference Seamless and Consistent Learning in Flexible Formats, Across Platforms AMA learning experiences can be delivered in multiple modalities, including classroom and virtual instructor-led training, webinars and on demand solutions—offering a fully integrated learning technology ecosystem to manage the learner’s experience. Public (open enrollment) Offerings Intended for individuals to learn with peers from different industries and organizations, allowing them to experience other perspectives in an autonomous environment. Corporate Learning Solutions We can deliver standard programs or custom-tailored content aligned to your organization’s learning needs and culture, delivered at your location or one of AMA’s global offices.

Content Design Methodology What Every Total Professional Needs AMA’s Total Professional competency model classifies the knowledge, skills and abilities needed to meet the performance demands of the current and future business climate. The model identifies the professional competencies needed for continuous development across all levels—individual contributors, frontline or mid-level managers, and senior leaders.

Business Acumen

Professional Effectiveness

Relationship Management

Analytical Intelligence

Professional Effectiveness: Mastery of personal awareness and interpersonal skills, enabling individuals to manage themselves and communicate their brand and message.

Business Acumen: Understanding of business operations at the financial, functional and strategic levels and the maintenance of a customer-focused approach.

Analytical Intelligence: Application of systematic thinking, analysis, and data interpretation to support organizational objectives.

Relationship Management: Ability to establish and maintain professional relationships to support strategic goals and a culture of trust and collaboration.

AMA All-Access Licensing Our World-Class Content, the Way Your Business Demands Unlimited access to AMA’s most popular classroom and virtual instructor-led training, eLearning and microcourse content, tools and assessments. With AMA Licensing you have the flexibility to deliver content aligned to your business requirements when and how you need it, allowing you to maximize the impact to your organization. Certify your trainers with AMA or use our experts to facilitate the learning. A dedicated Learning Solutions Advisor will support you through your development journey.

Why We’re the Market Leader

of Fortune 100 companies

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past decade

of participants report

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worldwide annually

globally

what they learned

Maximum Impact and Engagement, Skill Practice, Feedback and Application Drive Meaningful Change Call to Speak with a Corporate Learning Solutions Advisor – 1-877-880-0264 AMA Corporate Learning Solutions — www.amanet.org —

Keep the learning going with

AMA’s flexible training formats.

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CORPORATE LEARNING SOLUTIONS

access to ON DEMAND COURSES with robust content

Standard or custom programs aligned to your organization—delivered at your location or AMA’s.

160+

CLASSROOM SEMINARS with full-immersion training. 40+ cities nationwide.

45+

LIVE ONLINE SEMINARS Dynamic online instructor-led training

Evaluate your talent and start your learning journey with

AMA Skill Assessments Comprehensive self- and multi-rater (360) evaluation tools for individuals, teams or the entire organization.

4Accurately evaluate strengths and skill gaps 4Roadmap talent development learning paths 4Align employee skills with in-demand competencies 4Promote skill, performance and productivity improvement Individuals receive personalized results and team leaders receive cumulative reports. Review reports with a Learning Solutions Advisor and receive targeted advice and specific recommendations for development.

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Table of Contents

CHOOSE THE TRAINING FORMAT THAT’S RIGHT FOR YOU.

CLASSROOM SEMINARS

LIVE ONLINE SEMINARS

ON DEMAND COURSES

TRAINING AT YOUR LOCATION

Full-immersion training in 40+ cities nationwide

Dynamic online instructor-led training

24/7 access to robust content

Company-wide talent transformation

C Classroom

V Virtual Classroom

CLASSROOM SEMINARS 15-219 Full-immersion skill building in a face-to-face environment

5 ANALYTICAL SKILLS 16 Developing Your Analytical Skills: How to Research and Present Information Bestseller C L

17 Data Analysis Fundamentals: A Hands-on Workshop C 18 Advanced Tools and Techniques for Data Analysis C 19 How to Turn Data Into Compelling Visual Presentations C 20 Analytical Thinking, Problem Solving and Decision Making C 21 Creative Thinking in Business C 22 Strategic Thinking C 24 Critical Thinking Bestseller C L 26 NEW! Design Thinking: A Customer-Centric Process for Rapid Innovation C

5 BUSINESS ANALYSIS & QUALITY 28 Business Analysis Essentials C V 29 Process Management: Applying Process Mapping to Analyze and Improve Your Operations C 30 LEAN Process Improvement: Delivering More with Less C

5 BUSINESS ENHANCEMENT SKILLS Professional Effectiveness 32 The 7 Habits of Highly Effective People® Signature Edition 4.0 Top 10 C L 34 The 5 Choices to Extraordinar ProductivityTM Top 10 C L

L Live Online

1 1-Day Workshop

36 Managing Chaos: Tools to Set Priorities and Make Decisions Under Pressure Bestseller C L

38 Time Management Bestseller C L 39 Doing It All: How to Stay Focused and Engaged C 40 Taking On Greater Responsibility: Step-Up Skills for Non-Managers Bestseller C Self-Development 41 How to Be a Successful Manager as an Introvert C 42 Becoming Indispensable: Transforming Into a Game Changer C 43 NEW! The Successful Virtual Team Member L 44 Managing Emotions in the Workplace®: Strategies for Success C 45 Developing Your Emotional Intelligence Bestseller C L

46 Assertiveness Training C 47 Assertiveness Training for Managers C 48 AMA’s 5-Day “MBA” Workshop Bestseller C

50 Developing Your Personal Brand and Professional Image C

5 BUSINESS EXCELLENCE FOR WOMEN 54 Assertiveness Training for Women in Business Bestseller C L 55 Leadership Development for Women C 56 Executive Presence for Women Bestseller C 57 Negotiation for Women: Adding Value to Your Organization C 1 59 NEW! Women’s Leadership Certificate Program C

5 COMMUNICATION Interpersonal Skills 62 How to Communicate with Diplomacy, Tact and Credibility Top 10 C L 64 Interpersonal Skills for Managers C 65 Communication and Interpersonal Skills for Technical Professionals C 66 Responding to Conflict: Strategies for Improved Communication Bestseller C L 67 Mastering the Art of Critical Conversations C 68 Building Better Work Relationships: New Techniques for Results-Oriented Communication Bestseller C L 70 Moving Ahead: Breaking Behavior Patterns that Hold You Back C 71 Storytelling Power: Secrets for Exceptional Communication C 73 Communicating Up, Down and Across the Organization Bestseller C L 74 Communicating Across Generations: Bridging the Gap C 75 Developing Effective Business Conversation Skills C 76 Effectively Communicating in the Moment C 77 Communicating with Confidence C 78 Getting Results Without Authority Top 10 C L

80 The Effective Facilitator: Maximizing Involvement and Results C Influencing & Negotiating 81 Expanding Your Influence: Understanding the Psychology of Persuasion Bestseller C L 82 Negotiating to Win Bestseller C

Table of Contents

Women’s Leadership Certificate Program

Design Thinking

A Customer-Centric Process for Rapid Innovation page 26 Create your new competitive asset. Learn a proven creative and collaborative problemsolving methodology to generate more rapid, empathetic and innovative products and services.

C Classroom

V Virtual Classroom

Business Writing Skills 83 AMA’s Business Grammar Workshop C L 84 AMA’s 2-Day Business Writing Workshop Bestseller C L

85 Business Writing Made Simple C 1 86 Effective Technical Writing C L 87 The “Write” Way to Lead: Powerful Tools to Create Impact and Inspire Performance C Presentation Skills 88 Presentation Skills Workshop C 1 89 Strategies for Developing Effective Presentation Skills Bestseller C 90 Effective Executive Speaking Bestseller C

5 DIVERSITY & INCLUSION 92 NEW! Developing a Culture of Respect: How to Cultivate a Harassment-Free Workplace C 93 NEW! Sexual Harassment Prevention Workshop C 1 94 Leading in a Diverse and Inclusive Culture C 95 Leadership Strategies for Creating a Respectful Workplace C 96 NEW! Finding Common Ground: How to Overcome Unconscious Bias C

5 FINANCE & ACCOUNTING 98 Fundamentals of Finance and Accounting for Non-Financial Managers Top 10 C L 100 AMA’s Finance Workshop for Non-Financial Executives C 101 AMA’s Comprehensive Budgeting Workshop C

L Live Online

CERTIFICATE

page 59

Women at any level can be strong leaders. Get skills you need to be viewed as a present and future leader, add greater value to your organization— and earn a special Women’s Leadership Certificate.

1 1-Day Workshop

102 Fundamentals of Cost Accounting C 104 Fixed Asset Management C 105 Financial Forecasting C 106 The Strategic Controller: Adding Value to Your Organization C 107 AMA’s Advanced Financial Forecasting and Modeling Workshop C L 108 AMA’s Course on Financial Analysis C 109 AMA’s Course on Mergers and Acquisitions C

5 HUMAN RESOURCES & TRAINING 112 Recruiting, Interviewing and Selecting Employees C 113 Fundamentals of Human Resources Management C L 114 AMA’s Employment Law Course: Avoiding the Legal Pitfalls of EEO, FMLA and ADA C 116 Succession Planning: Developing Talent from Within C 117 Training the Trainer Bestseller C 118 Instructional Design for Trainers C

5 ITIL® 120 ITIL® Foundation C V 121 ITIL® Service Capability: Release, Control and Validation C V 121 ITIL® Service Capability: Operation Support and Analysis C V

5 LEADERSHIP 124 Preparing for Leadership: What It Takes to Take the Lead Bestseller C L 126 Leadership Skills and Team Development for Technical Professionals Bestseller C L

127 Leadership and Team Development for Managerial Success C 128 NEW! Fierce Customer Loyalty: Achieve It with Passionate Employees C 129 Leading Virtual Teams C L 130 Collaborative Leadership Skills C 131 Situational Leadership® II Workshop C 132 Coaching: A Strategic Tool for Effective Leadership C 238 LIVE ONLINE ONLY Coaching from a Distance: Developing Your Team When You Can’t Be Face to Face L 133 Achieving Leadership Success Through People C 134 Leading with Emotional Intelligence Bestseller C L

137 Mindful Leadership: Cultivating Excellence from Within C 138 The Voice of Leadership: How Leaders Inspire, Influence and Achieve Results Bestseller C L

140 Developing Executive Leadership Top 10 C L

142 NEW! The 13 Behaviors of High-Trust Leaders C 143 Advanced Leadership Communication Strategies C 144 Transformational Leadership: How to Inspire Extraordinary Performance C 145 NEW! Leading Disruptive Change and Innovation: Your Plan for Breakthrough Growth C 146 AMA’s Advanced Executive Leadership Program C

Table of Contents

TOP

Management Skills for New Supervisors page 150

AMA’s Seminar Savings Pass page 14

Develop the crucial management tools to lead and motivate your team to higher productivity. Leverage both your hard skills and people skills to meet new challenges with increased confidence, respect and power.

C Classroom

V Virtual Classroom

5 MANAGEMENT 148 Making the Transition from Staff Member to Supervisor Top 10 C L 150 Management Skills for New Supervisors Top 10 C L

242 LIVE ONLINE ONLY AMA Business Boot Camp: Management and Leadership Essentials L 152 Leadership Skills for Supervisors C 153 Delegation Boot Camp C 1 154 Making the Transition to Management Bestseller C

156 Management Skills for New Managers Top 10 C L

158 Managing Today’s Technical Professionals C L 160 Conflict Management Workshop C 1 161 Managing the Unmanageable: Tough People, Tough Situations C 162 Coaching and Counseling for Outstanding Job Performance C 164 The 7 Habits for Managers®: Essential Skills and Tools for Leading Teams Bestseller C L

166 Successfully Managing People Top 10 C L 168 Improving Your Managerial Effectiveness C 169 Moving from an Operational Manager to a Strategic Leader Bestseller C L

5 MARKETING 172 Fundamentals of Marketing: Your Action Plan for Success C L 173 Successful Product Management C

L Live Online

Train 3 or more people and SAVE! Train multiple people— AND make the most of your training budget. Buy now and train throughout the year. You can even bring people from different teams together for shared learning!

1 1-Day Workshop

174 AMA’s Advanced Course in Strategic Marketing C 175 Agile Marketing Boot Cam C V 175 Content Marketing Boot Camp C V 176 Customer Service Excellence: How to Win and Keep Customers C

5 OFFICE & ADMINISTRATIVE SUPPORT 178 Partnering with Your Boss: Strategic Skills for Administrative Professionals C 179 Organizing Your Work: New Techniques for Administrative Professionals C 180 Managing Chaos: Dynamic Time Management, Recall, Reading and Stress Management Skills for Administrative Professionals C 181 Project Management for Administrative Professionals C 182 Management Skills for Administrative Professionals C L

5 PROJECT MANAGEMENT 184 Essentials of Project Management for the Non-Project Manager Bestseller C L 186 Improving Your Project Management Skills: The Basics for Success Top 10 C L 188 Technical Project Management C 189 AMA’s Comprehensive Project Management Workshop Bestseller C 190 Project Team Leadership: Building Commitment Through Superior Communication C 191 AMA’s PMP® Exam Prep Express C 193 Best Practices for the Multi-Project Manager C 194 Program Management C 195 PMI Agile Certified Practitioner (PMI-ACP)® Boot Camp C V

196 Agile Project Management (ICP-APM) C V 196 DevOps Implementation Boot Camp (ICP-FDO) C V

5 PURCHASING & SUPPLY MANAGEMENT 198 Fundamentals of Purchasing for the New Buyer C 199 Purchasing Management C 201 Inventory Management Techniques: Planning, Replenishment and Activities Control C 202 Global Supply Chain Management: Best Practices in Import and Export Operations C

5 SALES 204 Fundamental Selling Techniques for the New or Prospective Salesperson Bestseller C L 206 Principles of Professional Selling C 207 Territory and Time Management for Salespeople C 208 Strategic Sales Negotiations C 209 Selling to Major Accounts: A Strategic Approach C 210 Fundamentals of Sales Management for the Newly Appointed Sales Manager C 211 Advanced Sales Management C

5 STRATEGIC PLANNING 214 Fundamentals of Strategic Planning C 215 Facilitating an Effective Strategic Planning Process C 216 Strategic Planning Bestseller C 218 Strategy Execution: Getting It Done C 219 Building Agility and Resilience: Winning Strategies for Leaders C

Table of Contents C Classroom

V Virtual Classroom

LIVE ONLINE SEMINARS 222-251 The ultimate live learning experience delivered to your desktop

5 Analytical Skills 225 Developing Your Analytical Skills: How to Research and Present Information C L 225 Critical Thinking C L

5 Business Enhancement Skills 226 Managing Chaos: Tools to Set Priorities and Make Decisions Under Pressure C L 226 Time Management C L 227 The 7 Habits of Highly Effective People® Signature Edition 4.0 C L 227 The 5 Choices to Extraordinary ProductivityTM C L 228 LIVE ONLINE ONLY The Successful Virtual Team Member L 228 Assertiveness Training for Women in Business C L 229 Developing Your Emotional Intelligence C L

5 Communication 229 How to Communicate with Diplomacy, Tact and Credibility C L 230 Responding to Conflict: Strategies for Improved Communication C L 230 Building Better Work Relationships: New Techniques for Results-Oriented Communication C L 231 Communicating Up, Down and Across the Organization C L 231 Getting Results Without Authority C L 232 Expanding Your Influence: Understanding the Psychology of Persuasion C L 232 AMA’s Business Grammar Workshop C L 233 Effective Technical Writing C L 233 AMA’s Business Writing Workshop C L

5 Finance & Accounting 234 Fundamentals of Finance and Accounting for Non-Financial Managers C L 235 AMA’s Advanced Financial Forecasting and Modeling Workshop C L

5 Human Resources

L Live Online

1 1-Day Workshop

5 Leadership

EXPRESS SKILLS COURSES

236 Leading Virtual Teams L 237 Preparing for Leadership: What It Takes to Take the Lead C L 237 L eadership Skills and Team Development for Technical Professionals C L 238 Leading with Emotional Intelligence C L 238 LIVE ONLINE ONLY Coaching from a Distance: Developing Your Team When You Can’t Be Face to Face L 239 Developing Executive Leadership C L 239 The Voice of Leadership: How Leaders Inspire, Influence and Achieve Results C L Management 5 240 Making the Transition from Staff Member to Supervisor C L 240 Management Skills for New Supervisors C L 241 Management Skills for New Managers C L 241 Managing Today’s Technical Professionals C L 242 The 7 Habits for Managers®: Essential Skills and Tools for Leading Teams C L 242 LIVE ONLINE ONLY AMA Business Boot Camp: Management and Leadership Essentials L 243 Moving from an Operational Manager to a Strategic Leader C L 243 Successfully Managing People C L

248-249 Our fastest live online training for busy professionals BUSINESS ARTICLES 23 How to Lead a Transformation Using Agile Principles 41 Effective Time Management Techniques That Fit You for Work 59 How Women Can Elevate Their Exposure on LinkedIn 72 The Power Behind Mastering Critical Conversations 128 Let Failure Fuel Your Growth as a Business Leader 163 Build the Character of Your Team to Meet Today’s Challenges 218 Understanding the Changing Relationship Between Strategy and Culture GENERAL INFORMATION 4 Corporate Learning Solutions 6 Skill Assessment 7 Four Ways to Train 14 Seminar Savings Pass 60 Women’s Leadership Center 103 CPE Credits 110 AMA Membership 115 AMA’s Harassment Intervention Model 122 Annual/All-Access Pass 136 AMA Playbook 159 AMA Certificates 170 AMA Centers 185 PMI Triangle and PDU Credits 212 AMA Locations 221 AMA Webcasts 250 AMA Webinars 252 Free Resources 254 Seminar Subject Index 258 Government Solutions 259 Professional Accreditations 260 Special Offers

5 Marketing & Sales 244 Fundamentals of Marketing: Your Action Plan for Success C L 244 Fundamental Selling Techniques for the New or Prospective Salesperson C L

5 Office & Administrative Support 245 Management Skills for Administrative Professionals C L

5 Project Management 246 Essentials of Project Management for the Non-Project Manager C L 246 Improving Your Project Management Skills: The Basics for Success C L 247 Additional Live Online Training L

235 Fundamentals of Human Resources Management C L LOOK FOR THIS ICON THROUGHOUT OUR BOOK

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AMA Classroom and Live Online Seminars are on General Services Administration Schedule

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

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ANTE

We guarantee the quality of our seminars. It’s that simple. More than 98% of our participants would recommend the course they have taken to colleagues. If you are not satisfied with a seminar for which you have paid, AMA will give you credit towards another seminar of comparable price or will refund your fee.

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Terms and Conditions: Offer code LKRH expires April 14, 2019, and cannot be combined with any other promotional offer(s). These offers are valid only when applied to new registrations and cannot be applied to transfers, cancellations or GSA or SLS contract pricing. Individuals eligible for GSA or SLS contract pricing must choose either their contract price or this discount applied to the AMA Member rate and must reference the offer code when placing their order.

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IMPORTANT INFORMATION • TERMS AND CONDITIONS Send a team and save…register a group of employees to learn together and get substantial team discounts! Call 1-800-854-4493. Government employees. Because AMA has been approved as a seminar provider by the General Services Administration, government employees can take advantage of special pricing. Call 1-877-262-6004 for details. Special hotel and car rental discounts. Visit www.amatraining.org or call 1-800-854-4493 for the latest information. Your tax deduction. Training taken to maintain or improve professional skills is usually tax-deductible. Consult with your tax advisor for applicability. AMA does not discriminate in employment, admission to membership, or admission of speakers or registrants to its programs or activities on the basis of race, color, religion, gender, age, sexual orientation, disability, national or ethnic origin, veteran status or any other basis prohibited by state or local law. Registration fees. Fees for all seminars are listed with each program description. The full fee is payable at the time of registration. If payment is not issued at that time, you will be sent an invoice that is immediately payable upon receipt, unless other arrangements are made with AMA. All fees include the cost of meeting materials. Remember, the fee is tax-deductible (see Treas. Reg. 1.162-5). Please note: Registration fees and seminar schedules are subject to change w ithout notice. Electronic funds transfer. For complete ACH payment instructions, please fax your request (including email address if available) to AMA’s ACH Department at 1-518-891-0128. Terms and conditions. All content and materials used in connection with AMA programs and web events are copyrighted by AMA or third parties. All content, materials and all faculty and participant interactions are provided for noncommercial, personal development use only and may not be modified, copied, reproduced, redistributed, recorded or otherwise used for public or commercial purposes, including in the creation of education or training materials or any use on the Internet, without the express written consent of AMA. In addition, the recording of any AMA program or web event is strictly prohibited. AMA reserves the right to prohibit participation in AMA programs and web events, and revoke any rights, for violation of policies, provisions, or terms and conditions. Revocation of rights will be at the discretion of AMA and related fees are nonrefundable.

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Any information regarding third-party programs available through AMA is provided by such third parties and is provided by AMA as a service. AMA attempts to provide quality information, but AMA makes no claims, promises, or guarantees about the accuracy, completeness, or adequacy of the information regarding third-party programs. AMA disclaims all liability for inaccurate, incomplete, or inadequate information relating to third-party programs. Registration fees and schedules are subject to change without notice. Transfer, Cancellation and Refund Policy. For Classroom, Live Online, Express Skills Courses and Webinar programs, you may transfer to a future session, send someone to take your place or cancel without penalty at any time up to three weeks prior to your program. If you provide AMA with less than three weeks’ notice, or fail to attend, you will be liable for the entire program fee. Programs included in AMA On Demand offerings are not eligible for substitution, transfer, cancellation, return, or refund. We appreciate that this is an important investment for you and your company and would like to accommodate your needs the best we can. Therefore, please call us at 1-800-854-4493. Pricing, Offers, and Discounts Policy. AMA-delivered programs are eligible for AMA member pricing, GSA and SLS Contract pricing, special offers, and discounts as applicable, according to the terms of the specific pricing, offer and/or discount. Third party-delivered programs available through AMA and Express Skills Courses are excluded from all discounted pricing, offers, and discounts offered by AMA, including but not limited to AMA member pricing, GSA and SLS Contract pricing, AMA Seminar Savings Pass redemptions, AMA Annual Pass/All-Access Pass usage, and complimentary registrations of any type. Address correction? Please make any changes on the mailing label itself. If you’ve received more than one copy of this catalog, please send us all the mailing labels, indicating the correct one. If you prefer not to receive our mailings, write “delete” next to your address. Return the mailing label(s) to Database Services Center, 600 AMA Way, Saranac Lake, NY 12983, or fax it to 1-518-891-0368. To be added to our mailing list, please send us your name, title and address or request a catalog online: www.amatraining.org Notice of Intellectual Property Rights The AMA Training Guide is original intellectual property created and developed by American Management Association International. The seminar content as well as the distinctive composite appearance identified in this catalog, including design, copy, presentation, layout and style is uniquely identified with and the property of AMA. These rights are protected under applicable law, including copyright and trademark laws.

Classroom Learning Get Maximum Results!

New Seminars

to drive peak performance We’re keeping up with the rapid pace of business—so you can, too. Check out our newest courses below and throughout this book, or go to www.amatraining.org/new Design Thinking: A Customer-Centric Process for Rapid Innovation (seminar #2034) C Create your new competitive asset. Learn a proven creative and collaborative problemsolving methodology to generate more rapid, empathetic and innovative products and services. Page 26

Women’s Leadership Certificate Program

Developing a Culture of Respect: How to Cultivate a Harassment-Free Organization (seminar #8228) C Learn specific strategies to ensure your workplace can prevent uncivil and harassing behaviors, analyze processes to implement, and return to your job well-prepared to apply the principles in your organization. Page 92

(seminar #2960) C

Sexual Harassment Prevention Workshop

Women at any level can be strong leaders. Get skills you need to be viewed as a present and future leader, add greater value to your organization—and earn a special Women’s Leadership Certificate. Page 59

(seminar #8860) C

Attend this one-day course to help educate and prepare yourself and your team to prevent and address such occurrences in your organization. Page 93

Finding Common Ground (seminar #8802) C

C Classroom

Gain a better understanding of the damaging impact of unconscious bias. Discover practical strategies to avoid bias and leverage the power of a more positive, inclusive work environment. Page 96

Fierce Customer Loyalty: Achieve It with Passionate Employees (seminar #2608) C To win the loyalty of your customers, first win the hearts of the people serving your customers. Learn unique principles in this FranklinCovey course to help you model, teach and reinforce empathy, responsibility and generosity. Page 128

Leading Disruptive Change and Innovation: Your Plan for Breakthrough Growth (seminar #2912) C Help your business capitalize on new opportunities and safeguard it against stagnation and obsolescence. Develop disruptive innovation skills to become a visionary leader who can get ahead of the curve and embrace the unexpected. Page 145

Achieve success in your career with our go-to favorites

MOST POPULAR SEMINARS he 7 Habits of Highly Effective People® T Signature Edition 4.0 w

p32

The 5 Choices to Extraordinary ProductivityTM

p34

ow to Communicate with Diplomacy, H Tact and Credibility w

p62

undamentals of Finance and Accounting F for Non-Financial Managers

p98

Developing Executive Leadership

p140

Making the Transition from Staff Member to Supervisor

p148

Management Skills for New Supervisors

p150

Management Skills for New Managers w

p156

Successfully Managing People

p166

I mproving Your Project Management Skills: The Basics for Success

p186

w Special Sessions for Women Available

Learn in the format that’s right for you CLASSROOM | LIVE ONLINE | ON DEMAND | ONSITE AT YOUR COMPANY LOCATION

TABLE OF CONTENTS

SEMINAR SAVINGS PASS

Give everyone on your team the skills to thrive. Train multiple people—AND make the most of your training budget. Buy now and train throughout the year. You can even bring people from different teams together for shared learning!

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Can be used by up to 6 people

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Can be used by up to 12 people

12-Pack

12 AMA seminars in 12 months

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Can be used by up to 25 people

25-Pack

25 AMA seminars in 12 months

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Can be used by up to 50 people

50-Pack

50 AMA seminars in 12 months

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Call-in offer only and expires 4/14/19.

CUSTOM Seminar Savings Pass packages are available for teams of ANY SIZE! * This offer is applicable to all AMA U.S. Classroom and Live Online Seminars, except for AMA’s Comprehensive Project Management Workshop (seminar #6595), AMA’s Course on Mergers and Acquisitions (seminar #1521) and AMA’s 5-Day “MBA” Workshop (seminar #2561). Express Skills Courses, AMA Webinars, and third party-delivered programs available through AMA are excluded. Past purchases and other promotional offers are excluded. Attendance must be completed within 12 months of purchase date. Prices and schedules are subject to change without notice.

Analytical Skills

Developing Your Analytical Skills: How to Research and Present Information Bestseller C L . . . . . . . . . . . . . 16 Data Analysis Fundamentals: A Hands-on Workshop C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 C

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Analytical Thinking, Problem Solving and Decision Making

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How to Turn Data Into Compelling Visual Presentations Creative Thinking in Business Strategic Thinking

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Critical Thinking Bestseller

C L . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24

NEW! Design Thinking: A Customer-Centric Process for Rapid Innovation C Classroom

L Live Online

V Virtual Classroom

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1 1-Day Workshop

From a recent attendee of Critical Thinking, page 24

“The best training so far. It takes a very complex situation (i.e., strategic planning) and breaks it down to a simple process which is very easy to follow, understand and integrate into everyday functions.” — Tom Z.

CLASSROOM SEMINARS

Advanced Tools and Techniques for Data Analysis

ANALYTICAL SKILLS

BEST SELLER

TABLE OF CONTENTS

Developing Your Analytical Skills: How to Research and Present Information SEMINAR #2162

Also available Live Online

Quickly synthesize data, determine implications and make informed decisions

YOUR IMMEDIATE TAKEAWAY

• Skim for key facts • Assimilate, assess and organize new knowledge • Learn how to plan, analyze and draw conclusions This basic, skill-building seminar will help you make sense of the overwhelming amount of data you’re inundated with daily. Whether you are developing a new product or service, presenting findings on a competitor’s product, or deciding how to allocate resources, you need to be able to support your conclusions with valid and credible evidence. Implementing a process for analysis ensures that you focus on the most critical information, involve the right people, and convey your message in terms your audiences will understand. WHO SHOULD ATTEND Business professionals who want to learn basic analytical skills that they can apply to their jobs to make more informed and successful business decisions.

HOW YOU WILL BENEFIT • Identify relevant information • Research and organize data from multiple sources in appropriate formats • Categorize data for analysis • Make difficult decisions involving qualitative data • Perform analysis from multiple perspectives • Recognize patterns and determine what they mean for the business • Evaluate the evidence to identify the best opportunity or most rational solution • Communicate findings and recommendations clearly WHAT WILL BE COVERED • Analytical skills and data analysis • Deciding on an analysis approach and data collection plan • The analysis phase: organizing, collecting, and evaluating data via graphic tools • Determining risks and performing costbenefit analysis • Evaluating data and addressing information gaps • The conclusion and reporting process • Presenting conclusions graphically • Utilizing tools, tips, and techniques to present your story to multiple audiences • Creating and delivering a brief presentation that inspires and persuades

1.2 CEUs/12 PDUs/12 CPUs/ 14 CPE/12 PDCs $2,195/AMA Members $1,995 AMA Members save $200

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2-DAY CLASSROOM SCHEDULE

Feb. 25-26 . . . . . March 4-5 . . . . . March 11-12 . . . April 1-2 . . . . . . . April 8-9 . . . . . . . May 9-10 . . . . . . May 13-14 . . . . . June 6-7 . . . . . . .

Arlington, VA . . . . . . 2162-L3A-00316 New York, NY . . . . . . 2162-L3A-00322 Seattle, WA . . . . . . . . 2162-L3A-00317 Philadelphia, PA . . . . 2162-L3A-00329 Chicago, IL . . . . . . . . 2162-L3A-00323 San Francisco, CA . . . 2162-L3A-00325 Arlington, VA . . . . . . 2162-L3A-00326 Atlanta, GA . . . . . . . . 2162-L3A-00327

VIEW CLASSROOM EXPERIENCE

June 10-11 . . . . . July 11-12 . . . . . . July 22-23 . . . . . . July 29-30 . . . . . . Aug. 1-2 . . . . . . . Sept. 5-6 . . . . . . Sept. 9-10 . . . . .

New York, NY . . . . . . 2162-L3A-00328 Denver, CO . . . . . . . . 2162-L3A-00330 Arlington, VA . . . . . . 2162-L3A-00331 Boston, MA . . . . . . . . 2162-L3A-00332 Dallas, TX . . . . . . . . . 2162-L3A-00333 Arlington, VA . . . . . . 2162-L3A-00335 New York, NY . . . . . . 2162-L3A-00336

FA C U LT Y S P O T L I G H T Rachel Kaberon is one of the experts who teach this course. She is a management, leadership and strategic performance consultant specializing in analytics, innovation, business planning, performance measurement and design thinking. Previously, Rachel spent 10 years in financial services. She is also a published writer, and she holds a master’s in public policy and decision theory.

BONUS �� Receive a flash drive containing tools and templates to use at work. NOTE: Conducting research is part of this class. Please bring a laptop equipped with MS 2007 (or higher) or another equivalent electronic device.

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

6 Technical PDUs, 6 Leadership PDUs See page 185 for more details.

This course qualifies for 12 CPUs toward your recertification as a CAP (Certified Analytics Professional). ®

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

Recommended CPE Credit: 14 hours/Basic Prerequisites: Familiarity with basic online research skills Advance Preparation: None Delivery Method: Group Live/Group Internet-based Field of Study: Non-technical—Business Management & Organization

4-LESSON LIVE ONLINE SCHEDULE CEUs/12 PDUs/14 CPE/12 CPUs/12 PDCs Aug.1.2 22-23 . . . . . Arlington, VA . . . . . . 2558-H7Y-00028 $2,095/AMA Members $1,895 Sept. 19-20 . . . . Chicago, IL . . . . . . . . 2558-H7Y-00029 Tuesday and Thursday 2-5 pm ET

Jan. 15-24 . . . . . . . . . . . . . . . . . . 2162-L3A-00312 April 23-May 2 . . . . . . . . . . . . . . . 2162-L3A-00324 Aug. 6-15 . . . . . . . . . . . . . . . . . . . 2162-L3A-00334 See page 225 for more information

AMA seminars are GSA approved and all AMA programs can be delivered onsite

ANALYTICAL SKILLS

TABLE OF CONTENTS

Data Analysis Fundamentals

FA C U LT Y S P O T L I G H T

Make smarter business decisions using these powerful data analysis methods YOUR IMMEDIATE TAKEAWAY

• Apply quantitative tools to unwieldy data • Use data reliably to make better choices for your company • Back up difficult decisions with hard numerical proof Are you tired of being under constant pressure to make the right numbers-based decisions for your organization? Are you too often overwhelmed by an out-of-control flood of numerical information, much of it conflicting and confusing? This seminar goes beyond the qualitative side of data analysis to explore proven quantitative tools and methods for analyzing, interpreting and utilizing data. You’ll gain greater clarity, be better able to avoid subjective decisions that can adversely affect your organization’s future, and ensure that more informed and reliable business actions will be taken. Experience this course to solve the problem of how to productively handle the “Big Data” of spreadsheets, reports and information that pile up in your inbox every day—and lose the angst that goes with it!

WHO SHOULD ATTEND Managers, individual contributors and others who need ways to analyze the mountains of data that come across their desk each minute of every day. HOW YOU WILL BENEFIT • Provide best practices for organizing, summarizing and interpreting data • Create a repeatable process for analyzing your data • Bring out patterns in data that were not apparent at first glance • Identify and explain tools for data analysis • Shorten the time between analysis and action—and avoid “analysis paralysis” • Learn how to get from data to wellreasoned conclusions

• Standard error: what it is and how to use it • Computing average rates of growth • Other averages for nominal, ordinal and metric data • Structuring your data to ensure the best results • Interpreting and translating data for decisions • Types of “Big Data” analysis commonly performed • Establishing a process for collecting and editing data • Analysis and decisions: creative thinking vs. technical proficiency • Predicting future performance: technology issues and trends

WHAT WILL BE COVERED • Using data and statistics effectively • Improper data manipulations and their consequences • Exploring quantitative data collection methods • Capturing and extracting data systematically • Evaluating the reliability of data and sources of error • Integrating data from multiple sources • Improving analysis success by effectively utilizing software • Regression, trend lines and “what if” scenarios in Excel • Utilizing the power of Microsoft Access, Crystal Reports and SAP • Finding and analyzing data patterns, trends and fluctuations • Normal distribution, standard deviation and variances

NOTE: Please bring a laptop equipped with Excel 2010 to this seminar.

Professional Accreditations

This course qualifies for 12 CPUs toward your recertification as a CAP (Certified Analytics Professional). ®

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

1.2 CEUs/12 CPUs/12 PDCs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Jan. 31-Feb. 1 . . . Chicago, IL . . . . . . . . 1112-L3A-00080 April 4-5 . . . . . . . San Francisco, CA . . . 1112-L3A-00088

Register today! www.amatraining.org/1112 May 6-7 . . . . . . . New York, NY . . . . . . 1112-L3A-00087 July 8-9 . . . . . . . . Arlington, VA . . . . . . 1112-L3A-00089

American Management Association

1- 800-854-4493

Sept. 12-13 . . . . Chicago, IL . . . . . . . . 1112-L3A-00090

www.amatraining.org

CLASSROOM SEMINARS

Jay Frischkorn is one of the experts who teach this course. He is a consultant specializing in process improvement and optimization, strategic planning, profitability improvement and more. With over 25 years of experience, he designs and presents training programs for clients around the world. Jay holds an MBA from Lake Forest Graduate School of Management, where he is an adjunct professor in the MBA program.

A Hands-on Workshop SEMINAR #1112

ANALYTICAL SKILLS

TABLE OF CONTENTS

Advanced Tools and Techniques for Data Analysis SEMINAR #2006

Manipulate complex data sets to gain deeper insights and make better decisions

YOUR IMMEDIATE TAKEAWAY

• Use advanced Excel® analytics tools to detect patterns and improve business outcomes • Extract information from large complex data sets • Go beyond business intelligence basics to make more strategic recommendations This 2-day advanced analytics seminar will introduce you to predictive analytics techniques, so you can frame strategic and operational questions involving marketing, finance and operations or other real-world business applications. In this hands-on course, you will cover a variety of analytics tools such as histograms, ANOVA analysis, A/B testing, Pareto analysis, clustering, box plots, scatter diagrams, partitioning, unstructured text analysis and multivariate regression analysis. Best of all, no background in statistics or programming is required. As long as you have a basic understanding of spreadsheets, you will learn how to manipulate complex data sets so you can gain insights that are not possible with common business intelligence techniques.

WHO SHOULD ATTEND Business professionals looking for data analysis tools to solve complex problems such as customer churn, statistically valid web-page optimization and social media/ online customer feedback analysis. HOW YOU WILL BENEFIT • Go above and beyond standard business intelligence analysis techniques • Get answers to complex data analysis questions without becoming a statistician • Learn which data analysis technique to use for various business problems • Extract the most meaningful results from large and small data sets and multiple data types • Become familiar with basic text analysis tools and gain insights from unstructured text data • Use advanced analysis functions in Excel and open source tools • Build on your basic understanding of spreadsheets to access powerful analytic techniques • Improve your business efficiency and effectiveness WHAT WILL BE COVERED • Extending business intelligence • Thinking with data • Identifying business problems for analysis • Setting up business problems for data analytics • Utilizing the business process model • Applying statistics to business situations • Wrangling, cleansing and shaping data (data scraping) • Using Google OpenRefine

FA C U LT Y S P O T L I G H T Andres Fortino is one of the experts who teach this course. He is a partner and paradigm innovation scout with Paradigm Research International. Andres previously served as Associate Provost for Corporate Graduate Programs at the Polytechnic Institute of New York City, College Provost and Dean of Academic Affairs at DeVry College of New York, and Dean of the School of Management at Marist College.

• Selecting the right variables, KPIs, CSFs (data analysis) • Becoming familiar with Excel’s Analysis Tool Pack • Using descriptive statistics, outliers, ranking, box plots • Understanding distributions—univariate statistics, histograms, Pareto • Utilizing multivariate statistics, T-Test • Understanding factor analysis • Using linear regression, correlation, crosstabs, scatter plots • Implementing A/B testing, ANOVA analysis • Delving into predictive models— forecasting, clustering • Extracting meaning from unstructured text • Using data visualization for analysis • Reviewing additional tools—JMP, Tableau, SPSS, R Prerequisite: Basic understanding of Excel and spreadsheets, including PivotTables and basic charting functions. NOTE: Please bring an MS Windows-based laptop with a working browser to connect to the internet and Excel 2010 for PC installed.

Professional Accreditation This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

1.2 CEUs/12 PDCs $2,445/AMA Members $2,195 AMA Members save $250

2-DAY CLASSROOM SCHEDULE Feb. 25-26 . . . . . New York, NY . . . . . . 2006-L3A-00042 March 21-22 . . . Arlington, VA . . . . . . 2006-L3A-00043

Register today! www.amatraining.org/2006 April 15-16 . . . . . Chicago, IL . . . . . . . . 2006-L3A-00045 June 20-21 . . . . . Atlanta, GA . . . . . . . . 2006-L3A-00049

July 11-12 . . . . . . New York, NY . . . . . . 2006-L3A-00048 Sept. 5-6 . . . . . . Arlington, VA . . . . . . 2006-L3A-00047

AMA seminars are GSA approved and all AMA programs can be delivered onsite

ANALYTICAL SKILLS

TABLE OF CONTENTS

How to Turn Data Into Compelling Visual Presentations

FA C U LT Y S P O T L I G H T

Visually and clearly present data and the message it represents YOUR IMMEDIATE TAKEAWAY

• Understand how your content message can be conveyed visually • Become aware of the different types of visualization approaches • Make the right choices for presenting your data to any audience A chart that takes 10 seconds to understand compared to one that takes 2 seconds could mean the difference between a sale and no sale. Your data is only as powerful as your visual presentation of it. In this course, you will learn the fundamentals and best practices of data visualization techniques, as well as hands-on approaches to using Microsoft Excel and PowerPoint to present your data in a variety of formats. Attendees will complete multiple exercises and create various types of visualizations and charts on their computers throughout the course. You will also work individually and in groups to analyze, redesign and improve poorly designed charts that are provided. WHO SHOULD ATTEND Those with a foundational understanding of Microsoft Excel and PowerPoint who work regularly with data and wish to design basic and more advanced charts, graphs and tables.

HOW YOU WILL BENEFIT • Understand basic graphic design principles and how audiences process information visually • Make use of emphasis, color, layout and typography to maximize the clarity of your messages • Become familiar with available tools/ techniques for data visualization • Understand the differences between “Glanceable” and “Referenceable” visualizations and how to harness the power of each • Increase the impact and strength of your messages by choosing the most effective chart for a given data set and story in various circumstances • Learn the one color that you should make use of in every visualization, the one default element that should be removed in every chart, how legends can confuse your audience, why a bar is nearly always better than a pie, and common design mistakes that distort your data and damage your credibility

• Specialty charts including units, tree maps and proportional shapes • How to make use of trend lines, reference bands, annotations and direct labeling • When to use Excel or PowerPoint to create tables, how to properly design them and how to apply conditional formatting to create heat maps and table lenses • Tricks, tips and techniques for overcoming Excel and PowerPoint limitations and creating proper workflows NOTE: Participants must bring a PC laptop equipped with Microsoft Office 2010 or later. Those with Mac computers may attend and will be able to follow and perform all exercises, but may not receive as detailed technical attention from the instructor.

WHAT WILL BE COVERED • Basic principles of graphic, information and layout design • “Chart junk” and how to remove it to improve clarity • Basic charts such as pies, columns, bars, lines and variations of these • Advanced charts such as scatters, bubbles, histograms, bullet graphs, combos and Paretos

Professional Accreditations

This course qualifies for 12 CPUs toward your recertification as a CAP (Certified Analytics Professional). ®

Recommended CPE Credit: 14 hours/Intermediate Prerequisites: Basic understanding of PowerPoint and Excel Advance Preparation: None Delivery Method: Group Live Field of Study: Non-technical—Communication; Computer Software & Application

1.2 CEUs/12 CPUs/14 CPE $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 4-5 . . . . . . . New York, NY . . . . . . 2012-L3A-00145 April 1-2 . . . . . . . Arlington, VA . . . . . . 2012-L3A-00150 May 16-17 . . . . . San Francisco, CA . . . 2012-L3A-00151

Register today! www.amatraining.org/2012 June 27-28 . . . . . New York, NY . . . . . . 2012-L3A-00152 July 11-12 . . . . . . Dallas, TX . . . . . . . . . 2012-L3A-00157 Aug. 22-23 . . . . . Arlington, VA . . . . . . 2012-L3A-00154

American Management Association

1- 800-854-4493

Sept. 5-6 . . . . . . Chicago, IL . . . . . . . . 2012-L3A-00155

www.amatraining.org

CLASSROOM SEMINARS

Heather Ackmann is one of the experts who teach this course. She is an author, Microsoft expert and instructional designer with more than 15 years of experience developing educational materials. She has authored courses for Lynda.com, Pluralsight, Microsoft and other companies. Currently, Heather is working on a masters in human-computer interaction at DePaul University in Chicago.

SEMINAR #2012

ANALYTICAL SKILLS

TABLE OF CONTENTS

Analytical Thinking, Problem Solving and Decision Making SEMINAR #2558

Gain powerful skills to more successfully reason through business problems

YOUR IMMEDIATE TAKEAWAY

• Assess your own analytical capabilities • Learn a four-part process for tackling almost any problem • Harness the power of deductive and analytical reasoning for better results Problem solving is a complex cognitive function that involves deductive reasoning and drawing conclusions. It also involves analytical reasoning—applying judgments to reach conclusions from a combination of evidence and assumptions. This course introduces you to the basics of convergent thinking and analytical reasoning, as well as standard problem-solving strategies. You’ll take the “My Thinking Styles” personal assessment to understand your individual problem-solving style and acumen. You will also discover how to negotiate when there is lack of clarity within a situation, how to navigate multiple and competing goals and how to work within multiple constraints. Get these essential problem-solving skills to give yourself a powerful competitive and career advantage. WHO SHOULD ATTEND Anyone who wants to be better equipped to face and solve today’s complex business problems, using a foundational process for reasoning and problem solving.

HOW YOU WILL BENEFIT • Learn a process for breaking down complex problems into components and gain clarity around possible solutions • Apply strategies and techniques to avoid emotional triggers that can impede your best thinking • Explore how to generate solutions to atypical problems and then test the solutions • Know how to accurately interpret probability and other methods for increasing certainty in your judgment • Learn strategies for negotiating among variables and conditions • Recognize the difference between rationality of purpose and rationality of process WHAT WILL BE COVERED • Understanding how we think and reason • Identifying underlying factors for why intelligent people do irrational things • Using a four-part model for effective reasoning • Balancing multiple conditions impacting a business situation • Comprehending the foundations of conditional logic (if x, then y) and disjunctive logic (x or y) and when to use them • Identifying the barriers and challenges to effectively using different kinds of logic • Exploring the difference between logical analysis and facts • Exploring the three aspects of probability and their application in business • Moving from pieces to big picture and creating/testing solutions

FA C U LT Y S P O T L I G H T Kirby Heyns is one of the experts who teach this course. He is an independent training consultant. Recent clients include Fannie Mae, Freddie MAC, TEVA Pharmaceuticals, PSE&G and Southern Bell. In addition to designing and delivering management classes, he managed the National Training Partner contracts for the Office of Corporate Learning. Kirbys holds a BS from Saint Louis University.

• Identifying common patterns to look for in data • Comprehending the hypothetical method and its two stages: formation and testing • Problem solving first steps: seeing patterns, abstracting to models and developing hypotheses • Using data to form and test a hypothesis • Beyond fundamentals—moving from analytical thinking to critical thinking • Applying the four components of analytical reasoning to a real-life work situation • Tying it all together and forming your action plan NOTE: Before attending this session, you will receive a link to the online “My Thinking Styles” assessment. You must complete the assessment to fully participate in this seminar.

Professional Accreditations

This course qualifies for 12 CPUs toward your recertification as a CAP (Certified Analytics Professional). ®

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

1.2 CEUs/12 CPUs/12 PDCs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE April 11-12 . . . . . Arlington, VA . . . . . . 2558-L3A-00072 June 13-14 . . . . . San Francisco, CA . . . 2558-L3A-00073

Register today! www.amatraining.org/2558 July 15-16 . . . . . . New York, NY . . . . . . 2558-L3A-00074 Aug. 5-6 . . . . . . . Chicago, IL . . . . . . . . 2558-L3A-00075

AMA seminars are GSA approved and all AMA programs can be delivered onsite

ANALYTICAL SKILLS

TABLE OF CONTENTS

Creative Thinking in Business

FA C U LT Y S P O T L I G H T

Inspire and facilitate creative thinking in your team and organization YOUR IMMEDIATE TAKEAWAY

• Be more adaptive and open to alternative possibilities • Learn and apply methods for stimulating ideas • Appreciate and manage conflict as a constructive part of the creative process Have you had difficulty integrating creative thinking and solutions into your organization’s culture? Do you or your colleagues feel a lack of confidence when it comes to creative output? Could fostering creative thinking help you and your team achieve better results? Attend this seminar and learn proven creative thinking techniques that can help you generate new ideas and develop a blueprint for establishing a climate of creativity at work. You will discover new ways to break through mental barriers, “in the box” thinking and frustrating roadblocks. Dispel widely held myths about creativity, including the beliefs that it must be a solitary act or reserved only for creative risk-takers. Return to work ready to apply the techniques you’ve learned toward improving performance, stimulating creative thinking and unleashing the creative potential in yourself and your team.

WHO SHOULD ATTEND Managers, team leaders, directors, project managers, supervisors and staff in all industries—as well as anyone who has influence over the creation, adoption and execution of new products, services and processes.

WHAT WILL BE COVERED • Learning the brain functions associated with creativity • Exploring cognitive techniques to stimulate your creative thinking • Self-assessing your personal creative thinking assets • Knowing what creativity means in different business contexts: problem solving, process improvement, product development and communication • Implementing the idea-to-innovation process • Recognizing characteristics of creative employees • Understanding what motivates creative employees • Harnessing elements of a corporate culture that stimulate creativity • Fostering creativity through the right management practices

HOW YOU WILL BENEFIT • Develop a mindset that facilitates creative thinking • Stimulate your own ability to ideate by mastering creative thinking techniques • Understand how to turn ideas into new solutions, processes or products • Remove individual and team roadblocks to generating ideas • Create a motivational climate that stimulates creative thinking • Master techniques for managing creative people

“

Lots of good information and techniques for brainstorming and reframing routine tasks and projects. Engaging presenter. The seminar was great for recharging the creative batteries. —Jayne B.

”

1.2 CEUs $2,095/AMA Members $1,895 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 25-26 . . . . . Arlington, VA . . . . . . 2208-L3A-00233 April 8-9 . . . . . . . Chicago, IL . . . . . . . . 2208-L3A-00234

Register today! www.amatraining.org/2208 Aug. 1-2 . . . . . . . New York, NY . . . . . . 2208-L3A-00236 Aug. 26-27 . . . . . San Francisco, CA . . . 2208-L3A-00238

American Management Association

1- 800-854-4493

Sept. 16-17 . . . . Arlington, VA . . . . . . 2208-L3A-00237

www.amatraining.org

CLASSROOM SEMINARS

Dave Gunby is one of the experts who teach this course. Dave has trained thousands in creative communication and problem solving, has designed leaders’ guides for workshops, and has been a keynote speaker on communication skills, creativity and other topics. His clients have included Energy Partners Trust, Texas Instruments and HP Enterprise Services.

SEMINAR #2208

ANALYTICAL SKILLS

Strategic Thinking

TABLE OF CONTENTS

SEMINAR #2018

Develop a mindset that increases the success of your strategic plans

YOUR IMMEDIATE TAKEAWAY

• Recognize the influences that could support or derail your goals • Learn a process to envision your organization’s desired future • Leverage new skills to support your strategic thinking every day Learn how to strengthen your strategic thinking skills and encourage it in others. Through practical thinking exercises applied to your own work opportunities, you’ll stimulate your strategic thinking, learn to recognize patterns that impact strategy, and enhance your abilities to generate new insights and ideas. Develop your capacity to think strategically every day and come to your next strategic planning session with the best possible ideas. This seminar can help your business move forward in an increasingly competitive world. WHO SHOULD ATTEND Business professionals who need strategic thinking skills to gain better business insights and identify trends that can contribute to a more successful business strategy.

HOW YOU WILL BENEFIT • Learn to challenge your assumptions and view your business as it relates to the larger market systems • Control reactive fixes to problems with creative responses even in uncertain times • Avoid staying stuck in the short-term mindset and missing the longer-term, strategic opportunities • Learn to shift between the current reality of your business and your desired future • Generate new ideas and evaluate future scenarios before your competitors do • Know when to embrace necessary risk— even if resources and information are limited • Learn to integrate short-term goals into long-term strategy WHAT WILL BE COVERED • Introduction to strategic thinking: a new way of thinking and looking at the world • Consistently working with what is and what if • Learning a model to support and apply your strategic thinking skills • Identifying trends and patterns in the macro-environment that signal new strategic moves • Recognizing the business ecosystems that influence current and future strategic choices • Planning for change and responding with confidence • Practicing strategic thinking calisthenics and knowing how to use them for the strongest impact

FA C U LT Y S P O T L I G H T Johannah (Jody) Jones, PhD, is one of the experts who teach this course. She has over 30 years of experience in strategic planning, marketing strategy and organizational change management. Jody is a Master Integral Coach™ certified by Integral Coaching Canada, and she serves on their faculty. She holds a PhD in Business Administration from The University of Alabama.

• Generating ideas and creating plans with a big-picture perspective • Building an action plan to expand your own strategic thinking skills and those of your colleagues

“

It was very interactive and allowed participants to apply the learnings directly to issues in their particular line of work. It was a helpful step-by-step process that can be replicated once I return to my organization. —Kelly L.

”

Professional Accreditations

This course qualifies for 12 CPUs toward your recertification as a CAP (Certified Analytics Professional). ®

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

1.2 CEUs/12 CPUs/12 PDCs $2,445/AMA Members $2,195 AMA Members save $250

2-DAY CLASSROOM SCHEDULE Jan. 17-18 . . . . . Feb. 4-5 . . . . . . . Feb. 21-22 . . . . . Feb. 28-Mar. 1 . . March 25-26 . . . April 1-2 . . . . . . .

San Francisco, CA . . . 2018-L3A-00099 Dallas, TX . . . . . . . . . 2018-L3A-00100 Chicago, IL . . . . . . . . 2018-L3A-00101 New York, NY . . . . . . 2018-L3A-00102 Atlanta, GA . . . . . . . . 2018-L3A-00103 Arlington, VA . . . . . . 2018-L3A-00104

Register today! www.amatraining.org/2018 April 25-26 . . . . . May 9-10 . . . . . . May 16-17 . . . . . June 17-18 . . . . . June 24-25 . . . . . July 11-12 . . . . . .

Boston, MA . . . . . . . . 2018-L3A-00105 Chicago, IL . . . . . . . . 2018-L3A-00106 San Francisco, CA . . . 2018-L3A-00107 New York, NY . . . . . . 2018-L3A-00108 St. Pete Beach, FL . . . 2018-L3A-00109 Dallas, TX . . . . . . . . . 2018-L3A-00110

Aug. 1-2 . . . . . . . Aug. 15-16 . . . . . Sept. 12-13 . . . . Sept. 23-24 . . . .

Arlington, VA . . . . . . 2018-L3A-00111 Chicago, IL . . . . . . . . 2018-L3A-00112 San Francisco, CA . . . 2018-L3A-00115 New York, NY . . . . . . 2018-L3A-00113

AMA seminars are GSA approved and all AMA programs can be delivered onsite

3MANAGEMENT PROBLEM Questions to Help You Define Any

BY JAMES MILLAR

Executives routinely face vexing challenges and tough decisions— in a business culture that emphasizes action over reflection.

ut before you jump into action to solve any problem, you need to understand the context in which it is occurring. There are three simple questions any leader should ask before tackling a problem: What? So what? Why? Together these questions offer a solid framework to define the problem: What is about the present. It is objective and rooted in fact. It’s critical for a leader to have relevant information. Are our sales increasing or decreasing? Has the French government just passed a new law? But knowing “what” is not enough, because we are drowning in information. According to a 2017 IBM report, 90% of the world’s data had been created in the last two years alone, and we produce more than 2.5 quintillion bytes of data every day. It’s not hard to find information that supports almost any point of view. And facts are often subject to organizational filters and cognitive biases. So what has an eye to the future. The point here is to consider how the current situation matters. Some leaders will also ask

what if, a question that looks to the future in a slightly different way. What are the likely consequences of our declining sales? What might happen if we don’t address the problem? Is solving this problem the best use of our time and resources? Why looks to the past. This question can be fascinating, in part because it reveals core beliefs without the need for speculation. How did we get here? What assumptions did we make? Which political dynamics prompted the French government to pass that law? We all know philosopher George Santayana’s famous quote: “Those who cannot remember the past are condemned to repeat it.” Decisions are often better when we keep history— with all its ambiguity—firmly in mind. To solve a problem, first understand it Here’s the thing: What questions can be answered objectively, even if bias sometimes creeps in. Facts are still facts. But so what and why questions are almost entirely subjective. Computers can capture, store, and retrieve the what. Yet to really get

a handle on so what and why, we need to engage with trusted colleagues. It’s a social activity. Take a simple, subjective question: “Why was there a financial crisis in 2007?” I suspect even a small group of people would have a hard time reaching consensus. One could list more than a dozen factors that almost certainly played a role, such as housing policy, credit ratings, regulation, fraud, consumer behavior, lending standards, financial innovation, and mispricing of risk. The simple why question isn’t so simple after all. Moreover, we all bring our conscious and unconscious biases and assumptions to subjective questions. If we understand how biases shape the way we interpret past events, we can start to understand how those same biases might influence the way we think about the future. To be clear, this is not about devoting precious time to pushing the fog around. Most subjective questions cannot—and should not—be answered with certainty. Action and experimentation are often the only ways to understand how a complex ecosystem will behave in the real world. But it’s a fool’s errand to start solving a problem you don’t understand. When the right people grapple with the right questions—to better understand the past and imagine the future—their efforts will often reveal insights that help them define the problem. James Millar is the founder of SkyBridge Associates, a company that designs, creates, and leads the executive peer networks that leaders need to build authentic relationships and share valuable insights. He is the author of Building Bridges: The Case for Executive Peer Networks (Skybridge Associates, 2018).

Take the Next Step Seminar: Analytical Thinking, Problem Solving and Decision Making, pg 20 Seminar: Design Thinking: A Customer-Centric Process for Rapid Innovation, pg 26 Seminar: Managing Chaos: Tools to Set Priorities and Make Decisions Under Pressure, pg 36

For other business articles, visit www.amatraining.org/amalibrary

ANALYTICAL SKILLS

BEST SELLER

TABLE OF CONTENTS

Critical Thinking

SEMINAR #2533

Also available Live Online

Become a better problem solver and consistently make on-target business decisions

YOUR IMMEDIATE TAKEAWAY

• Assess the situation to ensure you are focused on the right issues • Arrive at solutions based on evidence • Build a foundation for strategic and creative thinking, effective communication and collaboration Critical thinking enables you to ask the right questions…challenge assumptions…see other viewpoints with clarity…and get the best results. According to a recent AMA survey, this critical skill has dramatically gained in importance. In this hands-on program, you’ll learn to step back and then examine and sharpen your thought process. Get comfortable with a concrete set of tools that help you make critical thinking an indispensable part of your skill set. And return to work a better

business decision maker and avoid mistakes than can derail your career—or hurt your organization. HOW YOU WILL BENEFIT • Explore real-world examples of why critical thinking is so important in business • Learn to use critical thinking skills in a variety of business situations • Choose the right techniques to recognize assumptions and draw conclusions • Translate an abstract idea into something tangible • Minimize the impact of stress and pressure on your thinking process

• Develop a framework to provide a critical thinking roadmap • Take the Watson-GlaserTM II Critical Thinking Appraisal and receive a personalized report outlining your strengths and weaknesses • Leave with an interactive toolkit (flash drive and card deck) to identify specific techniques you can use on the job WHO SHOULD ATTEND All business professionals who want to enhance their thinking processes to achieve better results in business.

1.2 CEUs/12 PDUs/12 CPUs 14 CPE/12 PDCs $2,445/AMA Members $2,195 AMA Members save $250

2-DAY CLASSROOM SCHEDULE JANUARY

APRIL

Jan. 17-18 . . . . . Arlington, VA . . . . . . 2533-L3A-01517

April 8-9 . . . . . . . New York, NY . . . . . . April 15-16 . . . . . Atlanta, GA . . . . . . . . April 15-16 . . . . . Chicago, IL . . . . . . . . April 25-26 . . . . . Houston, TX . . . . . . .

FEBRUARY

Feb. 7-8 . . . . . . . Chicago, IL . . . . . . . . 2533-L3A-01521 Feb. 14-15 . . . . . New York, NY . . . . . . 2533-L3A-01519 Feb. 25-26 . . . . . Lake Buena Vista, FL . 2533-L3A-01564 MARCH

March 4-5 . . . . . San Francisco, CA . . . 2533-L3A-01537 March 28-29 . . . Arlington, VA . . . . . . 2533-L3A-01565

JUNE

2533-L3A-01538 2533-L3A-01539 2533-L3A-01543 2533-L3A-01566

MAY

May 2-3 . . . . . . . Arlington, VA . . . . . . 2533-L3A-01542 May 6-7 . . . . . . . Seattle, WA . . . . . . . . 2533-L3A-01567 May 20-21 . . . . . Las Vegas, NV . . . . . . 2533-L3A-01544

June 6-7 . . . . . . . New York, NY . . . . . . June 10-11 . . . . . Chicago, IL . . . . . . . . June 17-18 . . . . . Philadelphia, PA . . . . . June 20-21 . . . . . Dallas, TX . . . . . . . . . June 24-25 . . . . . Boston, MA . . . . . . . .

2533-L3A-01545 2533-L3A-01560 2533-L3A-01568 2533-L3A-01546 2533-L3A-01547

JULY

July 15-16 . . . . . . Arlington, VA . . . . . . 2533-L3A-01549 July 18-19 . . . . . . San Francisco, CA . . . 2533-L3A-01550

AMA seminars are GSA approved and all AMA programs can be delivered onsite

ANALYTICAL SKILLS

TABLE OF CONTENTS

Understanding the Components of Critical Thinking • Using the Agile Critical Thinking™ (ACT) framework to relate critical thinking to business challenges • Describing critical thinking using the RED (Recognize assumptions, Evaluate arguments, Draw conclusions) Model* • Positioning the RED Model within the ACT framework • Identifying practices and techniques in each part of the framework Obtaining Feedback on Critical Thinking Skills • Recognizing the value of gaining insight into one’s critical thinking skills • Relating critical thinking skills to other business skills • The purpose of the Watson-Glaser II Critical Thinking Appraisal • Identifying the contents of the WatsonGlaser II Critical Thinking Development Report

• Interpreting a sample Watson-Glaser Profile • Your personal Watson-Glaser Development Report

FA C U LT Y S P O T L I G H T Haywood Spangler, PhD, is one of the experts who teach this course. He focuses on the application of ethical reasoning and critical thinking to executive functions such as strategy, problem solving, decision making and dilemma resolution. He created and holds the copyright to the Spangler Ethical Reasoning Assessment (SERA), a statistically reliable preference survey. Haywood is an adjunct faculty member at Virginia Commonwealth University.

Using Critical Thinking in Personal Situations • Identifying personal situations where critical thinking has been or could be used • Selecting techniques for using critical thinking skills in the ACT framework and RED Model • Relating insight from Watson-Glaser feedback to a personal critical thinking situation Applying Critical Thinking in Business Situations • Practicing using critical thinking skills and techniques in a real business situation • Creating an initial action plan for development of critical thinking skills

Professional Accreditations

This course qualifies for 12 CPUs toward your recertification as a CAP (Certified Analytics Professional).

BONUS ��

The “My Thinking StylesTM*” Assessment, your personalized development report, and a toolkit on a flash drive or mobile resource application

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

*The RED Model and My Thinking Styles are trademarks of Pearson Education, Inc.

AN AMA BLENDED LEARNING SEMINAR

MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

A blend of dynamic live training and online tools

Strategic & Business Management: 12 Classroom/Live Online PDUs See page 185 for more details.

CLASSROOM SEMINARS

WHAT WILL BE COVERED Recognizing the Value of Using Critical Thinking in Business • Defining critical thinking • Characteristics of effective critical thinkers • The role of critical thinking in meeting business challenges

Reproduced with the permission of PMI.

�

Recommended CPE Credit: 14 hours/Intermediate Prerequisites: Familiarity with fundamentals of analytical skills Advance Preparation: Online pre-assessment— My Thinking Skills Delivery Method: Group Live/Group Internet-based Field of Study: Technical—Management Services

VIEW CLASSROOM EXPERIENCE

SEPTEMBER

Aug. 5-6 . . . . . . . Chicago, IL . . . . . . . . 2533-L3A-01551 Aug. 15-16 . . . . . New York, NY . . . . . . 2533-L3A-01552 Aug. 22-23 . . . . . Atlanta, GA . . . . . . . . 2533-L3A-01553

Sept. 12-13 . . . . New York, NY . . . . . . 2533-L3A-01569 Sept. 16-17 . . . . Austin, TX . . . . . . . . . 2533-L3A-01555 Sept. 26-27 . . . . Arlington, VA . . . . . . 2533-L3A-01556

4-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs/12 PDUs/14 CPE/12 CPUs/12 PDCs $2,345/AMA Members $2,095 Mon. and Wed. 2-5 pm ET Jan. 7-16 . . . . . . . . . . . . . . . . . . . 2533-L3A-01518 March 18-27 . . . . . . . . . . . . . . . . 2533-L3A-01524 Apr. 29-May 8 . . . . . . . . . . . . . . . 2533-L3A-01540 July 8-17 . . . . . . . . . . . . . . . . . . . . 2533-L3A-01548 Sept. 9-18 . . . . . . . . . . . . . . . . . . 2533-L3A-01554 See page 225 for more information

American Management Association

1- 800-854-4493

www.amatraining.org

ANALYTICAL SKILLS

NEW

TABLE OF CONTENTS

Design Thinking: A Customer-Centric Process for Rapid Innovation SEMINAR #2034

Learn a low-cost and low-risk method to generate business solutions.

YOUR IMMEDIATE TAKEAWAY

• Use design thinking to boost your competitive edge • Apply a proven process to drive innovation • Create radical solutions that stimulate an emotional response Today’s consumers are lavished with choices for products and services. That puts extreme pressure on companies (and you) to rapidly innovate in order to remain competitive and relevant. Design is often the key differentiator in a purchase decision. The challenge is developing the ability to be more agile and more innovative, so that products, experiences and services can get to market faster. Experimental, collaborative and holistically innovative. That’s design thinking. It’s a mindset for success. It’s for anyone who wants to see infinite possibilities and turn problems into solutions. Using a proven process to drive innovation, you will work in small teams to visualize outcomes and challenge assumptions. You’ll learn a proven, repeatable, creative and collaborative problem-solving method that you can use to reframe problems and generate more rapid, empathetic and innovative products and services.

WHO SHOULD ATTEND Business professionals in any functional area or role associated with revenue growth. HOW YOU WILL BENEFIT • Understand how design thinking can improve organizational and personal performance • Embrace uncertainty and develop an experimental mindset to iterate quickly • Create a new process and attack problems from a completely new angle • Convert ideas into customer value and market opportunity • Release your group’s creative thinking and sharpen critical analysis • Create more progressive and practical solutions for real-world problems • Balance constraints and technical limitations with customer preferences • Develop design thinking to foster collaboration across functions of the organization • Learn how to use a repeatable process to drive rapid innovation

FA C U LT Y S P O T L I G H T Kurt Weiss is one of the experts who teach this course. He has more than 20 years’ experience in management training and has worked with thousands of individuals and teams— from middle managers to CEOs—on improving their effectiveness in management, leadership, communication and interpersonal skills. Kurt has taught and worked in 38 countries.

• Learning the importance of stakeholders and interpreters • Leading collaborative problem-solving testing • Learning to envision and design collaboratively with visual imaging • Mapping stakeholders and the complex network of beneficiaries • Understanding the social-psychological aspect of user experience • Exploring formal methods for usability testing to form customer behavior and emotional response • Presenting your vision and inviting buy-in through compelling storytelling • Fostering an organizational climate for innovation

WHAT WILL BE COVERED • Integrating design thinking into the fabric of your organization’s culture • Adding design thinking tools and templates to help your work groups ideate solutions • Developing a more collaborative and iterative style of work for groups/teams • Understanding the drivers and inhibitors of innovation Professional Accreditation

The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

1.2 CEUs/12 PHR/12 SPHR $2,745/AMA Members $2,495 AMA Members save $250

2-DAY CLASSROOM SCHEDULE Feb. 11-12 . . . . . New York, NY . . . . . . 2034-L3A-00005 March 4-5 . . . . . Chicago, IL . . . . . . . . 2034-L3A-00007 April 8-9 . . . . . . . Arlington, VA . . . . . . 2034-L3A-00008

Register today! www.amatraining.org/2034 May 13-14 . . . . . Atlanta, GA . . . . . . . . 2034-L3A-00009 June 10-11 . . . . . San Francisco, CA . . . 2034-L3A-00010 July 22-23 . . . . . . New York, NY . . . . . . 2034-L3A-00011

Aug. 22-23 . . . . . Chicago, IL . . . . . . . . 2034-L3A-00012

AMA seminars are GSA approved and all AMA programs can be delivered onsite

Business Analysis and Quality C V

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Process Management: Applying Process Mapping to Analyze and Improve Your Operation LEAN Process Improvement: Delivering More with Less C Classroom

L Live Online

V Virtual Classroom

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. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30 CLASSROOM SEMINARS

Business Analysis Essentials*

1 1-Day Workshop

AMA brings you Business Analysis training from Global Knowledge.

This seminar is recognized by industry leaders such as itSMF, IIBA® and PMI®. For more information on Business Analysis seminars, visit www.amatraining.org/BA *Delivered by

From a recent attendee of Business Analysis Essentials, page 28

“ The Business Analysis Essentials class was well structured. The instructor was very knowledgeable and experienced and provided real-world examples of various topics. I would definitely recommend this class to others.” — Angela H.

BUSINESS ANALYSIS AND QUALITY

Business Analysis Essentials

SEMINAR #72919

TABLE OF CONTENTS

Also available as a Virtual Classroom

Understand the business analyst’s role and responsibilities in a successful project In this introductory seminar, you’ll delve into the role and responsibilities of the business analyst—the communication link between all business areas and a critical player in project success. Learn techniques for ensuring project success every step of the way—from identifying and analyzing potential projects to making sure that the final project product meets the requirements you identified. Through handson exercises, you’ll learn to define the scope of work and master requirements—gathering techniques that will work for a variety of projects and audiences. You’ll consider the unique needs of customers, stakeholders, and the IT department as you work toward building, documenting, communicating, and managing requirements. WHO SHOULD ATTEND Systems analysts, business analysts, requirements analysts, developers, software engineers, IT project managers, project managers, project analysts, project leaders, senior project managers, team leaders, program managers, testers, and QA specialists. HANDS-ON EXERCISES

• Identify Business Analysis (BA) concepts and activities in your organization • Propose project scope based on your analysis of a business architecture, feasibility study and risk assessment • Define team roles and work division strategy • Plan requirements activities for a project You may also be interested in:

CBAP®/CCBA™ Certification Prep Boot Camp (seminar #76005), www.amatraining.org/76005

21 PDUs/21 CDUs $2,295

3-DAY CLASSROOM SCHEDULE Jan. 22-24 . . . . . Jan. 28-30 . . . . . Feb. 4-6 . . . . . . . Feb. 11-13 . . . . . Feb. 19-21 . . . . . March 11-13 . . .

Cary, NC . . . . . . . . 72919-L3A-00490 Hoffman Estates, IL 72919-L3A-00485 Arlington, VA . . . . 72919-L3A-00492 Santa Clara, CA . . 72919-L3A-00491 New York, NY . . . . 72919-L3A-00489 Irving, TX . . . . . . . 72919-L3A-00486

• Plan scope and requirements change management • Choose elicitation techniques • Determine requirements verification and validation activities • Draft a requirements communication plan • Prepare for requirements presentation and signoff • Compile an individual professional skills inventory • Produce a professional growth plan WHAT WILL BE COVERED

• Role of the business analyst • Build and evaluate a business case • Plan, manage, analyze, document, and communicate requirements • Conduct effective interviews, group workshops, and questionnaires • Data mining • Capture and document business rules • Get agreement • Ensure requirements are met CONTENT Overview of Business Analysis • What is Business Analysis? • Business Analysis terminology • International Institute of Business Analysis course • CBAP® certification Enterprise Analysis • The business architecture • Feasibility studies • Project scope • Business case • Risk assessment • Decision package • Selecting and prioritizing projects

Delivered by

Requirements Planning and Management • Team roles for the project • Work division strategy • Requirements risk approach • Planning considerations • Requirements activities • Selection • Estimation • Requirements scope • Requirements change management Requirements Elicitation • Elicit requirements • Techniques • Workshop —Reverse engineering —Survey/questionnaire Requirements Analysis and Documentation • Requirements package • Business domain model • Assumptions and constraints • Requirements management • Modeling techniques —Data and behavior models —Process/flow models —Usage models Requirements Communication • Communication plan • Manage conflicts

Professional Accreditations

Global Knowledge has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

3-LESSON VIRTUAL SCHEDULE 6 hours • $2,195 • 21/PDUs/21 CDUs Jan. 22-24 . . . . . . . . . . . . . . . . . 72919-L3A-00496 Jan. 28-30 . . . . . . . . . . . . . . . . . 72919-L3A-00497 Feb. 4-6 . . . . . . . . . . . . . . . . . . . 72919-L3A-00498 Feb. 11-13 . . . . . . . . . . . . . . . . . 72919-L3A-00499 Feb. 19-21 . . . . . . . . . . . . . . . . . 72919-L3A-00500

Feb. 25-27 . . . . . . . . . . . . . . . . . 72919-L3A-00501 March 4-6 . . . . . . . . . . . . . . . . . 72919-L3A-00502 March 11-13 . . . . . . . . . . . . . . . 72919-L3A-00503 March 18-20 . . . . . . . . . . . . . . . 72919-L3A-00504 March 25-27 . . . . . . . . . . . . . . . 72919-L3A-00505

AMA seminars are GSA approved and all AMA programs can be delivered onsite

BUSINESS ANALYSIS AND QUALITY

Process Management: Applying

FA C U LT Y S P O T L I G H T

Process Mapping to Analyze and Improve Your Operation SEMINAR #6531

Robert Smith is one of the experts who teach this course. He has more than 20 years’ experience with information systems, technical consulting, training and project management. Much of his work has been as a project management mentor, wherein he helps managers successfully apply mechanistic, behavioral and leadership skills.

A step-by-step framework and methodology to improve process implementation

YOUR IMMEDIATE TAKEAWAY

• Know how to get started on a process improvement project • Establish process metrics • Learn hands-on new process implementation strategies In this 3-day workshop, you’ll learn how to map an “as is” process, as well as “value engineer” a process. Participate in an interactive, instructor-led case study where you design a new process that you select. Whether it’s a standard operating procedure application and documentation, work simplification or value-added vs. non-value-added activity analysis, you’ll identify and eliminate inefficiencies in your current processes while achieving significant cost saving and enhancing the value of your product or service.

WHO SHOULD ATTEND Project and program directors and managers…managers who want to ensure that the processes they manage are the best…middle and senior management responsible for corporate strategy…industrial engineers…and managers and line supervisors in the manufacturing and process industries.

WHAT WILL BE COVERED • Critical success factors for process improvement projects • Issues: business process elements… measuring and controlling process performance • Using project management techniques to improve processes • Determining the “as is” and the “desired” states of a process • Collecting the data for process mapping • Analyzing the data and identifying desired improvements • Why standard operating procedures are important • The role of information in process management: measuring performance… maintaining data accuracy… ensuring standardization • Cultural and organizational issues: changing worker and management behavior… transforming pay and reward practices

HOW YOU WILL BENEFIT • Determine which areas to select for improvement • Know what data to collect and how to analyze it to see if it adds customer value • Identify areas for improvement that give you a competitive advantage • Understand how each process relates to the whole operation • Find and manage bottlenecks • Identify where excess inventory can be reduced or eliminated • See if non-value-added operations should be outsourced • Achieve more realistic and effective scheduling

Professional Accreditations

“

The content was useful and the structure allowed concrete ways to apply it. The instructor was experienced and well-informed. The materials will be useful resources post-meeting. —Alexis H.

”

MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI). PMP, PMBOK and the PMI R.E.P. logo are registered trademarks of the Project Management Institute, Inc.

18 Technical PDUs See page 185 for more details.

1.8 CEUs/18 PDUs $2,345/AMA Members $2,095 AMA Members save $250

Reproduced with the permission of PMI.

3-DAY CLASSROOM SCHEDULE March 18-20 . . . Atlanta, GA . . . . . . . . 6531-L3A-00221 April 8-10 . . . . . . New York, NY . . . . . . 6531-L3A-00223

Register today! www.amatraining.org/6531 May 1-3 . . . . . . . Arlington, VA . . . . . . 6531-L3A-00224 June 17-19 . . . . . Chicago, IL . . . . . . . . 6531-L3A-00225

American Management Association

1- 800-854-4493

July 17-19 . . . . . . San Francisco, CA . . . 6531-L3A-00227 Sept. 9-11 . . . . . New York, NY . . . . . . 6531-L3A-00226

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

BUSINESS ANALYSIS AND QUALITY

NEW

LEAN Process Improvement Delivering More with Less SEMINAR #6108

Apply LEAN fundamentals to reduce inefficiencies, lower costs and increase revenue

YOUR IMMEDIATE TAKEAWAY

• Increase efficiency with fewer resources • Understand key elements of LEAN • Participate in a case study and create a customizable plan for your organization Processing requests taking forever? Customers calling to complain about delays and high delivery costs? Worried you could be losing business as a result? LEAN process improvement tools offer simple fixes that will change your thinking, improve your operations AND deliver quick solutions. LEAN can be especially relevant if you’re coming out of the recession with fewer resources and need to deliver more with less. In this course, you’ll discover there are 7 types of waste and several methods to eliminate it—including 5S, Poka-Yoke, Kanban and Kaizen. You will learn the DMAIC process (define, measure, analyze, improve and control), LEAN metrics, and how LEAN relates to Six Sigma. Now, you can map the customer value stream and determine which activities add value to the customer and which do not. Then, you will learn to eliminate or curtail non-valueadding activities.

1.2 CEUs $2,095/AMA Members $1,895 AMA Members save $200

A highly interactive case study will cement the learning as you participate in repairing a broken process with instructor guidance utilizing LEAN tools and principles. You will document, measure and analyze the cumbersome process and then apply LEAN fixes to experience and measure the improvement. Plus, learn how to maintain the fixed process and create reports on your findings. You’ll leave with a LEAN enterprise plan that you can easily adapt and implement in your organization. Best of all, when you work your plan, you’ll see immediate improvements that optimize efficiencies because LEAN projects deliver faster results! WHO SHOULD ATTEND Senior- and mid-level managers who are tasked with cutting costs and increasing revenue and economic value in a team, department or division. HOW YOU WILL BENEFIT • Focus your actions on customer requirements • Differentiate between value and non-valueadding activities • Measure and analyze the efficiency of an existing process • Improve the efficiency of a broken, cumbersome process • Customize a LEAN tool you can utilize right away

FA C U LT Y S P O T L I G H T Jerry Werner is one of the experts who teach this course. He has been a management consultant trainer and coach for more than 25 years, specializing in executive leadership, management, strategic planning, process improvement and more. He holds a master’s degree in aerospace systems from the University of West Florida and is a Lean Six Sigma Master Black Belt.

WHAT WILL BE COVERED • Understanding LEAN methodology concepts • Finding and assessing the bottlenecks that make your internal processes costly and cumbersome • Mapping the customer value stream • Identifying LEAN metrics • Discerning the connection between LEAN and Six Sigma • Grasping the 7 types of waste • Understanding key LEAN methods used for process improvement: 5S, Poka-Yoke, Kanban and Kaizen • Implementing LEAN tools to decrease process waste • Recognizing the elements of continuous improvement

“

The seminar provided many quick, easy ways to make improvements in processes. Most of these I can take action on immediately and with little cost. We applied our learnings through several exercises that brought everything together and demonstrated how to use the information back at the workplace. —Crystal B.

”

2-DAY CLASSROOM SCHEDULE March 28-29 . . . Arlington, VA . . . . . . 6108-L3A-00042 April 22-23 . . . . . Chicago, IL . . . . . . . . 6108-L3A-00044

TABLE OF CONTENTS

Register today! www.amatraining.org/6108 May 20-21 . . . . . San Francisco, CA . . . 6108-L3A-00045 June 10-11 . . . . . New York, NY . . . . . . 6108-L3A-00046

Sept. 16-17 . . . . Arlington, VA . . . . . . 6108-L3A-00047

AMA seminars are GSA approved and all AMA programs can be delivered onsite

Business Enhancement Skills PROFESSIONAL EFFECTIVENESS The 7 Habits of Highly Effective People® Signature Edition 4.0 Top 10 The 5 Choices to Extraordinary Productivity

Top 10 C L

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Managing Chaos: Tools to Set Priorities and Make Decisions Under Pressure Bestseller Doing It All: How to Stay Focused and Engaged

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Taking On Greater Responsibility: Step-Up Skills for Non-Managers Bestseller SELF-DEVELOPMENT How to be a Successful Manager as an Introvert

Becoming Indispensable: Transforming into a Game Changer NEW! The Successful Virtual Team Member

Managing Emotions in the Workplace : Strategies for Success ®

Assertiveness Training

C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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Developing Your Emotional Intelligence Bestseller Assertiveness Training for Managers

AMA’s 5-Day “MBA” Workshop Bestseller

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Developing Your Personal Brand and Professional Image

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L Live Online

V Virtual Classroom

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1 1-Day Workshop

CLASSROOM SEMINARS

Time Management

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Bestseller C L . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38

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The 7 Habits of Highly Effective People® SIGNATURE EDITION 4.0

SEMINAR #2601

Also available Live Online

AMA is the exclusive provider of FranklinCovey classroom seminars. The 7 Habits of Highly Effective People® Signature Edition 4.0 program is based on the teachings of Dr. Stephen R. Covey.

Live the 7 Habits to create dramatic change in your life

YOUR IMMEDIATE TAKEAWAY

• Increase productivity and the ability to self-manage • Improve synergy with teams and individuals • Apply the 7 Habits to challenges you’re facing now No matter how competent a person you are, you will not have sustained any lasting success unless you are able to effectively lead yourself, influence, engage, and collaborate with others—and continuously improve and renew your capabilities. These elements are at the heart of personal, team, and organizational effectiveness. Renowned as the world’s premier personal leadership development and training

1.2 CEUs/12 PDUs/14 CPE $2,345/AMA Members $2,095 AMA Members save $250

program, The 7 Habits of Highly Effective People aligns timeless principles of effectiveness with the relevancy of today’s practices as well as modern technology. The Signature 4.0 solution takes the 7 Habits to a whole new level. The solution includes even more tools and processes to help you live and apply the 7 Habits, including more than 30 new worldclass videos, a new Living the 7 Habits mobile app, new Skill and Practice cards with 20 new 7 Habits practices, and much more.

HOW YOU WILL BENEFIT • Execute critical priorities with laser-like focus and careful planning • End self-defeating behavior and gain the necessary security you need to change • Develop strong relationships based on mutual trust • Be prepared to deal with difficult circumstances before they happen • Know how to increase team engagement, morale and collaboration

MARCH

April 22-23 . . . . . Arlington, VA . . . . . . 2601-L3A-01274 April 25-26 . . . . . San Francisco, CA . . . 2601-L3A-01275

2-DAY CLASSROOM SCHEDULE JANUARY

Jan. 10-11 . . . . . Arlington, VA . . . . . . Jan. 10-11 . . . . . Chicago, IL . . . . . . . . Jan. 14-15 . . . . . New York, NY . . . . . . Jan. 17-18 . . . . . Denver, CO . . . . . . . . Jan. 17-18 . . . . . Houston, TX . . . . . . . Jan. 24-25 . . . . . Atlanta, GA . . . . . . . . Jan. 24-25 . . . . . Los Angeles, CA . . . . Jan. 28-29 . . . . . Boston, MA . . . . . . . . Jan. 31-Feb. 1 . . . San Francisco, CA . . .

2601-L3A-01327 2601-L3A-01238 2601-L3A-01263 2601-L3A-01266 2601-L3A-01239 2601-L3A-01240 2601-L3A-01241 2601-L3A-01236 2601-L3A-01243

FEBRUARY

Feb. 7-8 . . . . . . . Dallas, TX . . . . . . . . . Feb. 7-8 . . . . . . . San Diego, CA . . . . . . Feb. 11-12 . . . . . New York, NY . . . w Feb. 21-22 . . . . . Chicago, IL . . . . . . . . Feb. 25-26 . . . . . Arlington, VA . . . . . . Feb. 25-26 . . . . . Nashville, TN . . . . . . .

2601-L3A-01328 2601-L3A-01218 2601-L3A-01247 2601-L3A-01248 2601-L3A-01244 2601-L3A-01250

March 4-5 . . . . . New York, NY . . . . . . March 7-8 . . . . . Atlanta, GA . . . . . . . . March 11-12 . . . Cincinnati, OH . . . . . . March 11-12 . . . Houston, TX . . . . . . . March 18-19 . . . Arlington, VA . . . w March 21-22 . . . Seattle, WA . . . . . . . . March 25-26 . . . Chicago, IL . . . . . . . . March 25-26 . . . San Francisco, CA . . .

2601-L3A-01251 2601-L3A-01253 2601-L3A-01265 2601-L3A-01254 2601-L3A-01256 2601-L3A-01284 2601-L3A-01258 2601-L3A-01259

APRIL

April 4-5 . . . . . . . New York, NY . . . . . . April 8-9 . . . . . . . Dallas, TX . . . . . . . . . April 8-9 . . . . . . . Los Angeles, CA . . . . April 11-12 . . . . . Boston, MA . . . . . . . . April 15-16 . . . . . Chicago, IL . . . . . . . . April 15-16 . . . . . Denver, CO . . . . . . . . April 15-16 . . . . . Scottsdale, AZ . . . . . .

2601-L3A-01268 2601-L3A-01269 2601-L3A-01270 2601-L3A-01271 2601-L3A-01272 2601-L3A-01257 2601-L3A-01273

MAY

May 2-3 . . . . . . . Atlanta, GA . . . . . w May 2-3 . . . . . . . New York, NY . . . . . . May 6-7 . . . . . . . Chicago, IL . . . . . . . . May 9-10 . . . . . . Arlington, VA . . . . . . May 16-17 . . . . . Las Vegas, NV . . . . . . May 20-21 . . . . . Princeton, NJ . . . . . . . May 30-31 . . . . . Houston, TX . . . . . . . May 30-31 . . . . . San Francisco, CA w

2601-L3A-01276 2601-L3A-01277 2601-L3A-01278 2601-L3A-01280 2601-L3A-01282 2601-L3A-01283 2601-L3A-01285 2601-L3A-01281

JUNE

June 3-4 . . . . . . . Arlington, VA . . . . . . June 6-7 . . . . . . . Anaheim, CA . . . . . . . June 10-11 . . . . . Seattle, WA . . . . . . . . June 13-14 . . . . . New York, NY . . . . . . June 20-21 . . . . . Columbus, OH . . . . . .

AMA seminars are GSA approved and all AMA programs can be delivered onsite

2601-L3A-01286 2601-L3A-01288 2601-L3A-01318 2601-L3A-01291 2601-L3A-01292

BUSINESS ENHANCEMENT SKILLS

TABLE OF CONTENTS

7 Habits is celebrating its 30th Anniversary in 2019!

WHO SHOULD ATTEND Anyone who wants to learn how to apply the power of effectiveness for greater success in their business and personal lives, and feel more satisfied with what they accomplish each day. WHAT WILL BE COVERED Paradigms And Principles Of Effectiveness: • Assess paradigms and align to principles of effectiveness Habit 1: Be Proactive® • Assume responsibility, focus and act on what can be controlled and influenced, instead of what can’t Habit 2: Begin With The End In Mind® • Define clear measures of success and a plan to achieve them Habit 3: Put First Things First® • Prioritize and achieve your most important goals, instead of constantly reacting to urgencies

�

FA C U LT Y S P O T L I G H T Dr. Joseph Reed is one of the experts who teach this course. He helps organizations improve productivity by enhancing human performance. His focus areas include professional and team development and multi-rater assessment performance management processes. Joseph’s clients have included American Express, Comcast and USAir. He is an adjunct faculty member of Saint Joseph’s University, Philadelphia.

Habit 4: Think Win-Win® • Collaborate more effectively with others by building high-trust relationships of mutual benefit Habit 5: Seek First To Understand, Then To Be Understood® • Influence others by developing a deep understanding of their needs and perspectives Habit 6: Synergize® • Develop innovative solutions that leverage diversity and satisfy all key stakeholders

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

Habit 7: Sharpen The Saw® • Increase motivation, energy, and work/ life balance by making time for renewing activities PRE-WORK REQUIRED The 7 Habits® Assessment—A questionnaire that you can take as a self-assessment or as a 360ᵒ assessment to gather feedback from your manager, direct reports, and peers who work closely enough with you to assess your individual effectiveness. ATTENDEES WILL RECEIVE • Participant Guide • 7 Habits Skill and Practice cards • Weekly Big Rocks Cards • 7 x 7 Contract • Talking Stick • Access to Living the 7 Habits mobile app

w Special Session for Women

JULY

July 8-9 . . . . . . . . Pittsburgh, PA . . . . . . July 11-12 . . . . . . New York, NY . . . . . . July 15-16 . . . . . . Chicago, IL . . . . . w July 15-16 . . . . . . San Diego, CA . . . . . . July 18-19 . . . . . . Houston, TX . . . . . . . July 22-23 . . . . . . Arlington, VA . . . . . . July 22-23 . . . . . . Dallas, TX . . . . . . . . . July 22-23 . . . . . . Minneapolis, MN . . . . July 25-26 . . . . . . Denver, CO . . . . . . . . July 29-30 . . . . . . Atlanta, GA . . . . . . . .

2601-L3A-01296 2601-L3A-01298 2601-L3A-01287 2601-L3A-01300 2601-L3A-01329 2601-L3A-01301 2601-L3A-01302 2601-L3A-01303 2601-L3A-01304 2601-L3A-01305

AUGUST

Aug. 5-6 . . . . . . . Arlington, VA . . . w 2601-L3A-01307 Aug. 5-6 . . . . . . . San Francisco, CA . . . 2601-L3A-01308

Aug. 12-13 . . . . . Philadelphia, PA . . . . . Aug. 15-16 . . . . . Chicago, IL . . . . . . . . Aug. 19-20 . . . . . Myrtle Beach, SC . . . . Aug. 19-20 . . . . . New York, NY . . . . . . Aug. 22-23 . . . . . Boston, MA . . . . . . . . Aug. 26-27 . . . . . Arlington, VA . . . . . . Aug. 26-27 . . . . . Los Angeles, CA . . . .

American Management Association

4-LESSON LIVE ONLINE SCHEDULE

Mon.-Thurs. 2-5 pm ET Jan. 7-10 . . . . . . . . . . . . . . . . . . . 2601-L3A-01237 Feb. 4-7 . . . . . . . . . . . . . . . . . . . . 2601-L3A-01245 March 4-7 . . . . . . . . . . . . . . . . . . 2601-L3A-01252 April 1-4 . . . . . . . . . . . . . . . . . . . . 2601-L3A-01267 May 6-9 . . . . . . . . . . . . . . . . . . . . 2601-L3A-01279 June 10-13 . . . . . . . . . . . . . . . . . . 2601-L3A-01290 July 8-11 . . . . . . . . . . . . . . . . . . . . 2601-L3A-01297 July 29-Aug. 1 . . . . . . . . . . . . . . . 2601-L3A-01306 Sept. 9-12 . . . . . . . . . . . . . . . . . . 2601-L3A-01320

2601-L3A-01319 2601-L3A-01330 2601-L3A-01321 2601-L3A-01322 2601-L3A-01323 2601-L3A-01324 2601-L3A-01325 2601-L3A-01326 2601-L3A-01317

1- 800-854-4493

Recommended CPE Credit: 14 hours/Intermediate—Classroom 14 hours/Intermediate—Live Online Advance Preparation: Online pre-assessment Delivery Method: Group Live/Group Internet-based Field of Study: Non-technical— Communication, Personal Development

1.2 CEUs/12 PDUs/14 CPE $2,195/AMA Members $1,995

2601-L3A-01314 2601-L3A-01311 2601-L3A-01312 2601-L3A-01313 2601-L3A-01310 2601-L3A-01315 2601-L3A-01316

SEPTEMBER

Sept. 9-10 . . . . . Chicago, IL . . . . . . . . Sept. 11-12 . . . . San Francisco, CA . . . Sept. 12-13 . . . . Arlington, VA . . . . . . Sept. 16-17 . . . . New York, NY . . . w Sept. 19-20 . . . . Houston, TX . . . . . . . Sept. 19-20 . . . . Nashville, TN . . . . . . . Sept. 23-24 . . . . Cincinnati, OH . . . . . . Sept. 25-26 . . . . Atlanta, GA . . . . . . . . Sept. 26-27 . . . . Parsippany, NJ . . . . . .

VIEW CLASSROOM EXPERIENCE

June 24-25 . . . . . Boston, MA . . . . . . . . 2601-L3A-01293 June 24-25 . . . . . Lake Buena Vista, FL . 2601-L3A-01294 June 27-28 . . . . . San Francisco, CA . . . 2601-L3A-01295

Professional Accreditations

See page 227 for more information See page 210 for more information

www.amatraining.org

CLASSROOM SEMINARS

• Apply a framework for developing core values and creating a highly effective culture • Recognize how to develop high-potential leaders who model competence and character

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The 5 Choices to Extraordinary Productivity™ SEMINAR #2605

Also available Live Online

AMA is the exclusive provider of FranklinCovey classroom seminars.

Bring your best self to work with this unique productivity process

YOUR IMMEDIATE TAKEAWAY

• Make intentional and methodical high-value decisions • Learn to focus attention on what’s most important • Sustain high energy by maintaining brain health The 5 Choices to Extraordinary Productivity™ is based on ideas and practices accumulated over decades from the leaders of productivity. This seminar combines current neuroscience research with proven productivity principles to help you better manage your decisions, attention and energy. You’ll learn how to apply a process and maximize the use of Microsoft Outlook® to dramatically increase your ability to achieve life’s most important outcomes.

HOW YOU WILL BENEFIT • Manage technology so it doesn’t manage you • Achieve true and consistent work-life balance • Apply the latest science on brain health to maximize your productivity • Utilize a language with others to ensure

you are aligned around “important and urgent” • Create a personalized, practical system for prioritizing and managing your goals

JANUARY

MARCH

MAY

Jan. 28-29 . . . . . Dallas, TX . . . . . . . . . 2605-L3A-00474

March 4-5 . . . . . Scottsdale, AZ . . . . . . 2605-L3A-00482 March 11-12 . . . Los Angeles, CA . . . . 2605-L3A-00483 March 25-26 . . . Lake Buena Vista, FL . 2605-L3A-00472

May 6-7 . . . . . . . Boston, MA . . . . . . . . May 9-10 . . . . . . Dallas, TX . . . . . . . . . May 20-21 . . . . . Atlanta, GA . . . . . . . . May 30-31 . . . . . Pittsburgh, PA . . . . . .

WHO SHOULD ATTEND Those looking to maximize productivity and achieve the extraordinary.

1.2 CEUs/12 PDUs/14 CPE $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE

FEBRUARY

Feb. 4-5 . . . . . . . Chicago, IL . . . . . . . . Feb. 11-12 . . . . . Atlanta, GA . . . . . . . . Feb. 11-12 . . . . . San Francisco, CA . . . Feb. 14-15 . . . . . Arlington, VA . . . . . . Feb. 21-22 . . . . . New York, NY . . . . . . Feb. 28-Mar. 1 . . Houston, TX . . . . . . .

2605-L3A-00475 2605-L3A-00480 2605-L3A-00477 2605-L3A-00476 2605-L3A-00478 2605-L3A-00481

APRIL

April 4-5 . . . . . . . Denver, CO . . . . . . . . April 8-9 . . . . . . . Seattle, WA . . . . . . . . April 11-12 . . . . . Arlington, VA . . . . . . April 15-16 . . . . . New York, NY . . . . . . April 22-23 . . . . . Chicago, IL . . . . . . . . April 25-26 . . . . . San Francisco, CA . . .

2605-L3A-00487 2605-L3A-00488 2605-L3A-00489 2605-L3A-00490 2605-L3A-00491 2605-L3A-00495

2605-L3A-00493 2605-L3A-00494 2605-L3A-00496 2605-L3A-00517

JUNE

June 6-7 . . . . . . . Houston, TX . . . . . . . June 10-11 . . . . . Philadelphia, PA . . . . . June 13-14 . . . . . Arlington, VA . . . . . . June 13-14 . . . . . New York, NY . . . . . . June 17-18 . . . . . Chicago, IL . . . . . . . .

AMA seminars are GSA approved and all AMA programs can be delivered onsite

2605-L3A-00503 2605-L3A-00498 2605-L3A-00499 2605-L3A-00497 2605-L3A-00500

BUSINESS ENHANCEMENT SKILLS

WHAT WILL BE COVERED Choice 1: Acting on the important instead of reacting to the urgent • Discerning the important from the urgent • Teaching the methodology of importance Choice 2: Going for extraordinary instead of settling for ordinary • Clarifying what extraordinary looks like in your current, most important roles • Defining and executing measurable goals Choice 3: Scheduling the big rocks instead of sorting gravel • Mastering planning processes to identify, schedule and execute high-impact priorities • Mastering daily planning processes to ensure attention, energy, and execution Choice 4: Ruling your technology instead of letting it rule you • Designing a personalized system to manage appointments, tasks, contacts, notes and documents • Turning Outlook® into a productivity workflow engine

Choice 5: Fueling your fire instead of burning out • Understanding the impact of brain health on day-to-day performance • Using the 5 Energy Drivers to sustain energy throughout the day

FA C U LT Y S P O T L I G H T Desiree Saddler is one of the experts who teach this course. She has over 18 years’ experience in human resources, training and development. Previously she worked at FranklinCovey, Los Angeles Office of Education, Automobile Club of Southern California and the American Red Cross. Among her numerous certifications are National Instructor, American Red Cross and Certified Instructor, Achieve Global.

PRE-WORK REQUIRED You will receive a link to an online benchmark 26-question assessment to see where you stand on key productivity behaviors. ATTENDEES WILL RECEIVE • Participant Guide • Microsoft Outlook® Technical Guide • The 5 Choices—a brief monograph with notebook • Bonus Modules—3 video-based minicourses with toolkits

All faculty are trained experts in FranklinCovey’s The 5 Choices to Extraordinary Productivity curriculum.

NOTE: For hands-on Outlook® application you may wish to attend with a laptop. Please call Customer Service at 1-800-854-4493 if you are not an Outlook® user.

Professional Accreditations

The ideas in the training are helpful to identify the important “aspects in my life versus the “gravel.” The hands-on component using our computers was very helpful to find ways to use Outlook programs to organize tasks and appointments. ”

MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

—Effie T.

�

PMP, PMBOK and the PMI R.E.P. logo are registered trademarks of the Project Management Institute, Inc.

Recommended CPE Credit: 14 hours/Intermediate—Classroom 11 hours/Intermediate—Live Online Prerequisites: Fundamental concepts of time management Advance Preparation: Online pre-assessment Delivery Method: Group Live/Group Internet-based Field of Study: Technical—Management Services Non-technical—Computer Software & Applications

VIEW CLASSROOM EXPERIENCE

Register today! www.amatraining.org/2605 June 24-25 . . . . . Nashville, TN . . . . . . . 2605-L3A-00518 June 27-28 . . . . . San Francisco, CA . . . 2605-L3A-00519 JULY

July 15-16 . . . . . . Newport Beach, CA . . 2605-L3A-00502 July 29-30 . . . . . . Arlington, VA . . . . . . 2605-L3A-00504

1.0 CEU/10 PDUs/11 CPE $2,095/AMA Members $1,895

SEPTEMBER

Sept. 12-13 . . . . Dallas, TX . . . . . . . . . Sept. 16-17 . . . . Arlington, VA . . . . . . Sept. 19-20 . . . . Anaheim, CA . . . . . . . Sept. 19-20 . . . . St. Pete Beach, FL . . .

2605-L3A-00510 2605-L3A-00511 2605-L3A-00512 2605-L3A-00513

Tues. 9am-5pm ET and Wed. 9am-2 pm ET Jan. 22-23 . . . . . . . . . . . . . . . . . . 2605-L3A-00473 Feb. 19-20 . . . . . . . . . . . . . . . . . . 2605-L3A-00479 March 19-20 . . . . . . . . . . . . . . . . 2605-L3A-00484 April 2-3 . . . . . . . . . . . . . . . . . . . . 2605-L3A-00516 Apr. 30-May 1 . . . . . . . . . . . . . . . 2605-L3A-00492 June 18-19 . . . . . . . . . . . . . . . . . . 2605-L3A-00501 July 16-17 . . . . . . . . . . . . . . . . . . . 2605-L3A-00515 Aug. 13-14 . . . . . . . . . . . . . . . . . . 2605-L3A-00508 Sept. 24-25 . . . . . . . . . . . . . . . . . 2605-L3A-00514

AUGUST

Aug. 1-2 . . . . . . . San Francisco, CA . . . Aug. 5-6 . . . . . . . Atlanta, GA . . . . . . . . Aug. 5-6 . . . . . . . New York, NY . . . . . . Aug. 15-16 . . . . . Chicago, IL . . . . . . . .

2-LESSON LIVE ONLINE SCHEDULE

2605-L3A-00505 2605-L3A-00506 2605-L3A-00507 2605-L3A-00509

See page 227 for more information

American Management Association

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

BUSINESS ENHANCEMENT SKILLS

BEST SELLER

TABLE OF CONTENTS

Managing Chaos

Tools to Set Priorities and Make Decisions Under Pressure SEMINAR #2261 Also available Live Online

Gain control over expanding workloads and increasing demands

YOUR IMMEDIATE TAKEAWAY

• Isolate the underlying causes of chaos • Reduce the impact of distractions, interruptions and “emergencies” • Make a plan and utilize tools to control chaos Welcome to chaos—otherwise known as the world in which we all work today. Attend this seminar and get proven solutions for handling chaos and minimizing its negative impact. First you’ll discover how you can harness the energy of a dynamic though often chaotic work environment, and avoid feeling overwhelmed when things start to spin out of control. You’ll learn a variety of tools that will help you re-think the way you approach chaos and enable you to leverage resources to help you tackle challenging situations as they arise.

Gain hands-on experience applying tools for planning your work and adjusting to shifting demands with greater clarity. Practice techniques for analyzing and resolving problems and learn to strategically communicate your solutions. You’ll leave confident and ready to apply the most appropriate techniques to clarify, alleviate and eliminate chaos within your control— and better manage your reactions to the chaos beyond your control.

HOW YOU WILL BENEFIT • Identify positive outcomes from chaotic environments • Clarify and leverage or eliminate chaos within your control • Prioritize your activities • Focus and act decisively when priorities shift • Use tools to problem-solve and select a course of action • Manage interruptions and conflicts with greater ease • Communicate your needs strategically

JANUARY

MARCH

MAY

Jan. 10-11 . . . . . Atlanta, GA . . . . . . . . 2261-L3A-00805 Jan. 14-15 . . . . . New York, NY . . . . . . 2261-L3A-00804 Jan. 24-25 . . . . . Arlington, VA . . . . . . 2261-L3A-00806

March 11-12 . . . New York, NY . . . . . . 2261-L3A-00814 March 25-26 . . . San Francisco, CA . . . 2261-L3A-00813

FEBRUARY

April 1-2 . . . . . . . Chicago, IL . . . . . . . . April 8-9 . . . . . . . Scottsdale, AZ . . . . . . April 15-16 . . . . . New York, NY . . . . . . April 29-30 . . . . . Arlington, VA . . . . . .

May 6-7 . . . . . . . Dallas, TX . . . . . . . . . May 13-14 . . . . . New York, NY . . . . . . May 16-17 . . . . . Anaheim, CA . . . . . . . May 16-17 . . . . . Boston, MA . . . . . . . . May 20-21 . . . . . Atlanta, GA . . . . . . . .

1.2 CEUs/12 PDUs/14 CPE $1,995/AMA Members $1,795 AMA Members save $200

2-DAY CLASSROOM SCHEDULE

Feb. 14-15 . . . . . Chicago, IL . . . . . . . . Feb. 21-22 . . . . . Houston, TX . . . . . . . Feb. 25-26 . . . . . Los Angeles, CA . . . . Feb. 28-Mar. 1 . . Arlington, VA . . . . . .

2261-L3A-00809 2261-L3A-00815 2261-L3A-00810 2261-L3A-00812

APRIL

2261-L3A-00820 2261-L3A-00847 2261-L3A-00808 2261-L3A-00821

2261-L3A-00824 2261-L3A-00825 2261-L3A-00826 2261-L3A-00822 2261-L3A-00828

JUNE

June 3-4 . . . . . . . Arlington, VA . . . . . . 2261-L3A-00829 June 3-4 . . . . . . . San Francisco, CA . . . 2261-L3A-00830 June 17-18 . . . . . Chicago, IL . . . . . . . . 2261-L3A-00832

AMA seminars are GSA approved and all AMA programs can be delivered onsite

BUSINESS ENHANCEMENT SKILLS

WHO SHOULD ATTEND Anyone facing expanding workloads, shifting priorities, complex organizational dynamics, organizational restructuring and increased uncertainty. WHAT WILL BE COVERED Welcome to Chaos • Examining sources of chaos • Describing the effects of change on managers and employees • Defining personal and group goals in a dynamic environment • Identifying chaos within your control Priority-Planning and Decision-Making Tools • Examining and selecting tools for planning priorities • Identifying root causes of problems or issues

• Managing competing priorities • Generating creative solutions to problems • Organizing ideas to firmly grasp a problem’s critical components

FA C U LT Y S P O T L I G H T Mary Camuto is one of the experts who teach this course. She develops programs in career management and leadership development for telecommunications, finance, nonprofit, energy, legal and government organizations. Clients have included Pepco Power Delivery, PHI, AACC, CTCNet, Technical Council of Maryland and Intelsat, among others. Mary is certified in Myers-Briggs®, Service Excellence and Lominger Leadership Development tools.

Planning Daily Work • Creating a daily action plan for completion of the most important priorities • Implementing best practices for time management • Managing interruptions and distractions Influencing Others • Identifying your communication’s purpose • Understanding your audience • Crafting your message to appeal to your audience • Implementing best practices for improving your influencing communications

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

I thoroughly enjoyed the seminar. The instructor was “personable and presented the information in a way that wasn’t lofty or stuffy. I was able to apply the strategies I learned immediately! ”

Leadership: 12 Classroom/Live Online PDUs See page 185 for more details.

—LaToya P.

Reproduced with the permission of PMI.

Recommended CPE Credit: 14 hours/Basic Prerequisites: Fundamental concepts of time management Advance Preparation: Online pre- and post-assessment Delivery Method: Group Live/Group Internet-based Field of Study: Non-technical—Communication, Personal Development

July 8-9 . . . . . . . . New York, NY . . . . . . July 18-19 . . . . . . Denver, CO . . . . . . . . July 18-19 . . . . . . Lake Buena Vista, FL . July 22-23 . . . . . . Philadelphia, PA . . . . . July 29-30 . . . . . . Austin, TX . . . . . . . . .

2261-L3A-00833 2261-L3A-00827 2261-L3A-00834 2261-L3A-00835 2261-L3A-00849

AUGUST

Aug. 5-6 . . . . . . . Boston, MA . . . . . . . . 2261-L3A-00836 Aug. 8-9 . . . . . . . Arlington, VA . . . . . . 2261-L3A-00837

2-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs/12 PDUs/14 CPE $1,895/AMA Members $1,695

Aug. 12-13 . . . . . Los Angeles, CA . . . . 2261-L3A-00838 Aug. 22-23 . . . . . Chicago, IL . . . . . . . . 2261-L3A-00840

Mon. and Wed. 2-5 pm ET

SEPTEMBER

Sept. 5-6 . . . . . . Atlanta, GA . . . . . . . . Sept. 16-17 . . . . New York, NY . . . . . . Sept. 23-24 . . . . San Francisco, CA . . . Sept. 26-27 . . . . Arlington, VA . . . . . .

2261-L3A-00841 2261-L3A-00842 2261-L3A-00843 2261-L3A-00844

Jan. 7-16 . . . . . . . . . . . . . . . . . . . 2261-L3A-00803 Feb. 25-Mar. 6 . . . . . . . . . . . . . . . 2261-L3A-00811 April 15-24 . . . . . . . . . . . . . . . . . . 2261-L3A-00823 June 10-19 . . . . . . . . . . . . . . . . . . 2261-L3A-00831 Aug. 12-21 . . . . . . . . . . . . . . . . . . 2261-L3A-00839 Sept. 9-18 . . . . . . . . . . . . . . . . . . 2261-L3A-00850 See page 226 for more information

American Management Association

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

BUSINESS ENHANCEMENT SKILLS

BEST SELLER

Time Management

SEMINAR #2233

YOUR IMMEDIATE TAKEAWAY

• Move from “Crisis” mode into “Important” and “Very Important” • Organize, prioritize, negotiate for more time • Manage digital media— email, social media, texts and voicemail Feeling overwhelmed? If you’re being asked to do more with less, this course enables you to find a way to dig out, get back on track and balance work-life issues. You’ll discover how to schedule daily work, build and manage work relationships along the way as you better handle interruptions, learn to say no and negotiate with colleagues and bosses. You’ll set goals, create a strategic plan and grade yourself in 12 key areas of time management. Plus, put your work into five windows to help you organize, prioritize and get your life back.

FA C U LT Y S P O T L I G H T

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

Howard Miller is one of the experts who teach this course. He is a corporate and executive coach. Howard is a current member of the National Speakers Association and has formerly served as CFO and member of the Board of Directors of the American Society of Training and Development.

HOW YOU WILL BENEFIT • Set SMART goals for yourself • Create priorities and establish realistic boundaries • Improve concentration and efficiency • Identify and deal with time wasters • Break indecision and procrastination habits • Reverse burnout • Leave with an action plan you can apply immediately back at work

• Making meetings more time efficient and valuable • Selecting the right form of communication • Identifying ways to manage email • Prioritizing and choosing activities to balance life and work • Creating your own “no” script • Focusing on body, mind and spiritual well-being

Also available Live Online

Take control, prioritize and get out from under

TABLE OF CONTENTS

WHAT WILL BE COVERED • Managing time vs. managing self • Discovering strengths and development opportunities • Creating your own Time Mastery Plan • Using a robust planning process • Creating a realistic and productive schedule • How to use the planning process • Creating routines that support core goals • Organizing and managing your environment • Dealing with self-distractions and interruptions

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI). PMP, PMBOK and the PMI R.E.P. logo are registered trademarks of the Project Management Institute, Inc.

Leadership: 12 Classroom/Live Online PDUs See page 185 for more details. Reproduced with the permission of PMI.

1.2 CEUs/12 PDUs/14 CPE $1,995/AMA Members $1,795 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Jan. 14-15 . . . . . Jan. 24-25 . . . . . Feb. 4-5 . . . . . . . Feb. 11-12 . . . . . Feb. 14-15 . . . . . Feb. 25-26 . . . . . March 18-19 . . . March 25-26 . . . April 8-9 . . . . . . . April 18-19 . . . . . April 25-26 . . . . . April 25-26 . . . . . May 6-7 . . . . . . . May 20-21 . . . . . June 10-11 . . . . .

San Francisco, CA . . . 2233-L3A-01969 Atlanta, GA . . . . . . . . 2233-L3A-01967 New York, NY . . . . . . 2233-L3A-01972 Arlington, VA . . . . . . 2233-L3A-01971 Houston, TX . . . . . . . 2233-L3A-01973 Chicago, IL . . . . . . . . 2233-L3A-01970 Denver, CO . . . . . . . . 2233-L3A-01981 Boston, MA . . . . . . . . 2233-L3A-01976 New York, NY . . . . . . 2233-L3A-01983 Chicago, IL . . . . . . . . 2233-L3A-01984 Arlington, VA . . . . . . 2233-L3A-01985 Atlanta, GA . . . . . . . . 2233-L3A-01986 San Francisco, CA . . . 2233-L3A-01987 Dallas, TX . . . . . . . . . 2233-L3A-01988 Arlington, VA . . . . . . 2233-L3A-01990

�

VIEW CLASSROOM EXPERIENCE

Register today! www.amatraining.org/2233 June 19-20 . . . . . June 24-25 . . . . . July 11-12 . . . . . . July 11-12 . . . . . . July 18-19 . . . . . . July 25-26 . . . . . . Aug. 1-2 . . . . . . . Aug. 5-6 . . . . . . . Aug. 12-13 . . . . . Aug. 26-27 . . . . . Sept. 5-6 . . . . . . Sept. 9-10 . . . . . Sept. 23-24 . . . .

Chicago, IL . . . . . . . . 2233-L3A-01992 New York, NY . . . . . . 2233-L3A-01993 Anaheim, CA . . . . . . 2233-L3A-01995 Atlanta, GA . . . . . . . . 2233-L3A-01996 Boston, MA . . . . . . . . 2233-L3A-01994 New York, NY . . . . . . 2233-L3A-01997 Chicago, IL . . . . . . . . 2233-L3A-01998 Austin, TX . . . . . . . . . 2233-L3A-01999 Arlington, VA . . . . . . 2233-L3A-02000 New York, NY . . . . . . 2233-L3A-02009 San Francisco, CA . . . 2233-L3A-02001 Arlington, VA . . . . . . 2233-L3A-02010 New York, NY . . . . . . 2233-L3A-02006

Recommended CPE Credit: 14 hours/Basic Prerequisites: Basic behavioral concept around self-management Advance Preparation: Online pre- and post-assessment Delivery Method: Group Live/Group Internet-based Field of Study: Non-technical—Personal Development

4-LESSON LIVE ONLINE SCHEDULE CEUs/12 PDUs/14 CPE 2558-H7Y-00028 Aug.1.2 22-23 . . . . . Arlington, VA . . . . . . $1,895/AMA Members $1,695 Sept. 19-20 . . . . Chicago, IL . . . . . . . . 2558-H7Y-00029 Mon.-Thurs. 2-5 pm ET

March 11-14 . . . . . . . . . . . . . . . . 2233-L3A-01975 June 10-13 . . . . . . . . . . . . . . . . . . 2233-L3A-01991 Sept. 9-12 . . . . . . . . . . . . . . . . . . 2233-L3A-02003 See page 226 for more information

AMA seminars are GSA approved and all AMA programs can be delivered onsite

BUSINESS ENHANCEMENT SKILLS

TABLE OF CONTENTS

Doing It All

FA C U LT Y S P O T L I G H T

Develop self-direction skills to maximize your productivity regardless of distractions YOUR IMMEDIATE TAKEAWAY

• Stay focused even when multitasking • Spend more time doing the work you like best • Tackle all the work that must get done, in any circumstance For many of us, our “new normal” means that we’ve inherited work from others and are multitasking 24/7. We’re expected to produce positive results with fewer resources. It’s not surprising that maintaining focus and staying engaged can be a major hurdle. With so many simultaneous demands on your time, sustaining focused energy is no longer an option. It’s a must-have skill for doing your job well and keeping your position viable. This seminar will help you assess your “hardwired” ability to stay focused on a situation or task in spite of distractions, fatigue or boredom. You’ll then learn and apply practical tools and techniques that can help you make the best of your innate strengths, mitigate your challenges, stay focused and spend more time and energy on what you like doing best—while still getting all your other work done.

WHO SHOULD ATTEND Anyone who is expected to deliver maximum productivity and results at work despite interruptions, an excessive workload and other obstacles

WHAT WILL BE COVERED • Understanding the science behind hardwired skills and their link to the workplace and your job performance • Comprehending why you have challenges around focus and sustaining attention to situations and tasks • Assessing your hardwired strengths and weaknesses

“

1.2 CEUs $2,095/AMA Members $1,895 AMA Members save $200

• Identifying the “resistance” in your systems that throw you out of focus • Using anticipation tools to cut distractions • Minimizing negative energy that saps your strength • Utilizing “snap back” tools to immediately regain focus • Learning scheduling and planning techniques and the discipline to adhere to them • Sustaining your capacity to stay on task and outperform others • Implementing tips for de-randomizing your worst interruptions • Slowing down so you can speed through your day’s work • Utilizing the right sensory tools for you: auditory, visual or tactile • Creating and maintaining a high-productivity workflow with less wear and tear • Integrating “The Magic of Flow” into your work life

HOW YOU WILL BENEFIT • Get a complete picture of your workload to reduce emergency fire drills • Be able to clear your mind and snap back into focus at a moment’s notice • Have a process to get in focus and stay there • Have behaviors to help you stay energized and engaged • Learn your “Primary Work Style” and how to make it work for you • Know the three most important questions to ask for instant clarity and focus • Set up your environment and tools to work for you, not against you • Implement techniques for eliminating your worst interruptions • Deal with necessary disruptions without destroying your productivity flow

Provided tools and tricks for both organizing and prioritizing my day, work, and personal life. The instructor was engaging and provided clear and effective methods for changing or adjusting habits. —Nick F.

”

2-DAY CLASSROOM SCHEDULE Feb. 4-5 . . . . . . . Dallas, TX . . . . . . . . . 2118-L3A-00155 March 18-19 . . . Atlanta, GA . . . . . . . . 2118-L3A-00157 May 9-10 . . . . . . Arlington, VA . . . . . . 2118-L3A-00160

Register today! www.amatraining.org/2118 June 13-14 . . . . . Chicago, IL . . . . . . . . 2118-L3A-00161 July 15-16 . . . . . . New York, NY . . . . . . 2118-L3A-00162 Sept. 26-27 . . . . Atlanta, GA . . . . . . . . 2118-L3A-00165

American Management Association

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

Denise Webster, CPM, is one of the experts who teach this course. She speaks across the country and facilitates seminars, workshops and corporate analyses. Her areas of expertise include team building, leadership/management skills, communication skills, project management and time management.

How to Stay Focused and Engaged SEMINAR #2118

BUSINESS ENHANCEMENT SKILLS

BEST SELLER

Taking On Greater Responsibility Step-Up Skills for Non-Managers SEMINAR #2132

Increase your visibility and demonstrate that you’re ready for more

YOUR IMMEDIATE TAKEAWAY

• Shift your communication style and think strategically • Learn how to manage change • Discover how to make a higher-value contribution How would you measure your skills in relation to today’s business requirements? Are you ready to handle new responsibilities on top of your current ones? Do you have what it takes to perform at a higher level? Increasing the depth and breadth of your skills and widening your business knowledge is more essential than ever. In this seminar, you’ll get a handle on critical high-profile skills that will enable you to take on new projects and fast-forward to the next level. Communicate strategically, lead teams to success and manage change. Plus, juggle your new assignments with your current responsibilities. You’ll leave with the skills and know-how to craft your unique “brand” and project a proactive, can-do attitude. Get an edge. Grow in your career. And make a difference to your organization. WHO SHOULD ATTEND Anyone interested in developing the skills to improve their performance and growth within their organization.

HOW YOU WILL BENEFIT • Feel confident when asked to step up to the plate with new projects outside your regular work activities • Take your skills and potential to new heights with proven-in-action, “get-ahead” career development strategies • Understand your role in today’s new workplace...and gain the new skills and competencies required for success • Meet the rising pressure of tight budgets and lean organizations • Map out a plan of action to enhance your efficiency and career development potentials WHAT WILL BE COVERED • Identifying/assessing your strengths/ liabilities • Being business-savvy and positioning yourself as an indispensable asset • Flexing your communication style to achieve more productive outcomes • Propelling yourself forward through strategic communication skills • Developing resiliency in a constantly changing workplace • Crafting your unique “brand” to project a proactive, can-do attitude • Identifying your various roles when working in different teams • Acquiring skills to deal with group tensions, participation and productivity • Applying analytic thinking, communication and decision-making skills • Managing time and using technology solutions to get more work done

1.2 CEUs/12 PDUs $1,995/AMA Members $1,795 AMA Members save $200

Scottsdale, AZ . . . . . . 2132-L3A-00613 San Francisco, CA . . . 2132-L3A-00581 New York, NY . . . . . . 2132-L3A-00582 Arlington, VA . . . . . . 2132-L3A-00580 Atlanta, GA . . . . . . . . 2132-L3A-00583 Chicago, IL . . . . . . . . 2132-L3A-00586 New York, NY . . . . . . 2132-L3A-00598

FA C U LT Y S P O T L I G H T Monica Cornetti is one of the experts who teach this course. She brings more than 20 years of experience to the corporate, nonprofit and academic sectors. Her client list includes Procter & Gamble, Severn Savings Bank, The Nature Conservancy and many others. Recognized for her expertise in entrepreneurial training, she has been featured on the cover of Bloomberg Businessweek.

• Practicing saying “no” tactfully to help you manage your workflow • Confidently presenting a coherent plan using your performance goals • Working more collaboratively with your manager

Five Core Competencies

Business Smarts Managing Time

Communicating Strategically

Working in Teams

Managing Change

8 Leadership PDUs, 4 Strategic PDUs See page 185 for more details. Reproduced with the permission of PMI.

2-DAY CLASSROOM SCHEDULE Jan. 14-15 . . . . . Feb. 14-15 . . . . . Feb. 21-22 . . . . . Feb. 25-26 . . . . . March 4-5 . . . . . March 21-22 . . . April 11-12 . . . . .

TABLE OF CONTENTS

Register today! www.amatraining.org/2132 April 22-23 . . . . . May 6-7 . . . . . . . May 20-21 . . . . . June 3-4 . . . . . . . June 13-14 . . . . . June 24-25 . . . . . July 15-16 . . . . . .

Arlington, VA . . . . . . 2132-L3A-00599 Dallas, TX . . . . . . . . . 2132-L3A-00600 Philadelphia, PA . . . . 2132-L3A-00606 Chicago, IL . . . . . . . . 2132-L3A-00602 Arlington, VA . . . . . . 2132-L3A-00603 New York, NY . . . . . . 2132-L3A-00604 Atlanta, GA . . . . . . . . 2132-L3A-00605

July 22-23 . . . . . . Aug. 8-9 . . . . . . . Aug. 26-27 . . . . . Sept. 9-10 . . . . . Sept. 16-17 . . . . Sept. 16-17 . . . .

San Francisco, CA . . . 2132-L3A-00601 New York, NY . . . . . . 2132-L3A-00608 Arlington, VA . . . . . . 2132-L3A-00609 Chicago, IL . . . . . . . . 2132-L3A-00610 Boston, MA . . . . . . . . 2132-L3A-00611 Los Angeles, CA . . . . 2132-L3A-00607

AMA seminars are GSA approved and all AMA programs can be delivered onsite

BUSINESS ENHANCEMENT SKILLS

How to Be a Successful Manager as an Introvert

FA C U LT Y S P O T L I G H T Jennifer B. Kahnweiler, PhD, is one of the experts who teach this course. She has helped thousands of individuals resolve their career challenges across a wide range of industries for more than 25 years. Her clients have included GE Capital, the U.S. Department of Education, the Department of Homeland Security, Turner Broadcasting, AT&T and the Coca-Cola Company.

SEMINAR #2005

Get hands-on experience harnessing your strengths as an introvert

YOUR IMMEDIATE TAKEAWAY

• Know how to get noticed without changing your personality • Be more comfortable working with extroverts • Gain visibility and respect from colleagues at all levels How successful can you be in business if you’re an introvert? Very—if you know how to harness your strengths. In a world dominated by extroverts, introverts have difficulties communicating effectively and can fade into the background. This seminar offers you practical techniques to raise your visibility and learn in a supportive environment of peers. You’ll discover how to manage your energy as an introvert and how to communicate confidently even when surrounded by extroverts. You’ll also learn to position yourself as a valued insider even if you do your best thinking outside the conference room.

WHO SHOULD ATTEND Mid-level managers who recognize their tendencies to be introverted and want to strategically harness their strengths to maximum advantage. HOW YOU WILL BENEFIT • Identify your strengths as an introvert and how to use them to increase your success as a manager • Take actions to rein in negative self-talk • Initiate thinking habits to support your visibility • Learn and practice tactics for speaking compellingly to your audiences • Create a “marketing mix” of visibilityboosting activities • Promote an environment that engages extroverts and introverts • Optimize your results by balancing your people time vs. solo time • Identify strategies to conserve your energy as an introvert

• Building rapport, using social talk and improving in-the-moment responses • Identifying strategies and tools to interact with extroverted direct reports, supervisors and stakeholders • Listening actively and speaking confidently in meetings and organizational events • Identifying ways to build your presence • Promoting yourself without bragging • Applying professional network-enhancing strategies without being pushy • Finding visibility opportunities for yourself • Getting recognition for your expertise • Targeting your stakeholders more strategically • Working more harmoniously with other personality types • Identifying strategies, skills, tools and techniques learned and applying them to challenging situations

WHAT WILL BE COVERED • Using brain-based insights on what it means to be an introverted manager • Exploring ways to manage your self-talk • Identifying the self-defeating messages that hold you back • Listing the accomplishments and behaviors that lead to success • Describing communication behaviors that build strong managerial relationships and capacity

BONUS �� Receive a FREE copy of the book Self-Promotion for Introverts®: The Quiet Guide to Getting Ahead by Nancy Ancowitz (an $18.95 value) when you attend this seminar!

1.2 CEUs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE March 21-22 . . . Atlanta, GA . . . . . . . . 2005-L3A-00052 April 18-19 . . . . . Arlington, VA . . . . . . 2005-L3A-00053

Register today! www.amatraining.org/2005 July 8-9 . . . . . . . . New York, NY . . . . . . 2005-L3A-00054 Sept. 12-13 . . . . Chicago, IL . . . . . . . . 2005-L3A-00056

American Management Association

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

BUSINESS ENHANCEMENT SKILLS

Becoming Indispensable

FA C U LT Y S P O T L I G H T

Transforming into a Game Changer SEMINAR #2026 Build a reputation as a solid high performer, a “go-to” person and a change catalyst

YOUR IMMEDIATE TAKEAWAY

• Increase your visibility through greater accountability • Take steps to help ensure your value to the organization • Harness your greatest strengths and improve job satisfaction For the vast majority of us, job security is a thing of the past—so the only way to survive and thrive is to make sure you stand out by contributing unique and significant value. But how do you really make a difference at work, and ensure that your efforts are noticed and recognized? What does it take to increase your chances of having a future in the organization and making substantial contributions, rather than just being another face in the crowd? This course gives you strategies and tactics to take greater ownership of outcomes and increase your accountability so you can gain more visibility. You will re-define your definition of success, assess and leverage your signature strengths, and increase your focus on tracking your progress in achieving results. You will also explore scenarios that emphasize the skills, mindsets and choices that can lead to becoming a true game changer in your organization.

TABLE OF CONTENTS

Exploring your own unique work challenges and opportunities, you’ll also benefit from peer coaching and instructor feedback as you create a practical action plan that can enable you to become an essential asset. Being indispensable at work is a conscious choice. Taking this seminar is the first step toward making it a reality. WHO SHOULD ATTEND Professionals with more than five years of work experience, a track record of achieving results and a commitment to greater accountability who want to have a positive impact and make contributions that make a difference at work. HOW YOU WILL BENEFIT • Identify your strengths, level of accountability and the extent to which you are replaceable at work • Cultivate a more realistic definition of success, job satisfaction and high performance • Identify appropriate skills, attitudes and networks you will need to make greater contributions • Conduct a survey of your workplace landscape to identify all opportunities for which you could be a recognized asset • Develop a step-by-step plan to play to your strengths, make value-added contributions and become a critical resource at work

Patricia Quiddington is one of the experts who teach this course. Drawing on over 20 years of business experience and 12 years of practice in psychology, she helps leaders, teams and C-level executives move to the next level of effectiveness through executive coaching and training. Patricia is currently earning her PhD in Organizational Psychology.

WHAT WILL BE COVERED • Recognizing what constitutes gamechanging contributions and making decisions that will demonstrate accountability and ownership • Reviewing performance feedback and identifying skills, strengths and missed opportunities • Developing a networking strategy with stakeholders, subject matter experts and colleagues • Assessing the level of value that you presently bring to the table and scoping out opportunities to increase it • Identifying your indispensability score and examining the choices that contribute to your worth • Following a framework to avoid victimization and move toward indispensability • Assessing personal excellence and recognizing negative beliefs that detract from the value you offer • Drafting an action plan for taking ownership, ensuring value-added contributions and becoming a game changer

“

This was a phenomenal course that really confirmed a lot of what I felt internally, and now I’m more than sure of my next endeavor. The instructor was very personable and seemed to genuinely care about everyone’s professional development. —Perry D. 1.2 CEUs $2,195/AMA Members $1,995 AMA Members save $200

”

2-DAY CLASSROOM SCHEDULE March 21-22 . . . Arlington, VA . . . . . . 2026-L3A-00013 April 22-23 . . . . . New York, NY . . . . . . 2026-L3A-00015

Register today! www.amatraining.org/2026 June 6-7 . . . . . . . Atlanta, GA . . . . . . . . 2026-L3A-00017 Aug. 15-16 . . . . . Arlington, VA . . . . . . 2026-L3A-00018

AMA seminars are GSA approved and all AMA programs can be delivered onsite

BUSINESS ENHANCEMENT SKILLS

TABLE OF CONTENTS

SEMINAR #2908

FA C U LT Y S P O T L I G H T Josef Martens is one of the experts who teach this course. Josef is president of a consulting firm that uses scientific insights to help companies develop winning business strategies. He teaches leadership, communication, business ethics and other topics. Josef earned his doctorate in physics from Cambridge University and holds several patents.

Only Available Live Online

Apply specialized skills to be a value-added contributor to virtual teams

YOUR IMMEDIATE TAKEAWAY

• Build trust in a virtual environment • Successfully communicate and collaborate • Increase visibility for yourself and your team It’s a paradox: As a member of a virtual team, you’re often more visible than you might be in person. Why? Because effective communication, trust and a strong virtual presence need to be quickly established when working with other team members. If this is done, you’ll stand out as a valued contributor. If not, you risk standing out as a non-contributor. Take this course to learn how to establish your presence and communicate effectively in a virtual realm, build strong virtual team relationships, and collaborate with success. In addition, you’ll gain tools and techniques to influence others, address differences before they become conflicts, foster trust and credibility, and much more. WHO SHOULD ATTEND Anyone who is part of or interacts with virtual, remote or mobile teams.

HOW YOU WILL BENEFIT • Recognize the challenges, responsibilities and opportunities of being a virtual team member • Establish an impactful presence in a virtual setting • Develop clear and effective virtual communication with the team • Establish credibility, trust and rapport with your manager • Build positive and productive relationships with other team members • Manage cross-cultural communication with effectiveness

LESSON 2 Communication • Creating a strong message to influence others • Learning how channels of communication differ in the virtual setting • Being perceived as an effective and reliable virtual team member LESSON 3

WHAT WILL BE COVERED

Building Relationships • Establishing a professional relationship with your virtual peers • Forging a strong relationship with your manager/supervisor • Asking for feedback and promoting collaboration • Making virtual team meetings more engaging and productive

LESSON 1 The Virtual Team Member: Challenges and Opportunities • Identifying the characteristics of effective teams and effective virtual team members • Knowing how you can make valued contributions to your team’s objectives • Recognizing that value is demonstrated differently in virtual vs. onsite work environments

Cross-Cultural Communication—Best Practices • Recognizing your organization’s culture and its accepted behaviors • Understanding and navigating cultural differences and language barriers

Establishing Your Presence in the Virtual Setting • Identifying behaviors that foster trust, credibility and professionalism • Using your voice effectively to convey confidence and impact • Increasing the visibility of your work and virtual team contributions

.9 CEU $1,795/AMA Members $1,595 AMA Members save $200

3-LESSON LIVE ONLINE SCHEDULE Jan. 22-29 . . . . . . . . . . . . . . . . . . . . . . 2908-L3A-00006 April 2-9 . . . . . . . . . . . . . . . . . . . . . . . . 2908-L3A-00007

Register today! www.amatraining.org/2908 July 9-16 . . . . . . . . . . . . . . . . . . . . . . . . 2908-L3A-00009 Sept. 17-24 . . . . . . . . . . . . . . . . . . . . . 2908-L3A-00010

American Management Association

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

NEW

The Successful Virtual Team Member

BUSINESS ENHANCEMENT SKILLS

Managing Emotions in the Workplace®: Strategies for Success SEMINAR #2540

Become aware of emotional triggers and control your emotions

YOUR IMMEDIATE TAKEAWAY

• Learn how to better manage stress • Recognize the emotions and undertones of others in conversations • Communicate in an assertive, non-aggressive way Unsure how to manage anger or frustration? Do you swallow your feelings until you can’t hold back, then say too much? Are you in charge of your emotions or are they in charge of you? If difficulties in managing your emotions are eroding your job performance, this powerful 2-day workshop will give you the tools and techniques to turn the situation around. You’ll learn you have choices in how you view and manage stress. Grasp how to keep your emotions in perspective. Discover how to express yourself openly and honestly and use emotional intelligence to establish better relationships. WHO SHOULD ATTEND Any business professional who is experiencing intense emotional and/or stressful situations at work.

HOW YOU WILL BENEFIT • Maintain your emotional composure at work • Create a work environment where emotional honesty is accepted • Use your communication skills to appropriately express emotions • Consider the emotions of others • Control your emotions and improve your work relationships • Gain the skills to balance physical, mental and emotional aspects of life • Participate in eye-opening Personal Stress Assessment exercises • Discover and improve your resiliency to stress • Create an individual plan for managing stress WHAT WILL BE COVERED • Identifying common causes of stress from personal experiences • Discerning the difference between positive and negative stress • Recognizing the ways you may be contributing to your own stress • Identifying aspects of your personal and professional lifestyles in relation to your management of emotional well-being • Differentiating between the two groups of emotions to better understand how you are feeling and why • Recognizing thoughts, feelings and behaviors associated with stressful situations

TABLE OF CONTENTS

FA C U LT Y S P O T L I G H T Pauline Larkin is one of the experts who teach this course. She works with clients such as BAE Systems Aerostructures, Miller Samuel, Moredun Scientific and more in the areas of leadership development, performance management, organizational culture and communication skills. Pauline’s coaching and other professional certifications include Alpha Leadership Coaching and NLP and MBTI® certifications.

• Analyzing behavior patterns associated with stressful events • Identifying feelings and the reasons why people feel the way they do • Recognizing when to be assertive in interacting with others • Identifying rituals that presently exist and classifying them according to purpose • Creating a personal action plan to implement back at work

AN AMA BLENDED LEARNING SEMINAR

A blend of dynamic live training and online tools

12 Leadership PDUs See page 185 for more details.

1.2 CEUs/12 PDUs $2,095/AMA Members $1,895 AMA Members save $200

Reproduced with the permission of PMI.

2-DAY CLASSROOM SCHEDULE Feb. 11-12 . . . . . Arlington, VA . . . . . . 2540-L3A-00600 March 11-12 . . . New York, NY . . . . . . 2540-L3A-00601 April 11-12 . . . . . San Francisco, CA . . . 2540-L3A-00607

Register today! www.amatraining.org/2540 April 18-19 . . . . . Atlanta, GA . . . . . . . . 2540-L3A-00602 June 27-28 . . . . . New York, NY . . . . . . 2540-L3A-00603 July 22-23 . . . . . . San Francisco, CA . . . 2540-L3A-00604

Aug. 15-16 . . . . . Arlington, VA . . . . . . 2540-L3A-00605 Sept. 26-27 . . . . Atlanta, GA . . . . . . . . 2540-L3A-00606

AMA seminars are GSA approved and all AMA programs can be delivered onsite

BUSINESS ENHANCEMENT SKILLS

BEST SELLER

Developing Your Emotional Intelligence SEMINAR #2144

FA C U LT Y S P O T L I G H T Tracy Scates is one of the experts who teach this course. She formerly served as director, Center Services for the Health Professions UCSF, where she contracted, designed and delivered a multi-day leadership development program for managers in public health and social services. She is a certified MyersBriggs® practitioner and is certified to administer the Thomas-Kilmann Conflict Mode Instrument.

Also available Live Online

Use EI to position yourself for personal, team and organizational success

YOUR IMMEDIATE TAKEAWAY

• Improve self-management and increase personal awareness • Develop emotionally intelligent resilience • Build stronger, more collaborative relationships Without strong and effective relationships in business, today’s fast-paced, team-based and global work environments can’t function with peak efficiency. Maximum results will not be achieved. Emotional Intelligence (EI) competencies are at the heart of effective workplace relationships and productivity. Today we use EI as an integrated set of skills that underpin highly effective, fastreacting and innovative organizations. This seminar emphasizes the practical application of EI concepts rather than just focusing on theory. Through your active participation, you will learn and practice the EI skills that are the core of achieving personal awareness, connecting with others, managing stress, engaging in healthy conflict and collaboration, and exhibiting resilience and optimism.

HOW YOU WILL BENEFIT • Recognize and consciously use emotional data that shapes your professional behavioral responses • Identify and manage emotional behaviors that impact your work-based relationships and situations • Integrate empathy to promote strong team player attributes and communication • Apply emotional insights to decipher and better manage yourself within the organization • Implement emotionally intelligent insights to improve personal decision making and professional contributions

impact through EI • Applying emotionally intelligent communication skills to relationship building and maintenance • Practicing listening skills that build and maintain empathy • Demonstrating emotionally intelligent stress management and resilience • Practicing proactive stress management techniques to stay emotionally well balanced • Defining resilience and how it impacts effectiveness at work • Achieving healthy conflict and collaboration through EI • Demonstrating a collaborative attitude at work through application of EI • Synthesizing emotionally intelligent competencies to address complex EI challenges and opportunities

WHO SHOULD ATTEND Anyone who wants to maximize their performance by increasing emotion management and self-understanding through EI skills. WHAT WILL BE COVERED • Expanding emotionally intelligent personal awareness • Identifying and naming emotions and their levels of intensity • Analyzing emotions from their cognitive and physiological manifestations • Recognizing emotional igniters and applying emotionally intelligent regulation strategies • Developing relationships and personal

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

1.2 CEUs/12 PDUs/12 PHR/12 SPHR $2,345/AMA Members $2,095 AMA Members save $250

�

2-DAY CLASSROOM SCHEDULE

Feb. 4-5 . . . . . . . Feb. 7-8 . . . . . . . Feb. 21-22 . . . . . Feb. 27-28 . . . . . March 18-19 . . . March 28-29 . . . April 4-5 . . . . . . . April 18-19 . . . . . April 25-26 . . . . . May 2-3 . . . . . . .

San Francisco, CA . . . 2144-L3A-00395 Atlanta, GA . . . . . . . . 2144-L3A-00430 Dallas, TX . . . . . . . . . 2144-L3A-00398 Arlington, VA . . . . . . 2144-L3A-00399 New York, NY . . . . . . 2144-L3A-00401 Chicago, IL . . . . . . . . 2144-L3A-00403 Arlington, VA . . . . . . 2144-L3A-00433 Boston, MA . . . . . . . . 2144-L3A-00429 Denver, CO . . . . . . . . 2144-L3A-00431 Houston, TX . . . . . . . 2144-L3A-00436

VIEW CLASSROOM EXPERIENCE

May 20-21 . . . . . May 30-31 . . . . . June 10-11 . . . . . June 20-21 . . . . . June 24-25 . . . . . July 22-23 . . . . . . July 25-26 . . . . . . Aug. 14-15 . . . . . Aug. 22-23 . . . . . Aug. 26-27 . . . . .

1- 800-854-4493

3-LESSON LIVE ONLINE SCHEDULE CEU Arlington, VA . . . . . . 2558-H7Y-00028 Aug.0.9 22-23 . . . . . $2,195/AMA Members $1,995 Sept. 19-20 . . . . Chicago, IL . . . . . . . . 2558-H7Y-00029

San Francisco, CA . . . 2144-L3A-00454 Atlanta, GA . . . . . . . . 2144-L3A-00462 New York, NY . . . . . . 2144-L3A-00434 Arlington, VA . . . . . . 2144-L3A-00437 Chicago, IL . . . . . . . . 2144-L3A-00435 Anaheim, CA . . . . . . 2144-L3A-00438 Philadelphia, PA . . . . 2144-L3A-00440 San Francisco, CA . . . 2144-L3A-00442 Atlanta, GA . . . . . . . . 2144-L3A-00439 Arlington, VA . . . . . . 2144-L3A-00463

American Management Association

Monday-Wednesday 2-5 pm ET Feb. 25-27 . . . . . . . . . . . . . . . . . . 2144-L3A-00400 May 6-8 . . . . . . . . . . . . . . . . . . . . 2144-L3A-00432 May 6-8 . . . . . . . . . . . . . . . . . . . . 2144-L3A-00432 Aug. 5-7 . . . . . . . . . . . . . . . . . . . . 2144-L3A-00441 See page 229 for more information

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

BUSINESS ENHANCEMENT SKILLS

Assertiveness Training

SEMINAR #2188

Handle differences, manage conflict and strengthen your relationships

WHO SHOULD ATTEND Business professionals who want to acquire essential assertiveness skills.

YOUR IMMEDIATE TAKEAWAY

• Say no and stick with it • Deliver a verbally, visually and vocally consistent message • Listen assertively and attentively Do you understand the difference between passive, aggressive and assertive behavior? Recognizing the distinctions and acquiring greater self-awareness will enable you to appropriately express your preferences. In this powerful 3-day seminar, you’ll discover how your current behavior patterns developed, and effectively change to a more desired behavior. So you can behave assertively in a variety of professional and personal situations. You’ll identify risks and benefits to being assertive, learn how to think through your responses and apply the learning using real-life situations. When you return to work, seemingly daunting and impossible situations will suddenly present alternatives.

HOW YOU WILL BENEFIT • Become a more assertive communicator regardless of your position • Deliver a consistent message in a clear, direct, honest way • Determine how your self-image impacts your ability to be assertive • Learn how to overcome obstacles to being more assertive • Practice assertive behaviors through verbal and visual techniques • Ask for what you want • Resolve conflicts using assertive behavior • Role-play dealing with challenging situations to better handle difficult people • Participate in exercises using affirmations and positive visualizations

“

”

Dian Anderson is one of the experts who teach this course. She has researched, developed and delivered a large number of human resources seminars covering a range of topics. Clients have included Ford Motor, Boeing Corporation, Verizon, AT&T, New York University, FEMA, Library of Congress, FBI, IRS, The American Cancer Society, MBNA, SBC, The Chicago Cubs, Detroit Public Schools, and VA Hospitals.

• The role of social styles in assertive communication • A five-step model for conflict resolution • Practicing assertiveness behaviors through verbal and visual communication • Identifying techniques for ways to improve self-esteem • Delegation do’s and don’ts • Giving and receiving feedback assertively • Achieving a healthy balance personally and professionally

AN AMA BLENDED LEARNING SEMINAR

A blend of dynamic live training and online tools

Professional Accreditation Recommended CPE Credit: 21 hours/Basic Prerequisites: None Advance Preparation: Online pre- and post-assessment Delivery Method: Group Live Field of Study: Non-technical—Communication, Personal Development

1.8 CEUs/21 CPE $2,345/AMA Members $2,095 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Anaheim, CA . . . . . . 2188-L3A-00272 Arlington, VA . . . . . . 2188-L3A-00261 New York, NY . . . . . . 2188-L3A-00262 Houston, TX . . . . . . . 2188-L3A-00273

FA C U LT Y S P O T L I G H T

WHAT WILL BE COVERED • Essentials of assertiveness • Passive, aggressive and assertive behavioral styles • Effective communication techniques: assertive word choice, counter replies

The content of this course was fascinating to me. The communication tools I learned will be very helpful, both at work and in my personal life. The instructor was extremely knowledgeable and her teaching style really augmented the course content. —Caryn T.

Feb. 20-22 . . . . . Feb. 25-27 . . . . . March 6-8 . . . . . March 13-15 . . .

TABLE OF CONTENTS

Register today! www.amatraining.org/2188 April 10-12 . . . . . May 20-22 . . . . . June 3-5 . . . . . . . July 10-12 . . . . . .

Chicago, IL . . . . . . . . 2188-L3A-00264 San Francisco, CA . . . 2188-L3A-00265 Dallas, TX . . . . . . . . . 2188-L3A-00266 New York, NY . . . . . . 2188-L3A-00267

July 24-26 . . . . . . Aug. 7-9 . . . . . . . Aug. 12-14 . . . . . Sept. 16-18 . . . .

Los Angeles, CA . . . . 2188-L3A-00268 Arlington, VA . . . . . . 2188-L3A-00269 Chicago, IL . . . . . . . . 2188-L3A-00270 Boston, MA . . . . . . . . 2188-L3A-00271

AMA seminars are GSA approved and all AMA programs can be delivered onsite

BUSINESS ENHANCEMENT SKILLS

Assertiveness Training for Managers

FA C U LT Y S P O T L I G H T Duffy Spencer, PhD, is one of the experts who teach this course. She is a social psychologist and trainer and consultant who specializes in the “human side of business.” Her training areas include overcoming workplace negativity, team building, conflict resolution, customer service, assertiveness training, coaching/counseling and stress management.

SEMINAR #2527

Develop a leadership style that earns you attention and respect

YOUR IMMEDIATE TAKEAWAY

• Improve your listening skills • Communicate more effectively with direct reports • Discover how to deal with conflicts appropriately Are you comfortable being decisive? Do you know when to come on strong and when to compromise? Is your leadership ability apparent in the way you communicate? In this 3-day seminar, you’ll gain a deeper understanding of a variety of management styles—yours and others’. Learn to flex your style with different people and situations. Discover the difference between assertive, passive and aggressive. And acquire the ideas, skills and confidence to try out your new insights by practicing various styles and

taking part in behavior modeling, behavior rehearsals and feedback sessions. You’ll use your new skills to improve communication and persuade and influence others. Plus, return to work with a more polished professional image.

WHAT WILL BE COVERED • Managing effectively, using assertiveresponsive skills • Choosing behavior patterns that work • Guidelines for achieving your objectives through assertive-responsive behavior • Resolving conflicts decisively and diplomatically through assertive-responsive behavior • Identifying your own patterns of behavior • Using assertive-responsive techniques to identify and go after what you want • Acquiring a polished and more powerful communication style and letting your leadership ability emerge • Empowering yourself and your staff with assertiveness training

WHO SHOULD ATTEND Experienced managers and seasoned professionals with four or more years of experience who want to build strengths, resolve conflicts smoothly and exercise greater influence over others. HOW YOU WILL BENEFIT • Give and accept criticism confidently and constructively • Exercise greater influence over others • Improve communication by using assertiveresponsive skills • Feel confident saying no • Understand how to tap into other people’s resources to get the job done • Enhance your self-esteem and develop a self-improvement plan

that is built to help you improve your professional “skillsThisbutisitaiscourse equally relevant in your personal life. You will be learning skills that can transition to both aspects. ” —Hernando N.

Professional Accreditation Recommended CPE Credit: 21 hours/Intermediate Prerequisites: Experienced managers and seasoned professionals with four or more years of experience Advance Preparation: None Delivery Method: Group Live Field of Study: Non-technical—Communication, Personal Development

1.8 CEUs/21 CPE $2,495/AMA Members $2,245 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Feb. 20-22 . . . . . Atlanta, GA . . . . . . . . 2527-L3A-00907 March 20-22 . . . Arlington, VA . . . . . . 2527-L3A-00912

Register today! www.amatraining.org/2527 May 8-10 . . . . . . Chicago, IL . . . . . . . . 2527-L3A-00908 June 19-21 . . . . . New York, NY . . . . . . 2527-L3A-00909

American Management Association

1- 800-854-4493

Aug. 7-9 . . . . . . . Atlanta, GA . . . . . . . . 2527-L3A-00910

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

BUSINESS ENHANCEMENT SKILLS

BEST SELLER

TABLE OF CONTENTS

AMA’s 5-Day “MBA” Workshop SEMINAR #2561

Arm yourself with the 10 vital business skills to make sound business decisions

YOUR IMMEDIATE TAKEAWAY

• Learn how to lower costs, grow revenue and reduce risks • Apply skills to make better business decisions • Gain practical experience through a powerful business simulation Immerse yourself in this one-of-a-kind program covering all the vital business skills you need to make sound business decisions. How you do business is changing fast. Competition is more fierce than ever. How well you can handle data, reduce risks, and manage people, processes and new technology will be tested daily. Prepare yourself to innovate, strategize and lead with success. This hands-on, 5-day intensive course is different from all others and includes case studies, team exercises, self-assessments and videos. You’ll create financial statements, worksheets and a SWOT analysis, and you’ll participate in a business challenge simulation on the final day.

HOW YOU WILL BENEFIT • Improve the way you manage people, processes and risks to drive projects and create value for your organization • Enhance creativity and innovation to develop new solutions to old problems • Apply what you learn in a guided simulation with fellow course participants • Sharpen your leadership skills with actionable tips and tools

WHO SHOULD ATTEND All business professionals who need a well-rounded, practical, actionable set of skills and tools to enhance analytical, personal, professional and business acumen and make sound business decisions.

3.0 CEUs/29 PDUs/31 CPE $3,995/AMA Members $3,595 AMA Members save $400

5-DAY CLASSROOM SCHEDULE JANUARY

MARCH

MAY

Jan. 14-18 . . . . . Anaheim, CA . . . . . . . 2561-L3A-00817

March 11-15 . . . Arlington, VA . . . . . . 2561-L3A-00829 March 25-29 . . . New York, NY . . . . . . 2561-L3A-00828

May 6-10 . . . . . . San Francisco, CA . . . 2561-L3A-00833 May 13-17 . . . . . Boston, MA . . . . . . . . 2561-L3A-00838

FEBRUARY

Feb. 4-8 . . . . . . . San Francisco, CA . . . 2561-L3A-00826 Feb. 11-15 . . . . . Chicago, IL . . . . . . . . 2561-L3A-00830 Feb. 11-15 . . . . . Lake Buena Vista, FL . 2561-L3A-00845

APRIL

April 8-12 . . . . . . Denver, CO . . . . . . . . 2561-L3A-00846

AMA seminars are GSA approved and all AMA programs can be delivered onsite

BUSINESS ENHANCEMENT SKILLS

WHAT WILL BE COVERED Get a Return on Investment • Identify how the relationship between risk and return influences everyday business decisions • Recognize how effective risk management maximizes returns while mitigating, minimizing, and eliminating risks • Identify ways a business creates and builds value Speak Finance • Learn the Generally Accepted Accounting Principles (GAAP) • Examine cash versus accrual accounting • Prepare an income statement, balance sheet, retained earnings statement, and cash flow statement Problem Solve, Invest, and Grow • Identify and define the key liquidity, leverage, and profitability ratios • Improve profitability through cost analysis and profit planning • Apply different methods for evaluating capital expenditures, monitoring project performance and reaching strategic conclusions Manage • Develop, coach, and motivate individual people • Apply tools to manage teams, processes, and information • Move from an operational manager to a strategic leader Communicate • Utilize effective speaking, listening, and writing strategies to enhance and expand your interpersonal and organizational communication skills • Present ideas (in writing and verbally) in a logical, well-organized format in the appropriate tone • Develop your own mission statement and strategy for success

Strategize • Formulate strategy using the ADEPTT model • Define strategic goals and engage resources • Plan, execute, troubleshoot and measure results

FA C U LT Y S P O T L I G H T Jefferey Hansler is one of the experts who teach this course. He is a talent development specialist and an expert in the persuasive communication skills of influence, body language, micro-expressions and authority. Jefferey began his career at Apple Computers and is now the managing partner for an organizational development and training firm. He is a frequent keynoter, presenter and trainer.

Market • Use the Five Ps of Marketing: positioning, product, price, place, and promotion • Create customer value and cultivate relationships • Analyze marketing budgets, controls, and tracking

SIMULATION PROJECT On the last day of the workshop, apply your new knowledge, skills and behaviors in this cloud-based capstone online simulation. Engage your leadership, teaming and business acumen skills, and be ready to hit the ground running when you return to the office.

Innovate • Learn various techniques for generating new ideas and uncovering opportunities • Anticipate customer needs and create new solutions to respond to them • Apply tips and tools to develop creative and innovative thinking around products and services

NOTE: Participants are required to bring their own device to the course (a laptop or tablet). The course agenda may be updated regularly as required. This workshop does not award a degree.

Business Challenge Simulation • Collaborate with your team of R&D, Sales & Marketing, Finance, and Operations in an online simulation with real-world business challenges • Understand the market, create demand, and invest in the future • Put your newly acquired knowledge and skills to use along with your leadership and teamwork skills Lead • Explore the differences between leading and managing • Examine the key characteristics of leadership • Present, as a team, leadership and management aspects of making sound business decisions

Professional Accreditations

CLASSROOM SEMINARS

TABLE OF CONTENTS

Recommended CPE Credit: 31 hours/Intermediate Prerequisites: None Advance Preparation: None Delivery Method: Group Live Field of Study: Technical—Finanace, Management Services Non-technical—Marketing

JULY

SEPTEMBER

June 3-7 . . . . . . . New York, NY . . . . . . 2561-L3A-00835 June 10-14 . . . . . Atlanta, GA . . . . . . . . 2561-L3A-00834 June 24-28 . . . . . Arlington, VA . . . . . . 2561-L3A-00836

July 15-19 . . . . . . Chicago, IL . . . . . . . . 2561-L3A-00837 July 22-26 . . . . . . Dallas, TX . . . . . . . . . 2561-L3A-00847

Sept. 9-13 . . . . . Houston, TX . . . . . . . 2561-L3A-00842 Sept. 16-20 . . . . Lake Buena Vista, FL . 2561-L3A-00843

AUGUST

Aug. 5-9 . . . . . . . San Francisco, CA . . . 2561-L3A-00839 Aug. 19-23 . . . . . New York, NY . . . . . . 2561-L3A-00841

American Management Association

1- 800-854-4493

www.amatraining.org

BUSINESS ENHANCEMENT SKILLS

Developing Your Personal Brand and Professional Image SEMINAR #2274

Advance your career and differentiate yourself with a distinctive presence

YOUR IMMEDIATE TAKEAWAY

• Get a realistic view of your own image • Define and decide how to shape your own professional presence • Build your sense of self-worth Making a strong and favorable impression in business is far more than following a list of do’s and don’ts. You must perfect an authentic professional image that’s truly right for you and nobody else. Your image needs to benefit you not only in your organization, but also in today’s culturally diverse world. By attending this course, you’ll have the opportunity to assess your own image and see yourself as others see you. With expert coaching, you’ll begin to enhance and develop every aspect of your “professional presence”—one that will also help you to pursue your career goals with greater self-esteem and confidence.

WHO SHOULD ATTEND Anyone who is interested in advancing their career by demonstrating more credibility, poise and presence in business interactions, team meetings, presentations and customer interactions, both locally and internationally. HOW YOU WILL BENEFIT • Understand the importance of branding yourself and why it is critical to your career • Appreciate the art of self-promotion • Improve your self-introduction and how you see yourself • Enhance your online and social media brand and reputation • Establish presence, confidence and credibility • Use your strengths, values, and passions to authentically be you • Be present in the moment and stay present • Carry yourself with confidence and do it naturally • Polish your personal brand with a professional appearance • Know the power of your body language and communication style WHAT WILL BE COVERED • Building a compelling personal brand that can influence the direction of your career • Assessing and critiquing your current brand reputation • Promoting yourself using the four Ps of self-promotion • Exploring the three principles for establishing your personal brand image and influencing how others see you

TABLE OF CONTENTS

FA C U LT Y S P O T L I G H T Patricia Quiddington is one of the experts who teach this course. Drawing on over 20 years of business experience and 12 years of practice in psychology, she helps leaders, teams and C-level executives move to the next level of effectiveness through executive coaching and training. Patricia is currently earning her PhD in Organizational Psychology.

• Identifying your professional strengths and promoting them to gain credibility, visibility, and presence • Using strategies to manage your online brand and reputation • Elevating your perceived confidence by developing a personal style that works best for you • Maximizing your communication strengths by understanding your style as well as styles of others in order to apply the “Platinum Rule” • Making a good first impression • Developing a network and building strong relationships • Making an emotional connection with people • Understanding the impact your professional appearance has on your personal brand • Exploring the power of body language • Practicing the art of powerful communication • Creating your personal brand vision board focusing on steps that will grow your personal brand and advance your career

SPECIAL FEATURE �� See yourself as others see you—in this course, you’ll be recorded and receive supportive and positive feedback, as well as helpful recommendations.

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

2-DAY CLASSROOM SCHEDULE March 21-22 . . . Chicago, IL . . . . . . . . 2274-L3A-00495 May 13-14 . . . . . Atlanta, GA . . . . . . . . 2274-L3A-00500

Register today! www.amatraining.org/2274 July 15-16 . . . . . . New York, NY . . . . . . 2274-L3A-00501 Sept. 23-24 . . . . Arlington, VA . . . . . . 2274-L3A-00502

AMA seminars are GSA approved and all AMA programs can be delivered onsite

Business Excellence for Women 55

Bestseller C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

C 1 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Negotiation for Women: Adding Value to Your Organization NEW! Women’s Leadership Certificate Program C Classroom

L Live Online

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C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Leadership Development for Women Executive Presence for Women

C L

V Virtual Classroom

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 59 1 1-Day Workshop

From a recent attendee of Assertiveness Training for Women in Business, page 54

“Love having skills I can practice that develop my confidence as I ease toward more complex interactions that rely on confrontation or strong emotions.” — Tamara S.

CLASSROOM SEMINARS

Assertiveness Training for Women in Business Bestseller

BUSINESS EXCELLENCE FOR WOMEN

Increase your success with

POWERFUL SOLUTIONS FOR WOMEN WLC SOLUTIONS FOR ORGANIZATIONS AND INDIVIDUALS NEW!

 Women’s Leadership Certificate Program Build vital leadership competencies and earn an AMA Women’s Leadership Certificate. This dynamic, hands-on, 2-day experience will provide participants with the knowledge and tools necessary to be viewed as present and future leaders, and to add greater value to the organization and their career. Each attendee will earn an exclusive Women’s Leadership Certificate! PAGE 59 Learn more and register at www.amatraining.org/2960

 Connect, Learn & Thrive

1-Day Professional Women’s Event

This popular event is scheduled throughout the year across the country. • Enhance credibility, confidence and presence in a hands-on communication workshop Businesses now recognize that developing women leaders at every level in the organization is important for ongoing success. Turn to AMA’s Women’s Leadership Center (WLC) for a range of solutions to

• Get actionable advice and answers from leading women experts

help companies invest in women leaders, meet diversity and inclusion

• Network with other local business women, discuss unique obstacles and gain support

goals, and support women who seek to advance their careers while

Learn more and register at www.amatraining.org/2874

facing unique challenges. The WLC provides a safe and supportive learning experience and community to help women build essential skills, network, learn from experts and gain the essential knowledge they need to thrive in business.

WLC offers exciting opportunities to build professional relationships and develop vital skills within a supportive community.

 Onsite and Customized Programs

for Women

Organizations can bring the power of the WLC onsite through special programs, events and corporate membership. In addition, WLC can build a customized women’s program or enhance an existing one to align with the organization’s D&I strategy and overall talent development plan.

 Special Courses, In-Person Events and Web Training for Women Discover courses designed to address challenges that professional women face, with the opportunity to network and learn from peers. PAGES 54-59

Start your journey to greater success today!

BUSINESS EXCELLENCE FOR WOMEN

The 7 Habits of Highly Effective People® SEMINAR #2601 (see page 32 for more details)

Special Sessions for Women

2-Day Classroom Schedule

Feb. 11-12................. New York, NY....................2601-L3A-01247 March 18-19............. Arlington, VA.....................2601-L3A-01256 May 2-3.................... Atlanta, GA.......................2601-L3A-01276 May 30-31................ San Francisco, CA..............2601-L3A-01281 July 15-16................. Chicago, IL.........................2601-L3A-01287 Aug. 5-6.................... Arlington, VA.....................2601-L3A-01307 Sept. 16-17............... New York, NY....................2601-L3A-01322

How to Communicate with Diplomacy, Tact and Credibility SEMINAR #2206 (see page 62 for more details)

• Apply diplomacy and tact to be a credible and effective communicator • Manage the impact your communication has on your image • Define your communication style • Develop better listening skills • Understand the importance of perceptions • Explore communication style differences and learn to flex your own style • Recognize the impact of stress on communication

Special Sessions for Women

2-Day Classroom Schedule

Jan. 28-29................. Atlanta, GA.......................2206-L3A-02049 Feb. 28-Mar. 1........... New York, NY....................2206-L3A-02063 April 15-16............... Arlington, VA.....................2206-L3A-02119 May 13-14................ San Francisco, CA..............2206-L3A-02104 July 8-9..................... Atlanta, GA.......................2206-L3A-02128 Aug. 26-27................ New York, NY....................2206-L3A-02141

Management Skills for New Women Managers SEMINAR #2930 (see page 156 for more details)

HOW YOU WILL BENEFIT • Gain a deeper understanding of your roles and responsibilities • Improve communication to effectively set expectations for yourself and your direct reports • Adapt your style to the needs of individual team members • Communicate organizational goals that get results • Apply delegation strategies to increase motivation and productivity • Use effective coaching techniques to maximize your team’s performance

Special Sessions for Women

3-Day Classroom Schedule

Jan. 16-17................. Atlanta, GA.......................2930-L3A-00007 Feb. 4-5..................... San Francisco, CA..............2930-L3A-00008 Mar. 25-26................ New York, NY....................2930-L3A-00009 April 22-23............... Chicago, IL.........................2930-L3A-00014 May 2-3.................... Arlington, VA.....................2930-L3A-00010 July 11-12................. Atlanta, GA.......................2930-L3A-00011 Aug. 1-2.................... New York, NY....................2930-L3A-00012 Sept. 26-27............... San Francisco, CA..............2930-L3A-00013

The Voice of Leadership: How Leaders Inspire, Influence and Achieve Results SEMINAR #2130 (see page 138 for more details) HOW YOU WILL BENEFIT • Become a more effective communicator—and leader • Build greater buy-in, trust and loyalty • Demonstrate grace under fire and defuse tension • Overcome resistance to change •M otivate followers and inspire them when giving speeches and presentations

Special Sessions for Women

3-Day Classroom Schedule

June 10-12................ Arlington, VA.....................2130-L3A-00975 July 22-24................. New York, NY....................2130-L3A-00981

CLASSROOM SEMINARS

HOW YOU WILL BENEFIT

BUSINESS EXCELLENCE FOR WOMEN

BEST SELLER

Assertiveness Training for Women in Business SEMINAR #2528

Also available Live Online

Gain credibility, appear confident and command respect

YOUR IMMEDIATE TAKEAWAY

• Ask the right questions • Become a better listener • Speak up and be heard Do you walk away from interactions thinking about what you should have said or done? Undermine your message with verbal and non-verbal cues? Have trouble saying no? You may be surprised to discover assertiveness is not an innate characteristic. Instead, it is a learned skill you will develop in this action-packed 3-day seminar, as you learn how to handle yourself in any situation—without seeming either shy or pushy. Send the right signals and get the right responses. Get things done and earn the respect of others. You’ll practice stating your thoughts in a calm, professional, non-emotional manner. And improve your credibility and confidence as you rehearse, refine and share concerns with other women in a supportive and informal learning environment.

WHO SHOULD ATTEND Businesswomen who want to build on their strengths, and improve their communication, conflict-resolution, delegation and action-plan skills. HOW YOU WILL BENEFIT • Learn the value and impact of assertiveness • Differentiate between assertiveness, aggressiveness and passiveness • Become more aware of how men perceive women • Become more effective on the job—and off • Practice assertiveness techniques to help you manage stress, overcome blocks and fears and improve communication • Enhance your self-image and how you’re perceived by others • Gain insight into yourself • Banish negative self-talk • Set boundaries and still be perceived as a team player WHAT WILL BE COVERED • Conflicting roles confronting women • Avoiding being manipulated by others • Understanding the differences between how women and men communicate • Sending harmonious messages and listening assertively • Developing a personal negotiation plan

1.8 CEUs/18 PDUs/21 CPE $2,495/AMA Members $2,245 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Jan. 23-25 . . . . . . San Diego, CA . . . . . 2528-L3A-01143 Jan. 30-Feb. 1 . . . . New York, NY . . . . . 2528-L3A-01144 Feb. 4-6 . . . . . . . . Fort Lauderdale, FL . . 2528-L3A-01145 Feb. 20-22 . . . . . . San Francisco, CA . . 2528-L3A-01146 March 6-8 . . . . . . Chicago, IL . . . . . . . . 2528-L3A-01148 March 11-13 . . . . Arlington, VA . . . . . . 2528-L3A-01149 April 8-10 . . . . . . . New York, NY . . . . . 2528-L3A-01152 April 24-26 . . . . . . Atlanta, GA . . . . . . . 2528-L3A-01151 April 24-26 . . . . . . Boston, MA . . . . . . . 2528-L3A-01153 May 6-8 . . . . . . . . San Francisco, CA . . 2528-L3A-01154 May 15-17 . . . . . . Chicago, IL . . . . . . . . 2528-L3A-01156

Register today! www.amatraining.org/2528 May 20-22 . . . . . . Arlington, VA . . . . . . 2528-L3A-01157 June 3-5 . . . . . . . . Dallas, TX . . . . . . . . . 2528-L3A-01158 June 12-14 . . . . . . New York, NY . . . . . 2528-L3A-01159 July 17-19 . . . . . . . Anaheim, CA . . . . . . 2528-L3A-01161 July 22-24 . . . . . . . Chicago, IL . . . . . . . . 2528-L3A-01164 July 31-Aug. 2 . . . New York, NY . . . . . 2528-L3A-01165 Aug. 14-16 . . . . . . Arlington, VA . . . . . . 2528-L3A-01166 Aug. 19-21 . . . . . . San Francisco, CA . . 2528-L3A-01167 Sept. 11-13 . . . . . Atlanta, GA . . . . . . . 2528-L3A-01168 Sept. 23-25 . . . . . Las Vegas, NV . . . . . 2528-L3A-01171

TABLE OF CONTENTS

FA C U LT Y S P O T L I G H T Deborah L. Smith is one of the experts who teach this course. She is a consultant with over 25 years’ experience in adult learning and organizational development. She is a certified online instructor and a qualified administrator in both the Myers-Briggs Type Indicator (MBTI®) and DiSC® behavioral trait instruments. Deborah has designed corporate performance management systems and developed and facilitated teambuilding initiatives.

• Pinpointing your internal obstacles and practicing control • Discussing self-reliance and describing special support systems • Recognizing and managing anger buttons • Preventing and coping with stress

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

Leadership: 18 Classroom/12 Live Online PDUs See page 185 for more details. Reproduced with the permission of PMI.

Recommended CPE Credit: 21 hours/Basic—Classroom 14 hours/Basic—Live Online Prerequisites: None Advance Preparation: Online pre- and post-assessment Delivery Method: Group Live/Group Internet-based Field of Study: Non-technical—Communication, Personal Development

4-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs/12 PDUs/14 CPE $2,345/AMA Members $2,095 Mon. and Wed. 2-5 pm ET March 4-13 . . . . . . . . . . . . . . . . . 2528-L3A-01147 May 6-15 . . . . . . . . . . . . . . . . . . . 2528-L3A-01155 July 15-24 . . . . . . . . . . . . . . . . . . . 2528-L3A-01162 Sept. 16-25 . . . . . . . . . . . . . . . . . 2528-L3A-01169 See page 228 for more information

AMA seminars are GSA approved and all AMA programs can be delivered onsite

BUSINESS EXCELLENCE FOR WOMEN

Leadership Development for Women

FA C U LT Y S P O T L I G H T Ann Evanston is one of the experts who teach this course. Ann has over 15 years of experience in leadership and program development, and clients have included Stanford Medical Center, Sutter Health Network and Redding Rancheria Tribal Organization. She is a Certified Behavioral Technology facilitator and a member of the National Association of Women Business Owners.

SEMINAR #2010

For women looking to advance their careers, sobering realities need to be considered and addressed

YOUR IMMEDIATE TAKEAWAY

• Learn to think and act strategically • Develop partnerships with your competition • Build a strategic network to support your advancement Despite years of advances in both legal and corporate policy, many qualified women still don’t get the jobs they want. Misperceptions, stereotypes and misplaced emotions on the part of either sex can sabotage a woman’s career hopes—unless she takes a more strategic approach to her career. This hands-on course shows you how to strategically use your strengths and abilities—your competitive edge—while mastering your emotions in even the most unwelcoming atmosphere. You’ll learn how to build a network of support, take smart risks and view competition in a more positive light. Discover how to conduct yourself in a manner that earns you respect, and pursue your goals with positive energy. Return to your job feeling confident, ready to compete fearlessly, and in a better position to be recognized for your true capabilities.

1.2 CEUs/12 PDUs $2,195/AMA Members $1,995 AMA Members save $200

WHO SHOULD ATTEND Female business professionals who are looking to move forward in their organizations by developing the best possible leadership style to fit the positions they want. HOW YOU WILL BENEFIT • Overcome overt and hidden biases against women as leaders • Adopt a competitive mindset that leverages your strengths as a woman • Build a wide and strategic network of key stakeholders who will promote your career • Avoid taking a perfectionist approach to competitive and challenging situations • Recover from losses quickly by learning to take things less personally • Learn to deal with hypercompetitive colleagues in whom you have low trust • Understand how to form transactional relationships with different types of colleagues WHAT WILL BE COVERED • Becoming a more confident, assertive woman in a competitive, male-dominated world • Recognizing differences in the way men and women view competition • Getting out of your comfort zone and developing a more resilient mindset • How to stay in the stretch zone, recover from mistakes/losses and manage negative emotions

�

New York, NY . . . . . . Chicago, IL . . . . . . . . Boston, MA . . . . . . . . Arlington, VA . . . . . . Atlanta, GA . . . . . . . . New York, NY . . . . . .

2010-L3A-00136 2010-L3A-00137 2010-L3A-00139 2010-L3A-00141 2010-L3A-00155 2010-L3A-00156

• Gaining a competitive advantage by taking smart career risks • Identifying areas of strength to leverage and areas of opportunity • Initiating and forming friendly competitor and challenger relationships • Expanding your strategic network in a virtual world • Identifying the four dimensions of a high performer’s network • Learning how to collaborate with people you don’t like • Practicing the four steps to increasing comfort with challenging people and situations • Identifying individual small steps to mastering competition • Establishing a 6- to 12-month action plan

12 Leadership PDUs See page 185 for more details.

VIEW CLASSROOM EXPERIENCE

Reproduced with the permission of PMI.

2-DAY CLASSROOM SCHEDULE Feb. 7-8 . . . . . . . Feb. 21-22 . . . . . March 11-12 . . . March 28-29 . . . April 15-16 . . . . . April 22-23 . . . . .

Register today! www.amatraining.org/2010 May 6-7 . . . . . . . May 16-17 . . . . . May 20-21 . . . . . June 10-11 . . . . . June 10-11 . . . . .

Philadelphia, PA . . . . Dallas, TX . . . . . . . . . San Francisco, CA . . . Chicago, IL . . . . . . . . New York, NY . . . . . .

American Management Association

2010-L3A-00165 2010-L3A-00157 2010-L3A-00161 2010-L3A-00158 2010-L3A-00159

1- 800-854-4493

July 22-23 . . . . . . Aug. 5-6 . . . . . . . Aug. 12-13 . . . . . Sept. 5-6 . . . . . . Sept. 23-24 . . . .

Arlington, VA . . . . . . New York, NY . . . . . . Denver, CO . . . . . . . . Atlanta, GA . . . . . . . . Boston, MA . . . . . . . .

www.amatraining.org

2010-L3A-00162 2010-L3A-00163 2010-L3A-00166 2010-L3A-00169 2010-L3A-00167

CLASSROOM SEMINARS

TABLE OF CONTENTS

BUSINESS EXCELLENCE FOR WOMEN

BEST SELLER

TABLE OF CONTENTS

Executive Presence for Women SEMINAR #2179

Get the personalized feedback you need to craft a more powerful presence

YOUR IMMEDIATE TAKEAWAY

• Use body language to convey more confidence and authority • Recognize image derailers and how to avoid them • Demonstrate a power presence that is still your authentic self Body language can account for 90% of our first impressions—but the average person spends most of their time concentrating on verbal messages. How we stand, gesture, talk, and express ourselves results in snap judgments from others regarding our confidence and strength as a leader. As a woman, you may have found yourself especially susceptible to these and other kinds of judgments. Have you ever been told (or felt) you’re too timid, aggressive, bossy, emotional, or lack confidence? If you want to be considered as a leader, it’s essential you manage your nonverbal messages as well as your verbal ones. You will explore the key components of a powerful presence and learn and practice proven techniques to improve your ability to influence people and situations. In a supportive atmosphere, you’ll get honest feedback from your instructor and peers, benefit from

1.2 CEUs $2,345/AMA Members $2,095 AMA Members save $250

videotaping and improvisation practice, and get a realistic idea of your current power image. You’ll then identify and practice improving your power presence. Filled with personalized coaching and intensive feedback, this is the ideal seminar for women who want to maximize their executive presence. WHO SHOULD ATTEND Mid- to senior-level women who want to be seen as credible leaders. HOW YOU WILL BENEFIT • Know how body language and verbal behaviors affect your image as a leader • Recognize how small changes can improve your ability to be perceived as powerful • Understand how powerful leaders vary and balance their verbal and body language depending on the circumstances • Learn how to project confidence in any business situation WHAT WILL BE COVERED • Creating your authentic story: What kind of leader are you? Why do you deserve to be a leader? • Getting immediate feedback about the first impression you make • Understanding how to demonstrate confidence and command respect • Knowing how to exude positive energy when needed

“

New York, NY . . . . . . San Francisco, CA . . . Atlanta, GA . . . . . . . . Arlington, VA . . . . . . Chicago, IL . . . . . . . . New York, NY . . . . . . Dallas, TX . . . . . . . . .

2179-L3A-00107 2179-L3A-00106 2179-L3A-00108 2179-L3A-00110 2179-L3A-00109 2179-L3A-00111 2179-L3A-00115

Tonya Echols, ACC, CPC, CPA, is one of the experts who teach this course. She is a leadership coach, trainer, consultant, writer and speaker with 20 years’ experience in corporate management, business operations, media and finance. She holds coaching certificates from several institutions, including Emory University, and was named a standout executive coach by LinkedIn ProFinder’s “Best of 2016.”

• Videotaping session: Practicing and receiving feedback about your power presence and refining your leadership story • Learning how to leverage the four key areas of a powerful presence • Practicing using improvisation for a variety of potentially stressful executive business situations • Targeting your body language and determining how to get results • Identifying your current body language profile: Are you high or low power? • Understanding the impact of other visuals, such as your appearance • Identifying image derailers and words and phrases to avoid • Practicing being the “confident leader” even when you have doubts • Planning your positive “self talk” and your power poses • Final videotaping to receive feedback regarding the changes you have made during the program

Hands down the most important class for any woman in business. The instructor is an exceptional coach and the class will be transformative. —Anne G.

”

2-DAY CLASSROOM SCHEDULE Jan. 14-15 . . . . . Jan. 17-18 . . . . . Jan. 28-29 . . . . . Feb. 4-5 . . . . . . . Feb. 11-12 . . . . . March 7-8 . . . . . March 18-19 . . .

FA C U LT Y S P O T L I G H T

Register today! www.amatraining.org/2179 April 1-2 . . . . . . . April 11-12 . . . . . May 6-7 . . . . . . . May 6-7 . . . . . . . May 16-17 . . . . . June 10-11 . . . . . June 10-11 . . . . .

Los Angeles, CA . . . . Chicago, IL . . . . . . . . Arlington, VA . . . . . . New York, NY . . . . . . Atlanta, GA . . . . . . . . Boston, MA . . . . . . . . San Francisco, CA . . .

2179-L3A-00116 2179-L3A-00117 2179-L3A-00118 2179-L3A-00119 2179-L3A-00120 2179-L3A-00124 2179-L3A-00121

June 17-18 . . . . . July 18-19 . . . . . . Aug. 12-13 . . . . . Sept. 5-6 . . . . . . Sept. 19-20 . . . . Sept. 23-24 . . . .

Chicago, IL . . . . . . . . New York, NY . . . . . . Arlington, VA . . . . . . New York, NY . . . . . . Atlanta, GA . . . . . . . . Chicago, IL . . . . . . . .

AMA seminars are GSA approved and all AMA programs can be delivered onsite

2179-L3A-00123 2179-L3A-00125 2179-L3A-00127 2179-L3A-00128 2179-L3A-00129 2179-L3A-00130

BUSINESS EXCELLENCE FOR WOMEN

Negotiation for Women

1-DAY

Adding Value to Your Organization

FA C U LT Y S P O T L I G H T Ellie Nieves is one of the experts who teach this course. She is a leadership speaker, writer and coach. She works with organizations to develop their emerging leaders into effective managers and executives, and coaches women who want to achieve more personally and professionally. Ellie was also an award-winning attorney for the Government Relations department at MetLife.

SEMINAR #2850

Harness your unique strengths to negotiate with greater effectiveness

YOUR IMMEDIATE TAKEAWAY

• Develop a negotiation framework • Negotiate from a position of power • Apply your skills in a negotiation role play As a woman, do you ever find yourself apprehensive or tentative about negotiations? Do you wonder if the game is over before you begin? It’s time to empower yourself with skills to leverage your unique perspectives when you come to the negotiating table. Through hands-on practice, in-person role plays and expert feedback, this one-day workshop will help you overcome anxiety around negotiations and show you how to reframe your approach to negotiating. Learn to create a game plan that helps you navigate the issues, optimize interpersonal dynamics and gain buy-in and support in every negotiation.

WHO SHOULD ATTEND Professional businesswomen who need to negotiate for promotions, deals, new initiatives, projects or resources, and want to advance their careers and enhance their status as leaders.

• Developing a framework for preparing and engaging in a negotiation • Improving your ability to negotiate and preparing to push back • Putting your negotiation plan into action: negotiation role-play • Anticipating your counterpart’s moves in a negotiation so that you can position yourself to countermove • Developing a concession strategy • Preparing to negotiate, communicating confidence, and other tools for success

HOW YOU WILL BENEFIT • Recognize opportunities to increase your success through negotiation • Gain skills to help alleviate negotiation anxiety • Set a strategy and negotiate from a position of power • Manage negotiations effectively while sustaining good working relationships • Avoid common pitfalls that can derail negotiation goals WHAT WILL BE COVERED • Assessing and identifying your negotiating style • Recognizing how to adopt other negotiating styles as tactics • Describing the real and perceived differences between men and women in negotiations

0.6 CEU $1,245/AMA Members $1,095 AMA Members save $150

1-DAY CLASSROOM SCHEDULE April 26 . . . . . . . Atlanta, GA . . . . . . . . 2850-L3A-00022

American Management Association

1- 800-854-4493

Aug. 9 . . . . . . . . San Francisco, CA . . . 2850-L3A-00024

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

THE POWER OF RESILIENCE

A Must for Successful Women

BY JENNIFER WEBB

you settle on that, it’s easier to move closer to the table instead of sitting in the back of the room if you come in late. It’s easier to disagree or speak up or any number of other things when you know it’s OK not to be comfortable during the process. Build your support network. The more we can get allies at work, the easier it is to problem solve when things get challenging. Use emotional awareness, display empathy, communicate with compassion, and look at what you can do for others. The simple act of focusing on helping others enables us to be more effective in our own endeavors. Be grateful again and again and again.

Resiliency plays a huge role in your success, and you get to choose how resilient you’re going to be.

omen are half the educated labor force and earn a large number of today’s advanced degrees, yet outside academia women are still dismally behind in titles, promotions, and advancements. Having the ability to be resilient—to bounce back, regroup, and lead and inspire others—is an enormously important attribute that could decide if a woman advances professionally or gets passed over for career opportunities. Some women seem to be born resilient. For everyone else, there are learned skills that can increase our resiliency aptitude. Being able to take whatever is dealt and still focus on staying on top of our game takes awareness, understanding, and action. Without this mindfulness, I’ve seen some incredibly bright folks become so entrenched in negative thinking that nothing can convince them there is hope or possibilities. Yet we can change the character of our lives by changing our beliefs.

The powerful choice of resilience

We get to choose how resilient we’re going to be by how we respond to everything in our lives. It’s all about being aware that things will continue to annoy or frustrate us and that not everyone will like us or our ideas. And that’s OK. We are smart enough not to give away our power, and that means paying attention to how we’re thinking and adjusting when necessary. Here are some simple steps to boost your resiliency: Restructure your attitude. Attitude is responsible for our successes, and when we cultivate the belief that internal fortitude, not circumstances, affects achievements, it enables us to bounce back no matter what. Think E+R=O: An Event we have no control over, plus our Response, which we have every control over, has everything to do with the Outcome. Get comfortable with being uncomfortable. To grow and become more resilient, we

must get used to being uncomfortable. Once

Remember how much we have to be appreciative of, even on our worse days. After I climbed Mount Kilimanjaro, I went back to my guide’s home in Tanzania. He had no plumbing or electricity and was incredibly proud of where he lived. We have so much more than we realize, and that awareness can really put things in perspective. Take time for you. Find some time to replenish or reenergize, regardless of your schedule. Taking a break can also lower your stress, strengthen your immune system, improve cognitive performance, lower your heart rate, increase your energy, and balance your cortisol (stress hormone) levels. Women often have the added burden of proving their own competence while facing the everyday challenges of a busy career. Resilience is the skill that enables women of every age to cope, regroup, and model the attributes of leadership, wherever they are within an organization. Jennifer Webb is an AMA faculty member and a motivational speaker, author, and corporate consultant who has worked with hundreds of Fortune 500 companies. She often uses her skills as a magician, along with psychology and other disciplines, to inspire and coach people.

Take the Next Step Seminar: Assertiveness Training for Women in Business, pg 54 Seminar: Leadership Development for Women, pg 55 Seminar: Negotiation for Women: Adding Value to Your Organization, pg 57

For other business articles, visit www.amatraining.org/amalibrary

BUSINESS EXCELLENCE FOR WOMEN

NEW

Women’s Leadership Certificate Program

SEMINAR #2960

Build vital leadership competencies and earn AMA’s Women’s Leadership Certificate

YOUR IMMEDIATE TAKEAWAY

• Build crucial leadership skills and behaviors • Gain knowledge to help you add more value to your organization • Find your authentic leadership voice Women at every level of an organization can be strong leaders—bringing essential skills like team leadership, strategic thinking and business acumen to their roles. To flourish as a leader, a woman needs not only the skills to lead, but a dynamic voice that can be heard and followed. This unique 2-day program will provide you with the knowledge and tools to position yourself as a present and future leader and to speak up and create value for your organization, no matter what your role. You’ll go beyond the fundamentals of communication and assertiveness skills and explore vision, negotiation and strategy—as well as powerful techniques to enable you to find your leadership voice and lead with courage and conviction. First, the course will focus on self-awareness and effectively leading yourself. Next, your focus will shift to leading others and presenting yourself as someone who creates

1.2 CEUs/12 PDUs/14 CPE $2,995/AMA Members $2,695 AMA Members save $300

and adds value. Upon completing this unique course, you’ll receive a special AMA Women’s Leadership Certificate, indicating that you’ve received in-person, hands-on training in leadership areas that are crucial for women who lead in business.

• Understanding how your business works and anticipating future growth needs • Communicating a strategic direction with passion, courage and conviction • Team building: Empowering everyone to reach a higher level of performance • Leveraging organizational politics for the success of yourself and your team • Identifying the five questions strategic leaders ask regularly • Determining future needs using SWOT analysis • Creating a value proposition based on your customers’ needs, wants and expectations • Linking your actions to strategy • Seeing the leader as negotiator • Assessing your negotiation style and how it aligns with your leadership voice and the organizational culture • Understanding the 4-step process to be a great negotiator • Action planning: Defining how a leader thinks differently from others and how you add value to your organization

WHO SHOULD ATTEND Upon completion of the program, each participant will receive AMA’s Women’s Leadership Certificate. HOW YOU WILL BENEFIT • Recognize leadership as a specific way of thinking that combines business acumen, vision and introspection • Explore crucial leadership skills organizations demand • Find your true, dynamic voice as a leader and shape an authentic leadership message • Overcome preconceived notions that can sabotage women in business • Present yourself as someone who adds value to the organization • Increase your confidence and get comfortable with risk taking WHAT WILL BE COVERED • Establishing the importance of courage and conviction in leadership • Describing the components of a compelling leadership voice • Finding your authentic voice as a leader and using it to communicate with conviction • Overcoming biases to your leadership voice • Understanding the importance of role modeling and creating a culture of feedback • Recognizing how your desired results must be communicated to different audiences • Exemplifying what confidence looks like in order to build trust and credibility

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

Recommended CPE Credit: 14 hours/Intermediate Prerequisites: None Advance Preparation: None Delivery Method: Group Live Field of Study: Non-Technical—Communication, Personal Development

2-DAY CLASSROOM SCHEDULE Jan. 17-18 . . . . . Feb. 11-12 . . . . . March 11-12 . . . March 18-19 . . . March 21-22 . . .

Anaheim, CA . . . . . . New York, NY . . . . . . Atlanta, GA . . . . . . . . San Francisco, CA . . . Dallas, TX . . . . . . . . .

2960-L3A-00008 2960-L3A-00009 2960-L3A-00004 2960-L3A-00010 2960-L3A-00011

Register today! www.amatraining.org/2960 April 4-5 . . . . . . . April 15-16 . . . . . May 6-7 . . . . . . . June 10-11 . . . . . July 15-16 . . . . . .

Boston, MA . . . . . . . . Chicago, IL . . . . . . . . Arlington, VA . . . . . . New York, NY . . . . . . San Francisco, CA . . .

American Management Association

2960-L3A-00012 2960-L3A-00005 2960-L3A-00013 2960-L3A-00014 2960-L3A-00015

1- 800-854-4493

July 25-26 . . . . . . Aug. 19-20 . . . . . Sept. 16-17 . . . . Sept. 26-27 . . . .

Atlanta, GA . . . . . . . . Arlington, VA . . . . . . Houston, TX . . . . . . . Philadelphia, PA . . . .

www.amatraining.org

2960-L3A-00016 2960-L3A-00017 2960-L3A-00018 2960-L3A-00019

CLASSROOM SEMINARS

TABLE OF CONTENTS

WOMEN’S LEADERSHIP CENTER Connect. Learn. Thrive.

BECOME A MEMBER AMA Women’s Leadership Center Get the support you need to thrive in your career. Build meaningful relationships, develop vital skills, get expert advice and be part of a supportive community through WLC membership: • In-person learning and networking events • Leadership Learning Webinar Series on key business topics for women • Members-only preferred pricing on AMA learning • Access to community and online networking with peers

JOIN TODAY wlc.amanet.org

AMA Women’s Leadership Network | #AMAWLC

AMA Women’s Leadership Center @amawlc

AMA Women’s Leadership Center

INTERPERSONAL SKILLS How to Communicate with Diplomacy, Tact and Credibility Top 10 C L . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 62 Interpersonal Skills for Managers C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 64 Communication and Interpersonal Skills for Technical Professionals C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 65 Responding to Conflict: Strategies for Improved Communication Bestseller C L . . . . . . . . . . . . . . . . . . . . . . . . . . 66 Mastering the Art of Critical Conversations C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 67 Building Better Work Relationships: New Techniques for Results-Oriented Communication Bestseller C L . . 68 Moving Ahead: Breaking Behavior Patterns that Hold You Back C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 70 Storytelling Power: Secrets for Exceptional Communication C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 71 Communicating Up, Down and Across the Organization Bestseller C L . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 73 Communicating Across Generations: Bridging the Gap C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 74 Developing Effective Business Conversation Skills C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 75 Effectively Communicating in the Moment C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 76 Communicating with Confidence C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 77 Getting Results Without Authority Top 10 C L . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 78 The Effective Facilitator: Maximizing Involvement and Results C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 80 INFLUENCING AND NEGOTIATING Expanding Your Influence: Understanding the Psychology of Persuasion Bestseller C L . . . . . . . . . . . . . . . . . . .81 Negotiating to Win Bestseller C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 82 BUSINESS WRITING SKILLS AMA’s Business Grammar Workshop C L . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 83 AMA’s 2-Day Business Writing Workshop Bestseller C L . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 84 Business Writing Made Simple C 1 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 85 Effective Technical Writing C L . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86 The “Write” Way to Lead: Powerful Tools to Create Impact and Inspire Performance C . . . . . . . . . . . . . . . . . . . 87 PRESENTATION SKILLS Presentation Skills Workshop

C 1 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Strategies for Developing Effective Presentation Skills Bestseller C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 89 Effective Executive Speaking Bestseller C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 90 C Classroom

L Live Online

V Virtual Classroom

1 1-Day Workshop

CLASSROOM SEMINARS

Communication

COMMUNICATION

TOP

TABLE OF CONTENTS

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

Also available Live Online

Become one of those people who always know the right thing to say

YOUR IMMEDIATE TAKEAWAY

• Make yourself promotable— learn to be poised and professional under pressure • Build a great reputation for responding positively to criticism • Flex your style to handle stressful situations with ease How well you communicate can make or break your professional image. It directly influences how others view your work and performance—as well as your prospects for career advancement and mobility. Unfortunately, being diplomatic, tactful and credible doesn’t always come naturally to people. Even when it does, such communication can easily be derailed by emotions and conflicts. To be a communicator who is skilled in all three areas,

1.2 CEUs/12 PDUs/14 CPE/12 PDCs $2,195/AMA Members $1,995 AMA Members save $200

it takes awareness, training and the knowhow to apply proven techniques to all kinds of situations. This seminar will teach you how to choose and use the most appropriate words and emotional tone for every business interaction. You will gain insights into your communication style and the styles of others, while building skills to clearly and effectively receive and transmit information, ideas, thoughts, feelings and needs. HOW YOU WILL BENEFIT • Apply diplomacy and tact to be a credible and effective communicator • Manage the impact your communication has on your image

• Define and leverage your communication style • Develop and demonstrate better listening skills • Understand the importance of perceptions • Explore communication style differences and learn to flex your own style • Recognize the impact of stress on communication and be able to adjust for it • Know what makes effective, powerful communication and develop the skills to model it WHO SHOULD ATTEND Business professionals who want the skills to communicate in a positive, professional manner no matter what the situation.

2-DAY CLASSROOM SCHEDULE JANUARY

Jan. 10-11 . . . . . Jan. 17-18 . . . . . Jan. 17-18 . . . . . Jan. 24-25 . . . . . Jan. 24-25 . . . . . Jan. 28-29 . . . . . Jan. 28-29 . . . . .

MARCH

New York, NY . . . . . . Arlington, VA . . . . . . Newport Beach, CA . Dallas, TX . . . . . . . . . San Francisco, CA . . . Atlanta, GA . . . . . w Parsippany, NJ . . . . . .

2206-L3A-02046 2206-L3A-02048 2206-L3A-02052 2206-L3A-02050 2206-L3A-02051 2206-L3A-02049 2206-L3A-02074

March 4-5 . . . . . March 4-5 . . . . . March 7-8 . . . . . March 11-12 . . . March 14-15 . . . March 18-19 . . . March 21-22 . . . March 28-29 . . .

New York, NY . . . . . . Chicago, IL . . . . . . . . San Francisco, CA . . . Arlington, VA . . . . . . Atlanta, GA . . . . . . . . Cincinnati, OH . . . . . Los Angeles, CA . . . . Seattle, WA . . . . . . . . New York, NY . . . w

2206-L3A-02059 2206-L3A-02055 2206-L3A-02056 2206-L3A-02054 2206-L3A-02058 2206-L3A-02061 2206-L3A-02062 2206-L3A-02064 2206-L3A-02063

APRIL

FEBRUARY

Feb. 4-5 . . . . . . . Feb. 7-8 . . . . . . . Feb. 11-12 . . . . . Feb. 14-15 . . . . . Feb. 14-15 . . . . . Feb. 25-26 . . . . . Feb. 25-26 . . . . . Feb. 28-Mar. 1 . . Feb. 28-Mar. 1 . .

April 1-2 . . . . . . . April 4-5 . . . . . . . April 11-12 . . . . . April 15-16 . . . . . April 15-16 . . . . . April 22-23 . . . . . April 25-26 . . . . . April 25-26 . . . . . April 25-26 . . . . .

MAY

Atlanta, GA . . . . . . . . Chicago, IL . . . . . . . . Philadelphia, PA . . . . Boston, MA . . . . . . . . New York, NY . . . . . . Dallas, TX . . . . . . . . . Arlington, VA . . . . . . San Francisco, CA . . .

2206-L3A-02065 2206-L3A-02066 2206-L3A-02067 2206-L3A-02068 2206-L3A-02072 2206-L3A-02070 2206-L3A-02069 2206-L3A-02075

May 2-3 . . . . . . . May 2-3 . . . . . . . May 6-7 . . . . . . . May 9-10 . . . . . . May 9-10 . . . . . . May 13-14 . . . . . May 16-17 . . . . . May 20-21 . . . . . May 20-21 . . . . .

Arlington, VA . . . . . . Chicago, IL . . . . . . . . New York, NY . . . . . . Arlington, VA . . . w Atlanta, GA . . . . . . . . St Pete Beach, FL . . . . Houston, TX . . . . . . . San Francisco, CA . . . Scottsdale, AZ . . . . . .

2206-L3A-02088 2206-L3A-02089 2206-L3A-02092 2206-L3A-02119 2206-L3A-02093 2206-L3A-02094 2206-L3A-02121 2206-L3A-02096 2206-L3A-02097

JUNE

June 3-4 . . . . . . . June 3-4 . . . . . . . June 6-7 . . . . . . . June 10-11 . . . . . June 10-11 . . . . . June 13-14 . . . . . June 13-14 . . . . . June 17-18 . . . . .

Atlanta, GA . . . . . . . . Chicago, IL . . . . . . . . New York, NY . . . . . . Arlington, VA . . . . . . Newport Beach, CA . San Francisco, CA . w Boston, MA . . . . . . . . Cincinnati, OH . . . . . Dallas, TX . . . . . . . . .

2206-L3A-02098 2206-L3A-02099 2206-L3A-02100 2206-L3A-02102 2206-L3A-02103 2206-L3A-02104 2206-L3A-02105 2206-L3A-02106 2206-L3A-02107

Lake Buena Vista, FL . Parsippany, NJ . . . . . . Arlington, VA . . . . . . New York, NY . . . . . . San Francisco, CA . . . Atlanta, GA . . . . . . . . Philadelphia, PA . . . . Chicago, IL . . . . . . . .

2206-L3A-02108 2206-L3A-02109 2206-L3A-02111 2206-L3A-02113 2206-L3A-02114 2206-L3A-02115 2206-L3A-02116 2206-L3A-02117

AMA seminars are GSA approved and all AMA programs can be delivered onsite

COMMUNICATION

TABLE OF CONTENTS

The Importance of Perception • Understanding how perception and image can impact others’ perception of you and your performance • Recognizing how diplomacy, tact, and credibility are demonstrated through good communication Communication Style Differences • Knowing how style impacts the image others have of you • Flexing your style to communicate with more diplomacy, tact, and credibility • Completing the Insight Inventory® to better understand how style affects your communication effectiveness • Flexing your style to gender, generation and position • Recognizing how stress impacts how you use your style traits Effective and Powerful Communication • Identifying and removing the roadblocks to effective communication • Knowing how to positively impact the visual, verbal and vocal components of communication • Eliminate “wimpy” words and phrases that undermine your credibility

• Implementing strategies for powerful communications and practicing them • Understanding nonverbal communication as a critical part of the communication process

FA C U LT Y S P O T L I G H T Lorena Prime is one of the experts who teach this course. She is a productivity expert, and her company helps individuals and businesses get organized, streamline tasks and become better at time management. Lorena worked for 20 years at several Fortune 500 companies. Today she contributes to blogs, magazines, radio programs, newspapers and books.

Effective Listening Skills • Applying good listening skills in order to communicate with diplomacy, tact and credibility • Identifying the barriers and obstacles to effective listening • Using good listening skills to build and improve your image • Knowing how ineffective listening can cost you and the organization

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Diplomacy, Tact and Credibility • Defining the five actions that make for credible communication • Applying diplomacy, tact and credibility skills to create more effective communication • Identifying how “hot buttons” make people lose their diplomacy and tact— and credibility • Being aware of your “hot buttons” and preparing before you face these situations

MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

Leadership: 12 Classroom/Live Online PDUs See page 185 for more details. Reproduced with the permission of PMI. This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

—Alyshia L.

w Special Session for Women Only

JULY

July 8-9 . . . . . . . . July 8-9 . . . . . . . . July 8-9 . . . . . . . . July 8-9 . . . . . . . . July 11-12 . . . . . . July 15-16 . . . . . . July 22-23 . . . . . . July 25-26 . . . . . .

Arlington, VA . . . . . . Atlanta, GA . . . . . w Chicago, IL . . . . . . . . New York, NY . . . . . . San Francisco, CA . . . Dallas, TX . . . . . . . . . Los Angeles, CA . . . . Atlanta, GA . . . . . . . .

2206-L3A-02122 2206-L3A-02128 2206-L3A-02123 2206-L3A-02124 2206-L3A-02125 2206-L3A-02126 2206-L3A-02129 2206-L3A-02130

Boston, MA . . . . . . . . Chicago, IL . . . . . . . . Arlington, VA . . . . . . Atlanta, GA . . . . . . . . San Francisco, CA . . . Cincinnati, OH . . . . .

2206-L3A-02132 2206-L3A-02133 2206-L3A-02134 2206-L3A-02135 2206-L3A-02136 2206-L3A-02137

AUGUST

Aug. 1-2 . . . . . . . Aug. 1-2 . . . . . . . Aug. 5-6 . . . . . . . Aug. 12-13 . . . . . Aug. 12-13 . . . . . Aug. 15-16 . . . . .

www.amatraining.org/2206

Professional Accreditations

The concepts and ideas presented in the course are eye“opening in the sense that you think ‘of course! That makes sense!’ but you would never arrive at that aha conclusion without the course. ”

June 17-18 . . . . . Seattle, WA . . . . . . . . 2206-L3A-02118 June 24-25 . . . . . Denver, CO . . . . . . . . 2206-L3A-02120

VIEW CLASSROOM EXPERIENCE

Aug. 15-16 . . . . . Aug. 19-20 . . . . . Aug. 22-23 . . . . . Aug. 26-27 . . . . .

New York, NY . . . . . . San Diego, CA . . . . . Houston, TX . . . . . . . New York, NY . . . w

2206-L3A-02138 2206-L3A-02139 2206-L3A-02140 2206-L3A-02141

Philadelphia, PA . . . . San Francisco, CA . . . Chicago, IL . . . . . . . . New York, NY . . . . . . Pittsburgh, PA . . . . . . Seattle, WA . . . . . . . . Dallas, TX . . . . . . . . . Arlington, VA . . . . . . Anaheim, CA . . . . . . Parsippany, NJ . . . . . . Atlanta, GA . . . . . . . .

2206-L3A-02142 2206-L3A-02143 2206-L3A-02144 2206-L3A-02146 2206-L3A-02147 2206-L3A-02148 2206-L3A-02149 2206-L3A-02150 2206-L3A-02151 2206-L3A-02152 2206-L3A-02153

American Management Association

1- 800-854-4493

4-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs/12 PDUs/14 CPE/12 PDCs $2,095/AMA Members $1,895 Mon.-Thurs. 2-5 pm ET Jan. 14-17 . . . . . . . . . . . . . . . . . . 2206-L3A-02047 Feb. 11-14 . . . . . . . . . . . . . . . . . . 2206-L3A-02057 March 25-28 . . . . . . . . . . . . . . . . 2206-L3A-02073 April 8-11 . . . . . . . . . . . . . . . . . . . 2206-L3A-02091 May 6-9 . . . . . . . . . . . . . . . . . . . . 2206-L3A-02101 June 3-6 . . . . . . . . . . . . . . . . . . . . 2206-L3A-02110 July 15-18 . . . . . . . . . . . . . . . . . . . 2206-L3A-02127 July 29-Aug. 1 . . . . . . . . . . . . . . . 2206-L3A-02131 Sept. 9-12 . . . . . . . . . . . . . . . . . . 2206-L3A-02145

SEPTEMBER

Sept. 5-6 . . . . . . Sept. 5-6 . . . . . . Sept. 9-10 . . . . . Sept. 12-13 . . . . Sept. 16-17 . . . . Sept. 16-17 . . . . Sept. 18-19 . . . . Sept. 19-20 . . . . Sept. 23-24 . . . . Sept. 23-24 . . . . Sept. 25-26 . . . .

Recommended CPE Credit: 14 hours/Basic Prerequisites: None Advance Preparation: Online pre-and post-assessment Delivery Method: Group Live/Group Internet-based Field of Study: Non-technical—Communication

See page 229 for more information See page 210 for more information

www.amatraining.org

CLASSROOM SEMINARS

WHAT WILL BE COVERED

COMMUNICATION

TABLE OF CONTENTS

Interpersonal Skills for Managers SEMINAR #2575

Change your paradigm to build team synergy

YOUR IMMEDIATE TAKEAWAY

• Follow the LIP principle— Listen, Involve, Praise • Deal effectively with difficult or resistant employees • Distinguish between behaviors and intentions Need to improve the entire “people” side of your job? Solid interpersonal skills are the key to reducing stress and increasing your value to the organization. In just three action-packed days, you’ll gain proven tools and techniques to minimize conflict, build group commitment and solve problems by clarifying the real issues and eliminating roadblocks. You’ll learn how to ask open-ended questions, paraphrase and become a great listener. Identify and adapt to other people’s styles. Manage using emotional intelligence. And participate in team-building exercises. You’ll return to work with a whole new outlook and critical interpersonal skills that enhance your effectiveness.

WHO SHOULD ATTEND Managers, team leaders and supervisors who want to maximize their positive impact on others through effective interpersonal skills. HOW YOU WILL BENEFIT • Learn how to effectively give praise and criticism • Implement plans without strong-arm tactics • Give direction without creating “static” • Develop credibility based on respect and trust • Find alternatives when working with difficult people • Generate enthusiasm for your ideas and proposals • Influence others and motivate them to profitable action WHAT WILL BE COVERED • Recognizing the expectations your manager, peers, employees and others have of your interpersonal skills performance • Distinguishing between behaviors and intentions • Understanding perception and selfconcept, and expressing emotions • Analyzing how you and your co-workers approach work

FA C U LT Y S P O T L I G H T Cathy Dixon-Khier is one of the experts who teach this course. Cathy combines over 20 years of experience as a supervisor, operations manager and executive with her knowledge of organizational development, leadership education and change management. Clients have included the Department of Defense, U.S. Army, McGraw-Hill and others.

• Understanding self-concept and reducing defensiveness • Nonverbal and verbal skills: applying a five-step process to the development and delivery of clear messages • Understanding cross-cultural flexing • Using listening and feedback skills to build high-performance work relationships • Identifying personal listening liabilities and strategies for improvement • Developing strategies for constructive performance feedback • Knowing what motivates others to achieve high levels of performance and effectiveness • The differences between assertive, nonassertive and aggressive behaviors • Negotiating your way out of conflict • Being a team player: identifying which stage of team development your work group is in and responding appropriately

This workshop was extremely informative and gave me new “perspective to managing people across the board. ”

—Cassey K.

1.8 CEUs $2,445/AMA Members $2,195 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Jan. 30-Feb. 1 . . . San Francisco, CA . . . 2575-L3A-99606 March 25-27 . . . Arlington, VA . . . . . . 2575-L3A-99609

Register today! www.amatraining.org/2575 April 8-10 . . . . . . Atlanta, GA . . . . . . . . 2575-L3A-99610 May 15-17 . . . . . New York, NY . . . . . . 2575-L3A-99611

July 29-31 . . . . . . San Francisco, CA . . . 2575-L3A-99612

AMA seminars are GSA approved and all AMA programs can be delivered onsite

COMMUNICATION

TABLE OF CONTENTS

Communication and Interpersonal Skills for Technical Professionals

FA C U LT Y S P O T L I G H T

Gain control over interactions and situations through improved communication YOUR IMMEDIATE TAKEAWAY

• Recognize and deal effectively with different personality types • Use paraphrasing, mirroring and questioning to listen better • Understand the importance of emotional intelligence Did you know that interpersonal skills comprise 80% of your career success? Do you have the strong and flexible people skills that technical people need to succeed in today’s workplace? Now you can get the the tools you need to achieve clarity and understanding when dealing with co-workers—both technical and nontechnical. You’ll identify emotional triggers and gain the ability to thoughtfully express emotions. Discover how to persuade and influence others—up, down and across the organization. Return to work with a greater ability to manage all the elements of communication so you can sell your ideas to management and colleagues and achieve your business goals.

WHO SHOULD ATTEND All technical and IT professionals who need to develop the interpersonal and communication skills necessary to effectively convey their knowledge to those around them.

• Using behavioral clues to determine others’ personal styles • Differentiating between verbal and nonverbal communications • Assessing your own nonverbal traits and developing an improvement plan • Identifying criteria for establishing trust and building credibility • Using a communication model to conduct more effective conversations • Knowing when and how to acknowledge emotions and ideas • Applying effective listening techniques • Constructing open and closed questions • Applying the effective use of informing, directing and criticizing • Applying the AEIOU model to assertively build shared expectations • Determining your own conflict style

HOW YOU WILL BENEFIT • Understand differences in expectations between technical and nontechnical professionals • Deliver clear messages • Apply verbal and nonverbal techniques to build a shared understanding • Develop active listening skills • Use influence to complete projects faster • Manage conflict and enhance relationships WHAT WILL BE COVERED • Recognizing the differences in communication needs/expectations of technical vs. nontechnical professionals • Understanding the impact of generational characteristics on communication within and outside of technical areas • Analyzing your own work situation based on communication needs and expectations • Determining your personal communication styles, strengths and limitations with the DiSC® profile

12 Leadership PDUs See page 185 for more details.

1.2 CEUs/12 PDUs $2,195/AMA Members $1,995 AMA Members save $200

Reproduced with the permission of PMI.

2-DAY CLASSROOM SCHEDULE Jan. 14-15 . . . . . Feb. 11-12 . . . . . March 7-8 . . . . . April 15-16 . . . . .

Las Vegas, NV . . . . . . Atlanta, GA . . . . . . . . Arlington, VA . . . . . . New York, NY . . . . . .

2576-L3A-00906 2576-L3A-00903 2576-L3A-00904 2576-L3A-00908

Register today! www.amatraining.org/2576 May 6-7 . . . . . . . June 3-4 . . . . . . . June 20-21 . . . . . July 22-23 . . . . . .

Dallas, TX . . . . . . . . . Chicago, IL . . . . . . . . Los Angeles, CA . . . . Atlanta, GA . . . . . . . .

American Management Association

2576-L3A-00899 2576-L3A-00910 2576-L3A-00916 2576-L3A-00911

1- 800-854-4493

Aug. 22-23 . . . . . New York, NY . . . . . . 2576-L3A-00913 Sept. 5-6 . . . . . . Arlington, VA . . . . . . 2576-L3A-00914

www.amatraining.org

CLASSROOM SEMINARS

Pat FitzGerald, PhD, is one of the experts who teach this course. She brings two decades of hands-on HR and management experience in a wide variety of industries. She consults and trains on issues including sexual harassment, discrimination and harassment investigations, executive coaching and human resources functional assessments. Pat received her PhD in Public Administration from Golden Gate University.

SEMINAR #2576

COMMUNICATION

BEST SELLER

TABLE OF CONTENTS

Responding to Conflict

FA C U LT Y S P O T L I G H T

Strategies for Improved Communication SEMINAR #2115

Also available Live Online

Increase your success by proactively and positively managing conflict

YOUR IMMEDIATE TAKEAWAY

• Recognize barriers to conflict management and resolution • Learn strategies for handling passive and aggressive behavior • Choose the right conflict management approach for specific goals Conflict in business is all too familiar—particularly under increased business pressures. Rather than react to conflict on a purely emotional level, you can learn how to manage disputes and disagreements in a positive manner, or even avoid them altogether. Now you can recognize the causes of interpersonal conflict and be able to evaluate and choose the best responding strategies, regardless of circumstances. You’ll develop greater awareness of your emotional triggers and how to control them. In addition, you will learn how to continually action-plan around the implementation of your new skills.

WHO SHOULD ATTEND Business professionals who want to expand their conflict management skills, understand their own emotions and behaviors when addressing conflict, and find productive ways to manage conflict. HOW YOU WILL BENEFIT • Recognize the underlying causes of conflict • Map conflict using a five-step approach • Identify ways to develop flexible responses to personal and professional conflicts • Practice applying models, techniques and strategies to manage your interpersonal communication behaviors in conflict situations • Implement strategies to improve your communication and effectively respond to conflict WHAT WILL BE COVERED • Recognizing the expectations of your manager, peers, and employees • Distinguishing between behaviors and intentions • Understanding perception, self-concept and expressing emotions • Analyzing how you and your coworkers approach work • Understanding self-concept and reducing defensiveness • Nonverbal and verbal skills: applying a fivestep process to the development and delivery of clear messages

Jacqueline Huggins, PhD, is one of the experts who teach this course. She is a consultant in the areas of leadership and management development, strategic planning procedures, communication, selfmotivation and determination, and is a senior instructional designer of corporate training programs. Clients have included Police Executive Leadership College, US Department of Education, NASA and a host of others.

• Understanding cross-cultural flexing • Using listening and feedback skills to build high-performance work relationships • Identifying personal listening liabilities • Developing strategies for constructive performance feedback • Knowing what motivates others to achieve high levels of performance and effectiveness • The differences between assertive, nonassertive and aggressive behaviors • Negotiating your way out of conflict • Being a team player: identifying which stage of team development your work group is in and responding appropriately Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

Leadership: 12 Classroom/Live Online PDUs See page 185 for more details. Reproduced with the permission of PMI.

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

1.2 CEUs/12 PDUs/12 PDCs $2,345/AMA Members $2,095 AMA Members save $250

2-DAY CLASSROOM SCHEDULE Feb. 25-26 . . . . . Austin, TX . . . . . . . . . Feb. 28-March 1 . New York, NY . . . . . . March 14-15 . . . San Francisco, CA . . . March 25-26 . . . Chicago, IL . . . . . . . . April 1-2 . . . . . . . Atlanta, GA . . . . . . . . April 18-19 . . . . . Arlington, VA . . . . . . May 13-14 . . . . . New York, NY . . . . . . June 13-14 . . . . . San Francisco, CA . . . June 17-18 . . . . . Chicago, IL . . . . . . . .

2115-L3A-00632 2115-L3A-00635 2115-L3A-00634 2115-L3A-00636 2115-L3A-00643 2115-L3A-00644 2115-L3A-00646 2115-L3A-00647 2115-L3A-00648

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VIEW CLASSROOM EXPERIENCE www.amatraining.org/2115

Register today! www.amatraining.org/2115 July 15-16 . . . . . . July 22-23 . . . . . . July 31-Aug. 1 . . Aug. 22-23 . . . . . Sept. 9-10 . . . . . Sept. 19-20 . . . .

New York, NY . . . . . . Dallas, TX . . . . . . . . . Boston, MA . . . . . . . . Arlington, VA . . . . . . Chicago, IL . . . . . . . . Denver, CO . . . . . . . .

2115-L3A-00649 2115-L3A-00650 2115-L3A-00651 2115-L3A-00657 2115-L3A-00652 2115-L3A-00653

4-LESSON LIVE ONLINE SCHEDULE CEUs/12 PDUs/12 PDCs2558-HNX-00028 Aug.1.2 22-23 . . . . . Arlington, VA . . . . . Members $1,995 Sept.$2,195/AMA 19-20 . . . . Chicago, IL . . . . . . . 2558-HNX-00029 Mon. and Wed. 2-5 pm ET Feb. 4-13 . . . . . . . . . . . . . . . . . . . 2115-L3A-00633 May 6-15 . . . . . . . . . . . . . . . . . . . 2115-L3A-00645 Aug. 5-14 . . . . . . . . . . . . . . . . . . . 2115-L3A-00654 See page 230 for more information

AMA seminars are GSA approved and all AMA programs can be delivered onsite

COMMUNICATION

TABLE OF CONTENTS

Mastering the Art of Critical Conversations

FA C U LT Y S P O T L I G H T

Face up to emotional or high-stakes conversations with results-oriented skills YOUR IMMEDIATE TAKEAWAY

• Reduce negativity in emotionally charged communication • Apply skills to monitor and control emotions • Improve productivity and achieve your desired results If you’re like most people, you run into trouble when conversations turn from routine to critical. Your body’s natural fightor-flight response takes over. The knee-jerk response is to run and dodge the topic, hide behind an email, or just wing it and hope for the best. Productivity stems from face-to-face communication, as well as your ability to express controversial and risky opinions effectively. Don’t just walk away from difficult situations that can make or break your career. Attend this course and practice using real-life models to conduct difficult conversations on any topic. You’ll gain the skills and summon the courage to step up, speak openly and honestly, and get results that count.

WHO SHOULD ATTEND Anyone who wants to be better prepared to manage critical conversations that can have a significant impact on relationships at work. HOW YOU WILL BENEFIT • Determine your “hot buttons” and take steps to manage your emotions • Transform relationships by addressing real issues with authenticity • Openly express opinions that can lead to success and productivity • Give and receive feedback without negativity • Develop advanced strategies for managing critical conversations as well as getting them back on track • Self-monitor your reactions and keep calm during critical conversations • Improve your ability to shape results and get things done

• Examining your beliefs and self-fulfilling tendencies • Identifying strategies for managing critical conversations when they get off track • Practicing tools to deal with various emotional responses • Preparing for and practicing different types of critical conversations • Diagnosing and addressing problems while having critical conversations • Practicing having critical conversations “on the fly” • Understanding the advantages to proactive vs. reactive conversations, and how to deal with each • Applying lessons learned to improve your critical communication strategy going forward

WHAT WILL BE COVERED • Analyzing elements of a critical conversation • Recognizing your preferred conflict style and your default mode under stress. • Understanding your physiological response and when emotional hijacking occurs

I enjoyed the application of Mastering the Art of Critical “Conversation class; it tied nicely with the Responding to Conflict class I had taken earlier this year. I also liked the opportunity to act out scenarios and get a guideline of steps for every critical conversation. —Debi R.

”

1.2 CEUs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Jan. 24-25 . . . . . Arlington, VA . . . . . . 2146-L3A-00022 Feb. 11-12 . . . . . San Francisco, CA . . . 2146-L3A-00023

Register today! www.amatraining.org/2146 April 8-9 . . . . . . . New York, NY . . . . . . 2146-L3A-00025 June 10-11 . . . . . Chicago, IL . . . . . . . . 2146-L3A-00028

American Management Association

1- 800-854-4493

July 15-16 . . . . . . Arlington, VA . . . . . . 2146-L3A-00031 Aug. 15-16 . . . . . San Francisco, CA . . . 2146-L3A-00030

www.amatraining.org

CLASSROOM SEMINARS

Michael Kammerdiener is one of the experts who teach this course. He has been a training and organization development consultant for 20 years, and his services have helped to increase personal and organizational effectiveness. His specialties include supervisory, management and leadership training, intercultural orientation and adaptation, change management, problem solving and decision making, and team effectiveness.

SEMINAR #2146

COMMUNICATION

BEST SELLER

TABLE OF CONTENTS

Building Better Work Relationships

New Techniques for Results-Oriented Communication SEMINAR #2235 Also available Live Online

Can you connect with others, work collaboratively and put together powerful teams?

YOUR IMMEDIATE TAKEAWAY

• Discover the power of relationships and a more positive way to achieve your goals • Master tactics for managing differing work attitudes and conflicts • Find your relationship style. Know your strengths, weaknesses, and what to do The capacity to work with others is a critical skill, because work is accomplished through the collaborative efforts of many. Your ability to develop good interpersonal skills and create rapport can make—or break—your career.

HOW YOU WILL BENEFIT • Win the trust of your colleagues • Avoid conflict by developing flexibility in actions, thoughts and feelings • Influence and motivate others to achieve first-rate performance • Accurately use direct and indirect messages • Build your self-esteem as you discover a new self-awareness • Identify strengths, weaknesses and opportunities in your workplace relationships • Understand values, beliefs, attitudes and perceptual processes

WHO SHOULD ATTEND Those who want to use effective communication and relationship management to maximize impact, productivity and results.

JANUARY

MARCH

MAY

Jan. 16-18 . . . . . St Pete Beach, FL . . . . 2235-L3A-01525 Jan. 23-25 . . . . . Los Angeles, CA . . . . 2235-L3A-01526 Jan. 30-Feb. 1 . . . Arlington, VA . . . . . . 2235-L3A-01527

March 6-8 . . . . . Chicago, IL . . . . . . . . 2235-L3A-01531 March 13-15 . . . San Diego, CA . . . . . . 2235-L3A-01533 March 18-20 . . . New York, NY . . . . . . 2235-L3A-01534

FEBRUARY

APRIL

May 1-3 . . . . . . . Anaheim, CA . . . . . . . 2235-L3A-01553 May 1-3 . . . . . . . New York, NY . . . . . . 2235-L3A-01554 May 6-8 . . . . . . . Chicago, IL . . . . . . . . 2235-L3A-01555 May 15-17 . . . . . Boston, MA . . . . . . . . 2235-L3A-01561

Feb. 4-6 . . . . . . . Houston, TX . . . . . . . 2235-L3A-01528 Feb. 11-13 . . . . . New York, NY . . . . . . 2235-L3A-01530 Feb. 20-22 . . . . . San Francisco, CA . . . 2235-L3A-01529

April 3-5 . . . . . . . Atlanta, GA . . . . . . . . 2235-L3A-01549 April 10-12 . . . . . Arlington, VA . . . . . . 2235-L3A-01550 April 22-24 . . . . . San Francisco, CA . . . 2235-L3A-01552

Discover the basic competencies critical to solid work relationships—and career success. Become aware of and accept the differences among people. Analyze situations and consciously select and use productive communication strategies. Learn to work with people harmoniously to achieve organizational goals.

• Recognize emotions and how they translate into emotional intelligence • Develop rapport through mirroring, identification and accepting other people’s styles • Master the keys to excellent communication: observe, listen, analyze, plan, communicate

1.8 CEUs/18 PDUs/21 CPE/18 PDCs $2,445/AMA Members $2,195 AMA Members save $250

3-DAY CLASSROOM SCHEDULE

JUNE

June 3-5 . . . . . . . San Francisco, CA . . . 2235-L3A-01556 June 10-12 . . . . . Arlington, VA . . . . . . 2235-L3A-01558 June 12-14 . . . . . Houston, TX . . . . . . . 2235-L3A-01559 June 19-21 . . . . . New York, NY . . . . . . 2235-L3A-01560

AMA seminars are GSA approved and all AMA programs can be delivered onsite

COMMUNICATION

TABLE OF CONTENTS

Communication and Perceptions • Perception and workplace relationships • Trustbusters and how to fix them • The five axioms of conscious communication • Mirroring and rapport Investigating Emotions and Emotional Intelligence • Social intelligence and multiple intelligences • Assessing your multiple intelligences • Five domains of emotional intelligence • Improving work relationships through emotional intelligence Building Better Relationships with Ourselves and Others • Perception, world view, emotional intelligence—and you • Self-awareness, self-esteem and self-concept • Case study: understanding and flexing your styles

Expressing Needs Within Relationships • Performing an interpersonal needs inventory • The shape and sound of assertiveness • Completing an influencing SWOT (Strengths, Weaknesses, Opportunities, Threats) Profile • Using feedback and questioning skills to better understand others

FA C U LT Y S P O T L I G H T Jean Bruno is one of the experts who teach this course. She is a learning facilitator and trainer with over 20 years’ diverse business experience in roles including organization development consultant, certified professional coach and human performance manager. Jean holds a master’s in organizational development from Loyola University-Chicago.

Relational Communication • Identifying your communication style • Sharpening verbal and nonverbal 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

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www.amatraining.org/2235

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

Addressing Relational Change and Conflict • Selecting your conflict-resolution style • Planning to resolve conflicts assertively • Developing and practicing a conflictresolution plan

PMP, PMBOK and the PMI R.E.P. logo are registered trademarks of the Project Management Institute, Inc.

Relationship Building • Managing assumptions in order to build trusting relationships • Consciously building trust at work • Case studies: how to eliminate the “attitude virus”

“

VIEW CLASSROOM EXPERIENCE

Leadership: 18 Classroom/12 Live Online PDUs See page 185 for more details. Reproduced with the permission of PMI.

This program is valid for 18 Classroom/12 Live Online PDCs for the SHRM-CP or SHRM-SCP . SM

This course showed me that I need to change my way of dealing with not only my co-workers but myself. I learned more on how to balance being an introvert and an extrovert, but how I can be both. —Bonny J.

”

Recommended CPE Credit: 21 hours/Basic—Classroom 14 hours/Basic—Live Online Prerequisites: None Advance Preparation: None Delivery Method: Group Live/Group Internet-based Field of Study: Non-technical—Communication

SEPTEMBER

July 8-10 . . . . . . . Dallas, TX . . . . . . . . . 2235-L3A-01562 July 17-19 . . . . . . New York, NY . . . . . . 2235-L3A-01563 July 22-24 . . . . . . Chicago, IL . . . . . . . . 2235-L3A-01564 July 24-26 . . . . . . Los Angeles, CA . . . . 2235-L3A-01565

Sept. 4-6 . . . . . . Cincinnati, OH . . . . . . 2235-L3A-01578 Sept. 9-11 . . . . . Arlington, VA . . . . . . 2235-L3A-01570 Sept. 16-18 . . . . New York, NY . . . . . . 2235-L3A-01571 Sept. 25-27 . . . . San Diego, CA . . . . . . 2235-L3A-01573

AUGUST

Aug. 7-9 . . . . . . . San Francisco, CA . . . 2235-L3A-01567 Aug. 12-14 . . . . . New York, NY . . . . . . 2235-L3A-01568 Aug. 26-28 . . . . . Arlington, VA . . . . . . 2235-L3A-01569

4-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs/12 PDUs/14 CPE/12 PDCs $2,345/AMA Members $2,095 Mon. and Wed. 2-5 pm ET March 11-20 . . . . . . . . . . . . . . . . 2235-L3A-01532 April 15-24 . . . . . . . . . . . . . . . . . . 2235-L3A-01577 June 3-12 . . . . . . . . . . . . . . . . . . . 2235-L3A-01557 Aug. 5-14 . . . . . . . . . . . . . . . . . . . 2235-L3A-01566 See page 230 for more information

American Management Association

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

WHAT WILL BE COVERED Effective Workplace Relationships • How do you build workplace relationships? • Behaviors that support or undermine these relationships • Assessing your relationships

COMMUNICATION

TABLE OF CONTENTS

Moving Ahead: Breaking Behavior

Patterns that Hold You Back SEMINAR #2255

Put an end to behaviors that spell career suicide

YOUR IMMEDIATE TAKEAWAY

• Increase your self-awareness and tune in to your self-talk • De-trigger negative emotional responses • Sharpen your communication skills and deliver thoughtful messages Do you tend to be explosive? Rebel against authority? Crumple into tears when workplace stress escalates? This seminar will help you get a better handle on your emotions and behavior as a source of personal power and influence. Understand how attitude and positive selftalk determine behavior. And increase your ability to think critically. So you can make positive changes and get your career back on track. WHO SHOULD ATTEND Those whose negative behavior pattern has impeded their career success and who wish to move forward.

HOW YOU WILL BENEFIT • Change or modify career-sabotaging habits • Identify people and situations that elicit negative workplace behavior • Develop techniques to protect yourself and others from responding inappropriately • Manage feelings of frustration and anger by understanding their root causes • Take a DiSC® assessment to gain insight into yourself and others • Learn that people respond to information in different ways and view events differently • Avoid making inaccurate assumptions about others • Sharpen your listening skills • Learn how behavior impacts teamwork and morale • Design a concrete plan to break destructive behavior patterns WHAT WILL BE COVERED • Identifying and analyzing self-defeating behaviors • Evaluating your professional image as seen through the eyes of co-workers, customers and senior management • Assessing your personal sense of esteem and self-talk to take on a more positive and “can do” attitude • Comprehending how the brain works to create emotions and behavioral responses

FA C U LT Y S P O T L I G H T Wendi Barlow is one of the experts who teach this course. She is a professional facilitator, trainer and coach, and since 2010 has been a consultant for leadership development and train-thetrainer programs. Wendi is completing a master’s degree in workforce education and development, and holds leadership development and coaching certificates from ASTD.

• Bringing self-regulation to your present unproductive behavior patterns • Using a five-step process for emotional self-management to gain self-control • Evaluating and building your Emotional IQ to better handle interpersonal and team relationships • Applying strategies that allow you to choose reactions, instead of them choosing you • Identifying the role of empathy in becoming more productive with others and yourself • Accepting your responsibilities in communi cating effectively with others • Achieving workable compromise and strategic interdependence • Applying new self-control skills to increase your ability to influence and to persuade • Developing flexibility in actions, thoughts and feelings to better handle style preferences

I learned so much about myself and how I was self-sabotaging my “career. Self-awareness is an important key to start with, and I’m doing that. All of the modules were eye-opening, and this course is steering me in the right direction. Thank you so much. ” —Ondrea C.

1.2 CEUs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 21-22 . . . . . Atlanta, GA . . . . . . . . 2255-L3A-00218 March 14-15 . . . New York, NY . . . . . . 2255-L3A-00217

Register today! www.amatraining.org/2255 April 15-16 . . . . . Arlington, VA . . . . . . 2255-L3A-00220 June 24-25 . . . . . Chicago, IL . . . . . . . . 2255-L3A-00222

July 8-9 . . . . . . . . New York, NY . . . . . . 2255-L3A-00223 Aug. 19-20 . . . . . Atlanta, GA . . . . . . . . 2255-L3A-00224

AMA seminars are GSA approved and all AMA programs can be delivered onsite

COMMUNICATION

TABLE OF CONTENTS

Storytelling Power: Secrets for

FA C U LT Y S P O T L I G H T

Engage and convince others to be passionate about your ideas YOUR IMMEDIATE TAKEAWAY

• Gain a powerful tool to build your credibility • Communicate with convincing enthusiasm • Get the results you want by increasing your persuasiveness Great stories can move mountains. The best storytellers have the power to persuade people to get behind an idea and give it their total support. Yet the ability to relate a story that people can connect with, are persuaded by and feel passionately about is a rare skill. This seminar will show you how to craft engaging and motivating stories that can spark commitment and excitement throughout your organization—and grow your professional influence. Get ready to create your most inspiring messages and convey them with true conviction. WHO SHOULD ATTEND Business professionals at all levels, including sales persons, marketers and others who are looking for an innovative and fresh way to stimulate and engage others in order to get the outcomes they want.

HOW YOU WILL BENEFIT • Use compelling stories to appeal to listeners’ emotions and drive your points home • Communicate with more conviction, energy and enthusiasm • Relay information in an experiential manner for greater impact and understanding • Apply proven methods of getting and holding an audience’s attention • Make a more powerful impression in meetings and presentations • Win over, influence and gain the trust of clients, customers and colleagues • Engage people with stories that naturally lead them to the conclusions you want them to reach • Ensure better understanding and knowledge retention • Create a specific plan for incorporating stories into your business endeavors WHAT WILL BE COVERED • Incorporating real-life experiences as tools to craft powerful stories • Discovering why feelings are more powerful than facts • Developing the mental agility to alternate between objective (facts) and subjective (storytelling) • Understanding the importance of details in stories

Brent Baer is one of the experts who teach this course. He has delivered interactive training programs and personal coaching sessions in public speaking, presentation skills, media training, facilitation skills, leadership and more, and clients have included PwC, AOL, AT&T, IBM and Pfizer. Brent is a Professor of Public Speaking at Yeshiva University in New York City.

• Building a bridge of trust with your listeners to carry your facts, proof and benefits messages • Setting aside intrusive habits in order to tell a moving, emotional story • Learning six kinds of stories: who I am, why I am here, my vision, my values-in-action, teaching, and I know what you’re thinking • Practicing the six principles of how to construct a story: developmental logic, oral language, intention, imagery, participation vs. control, and point of view • Developing, testing and telling stories that suit the situation • Providing experiences of your qualities through the stories you relate • Stimulating the five senses to build emotional associations

This course helped me develop a story framework to “enhance my business meetings with personal and related stories. I have reasons to develop stories starting immediately to motivate and inspire collaboration. ” —Rose S.

1.2 CEUs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 4-5 . . . . . . . San Francisco, CA . . . 2102-L3A-00106 March 11-12 . . . Arlington, VA . . . . . . 2102-L3A-00107 April 11-12 . . . . . New York, NY . . . . . . 2102-L3A-00109

Register today! www.amatraining.org/2102 May 9-10 . . . . . . Chicago, IL . . . . . . . . 2102-L3A-00110 June 17-18 . . . . . Arlington, VA . . . . . . 2102-L3A-00111 Aug. 5-6 . . . . . . . San Francisco, CA . . . 2102-L3A-00113

American Management Association

1- 800-854-4493

Sept. 23-24 . . . . New York, NY . . . . . . 2102-L3A-00114

www.amatraining.org

CLASSROOM SEMINARS

Exceptional Communication SEMINAR #2102

BODY LANGUAGE POSITIONS Used by Charismatic Speakers

BY KASIA WEZOWSKI AND PATRYK WEZOWSKI

Your body language and posture reveal a lot about your personality, state of mind, and confidence level, among other things.

his is true when you give a presentation, lead a team meeting, and communicate face-to-face. But have you considered the possibility that you can use your body language positions to your advantage? When you use body language positions correctly and smartly, you can have a positive and longlasting influence on listeners. Here are five positions that will help you become a charismatic speaker: Upright body position. When you stretch your body out to its full height, you show signs of healthy self-esteem and confidence. Elongating your neck and looking another person straight in the eye is a great way to create a lasting impression. If you watch the James Bond series, you will notice that the upright body posture is adopted by almost all the heroes. However, we suggest that you carry a warm smile along with this posture. Otherwise, your confidence can be mistaken for arrogance.

Winner’s pose. A person with a high level of self-confidence always adopts the winner’s pose, in which your posture, facial expression, and other factors signify that you are born to win and succeed in everything you do. How well you pull off this pose depends on the way you enter and dominate a space. This posture gives people the impression that you are comfortable, relaxed, confident, and feeling at home. It’s as if you are unchallenged by anyone, and you are marking the space as your territory. In this pose, your behavior and body language are like that of a cat. Cats are always at ease, and they move with grace and fluidity. A highly mobile jaw. When you are speaking, a highly mobile jaw is considered a sign of a high level of self-confidence. Apart from being helpful in pronouncing words better, a wider opening of the lips while speaking also leaves an impression of confidence with listeners. To avoid limiting your jaw movement, you should relax it with the help of a few

simple exercises before you speak. The easiest exercise requires you to say your name while you’re yawning. Relaxed body posture. A relaxed body posture is a vital trait of a charismatic speaker. This position not only helps build good interaction with your audience but also is a sign of self-control and confidence. If you show signs of tension and stress while speaking, the listeners will assume that you are not a confident person. As a result, they will lose interest in your speech or presentation. To keep the audience interested in your speech, you must have a relaxed posture and deliver positive vibes. A little humor now and then can be a great asset when used in combination with this pose. Relaxed shoulders. As with a relaxed body posture, relaxing your shoulders can be an important asset for you as a speaker. A visible neck, the chest pushed a little forward, and the shoulders held slightly backward symbolize strength, bravery, and enterprise. If you’re addressing an audience, it’s easier for you to make yourself heard when you use this position. Now that you know the five positions, you must concentrate on the specifics of each one to use them to your advantage. Practice speaking to yourself in front of a mirror, and keep an eye on the positives and the negatives. But most important, perfect these postures over time to give your career the boost it deserves. Kasia Wezowski and Patryk Wezowski are founders of the Center for Body Language, a body language training company for businesspeople, with licensed representatives in over 20 countries. They are the authors of Without Saying a Word: Master the Science of Body Language and Maximize Your Success (AMACOM, 2018).

Take the Next Step Seminar: Interpersonal Skills for Managers, pg 64 Seminar: Developing Effective Business Conversation Skills, pg 75 Seminar: Expanding Your Influence: Understanding the Psychology of Persuasion, pg 81

For other business articles, visit www.amatraining.org/amalibrary

COMMUNICATION

TABLE OF CONTENTS

Communicating Up, Down and Across the Organization

FA C U LT Y S P O T L I G H T Susan Mason is one of the experts who teach this course. Susan has more than 20 years of experience as an educator and trainer, and helps clients improve and expand their communication skills. She has also created corporate speakers bureaus, delivered interactive video-based training programs and developed curriculum and instructional materials for adult education programs.

SEMINAR #2203

Also available Live Online

Modify your communication style to address each audience effectively

YOUR IMMEDIATE TAKEAWAY

• Target your message to the recipient • Blend emotion and logic to be more effective • Rectify misunderstandings Can you communicate new ideas, innovations and better ways to get things accomplished? Know how to get the attention and support of top management? Need to build your self-confidence, whether you’re speaking to higher-ups or subordinates? This 2-day seminar offers practical strategies for adapting your communication to build stronger work relationships that inform and influence others, no matter what their position in the organizational chart. You’ll participate in exercises to build a persuasive business case using everything you’ve learned in the seminar. And return to work able to craft messages differently and demonstrate managerial effectiveness, leadership and creativity.

1.2 CEUs/12 PDUs/14 CPE/12 PDCs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Jan. 10-11 . . . . . Lake Buena Vista, FL . Feb. 4-5 . . . . . . . New York, NY . . . . . . Feb. 11-12 . . . . . Arlington, VA . . . . . . Feb. 28-March 1 . San Francisco, CA . . . March 7-8 . . . . . Boston, MA . . . . . . . . March 21-22 . . . Chicago, IL . . . . . . . . April 4-5 . . . . . . . New York, NY . . . . . . April 15-16 . . . . . Arlington, VA . . . . . . May 6-7 . . . . . . . Dallas, TX . . . . . . . . . May 16-17 . . . . . New York, NY . . . . . . June 6-7 . . . . . . . Chicago, IL . . . . . . . .

2203-L3A-00589 2203-L3A-00588 2203-L3A-00586 2203-L3A-00591 2203-L3A-00623 2203-L3A-00590 2203-L3A-00600 2203-L3A-00602 2203-L3A-00606 2203-L3A-00605 2203-L3A-00610

WHO SHOULD ATTEND Business professionals who want to build skills that encourage dialogue throughout the organization.

• Assessing and adapting messages to others’ communication preferences • Using direct and indirect messages to shape other’s responses

HOW YOU WILL BENEFIT • Gain insight into how to read and reach your audience • Analyze any audience and read body language and nonverbal cues • Articulate information in a way that grabs their interest • Break down barriers that hamper your team’s effectiveness • Establish cooperation between silos • Get support and commitment as you build a positive climate

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

WHAT WILL BE COVERED • Exhibiting a strong sense of confidence, self-esteem and self-concept, resulting in a positive external image • Creating and maintaining trust and credibility with others • Using rapport and identification to shape effective messages and positively influence relationships • How to analyze an audience to create targeted messages • Applying listening skills to create highimpact and attention-getting messages • Communicating ideas and individual professional value in terms listeners care about

PMP, PMBOK and the PMI R.E.P. logo are registered trademarks of the Project Management Institute, Inc.

Leadership: 12 Classroom/Live Online PDUs See page 185 for more details. Reproduced with the permission of PMI.

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

Register today! www.amatraining.org/2203 June 13-14 . . . . . June 17-18 . . . . . June 24-25 . . . . . July 15-16 . . . . . . July 29-30 . . . . . . Aug. 1-2 . . . . . . . Aug. 22-23 . . . . . Aug. 26-27 . . . . . Sept. 9-10 . . . . . Sept. 16-17 . . . . Sept. 26-27 . . . .

San Francisco, CA . . . Atlanta, GA . . . . . . . . Arlington, VA . . . . . . Seattle, WA . . . . . . . . New York, NY . . . . . . Arlington, VA . . . . . . New York, NY . . . . . . Chicago, IL . . . . . . . . San Francisco, CA . . . Austin, TX . . . . . . . . . Boston, MA . . . . . . . .

American Management Association

1.2 CEUs/12 PDUs/14 CPE/12 PDCs $2,095/AMA Members $1,895

2203-L3A-00607 2203-L3A-00609 2203-L3A-00608 2203-L3A-00611 2203-L3A-00612 2203-L3A-00613 2203-L3A-00615 2203-L3A-00616 2203-L3A-00617 2203-L3A-00624 2203-L3A-00620

1- 800-854-4493

4-LESSON LIVE ONLINE SCHEDULE

Mon. and Wed. 2-5 pm ET Jan. 7-16 . . . . . . . . . . . . . . . . . . . 2203-L3A-00585 March 18-27 . . . . . . . . . . . . . . . . 2203-L3A-00592 May 13-22 . . . . . . . . . . . . . . . . . . 2203-L3A-00604 Aug. 12-21 . . . . . . . . . . . . . . . . . . 2203-L3A-00614 See page 231 for more information

www.amatraining.org

CLASSROOM SEMINARS

BEST SELLER

COMMUNICATION

TABLE OF CONTENTS

Communicating Across Generations: Bridging the Gap

FA C U LT Y S P O T L I G H T SEMINAR #2212

Convey your messages with equal clarity to all of your coworkers—regardless of age

YOUR IMMEDIATE TAKEAWAY

• Customize messages for different generations • Communicate in a productive manner with multigenerational teams • Reduce interpersonal conflict There are five distinct generations working side by side in today’s workplace, each with its own viewpoint, values and communication style. To complicate matters further, each generation wants to be understood and respected—but every age brings its own expectations as to what constitutes respect and understanding. Are the messages you’re trying to convey getting through with equal clarity to all of your coworkers—both younger and older? Discover how to communicate clearly and in the most positive and effective way possible with all generations in the workplace. Through exercises, role-plays and case studies, you’ll learn and practice specific skills to identify generational differences, break through stereotypes, foster respect and create a more productive work environment.

WHO SHOULD ATTEND Business professionals at every level who want to improve their ability to communicate with co-workers of every generation. HOW YOU WILL BENEFIT • Flex your communication style to meet the challenges of generational differences • Recognize how values, work styles, cultural influences and career expectations influence communication • Reduce interpersonal conflict and ensure more successful teamwork • Move beyond generational stereotypes and create successful knowledge transfers • Learn how people from different generations define respect • Address your audience more effectively by customizing messages and selecting the appropriate communication method WHAT WILL BE COVERED • Learning the business implications and challenges associated with a multigenerational workforce • Understanding the characteristics of the five major generations in the workplace today • Recognizing how values, work styles, cultural influences and career expectations influence communicating to different generations

Annette Cremo, PhD, is one of the experts who teach this course. She is a training and HR consultant and executive coach who designs, develops and delivers programs for the private and public sector. Annette teaches graduate and doctoral courses in HR and industrial and organizational psychology, and holds a doctorate in adult education and organizational development from Temple University.

• Determining the most effective approaches to communication with different generations • Aligning communication solutions with problematic workplace interactions • Applying techniques to entice, develop and retain workers from all generations • Flexing your communication style to meet the needs of different generations • Maximizing individual contributions by moving beyond generational stereotypes • Creating successful knowledge transfer processes • Reducing interpersonal conflict and ensuring more successful teamwork by appreciating and understanding generational differences • Learning how people from different generations define respect and applying that knowledge to increase intergenerational respect • Addressing your audience more effectively by customizing messages and selecting the appropriate communication method • Understanding the positive and negative effects of technology

The course was enlightening when understanding how you are “perceived by different generations. When you understand how people see you, it is much easier to bridge the gaps. ” —Eric J.

1.2 CEUs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Jan. 31-Feb. 1 . . . San Francisco, CA . . . 2212-L3A-00032 March 14-15 . . . Chicago, IL . . . . . . . . 2212-L3A-00031

Register today! www.amatraining.org/2212 April 22-23 . . . . . New York, NY . . . . . . 2212-L3A-00033 June 6-7 . . . . . . . Arlington, VA . . . . . . 2212-L3A-00034

Aug. 19-20 . . . . . San Francisco, CA . . . 2212-L3A-00035

AMA seminars are GSA approved and all AMA programs can be delivered onsite

COMMUNICATION

TABLE OF CONTENTS

Developing Effective Business Conversation Skills

FA C U LT Y S P O T L I G H T

Gain the confidence to address people in any department, at any level YOUR IMMEDIATE TAKEAWAY

• Think before you speak • Become an effective listener • Get comfortable with people who have different conversational styles Is your verbal communication rambling and unfocused? Have trouble giving or following instructions? Feel like you never ask the right questions? In this interactive seminar, you’ll assess your conversational style and learn techniques to develop engaging, clear and influential conversations. Using case studies involving real-world scenarios, role-playing and practice exercises, you’ll gain the skills to get your point across. Create buy-in for your ideas. And obtain committed action from others. So you can build conversational bridges at work and communicate better across your organization.

WHO SHOULD ATTEND Those who wish to have more effective conversations. HOW YOU WILL BENEFIT • Approach others appropriately • Develop business conversation skills that build rapport and keep others interested • Express your ideas succinctly • Practice using conversation as a coaching and performance management tool • Involve others in collaborative problem solving through conversation • Become skilled at overcoming resistance without defensiveness • Communicate effectively even if you or the person you’re speaking to is upset • Gain communication skills that will lead to improved job performance and make you more promotable

• Calibrating language to avoid becoming too specific or too abstract • Integrating confidence and competence into your conversations • Listening strategies to gain information and create conversational bridges • Choosing the right verbal and nonverbal language to create consistent, coherent and targeted messages • Tools and strategies to plan and demonstrate a specific conversation type • Assessing co sational style preferences, strengths and weaknesses and flexibility • Mastering verbal and nonverbal language skills

WHAT WILL BE COVERED • Creating a focused and results-oriented conversation goal • Redirecting conversations that have gone off-track, exiting those that are dragging

I feel the class really provided the skill (tips) to improve my “business conversation skills. Looking at communication from a different perspective increased my knowledge and passion of the subject. ” —Alan F.

Professional Accreditation Recommended CPE Credit: 14 hours/Basic Prerequisites: None Advance Preparation: None Delivery Method: Group Live Field of Study: Non-technical—Communication

1.2 CEUs/14 CPE $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE March 28-29 . . . Chicago, IL . . . . . . . . 2109-L3A-00300 April 1-2 . . . . . . . New York, NY . . . . . . 2109-L3A-00302 May 2-3 . . . . . . . Arlington, VA . . . . . . 2109-L3A-00303

Register today! www.amatraining.org/2109 May 16-17 . . . . . San Francisco, CA . . . 2109-L3A-00304 June 20-21 . . . . . Atlanta, GA . . . . . . . . 2109-L3A-00305 Aug. 15-16 . . . . . New York, NY . . . . . . 2109-L3A-00306

American Management Association

1- 800-854-4493

Sept. 23-24 . . . . Chicago, IL . . . . . . . . 2109-L3A-00307

www.amatraining.org

CLASSROOM SEMINARS

Luanne Stevenson is one of the experts who teach this course. She has over 25 years of leadership and management experience. As a facilitator and coach, she has worked in such industries as telecommunications, finance, high-tech, nonprofit, academia and government, and clients have included Chevron, Disney and Wells Fargo/ Wachovia. Luanne is certified in Corporate Coach U’s Coaching Clinic for Managers.

SEMINAR #2109

COMMUNICATION

TABLE OF CONTENTS

Effectively Communicating in the Moment

FA C U LT Y S P O T L I G H T

SEMINAR #2031

Convey confidence and credibility by communicating with speed, clarity and precision

YOUR IMMEDIATE TAKEAWAY

• Manage stress in difficult impromptu interactions • Organize and frame responses using mental templates • Develop nonverbal behaviors that convey professionalism It’s happened to all of us—you’re asked unexpectedly during a meeting to give a project update, or are stopped in the hallway by a senior manager with an important question, or are cornered in a challenging conversation. How you handle this shapes others’ perceptions of you. Your credibility is on the line. You can’t plan for these unrehearsed events, but you can take steps to be confident and ready when they do happen. This course will help you apply preemptive and in-themoment strategies to excel when communicating in unscripted situations. You’ll learn strategies for managing emotional and physiological responses, along with mental templates to guide and frame your responses. Then you’ll practice five workplace situations where you must effectively meet immediate communication demands. Beyond these hands-on activities, you’ll also receive peer and leader feedback plus insights from a video session that will help you recognize and improve your nonverbal delivery behaviors. 1.2 CEUs $2,195/AMA Members $1,995 AMA Members save $200

This is a course that can empower any professional who is ever called upon to “stand and deliver” in spontaneous moments. WHO SHOULD ATTEND All business professionals at any point in their careers who need to develop and improve their in-the-moment communication capabilities and confidence. HOW YOU WILL BENEFIT • Assess your professional strengths and opportunities when communicating in the moment • Apply preemptive mindfulness and stress management to bring out your best self • Employ listener analysis to frame messages • Use in-the-moment mental templates to organize your thinking • Integrate impactful nonverbal delivery behaviors into your in-the-moment communications WHAT WILL BE COVERED • Assessing your in-the-moment communication needs • Reviewing a listener-centered approach to organizing your ideas in the moment • Starting strong: preemptive emotional/ physical tools for stress management • Learning tools and strategies for rapid communication

“

Arlington, VA . . . . . . Atlanta, GA . . . . . . . . New York, NY . . . . . . Houston, TX . . . . . . . San Francisco, CA . . .

2031-L3A-00022 2031-L3A-00024 2031-L3A-00027 2031-L3A-00035 2031-L3A-00028

• Applying nonverbal behaviors that exude confidence and competence • Applying new in-the-moment mental templates • Identifying stalling techniques that don’t erode credibility • Exploring situational in-the-moment communication • Recognizing the power of questions to build focused and succinct in-themoment responses • Reviewing approaches to use in five common workplace in-the-moment communication situations • Understanding how social media, texting and emailing relate to in-themoment communications • Handling hostile questions assertively and professionally • Handling mediated in-the-moment communication on phone calls, in videoconferences and on conference calls • Exploring and practicing small talk in social or business networking events

I felt comfortable and loved the situations and feedback. It was nice to know that I wasn’t alone in my insecurities and doubts. I got a lot out of it, and I am working on incorporating the methods I learned in my work and personal life. —Charlotte W.

”

2-DAY CLASSROOM SCHEDULE Jan. 28-29 . . . . . Feb. 21-22 . . . . . March 18-19 . . . April 8-9 . . . . . . . April 25-26 . . . . .

Alan Deback is one of the experts who teach this course. As a skilled training and development consultant with 20 years’ experience, Alan creates learning and communication solutions to help clients achieve their goals. He has implemented training programs for various corporations, including a major defense contractor, where he oversaw a corporate-wide leadership training program for hundreds of highpotential employees.

Register today! www.amatraining.org/2031 May 2-3 . . . . . . . May 20-21 . . . . . June 6-7 . . . . . . . June 17-18 . . . . . July 8-9 . . . . . . . .

Chicago, IL . . . . . . . . New York, NY . . . . . . Anaheim, CA . . . . . . Arlington, VA . . . . . . New York, NY . . . . . .

2031-L3A-00029 2031-L3A-00036 2031-L3A-00037 2031-L3A-00031 2031-L3A-00030

Aug. 1-2 . . . . . . . Aug. 12-13 . . . . . Sept. 5-6 . . . . . . Sept. 16-17 . . . .

San Francisco, CA . . . Atlanta, GA . . . . . . . . New York, NY . . . . . . Chicago, IL . . . . . . . .

AMA seminars are GSA approved and all AMA programs can be delivered onsite

2031-L3A-00034 2031-L3A-00032 2031-L3A-00033 2031-L3A-00038

COMMUNICATION

TABLE OF CONTENTS

Communicating with Confidence

FA C U LT Y S P O T L I G H T

Connect with others using the right words, the right tone and the right body language YOUR IMMEDIATE TAKEAWAY

• Communicate with different people in their specific styles • Adapt your message to your recipient’s point of view • Avoid typical communication breakdowns It’s all too easy to communicate via texting, emails and electronic devices. Are you out of your element when it comes to face-to-face communication? Approach too direct, or tone unsuitable? In this intensive 3-day seminar, you’ll acquire a strong foundation in communication skills so you can choose language that is clear, precise and to the point. Discover that every message has three parts: content, intent and feelings. Learn how to connect with others using both verbal and nonverbal skills. And gain the know-how through practice sessions, feedback and role plays to prepare a message, structure the message and deliver it with confidence and competence.

WHO SHOULD ATTEND Early career professionals or those interested in enhancing their fundamental verbal communication skills, including coordinators, specialists, analysts, consultants, associate managers, project managers and leadership-track administrative professionals.

• Understanding effective and ineffective “sending” skills • Asking targeted questions to engage and connect with your listener • Selecting the appropriate technique for paraphrasing and summarizing what a sender is saying • Accommodating the specific communication needs of each style • Defining a purpose for a discussion that is based on the receiver’s interests • Managing the content, feelings and intentions that are presented during a conversation so that the discussion goals are achieved • Avoiding and recovering from communication breakdown

HOW YOU WILL BENEFIT • Optimize your current communication skills • Assimilate verbal information and interpret what you hear • Improve work relationships and reduce misunderstandings • Communicate clearly and appropriately with more confidence • Choose the right words—even in difficult circumstances • Become an excellent listener • Focus on the sender’s goal for the interaction • Expand your influence and gain recognition for your skills WHAT WILL BE COVERED • Discovering why good communication is essential to success • Assessing your personal communication strengths and limitations

I really enjoyed this class. I felt that the instructor created an “environment in which myself and the other students were all very engaged. The peer-to-peer interactions really helped bring the concepts of communication into real-life scenarios. ” —Randy A.

1.2 CEUs $2,345/AMA Members $2,095 AMA Members save $250

2-DAY CLASSROOM SCHEDULE Feb. 25-26 . . . . . San Francisco, CA . . . 2210-L3A-00197 March 25-26 . . . Atlanta, GA . . . . . . . . 2210-L3A-00188 April 15-16 . . . . . Chicago, IL . . . . . . . . 2210-L3A-00191

Register today! visit www.amatraining.org/2210 May 20-21 . . . . . Arlington, VA . . . . . . 2210-L3A-00192 June 20-21 . . . . . New York, NY . . . . . . 2210-L3A-00193 July 10-11 . . . . . . Atlanta, GA . . . . . . . . 2210-L3A-00195

American Management Association

1- 800-854-4493

Aug. 21-22 . . . . . Boston, MA . . . . . . . . 2210-L3A-00196 Sept. 25-26 . . . . Dallas, TX . . . . . . . . . 2210-L3A-00194

www.amatraining.org

CLASSROOM SEMINARS

Rita Witherly is one of the experts who teach this course. She works with CEOs and leadership to create actionable, accountable strategic business plans impacting the bottom line. She also provides customized training and development to all levels of employees to increase engagement, productivity and profitability. Rita holds a master’s degree in business and is a Gazellescertified business coach.

SEMINAR #2210

COMMUNICATION

TOP

TABLE OF CONTENTS

Getting Results Without Authority

SEMINAR #2532

Also available Live Online

Unleash your personal power to negotiate, influence and persuade

YOUR IMMEDIATE TAKEAWAY

• Use exchange and reciprocity to persuade • Maximize your credibility • Turn your character and capabilities into influence Voice not being heard? Proposals and suggestions getting dismissed? Looking for ways to impact change and add value? The influence you exert is not based on your position in your organization’s structure. Rather, it stems from your persuasion and negotiating skills. This 3-day informationpacked program will give you the tools and techniques to win respect and cultivate influence and cooperation.

You’ll discover how to build your power base using the Personal Power Model. Adopt behavior patterns that build credibility. Plus, master and apply the key components of negotiation using videos, collaborative negotiation and conflict resolution exercises, assessment tools and group discussions. HOW YOU WILL BENEFIT • Establish credibility so you can influence • Effectively use your power base • Understand the person you’re influencing—and persuade through give and take • Build trust among colleagues • Create a collaborative work environment

• Make work styles and communication differences work for you • Sell your ideas and implement change • Grow mutually beneficial relationships up, down and across the organization • Project self-confidence without appearing pushy • Adapt your style to people and situations • Identify negotiating techniques that promote win-win outcomes WHO SHOULD ATTEND Those who need to get work done through others—or who need to convince another person to buy into an idea or follow up on a request.

1.2 CEUs/12 PDUs $2,445/AMA Members $2,195 AMA Members save $250

2-DAY CLASSROOM SCHEDULE JANUARY

MARCH

MAY

Jan. 14-15 . . . . . San Diego, CA . . . . . 2532-L3A-01548

March 4-5 . . . . . Los Angeles, CA . . . . 2532-L3A-01554 March 7-8 . . . . . Boston, MA . . . . . . . . 2532-L3A-01550 March 14-15 . . . Atlanta, GA . . . . . . . . 2532-L3A-01557

May 6-7 . . . . . . . Philadelphia, PA . . . . 2532-L3A-01562 May 16-17 . . . . . San Francisco, CA . . . 2532-L3A-01564 May 20-21 . . . . . Scottsdale, AZ . . . . . . 2532-L3A-01566

APRIL

JUNE

FEBRUARY

Feb. 4-5 . . . . . . . Feb. 6-7 . . . . . . . Feb. 11-12 . . . . . Feb. 13-14 . . . . . Feb. 27-28 . . . . .

New York, NY . . . . . . San Francisco, CA . . . Arlington, VA . . . . . . Chicago, IL . . . . . . . . Dallas, TX . . . . . . . . .

2532-L3A-01542 2532-L3A-01543 2532-L3A-01544 2532-L3A-01545 2532-L3A-01547

April 1-2 . . . . . . . April 8-9 . . . . . . . April 11-12 . . . . . April 15-16 . . . . . April 22-23 . . . . .

Arlington, VA . . . . . . New York, NY . . . . . . Austin, TX . . . . . . . . . Chicago, IL . . . . . . . . St Pete Beach, FL . . . .

2532-L3A-01558 2532-L3A-01559 2532-L3A-01565 2532-L3A-01560 2532-L3A-01561

June 3-4 . . . . . . . June 6-7 . . . . . . . June 13-14 . . . . . June 17-18 . . . . . June 17-18 . . . . . June 27-28 . . . . .

Chicago, IL . . . . . . . . Arlington, VA . . . . . . New York, NY . . . . . . Atlanta, GA . . . . . . . . Houston, TX . . . . . . . Boston, MA . . . . . . . .

AMA seminars are GSA approved and all AMA programs can be delivered onsite

2532-L3A-01567 2532-L3A-01568 2532-L3A-01569 2532-L3A-01570 2532-L3A-01587 2532-L3A-01574

COMMUNICATION

TABLE OF CONTENTS

Personal 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 • Reciprocity assessment and case study • 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

• The need to adjust to different audiences • Understanding the world of the other person • The role of investment and risk in persuasion • Achieving credibility • Managing stakeholders • Reaching a common goal • Selling your position by providing evidence • Connecting emotionally • Best form of communication: listening, questioning • Practicing persuasion techniques

FA C U LT Y S P O T L I G H T Michael J. Feinson is one of the experts who teach this course. Michael has helped organizations implement new ways to boost performance and maximize talent. He is an experienced facilitator of a number of individual and team development tools, including the Myers-Briggs Type Indicator (MBTI®). His client list includes Nextel Communications, Verizon and Newark Beth Israel Medical Center, among others.

When Conflict Comes Between You and Your Desired Results • Approaches to conflict resolution • Conflict activity • Giving and receiving feedback • Using a win-win mindset Getting Better Results from Negotiation • Power, information, timing and approach • Basic principles of negotiation • Various steps in negotiation • Final negotiation activity Developing an Action Plan

Professional Accreditations

“

Taking a ‘deep dive’ into understanding the principles of influence and persuasion was excellent and worthwhile. I was challenged in the seminar and able to develop new skills that I can immediately apply into my professional practice. —Ashante B.

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”

www.amatraining.org/2532

Reproduced with the permission of PMI.

July 8-9 . . . . . . . . July 18-19 . . . . . . July 24-25 . . . . . . July 29-30 . . . . . .

2532-L3A-01571 2532-L3A-01573 2532-L3A-01575 2532-L3A-01588

San Francisco, CA . . . Arlington, VA . . . . . . New York, NY . . . . . . Chicago, IL . . . . . . . .

2532-L3A-01576 2532-L3A-01578 2532-L3A-01579 2532-L3A-01580

Sept. 9-10 . . . . . Sept. 11-12 . . . . Sept. 23-24 . . . . Sept. 23-24 . . . .

Atlanta, GA . . . . . . . . Las Vegas, NV . . . . . . Arlington, VA . . . . . . Dallas, TX . . . . . . . . .

2532-L3A-01581 2532-L3A-01582 2532-L3A-01584 2532-L3A-01585

Tues. and Thurs. 2-5 pm ET Jan. 15-24 . . . . . . . . . . . . . . . . . . 2532-L3A-01540 March 19-28 . . . . . . . . . . . . . . . . 2532-L3A-01551 May 7-16 . . . . . . . . . . . . . . . . . . . 2532-L3A-01563 July 9-18 . . . . . . . . . . . . . . . . . . . . 2532-L3A-01577 Sept. 10-19 . . . . . . . . . . . . . . . . . 2532-L3A-01589

AUGUST

Aug. 5-6 . . . . . . . Aug. 8-9 . . . . . . . Aug. 19-20 . . . . . Aug. 26-27 . . . . .

American Management Association

4-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs/12 PDUs $2,345/AMA Members $2,095

SEPTEMBER

Anaheim, CA . . . . . . Chicago, IL . . . . . . . . Denver, CO . . . . . . . . New York, NY . . . . . .

PMP, PMBOK and the PMI R.E.P. logo are registered trademarks of the Project Management Institute, Inc.

10 Leadership PDUs, 2 Business & Strategic PDUs See page 185 for more details.

VIEW CLASSROOM EXPERIENCE

JULY

MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

See page 231 for more information See page 210 for more information

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

WHAT WILL BE COVERED

COMMUNICATION

TABLE OF CONTENTS

The Effective Facilitator

FA C U LT Y S P O T L I G H T

Maximizing Involvement and Results SEMINAR #2578 Gain tangible tools to facilitate meetings and group work

YOUR IMMEDIATE TAKEAWAY

• Run more effective meetings • Understand and adapt your communication style • Build consensus and handle conflict and resistance Do you have exceptional interpersonal skills, insight and tact? Are you a good listener, a keen observer and a clear communicator? How about an engaging presenter? In this highly-interactive 3-day seminar, you will acquire all of these facilitation skills through role-playing and practice exercises, since facilitation can only be learned by doing. You’ll experience and apply all aspects of facilitation in a group/ meeting environment. Discover how to deal with demanding people who tend to dominate group discussions. Plus, gain insights into your communication style and other people’s styles to enhance your facilitation skills.

WHO SHOULD ATTEND Those who must facilitate results in meetings, group work or project teams as well as managers who have groups under their direction or who work as internal consultants. HOW YOU WILL BENEFIT • Keep content, process and structure on track • Spark and enhance critical synergy and creative energy • Focus on key facilitation skills observation, diagnosis and intervention • Learn how to capitalize on your communication style when facilitating • Assess group process as you sharpen your facilitation skills WHAT WILL BE COVERED • Exploring facilitation • Setting the stage for success • Creating and using guidelines for group interaction • Identifying the qualities and skills of a facilitator • Differentiating among the roles of facilitator, leader, manager and consultant • Determining your own style and preferences • Leveraging your style and preferences to maximize involvement • Listening and behaving in ways that you will be heard • Distinguishing between interpersonal interventions and process interventions

Amalia Moukas is one of the experts who teach this course. She is a corporate trainer with over 20 years of experience creating and facilitating workshops on leadership coaching, mentoring, business acumen and more. Amalia also is a consultant for the financial services industry; her clients include TIAA, MasterCard and CHASE.

• Developing visual practitioner skills • Exploring the field of visual practitioners • Developing and practicing drawing skills: containers, icons, figures and lettering • Incorporating visual practitioner skills into all phases of facilitation • Optimizing results from your facilitation work • Organizing the essential elements of effective facilitation work • Identifying a challenge in your work setting and get ways to overcome it • Planning your next steps in professional development

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

12 Leadership PDUs See page 185 for more details. Reproduced with the permission of PMI.

The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

1.2 CEUs/12 PDUs/12 PHR/12 SPHR $2,345/AMA Members $2,095 AMA Members save $250

2-DAY CLASSROOM SCHEDULE Jan. 14-15 . . . . . Feb. 4-5 . . . . . . . March 21-22 . . . April 1-2 . . . . . . .

Arlington, VA . . . . . . San Francisco, CA . . . New York, NY . . . . . . Chicago, IL . . . . . . . .

2578-L3A-00423 2578-L3A-00420 2578-L3A-00421 2578-L3A-00428

Register today! please visit www.amatraining.org/2578 May 13-14 . . . . . June 3-4 . . . . . . . July 25-26 . . . . . . Aug. 15-16 . . . . .

Arlington, VA . . . . . . New York, NY . . . . . . Chicago, IL . . . . . . . . Arlington, VA . . . . . .

2578-L3A-00429 2578-L3A-00430 2578-L3A-00431 2578-L3A-00432

Sept. 12-13 . . . . New York, NY . . . . . . 2578-L3A-00433 Sept. 23-24 . . . . San Francisco, CA . . . 2578-L3A-00434

AMA seminars are GSA approved and all AMA programs can be delivered onsite

COMMUNICATION

TABLE OF CONTENTS

Expanding Your Influence

FA C U LT Y S P O T L I G H T Michael Cox is one of the experts who teach this course. He teaches leadership, sales, management and more, drawing on his 29 years in the corporate world and 6 years as a consultant. His clients have included Baker Hughes, the Allegheny County Government and Catholic Charities in Washington, DC. Michael has an MBA from St. Joseph’s University.

Understanding the Psychology of Persuasion SEMINAR #2204 Also available Live Online

Your success in business hinges on your ability to persuade others

YOUR IMMEDIATE TAKEAWAY

• Motivate others to say “YES!” the first time • Customize persuasion techniques for every situation • Understand why we do what we do Imagine getting department heads to effortlessly do what you want. Think of the time you’ll save not having to constantly follow up. If you are tired of being told no— phone calls remain unanswered, projects get rejected—now you can learn how to instantly influence others and get positive results. You’ll discover what prompts people to say yes or no. Apply the 12 laws of persuasion and influence and use these principles in business interactions, from managing, mentoring and negotiating to conversations, writing and presentations.

1.2 CEUs/12 PDUs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 14-15 . . . . . March 7-8 . . . . . March 18-19 . . . April 1-2 . . . . . . . April 8-9 . . . . . . . April 15-16 . . . . . April 29-30 . . . . . May 6-7 . . . . . . . May 20-21 . . . . .

Chicago, IL . . . . . . . . San Francisco, CA . . . Arlington, VA . . . . . . New York, NY . . . . . . Dallas, TX . . . . . . . . . Atlanta, GA . . . . . . . . Philadelphia, PA . . . . Anaheim, CA . . . . . . Chicago, IL . . . . . . . .

2204-L3A-00383 2204-L3A-00382 2204-L3A-00388 2204-L3A-00406 2204-L3A-00402 2204-L3A-00385 2204-L3A-00403 2204-L3A-00401 2204-L3A-00405

WHO SHOULD ATTEND Business professionals who need to understand the psychological principles behind how people are convinced to do something.

• The Laws of Expectations, Esteem, Connectivity and Social Validation • Selecting and customizing the right law(s) of persuasion to apply in any situation • Recognizing the implications of unethical approaches to influencing people • Applying the laws of persuasion that shape perception and create discomfort • The Laws of Dissonance, Obligation and Scarcity • Persuasion techniques that involve others, balance emotions and employ logic • 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

HOW YOU WILL BENEFIT • Understand the psychology behind the laws of persuasion • Recognize psychological/subconscious triggers that influence decision making, behaviors, reactions • Discover how to overcome objections before they happen • Read body language • Role-play a solution for your biggest influence challenge at work • Prepare your strategy to influence others and achieve your goals WHAT WILL BE COVERED • The psychological foundation to the laws of persuasion • Differentiating between the psychology of persuasion and the process of influencing • Understanding psychological triggers and the techniques people use to persuade • Defining the two paths of persuasion— conscious and subconscious

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Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

Leadership: 12 Classroom/9 Live Online PDUs See page 185 for more details.

VIEW CLASSROOM EXPERIENCE www.amatraining.org/2204

Reproduced with the permission of PMI.

Register today! www.amatraining.org/2204 June 6-7 . . . . . . . June 17-18 . . . . . July 15-16 . . . . . . July 25-26 . . . . . . July 29-30 . . . . . . Aug. 15-16 . . . . . Aug. 22-23 . . . . . Sept. 5-6 . . . . . . Sept. 26-27 . . . .

Parsippany, NJ . . . . . . Arlington, VA . . . . . . Houston, TX . . . . . . . San Francisco, CA . . . New York, NY . . . . . . Seattle, WA . . . . . . . . Chicago, IL . . . . . . . . Atlanta, GA . . . . . . . . Arlington, VA . . . . . .

American Management Association

0.9 CEU/9 PDUs $2,095/AMA Members $1,895

2204-L3A-00421 2204-L3A-00407 2204-L3A-00422 2204-L3A-00415 2204-L3A-00412 2204-L3A-00424 2204-L3A-00414 2204-L3A-00409 2204-L3A-00416

1- 800-854-4493

3-LESSON LIVE ONLINE SCHEDULE

Tues.-Thurs. 2-5 pm ET Feb. 19-21 . . . . . . . . . . . . . . . . . . 2204-L3A-00384 May 7-9 . . . . . . . . . . . . . . . . . . . . 2204-L3A-00404 Aug. 6-8 . . . . . . . . . . . . . . . . . . . . 2204-L3A-00413 See page 232 for more information

www.amatraining.org

CLASSROOM SEMINARS

BEST SELLER

COMMUNICATION

BEST SELLER

TABLE OF CONTENTS

Negotiating to Win

FA C U LT Y S P O T L I G H T

SEMINAR #2513

Reap the rewards of planning your negotiation strategy

YOUR IMMEDIATE TAKEAWAY

• How to plan for a negotiation • Know the negotiation stages • Learn the value of persuasion It is estimated that we spend 50% of our working lives negotiating. In this powerful seminar, you’ll discover the stages of negotiation which are the communication steps most likely to lead to a resolution. Appreciate the value of both listening and persuading. Learn how to conclude the negotiation. And reach agreement when you don’t have formal authority. You’ll return to work ready to effectively negotiate face to face, on the phone or through email and other media. WHO SHOULD ATTEND Those who are responsible for negotiating the best possible terms of an agreement for their organization.

HOW YOU WILL BENEFIT • Know when—and when not—to negotiate • Develop an effective plan and strategy • Learn what behavior to adopt at each stage • Adjust your communication style to achieve desired results • Use the PMI method to improve your thinking • Apply the principles of persuasion to any negotiation situation WHAT WILL BE COVERED • The basic concepts of negotiation • Identifying the six stages of negotiation • The influences on the negotiation process • Practice applying the planning framework • Applying the persuasion process • Using the frame/reframe process to understand the other party • Explaining the four dimensions of DiSC® and the style tendencies of each • Describing how to adapt style to maximize the results of negotiations • Identifying why negotiations become derailed and how to avoid negotiation traps

Spiros Serpanos is one of the experts who teach this course. He has extensive experience in international marketing and sales as well as in training, developing and mentoring multinational sales teams. Spiros has covered markets in Europe, Africa and the Middle East and has developed and executed corporate strategies across marketing, training and team development functions.

• Planning a strategy to apply your negotiations • Creating and applying a strategy for a business negotiation simulation NOTE: This program is not intended for labor union negotiators on either side.

BONUS �� Leave with AMA’s Negotiation Planner to help you prepare your negotiations every step of the way and effectively apply your newly learned know-how.

AN AMA BLENDED LEARNING SEMINAR

A blend of dynamic live training and online tools

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

9 Leadership PDUs, 3 Strategic & Business PDUs See page 185 for more details. Reproduced with the permission of PMI.

1.2 CEUs/12 PDUs/14 CPE $2,445/AMA Members $2,195 AMA Members save $250

�

VIEW CLASSROOM EXPERIENCE www.amatraining.org/2513

2-DAY CLASSROOM SCHEDULE Feb. 13-14 . . . . . March 4-5 . . . . . March 14-15 . . . April 17-18 . . . . .

Atlanta, GA . . . . . . . . New York, NY . . . . . . San Francisco, CA . . . Boston, MA . . . . . . . .

2513-L3A-01397 2513-L3A-01399 2513-L3A-01398 2513-L3A-01413

Recommended CPE Credit: 14 hours/Intermediate Prerequisites: None Advance Preparation: Online pre- and post-assessment Delivery Method: Group Live Field of Study: Non-technical—Communication

Register today! please visit www.amatraining.org/2513 May 2-3 . . . . . . . June 13-14 . . . . . June 27-28 . . . . . July 25-26 . . . . . .

Arlington, VA . . . . . . New York, NY . . . . . . Chicago, IL . . . . . . . . San Francisco, CA . . .

2513-L3A-01404 2513-L3A-01406 2513-L3A-01402 2513-L3A-01407

Aug. 7-8 . . . . . . . Denver, CO . . . . . . . . 2513-L3A-01414 Sept. 23-24 . . . . Atlanta, GA . . . . . . . . 2513-L3A-01412

AMA seminars are GSA approved and all AMA programs can be delivered onsite

COMMUNICATION

TABLE OF CONTENTS

AMA’s Business Grammar Workshop

FA C U LT Y S P O T L I G H T Janet Bailey is one of the experts who teach this course. She is a training consultant, writer and coach specializing in communication skills and productivity and has presented workshops at Amazon, Apple, eBay and other companies. Janet received her BA in psychology and journalism from Stanford University and served on the adjunct faculty at New York University.

Also available Live Online

Avoid costly and embarrassing mistakes in all types of writing

YOUR IMMEDIATE TAKEAWAY

• Recognize and fix grammatical errors • Write concise and clear sentences • Proofread with accuracy Professionals who can write clearly and correctly are far more valuable to an organization than those whose business writing is filled with errors. Whether you need to refresh your knowledge of grammar and punctuation—or know what’s grammatically correct but can’t always explain why—this highly interactive and collaborative seminar is the perfect and painless solution. You’ll learn the standard rules for proper usage and grammar, and then work with your seminar colleagues to apply what you’ve learned in hands-on exercises and activities. Return to your job with greater confidence and ability when writing any type of business correspondence.

WHO SHOULD ATTEND Those who want to improve their grammar skills and increase their confidence with business writing. HOW YOU WILL BENEFIT • Write business documents that are grammatically correct • Edit for agreement between parts of speech within a sentence • Apply simple but effective tips for proper grammar, usage and punctuation • Proofread business messages for grammatical correctness • Apply rules of standard English to critique your own writing • Select the appropriate grammar to suit the business situation • Become familiar with valuable print and electronic grammar resources

• Using workarounds for an awkward grammar rule • Wobbly words: using mnemonic devices to remember tricky word pairs • Capitalization, abbreviation and number usage • The basic units of a sentence • Building and deconstructing grammatically correct sentences • Running stop signs and stopping short: comma splices, run-on sentences and sentence fragments • Placing the punctuation • Dazed by phrases, paused by clauses • Dangling and misplaced modifiers • Unclear pronoun references: clarifying your meaning • A delicate balance: parallel structure • Active and passive voice • Working with “exceptions to the rule”

WHAT WILL BE COVERED • Finding typical (and not-so-typical) errors in grammar • The parts of speech • Common verb mistakes: tense, mood, subject-verb agreement • Adjective-adverb confusion • Picking the proper pronoun

Professional Accreditation Recommended CPE Credit: 14 hours/Basic Prerequisites: Online pre- and post-assessment Advance Preparation: None Delivery Method: Group Live/Group Internet-based Field of Study: Non-technical—Communication

1.2 CEUs/14 CPE $1,895/AMA Members $1,695 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 7-8 . . . . . . . March 28-29 . . . April 4-5 . . . . . . . May 20-21 . . . . . June 6-7 . . . . . . . June 10-11 . . . . . July 15-16 . . . . . .

Arlington, VA . . . . . . New York, NY . . . . . . San Francisco, CA . . . Atlanta, GA . . . . . . . . New York, NY . . . . . . Arlington, VA . . . . . . Chicago, IL . . . . . . . .

2121-L3A-00165 2121-L3A-00167 2121-L3A-00169 2121-L3A-00171 2121-L3A-00172 2121-L3A-00173 2121-L3A-00174

CEUs/14 CPE VA . . . . . 2558-HNX-00028 Aug.1.2 22-23 . . . . . Arlington, Members $1,595 Sept.$1,795/AMA 19-20 . . . . Chicago, IL . . . . . . . 2558-HNX-00029 Mon.-Thurs. 2-5 pm ET Feb. 11-14 . . . . . . . . . . . . . . . . . . 2121-L3A-00164 May 13-16 . . . . . . . . . . . . . . . . . . 2121-L3A-00170

July 24-25 . . . . . . Dallas, TX . . . . . . . . . 2121-L3A-00175 Sept. 19-20 . . . . New York, NY . . . . . . 2121-L3A-00177

American Management Association

4-LESSON LIVE ONLINE SCHEDULE

See page 232 for more information

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

SEMINAR #2121

COMMUNICATION

BEST SELLER

TABLE OF CONTENTS

AMA’s 2-Day Business Writing Workshop Also available Live Online

SEMINAR #2211

Appeal to today’s audiences with writing that is simple, short and clear

YOUR IMMEDIATE TAKEAWAY

• Dive right in and get to the point • Put your thoughts in the proper sequence and weed out fluff • Achieve the right tone When it comes to writing, you need a process that will help you overcome writer’s block, plan and draft efficiently and revise and edit to achieve a reader-centered tone. In this hands-on seminar, you’ll receive feedback on your work-related writing. Practice writing in relevant and challenging situations. Plus, employ proven techniques to avoid wordy, awkward construction, select precise words and polish your writing. WHO SHOULD ATTEND Those who need to save time by streamlining their writing process.

HOW YOU WILL BENEFIT • Overcome your fear of writing • Define your purpose • Learn proven ways to write and organize effective paragraphs • Express yourself clearly and precisely • Recognize and write effective sentences • Revise, edit and proofread documents • Identify inappropriate tone of voice • Differentiate between commonly confused words and terms • Leave with concrete tips to improve your writing fluency • Use Robert Gunning’s Fog Index to improve your clarity WHAT WILL BE COVERED • Learning the guidelines for effective business writing including email, memos and letters • Identifying your readers’ needs and expectations to establish the purpose, focus and essence of your message • Overcoming writer’s block • Gaining familiarity with powerful openings and closings to capture and retain attention • Writing the first draft: constructing clear and direct sentences

FA C U LT Y S P O T L I G H T Pamela Skillings is one of the experts who teach this course. She is founder and president of a firm that provides copywriting, marketing consulting and training services to Fortune 500 companies. Pamela frequently leads seminars and workshops for corporations and public institutions. She holds a degree in journalism from New York University.

• Learning to connect, establish and clarify thought patterns • Organizing ideas and generating content with simple techniques • Using the appropriate tone; persuasive, positive and negative words • Discovering techniques to edit and proofread the final version NOTE: You may choose to bring an existing sample writing piece for one-on-one feedback.

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

12 Leadership PDUs See page 185 for more details. Reproduced with the permission of PMI.

1.2 CEUs/12 PDUs/14 CPE $2,095/AMA Members $1,895 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 4-5 . . . . . . . Feb. 14-15 . . . . . Feb. 21-22 . . . . . March 7-8 . . . . . March 14-15 . . . March 18-19 . . . April 1-2 . . . . . . . April 15-16 . . . . . May 6-7 . . . . . . . May 30-31 . . . . .

Chicago, IL . . . . . . . . New York, NY . . . . . . San Francisco, CA . . . Atlanta, GA . . . . . . . . Arlington, VA . . . . . . Boston, MA . . . . . . . . Chicago, IL . . . . . . . . New York, NY . . . . . . Anaheim, CA . . . . . . Dallas, TX . . . . . . . . .

2211-L3A-00825 2211-L3A-00826 2211-L3A-00827 2211-L3A-00834 2211-L3A-00828 2211-L3A-00831 2211-L3A-00835 2211-L3A-00837 2211-L3A-00838 2211-L3A-00841

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VIEW CLASSROOM EXPERIENCE www.amatraining.org/2211

Register today! www.amatraining.org/2211 June 6-7 . . . . . . . June 13-14 . . . . . June 27-28 . . . . . July 8-9 . . . . . . . . Aug. 15-16 . . . . . Aug. 19-20 . . . . . Aug. 26-27 . . . . . Sept. 5-6 . . . . . . Sept. 23-24 . . . . Sept. 26-27 . . . .

New York, NY . . . . . . Chicago, IL . . . . . . . . Arlington, VA . . . . . . San Francisco, CA . . . New York, NY . . . . . . Chicago, IL . . . . . . . . Seattle, WA . . . . . . . . Arlington, VA . . . . . . Dallas, TX . . . . . . . . . Atlanta, GA . . . . . . . .

2211-L3A-00842 2211-L3A-00843 2211-L3A-00847 2211-L3A-00844 2211-L3A-00849 2211-L3A-00850 2211-L3A-00840 2211-L3A-00858 2211-L3A-00859 2211-L3A-00852

Recommended CPE Credit: 14 hours/Basic Prerequisites: None Advance Preparation: None Delivery Method: Group Live/Group Internet-based Field of Study: Non-technical—Communication

4-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs/12 PDUs/14 CPE $1,995/AMA Members $1,795 Tues. and Thurs. 2-5 pm ET Jan. 15-24 . . . . . . . . . . . . . . . . . . 2211-L3A-00824 April 2-11 . . . . . . . . . . . . . . . . . . . 2211-L3A-00836 July 9-18 . . . . . . . . . . . . . . . . . . . . 2211-L3A-00845 Sept. 17-26 . . . . . . . . . . . . . . . . . 2211-L3A-00851 See page 233 for more information

AMA seminars are GSA approved and all AMA programs can be delivered onsite

COMMUNICATION

TABLE OF CONTENTS

FA C U LT Y S P O T L I G H T

1-DAY

Daniel Strohl is one of the experts who teach this course. Skilled at training staff to improve communication and technical skills, he earlier taught classes on writing and auditing while serving as the Regional Inspector General for the US Department of Justice (DOJ). Since leaving DOJ, he has taught various professional development courses to thousands of employees nationwide.

SEMINAR #2829

In just 1 day, sharpen your skills to convey credibility and get results

YOUR IMMEDIATE TAKEAWAY

• Overcome writer’s block • Learn the key rules of business writing • Craft messages in just the right tone Your writing says a lot about you. Weak writing can be a sign that you lack professionalism and credibility. Strong writing conveys that you are skilled and trustworthy. This practical 1-day course comes packed with in-class exercises and offers immediate feedback to help you quickly develop this crucial skill. Learn a simple process for crafting a clear and concise message and get hands-on practice writing for the results you want— in the correct tone, and with complete clarity and precision. You’ll also review correct grammar, punctuation and spelling, and learn to avoid common problems in business communication.

WHO SHOULD ATTEND All professionals who want to learn and practice a fast, simple, proven approach to essential and effective business writing.

• Pinpointing your purpose and desired results • Writing well at the document, paragraph, sentence and word levels • Creating drafts that project the right tone • Getting through writer’s block by harnessing the P-O-W-E-R writing process • Writing a persuasive business case • Common problems to avoid in emails • Delivering bad news and unpopular messages • Developing an action plan to keep you growing as a writer

HOW YOU WILL BENEFIT • Write clear, concise and effective documents that get real results • Get through writer’s block and finish a draft quickly • Choose the right words to set the right tone • Persuade resistant readers to act on your recommendations • Deliver difficult messages in tactful ways • Avoid common grammar, punctuation and writing errors WHAT WILL BE COVERED • Three measures of effective business writing • Seven rules of effective business writing

“

Great training—definitely helped put me in a different mindset regarding my writing, so I am sure there will be a positive change in my documents as well as my emails. —Marsha J.

”

0.6 CEU $1,245/AMA Members $1,095 AMA Members save $150

1-DAY CLASSROOM SCHEDULE Feb. 22 . . . . . . . . New York, NY . . . . . . 2829-L3A-00027 March 29 . . . . . . Chicago, IL . . . . . . . . 2829-L3A-00028 April 23 . . . . . . . San Francisco, CA . . . 2829-L3A-00033

Register today! www.amatraining.org/2829 May 13 . . . . . . . . New York, NY . . . . . . 2829-L3A-00035 June 3 . . . . . . . . Arlington, VA . . . . . . 2829-L3A-00036 July 15 . . . . . . . . New York, NY . . . . . . 2829-L3A-00040

American Management Association

1- 800-854-4493

Aug. 19 . . . . . . . Chicago, IL . . . . . . . . 2829-L3A-00038 Sept. 13 . . . . . . . New York, NY . . . . . . 2829-L3A-00037

www.amatraining.org

CLASSROOM SEMINARS

Business Writing Made Simple

COMMUNICATION

TABLE OF CONTENTS

Effective Technical Writing SEMINAR #2216

FA C U LT Y S P O T L I G H T

Also available Live Online

Write from the reader’s perspective with clarity, precision and simplicity

YOUR IMMEDIATE TAKEAWAY

• Write for technical and nontechnical readers • Convey ideas clearly, precisely and succinctly • Use the appropriate tone of voice Need to express complex ideas in reports, manuals, procedures, instructions, processes and specifications? Do you become impatient explaining what’s so clear to you? Writing sometimes appears brusque? If your technical documents are dense, dry and difficult to understand, this course is for you. In just three days, you’ll acquire proven strategies to address audiences with varying levels of technical understanding. You’ll practice using exercises focusing on word choice and sentence structure, report writing and grammar usage. You’ll return to work with the ability to write crisp, clear, accessible technical communication.

WHO SHOULD ATTEND Engineers, scientists, computer and IT personnel, and people in R&D and other technical areas who are required to present ideas in writing. HOW YOU WILL BENEFIT • Consider the audience’s level of technical know-how • Discover how to organize and present data and the value of identifying your purpose • Identify errors that can sabotage your ability to present information • Avoid common stumbling blocks • Communicate ideas with the appropriate level of detail • Edit and polish your work • Incorporate graphs, charts, tables and illustrations • Engage in exercises that reflect your actual writing responsibilities WHAT WILL BE COVERED • Organizing your material by purpose and audience to ensure your message hits home • Learning tips and techniques to start writing • Preparing manuals, proposals and other documentation • Understanding sentence structure and powerful word usage

Lisa Valkenaar is one of the experts who teach this course. She is a corporate communications consultant and writer, and has more than 20 years’ experience in every aspect of corporate communications, including strategy, concept development, focus group moderating, copywriting and analysis. Lisa received her BA from Northwestern University.

• The essentials of electronic writing • Using illustrations, graphs, charts and tables to make your document stand out • Conveying technical information clearly to nontechnical readers • Reviewing proven techniques for ensuring clarity and precision • Writing abstracts: understanding the function, format, characteristics and guidelines for preparing technical manuals and proposals • Editing and polishing the final draft to make the “write” impression NOTE: You may choose to bring an existing sample writing piece for one-on-one feedback.

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

Leadership: 18 Classroom/12 Live Online PDUs See page 185 for more details.

1.8 CEUs/18 PDUs $2,345/AMA Members $2,095 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Jan. 9-11 . . . . . . Feb. 4-6 . . . . . . . March 25-27 . . . April 10-12 . . . . . May 1-3 . . . . . . .

Arlington, VA . . . . . . San Francisco, CA . . . Dallas, TX . . . . . . . . . Houston, TX . . . . . . . Arlington, VA . . . . . .

2216-L3A-00559 2216-L3A-00561 2216-L3A-00564 2216-L3A-00583 2216-L3A-00575

Reproduced with the permission of PMI.

Register today! www.amatraining.org/2216 July 8-10 . . . . . . . July 24-26 . . . . . . Aug. 26-28 . . . . . Sept. 9-11 . . . . . Sept. 16-18 . . . .

Chicago, IL . . . . . . . . New York, NY . . . . . . San Francisco, CA . . . Arlington, VA . . . . . . Boston, MA . . . . . . . .

2216-L3A-00577 2216-L3A-00579 2216-L3A-00580 2216-L3A-00581 2216-L3A-00582

4-LESSON LIVE ONLINE SCHEDULE CEUs/12 PDUs VA . . . . . 2558-HNX-00028 Aug.1.2 22-23 . . . . . Arlington, Members $1,995 Sept.$2,195/AMA 19-20 . . . . Chicago, IL . . . . . . . 2558-HNX-00029 Tues. and Thurs. 2-5 pm ET Feb. 12-21 . . . . . . . . . . . . . . . . . . 2216-L3A-00563 June 4-13 . . . . . . . . . . . . . . . . . . . 2216-L3A-00576 See page 233 for more information

AMA seminars are GSA approved and all AMA programs can be delivered onsite

COMMUNICATION

TABLE OF CONTENTS

The “Write” Way to Lead

FA C U LT Y S P O T L I G H T

Powerful Tools to Create Impact and Inspire Performance SEMINAR #2030

YOUR IMMEDIATE TAKEAWAY

• Use writing to set a direction and expectations that gain buy-in • Apply leadership writing best practices for all messages • Reach and influence wider audiences via social media As a leader, do you ever doubt whether your written messages are as effective as they need to be? Have you ever written something you later wish you’d said differently— or even regretted writing? Your writing truly matters. It’s an incredibly powerful tool that can help you inspire others, gain their support of new initiatives, maintain trust and commitment during difficult times, and motivate to excellence. This unique program goes beyond most courses to help you perfect your writing. Gain techniques to shape the tone of a message for difficult workplace situations, frame and deliver bad news tactfully via the written word, write convincing business proposals and instill enthusiasm. Use these skills to craft strategic plans, mission, vision and values statements, proposals, speeches, and any other kind of organizational message.

The writing skills you’ll get in this course will also help you to be a more precise, deliberate, reflective, and mindful thinker and achieve greater consistency in your messaging.

• Overcoming writer’s block • Messaging with impact through email, social media, and the web • Using writing to think through your expectations for others • Setting a clear written strategic and operational direction • Crafting plans, policies, and procedures that make sense • Writing evaluative reports, assessments, and appraisals • Providing feedback and advice tactfully • Preparing a persuasive business case and getting commitment • Overcoming objections and resistance • Focusing attention and engaging hearts and minds • Delivering bad news and unpopular decisions • Communicating during crises and conflict • Writing important speeches

WHO SHOULD ATTEND Executives, managers, directors and high potentials who need to maximize the effectiveness of their leadership writing. HOW YOU WILL BENEFIT • Grow your competence and confidence as a writer and leader • Extend your reach and impact through your writing • Influence and inspire with the best writing practices of effective leaders • Overcome writer’s block to produce clear, concise, compelling messages • Receive confidential feedback on your writing abilities and style • Overcome resistance and get results through skilled writing choices • Set direction, expectations, vision, goals, and plans with greater clarity • Craft tactful messages to deliver sensitive messages or bad news

EXTRA �� Receive 25+ sample documents and templates you can use or adapt at work.

WHAT WILL BE COVERED • Applying five principles of effective leadership writing • Using four powerful and flexible leadership and writing styles • Envisioning your purpose and desired outcomes for your messages

NOTE: Bring your own device (e.g., tablet, laptop, smartphone).

1.2 CEU $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Jan. 24-25 . . . . . Arlington, VA . . . . . . 2030-L3A-00023 Feb. 21-22 . . . . . Atlanta, GA . . . . . . . . 2030-L3A-00015 March 4-5 . . . . . New York, NY . . . . . . 2030-L3A-00016

Register today! www.amatraining.org/2030 May 16-17 . . . . . Chicago, IL . . . . . . . . 2030-L3A-00018 June 13-14 . . . . . Arlington, VA . . . . . . 2030-L3A-00019 July 18-19 . . . . . . San Francisco, CA . . . 2030-L3A-00021

American Management Association

1- 800-854-4493

Sept. 12-13 . . . . Atlanta, GA . . . . . . . . 2030-L3A-00022

www.amatraining.org

CLASSROOM SEMINARS

Rich St. Denis is one of the experts who teach this course. He is a consultant, course creator and trainer in executive speaking, presentation, writing and other leadership skills. A U.S. Army veteran who attained the rank of lieutenant colonel, Rich taught at West Point and later trained military officers in business writing and communication skills.

Develop these executive skills to maximize your leadership effectiveness

COMMUNICATION

TABLE OF CONTENTS

Presentation Skills Workshop

1-DAY

FA C U LT Y S P O T L I G H T

SEMINAR #2868

Develop your presentation skills through planning and practice

YOUR IMMEDIATE TAKEAWAY

• Gain confidence in your presentation skills • Lean how to properly prepare to present well • Engage your audience by bringing vitality, interest and clarity to your presentation Transform yourself from inexperienced speaker to skilled presenter. In this 1-day seminar, you’ll learn to communicate effectively and persuasively and become comfortable with your own style. Develop key presentation skills and learn how to present your ideas with conviction, control, and poise—and without fear. Plus receive expert advice on how to handle especially challenging situations. Best of all, you’ll gain confidence by making presentations. WHO SHOULD ATTEND Everyone who needs to develop their presentation skills, speak in front of groups or sell ideas to others, and has little or no presentation experience.

HOW YOU WILL BENEFIT • Plan your presentation using a basic structure • Tailor your presentation to your audience • Learn how to project your voice and use pauses to dramatize your point • Expertly handle difficult questions and situations • Communicate with clarity and conviction • Integrate visual aids and support materials • Synchronize your verbal and nonverbal messages WHAT WILL BE COVERED • Balancing verbal and nonverbal messages so content is clear and memorable and you engage listeners • Developing and organizing presentation content using an audience profile and set presentation parameters • Turning a speech outline into notes • Preparing to give the presentation by rehearsing, adhering to a time frame, and speaking from notes • Reducing stress and speaker’s anxiety • Using visual aids and support materials • Handling questions from the audience • Managing the presentation environment so you can anticipate, avoid, and handle equipment problems

Jill Bremer is one of the experts who teach this course. Jill is a trainer and speaker, designing image and communication strategies for professionals at all levels of Fortune 500 companies. She has served on the International Board of Directors for the Association of Image Consultants International and is also a member of the American Society for Training and Development. on, Screen Actors Guild and AFTRA.

• Deliver a presentation to a small group that’s recorded with live feedback • Refine your presentation based on feedback • Deliver refined presentation to the whole group

VIDEO RECORDING �� Please bring your preferred recording device (e.g. mobile phone or tablet) with available storage capacity to class. Your recording is a great way to get instant feedback. You will see yourself improve, relax and refine your techniques with each performance. NOTE: You will need to complete two pre-work exercises and bring them with you to class. Exercise 1: Self-Introduction worksheet and Exercise 2: Presentation Plan Guidelines: Parameters to follow in order to draft a 5-minute presentation.

0.6 CEU $1,245/AMA Members $1,095 AMA Members save $150

1-DAY CLASSROOM SCHEDULE Feb. 7 . . . . . . . . . March 11 . . . . . . March 15 . . . . . . April 29 . . . . . . .

New York, NY . . . . . . San Francisco, CA . . . Arlington, VA . . . . . . Boston, MA . . . . . . . .

2868-L3A-00137 2868-L3A-00138 2868-L3A-00139 2868-L3A-00149

Register today! www.amatraining.org/2868 May 2 . . . . . . . . . May 16 . . . . . . . . June 10 . . . . . . . July 26 . . . . . . . .

New York, NY . . . . . . Chicago, IL . . . . . . . . Los Angeles, CA . . . . Atlanta, GA . . . . . . . .

2868-L3A-00150 2868-L3A-00151 2868-L3A-00152 2868-L3A-00154

Aug. 22 . . . . . . . New York, NY . . . . . . 2868-L3A-00153 Sept. 12 . . . . . . . Arlington, VA . . . . . . 2868-L3A-00156 Sept. 17 . . . . . . . Boston, MA . . . . . . . . 2868-L3A-00155

AMA seminars are GSA approved and all AMA programs can be delivered onsite

COMMUNICATION

TABLE OF CONTENTS

Strategies for Developing Effective Presentation Skills

FA C U LT Y S P O T L I G H T Diana Gruber is one of the experts who teach this course. Diana has been a corporate trainer, focusing on communication, business and leadership, for over 20 years, and is also a writing coach. Recent clients include the Houston Bar Association and the Austin Area Translators and Interpreters Association. She holds a Bachelor’s degree from the University of Texas at Austin.

SEMINAR #2519

Inform, influence and inspire others when you’re in the spotlight

YOUR IMMEDIATE TAKEAWAY

• Structure presentations with a beginning, middle and end • Captivate your audience • Deliver with confidence Do you freeze up at the thought of having to make a presentation? Have prior presentations not gone well? Not sure what to do with your hands? Present your ideas with control and poise— and eliminate the fear. You’ll gain the skills to put together a compelling presentation and deliver it from short notes, making eye contact, breathing appropriately and speaking slowly with assurance. See yourself present using vocal delivery skills and body language that projects high levels of authority and positive energy. Watch your techniques and confidence evolve on camera from the first day (prior to instruction), midway through the course and at the end of the third day—incorporating all the skills you’ve learned.

1.8 CEUs/18 PDUs $2,345/AMA Members $2,095 AMA Members save $250

WHO SHOULD ATTEND Those who need to give presentations, speak in front of groups or sell ideas to others and have little or no presentation experience. HOW YOU WILL BENEFIT • Tailor your presentation to your audience • Use relaxation techniques to overcome nervousness • Project your voice and use pauses to dramatize your point • Avoid memorizing or reading your presentation • Expertly handle difficult questions • Communicate with clarity and conviction • Leave with a recording showing you looking and feeling confident as you present

• Learning the benefits of rehearsing, adhering to a time frame and speaking from notes • Reducing stress and speaker’s anxiety • The purpose of visual aids and support materials • Guidelines for selecting and interacting with visual aids and managing handouts • Responding professionally to questions from the audience • Describing the advantages and disadvantages of different room setups • Anticipating, avoiding and handling equipment problems

WHAT WILL BE COVERED • Identifying the importance of nonverbal (visual and vocal) messages • How to use audience participation techniques • Practicing nonverbal impact skills to reduce nervousness and to engage the attention of your listeners • Making your content clearer and more memorable • Setting presentation parameters • Creating an audience profile • Condensing the speech outline into notes you can speak from

Professional Accreditation MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

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VIEW CLASSROOM EXPERIENCE

18 Leadership PDUs See page 185 for more details.

www.amatraining.org/2519

3-DAY CLASSROOM SCHEDULE Jan. 23-25 . . . . . Feb. 4-6 . . . . . . . Feb. 11-13 . . . . . Feb. 25-27 . . . . . March 20-22 . . . April 3-5 . . . . . . . April 10-12 . . . . . April 15-17 . . . . .

San Francisco, CA . . . Chicago, IL . . . . . . . . New York, NY . . . . . . Arlington, VA . . . . . . New York, NY . . . . . . Chicago, IL . . . . . . . . San Francisco, CA . . . Arlington, VA . . . . . .

2519-L3A-01958 2519-L3A-01960 2519-L3A-01959 2519-L3A-01961 2519-L3A-01962 2519-L3A-01970 2519-L3A-01975 2519-L3A-01971

Register today! www.amatraining.org/2519 May 1-3 . . . . . . . May 1-3 . . . . . . . May 15-17 . . . . . June 12-14 . . . . . June 17-19 . . . . . June 26-28 . . . . . July 8-10 . . . . . . . July 17-19 . . . . . .

Dallas, TX . . . . . . . . . New York, NY . . . . . . Atlanta, GA . . . . . . . . Chicago, IL . . . . . . . . Arlington, VA . . . . . . New York, NY . . . . . . San Francisco, CA . . . Philadelphia, PA . . . .

American Management Association

2519-L3A-01973 2519-L3A-01972 2519-L3A-01974 2519-L3A-01977 2519-L3A-01978 2519-L3A-01976 2519-L3A-01980 2519-L3A-01987

1- 800-854-4493

July 22-24 . . . . . . Aug. 5-7 . . . . . . . Aug. 7-9 . . . . . . . Aug. 14-16 . . . . . Sept. 9-11 . . . . . Sept. 18-20 . . . . Sept. 23-25 . . . .

Seattle, WA . . . . . . . . Arlington, VA . . . . . . Chicago, IL . . . . . . . . New York, NY . . . . . . San Francisco, CA . . . New York, NY . . . . . . Nashville, TN . . . . . . .

www.amatraining.org

2519-L3A-01988 2519-L3A-01981 2519-L3A-01983 2519-L3A-01982 2519-L3A-01984 2519-L3A-01989 2519-L3A-01990

CLASSROOM SEMINARS

BEST SELLER

COMMUNICATION

BEST SELLER

TABLE OF CONTENTS

Effective Executive Speaking SEMINAR #2522

Become a poised, powerful, persuasive speaker whether you’re in front of one or one thousand

YOUR IMMEDIATE TAKEAWAY

• Gain confidence as you learn by doing • Communicate clearly and concisely in any situation • Learn simple techniques to redirect your nervous energy From presentations to public speeches, your effectiveness as an executive—and your future career—hinge on your ability to step up to the podium (even if you remain seated), command attention and transform every presentation into a credible and compelling communication. You’ll start by conquering your fear and connecting with the minds and hearts of your audience. Take control of a room with ease. Persuade listeners to adopt your point of view. And learn how to build on your unique personal strengths to inject every presentation with your style and energy. In just three days, you’ll gain valuable techniques to add to your personal communication skills toolkit. Get a better handle on your strengths and weaknesses through video reviews, coaching and immediate peer feedback.

1.8 CEUs $2,445/AMA Members $2,195 AMA Members save $250

WHO SHOULD ATTEND Executives with some prior public speaking experience who must speak in front of groups, make presentations, sell ideas to others or face cameras and a microphone. HOW YOU WILL BENEFIT • Conquer your fear, put an end to your stress and face any audience or camera with confidence and control • Analyze your audience and target your speech • Break the ice, make eye contact and keep your audience mesmerized • Organize your presentation to persuade listeners • Speak with greater clarity and purpose • Put your performance skills and personality to work for you • Apply visual, verbal and vocal tools to create believability • Make effective use of multimedia • Leave with proven, practical tools and a recording showcasing three impromptu and three prepared presentations WHAT WILL BE COVERED • Identifying the elements of a good presentation • Creating an individualized speaking skills profile • Setting personal goals for the development of public speaking skills

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New York, NY . . . . . . Atlanta, GA . . . . . . . . Arlington, VA . . . . . . New York, NY . . . . . . Chicago, IL . . . . . . . . Dallas, TX . . . . . . . . .

2522-L3A-01595 2522-L3A-01596 2522-L3A-01597 2522-L3A-01599 2522-L3A-01600 2522-L3A-01605

Karen Lane is one of the experts who teach this course. A trained facilitator, Karen has over 20 years of business experience in training, information technology, technical writing and more. Recent clients include USA Today, The Gates Foundation and Microsoft. She is a member of the Association for Talent Development and is certified in instructional design.

• Learning the importance of research and organization in preparing an effective presentation • Illustrating how to plan and prepare strong beginnings and endings in your presentations and public speaking • Selecting and designing effective visuals • Effectively using voice, action, image and language in public speaking • Applying strategies for positively addressing speech anxiety • Practicing articulation methods • Choosing appropriate strategies for reaching reluctant, uncommitted and inactive audiences • Designing successful informative, persuasive, entertaining, motivational and special-event presentations • Responding in a focused and controlled fashion to questions and answers • Delivering impromptu speeches

VIEW CLASSROOM EXPERIENCE www.amatraining.org/2522

3-DAY CLASSROOM SCHEDULE Jan. 28-30 . . . . . Feb. 20-22 . . . . . March 4-6 . . . . . March 11-13 . . . March 18-20 . . . April 1-3 . . . . . . .

FA C U LT Y S P O T L I G H T

Register today! www.amatraining.org/2522 April 8-10 . . . . . . May 8-10 . . . . . . May 20-22 . . . . . June 12-14 . . . . . June 24-26 . . . . . July 15-17 . . . . . .

San Francisco, CA . . . New York, NY . . . . . . Arlington, VA . . . . . . Boston, MA . . . . . . . . Chicago, IL . . . . . . . . Atlanta, GA . . . . . . . .

2522-L3A-01602 2522-L3A-01607 2522-L3A-01606 2522-L3A-01608 2522-L3A-01609 2522-L3A-01610

July 17-19 . . . . . . Aug. 21-23 . . . . . Aug. 26-28 . . . . . Sept. 4-6 . . . . . . Sept. 9-11 . . . . . Sept. 18-20 . . . .

New York, NY . . . . . . Arlington, VA . . . . . . San Francisco, CA . . . New York, NY . . . . . . Dallas, TX . . . . . . . . . Chicago, IL . . . . . . . .

AMA seminars are GSA approved and all AMA programs can be delivered onsite

2522-L3A-01611 2522-L3A-01612 2522-L3A-01613 2522-L3A-01614 2522-L3A-01618 2522-L3A-01615

TABLE OF CONTENTS

Diversity and Inclusion C . . . . . . . . . . . . . . . . .

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NEW! Sexual Harassment Prevention Workshop Leading in a Diverse and Inclusive Culture

Leadership Strategies for Creating a Respectful Workplace

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1- 800-854-4493

www.amatraining.org

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CLASSROOM SEMINARS

NEW! Developing a Culture of Respect: How to Cultivate a Harassment-Free Workplace

DIVERSITY AND INCLUSION

NEW

Developing a Culture of Respect How to Cultivate a Harassment-Free Workplace SEMINAR #8228

Implement standards to ensure your business is a respectful and productive workplace

YOUR IMMEDIATE TAKEAWAY

• Address core issues behind harassment • Recognize what’s required for a culture of respect • Develop and communicate an effective anti-harassment policy Many organizations have strict policies prohibiting harassment and have done training. Why isn’t it working? Researchers in the field of harassment have found that it is embedded in the culture of the organization. Learn specific strategies to ensure your workplace can prevent uncivil and harassing behaviors, analyze processes to implement, and return to your job well-prepared to apply the principles in your organization. WHO SHOULD ATTEND Supervisors, managers and organizational leaders who need the knowledge, skills and behaviors to implement and maintain a harassment-free workplace.

HOW YOU WILL BENEFIT • Identify disrespectful practices and sexual harassment in the workplace • Recognize subtle and overt cultural cues that may indicate there’s a problem • Define management responsibilities in creating a culture of respect and civility • Effectively administer policies that address core issues • Implement strategies to prevent the occurrence of harassment

TABLE OF CONTENTS

FA C U LT Y AMA’s distinguished faculty of experienced business practitioners are men and women who have achieved success in the corporate world. They bring their distinctive personal insights and practical experience to every seminar session.

• Displaying top management commitment and modeling the change you want at every level • Assessing ethical and legal aspects of developing a strong anti-harassment policy • Developing policies and plans to address core issues • Constructing steps to prevent the occurrence of harassment • Putting it all together: creating a climate of trust

WHAT WILL BE COVERED • Discussing the business case for eliminating harassment • Leading the way by assessing what’s going on and where your organization needs to be • Formulating a clear strategic vision for a culture of trust, respect and civility • Identifying disrespectful practices and sexual harassment in the workplace • Differentiating between gossip, rumors and truth • Explaining how power structures in the organization can breed harassment

1.2 CEUs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE March 14-15 . . . New York, NY . . . . . . 8228-L3A-00006 April 8-9 . . . . . . . Chicago, IL . . . . . . . . 8228-L3A-00007

Register today! www.amatraining.org/8228 May 20-21 . . . . . Arlington, VA . . . . . . 8228-L3A-00008 Aug. 12-13 . . . . . New York, NY . . . . . . 8228-L3A-00009

Sept. 16-17 . . . . Chicago, IL . . . . . . . . 8228-L3A-00010

AMA seminars are GSA approved and all AMA programs can be delivered onsite

DIVERSITY AND INCLUSION

TABLE OF CONTENTS

NEW

Sexual Harassment Prevention 1-DAY Workshop

FA C U LT Y S P O T L I G H T Timothy Howell is one of the experts who teach this course. He is an HR and operations professional with 18 years’ experience in public speaking and training. Timothy has worked with leaders, including some Fortune 100 company leaders, in managing change, diversity, conflict resolution and customer service initiatives.

SEMINAR #8860

Learn how to keep your organization free of sexual misconduct and harassment YOUR IMMEDIATE TAKEAWAY

• Recognize inappropriate behaviors • Respond appropriately to incidents of harassment • Help ensure your business is legally compliant Today’s news is overflowing with allegations of sexual misconduct and harassment across a wide range of industries and professions. Even the suggestion of such behavior can have far-reaching consequences—and many harassment situations have damaging and sometimes disastrous implications for both individuals and businesses. Attend this one-day course to help educate and prepare yourself and your team to prevent and address such occurrences in your organization. WHO SHOULD ATTEND Managers who need to ensure that their teams understand what constitutes inappropriate behavior at work and what their responsibilities are in maintaining a harassment-free workplace.

HOW YOU WILL BENEFIT • Define different forms of sexual harassment • Recognize a range of behaviors that courts define as inappropriate in the workplace • Know and describe your company’s policy regarding sexual harassment • Learn how to avoid management and company liability • Define the internal/external reporting process • Undertake education and policy development to improve your work environment

CLASSROOM SEMINARS

WHAT WILL BE COVERED • Analyzing your company’s policy on harassment • Learning how sexual harassment is defined • Identifying distinct forms of sexual harassment • Learning when liability attaches • Defining when a defense is available • Describing what can be done to prevent liability • Recognizing improper management responses to sexual harassment • Identifying appropriate responses to an incident of sexual harassment • Defining retaliation and accountability • Describing ways to stop future harassment

Professional Accreditation

The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

0.6 CEU/6 PHR/6 SPHR $1,245/AMA Members $1,095 AMA Members save $150

1-DAY CLASSROOM SCHEDULE Feb. 6 . . . . . . . . . Arlington, VA . . . . . . 8860-L3A-00006 March 7 . . . . . . . New York, NY . . . . . . 8860-L3A-00007 April 29 . . . . . . . San Francisco, CA . . . 8860-L3A-00008

Register today! www.amatraining.org/8860 May 3 . . . . . . . . . Chicago, IL . . . . . . . . 8860-L3A-00009 June 14 . . . . . . . Atlanta, GA . . . . . . . . 8860-L3A-00010 Aug. 21 . . . . . . . Arlington, VA . . . . . . 8860-L3A-00011

American Management Association

1- 800-854-4493

Sept. 13 . . . . . . . New York, NY . . . . . . 8860-L3A-00012

www.amatraining.org

DIVERSITY AND INCLUSION

Leading in a Diverse and Inclusive Culture SEMINAR #2925

Maximize individual, team and organizational potential through diversity and inclusion (D&I)

WHO SHOULD ATTEND Managers and leaders who want to promote and lead an increasingly diverse workforce and client base and promote an inclusive environment; diversity and inclusion leaders; learning and development professionals.

YOUR IMMEDIATE TAKEAWAY

• Eliminate bias to enhance innovation, productivity and engagement • Communicate inclusively with diverse teams • Boost team performance by leveraging the power of differences A diverse team with unique individual perspectives can deliver exceptional results. Having such a team calls for a leader with an arsenal of inclusive leadership practices and keen self-awareness. This course gives you deeper insights into yourself, your team, and the benefits of inclusion at all levels in your organization. Through self-assessments, case studies, and proven hands-on activities, you’ll develop competencies and get tools to create an environment fueled by engagement and innovation. In addition, you’ll learn to apply a roadmap that ensures that all are heard, recognized, and appreciated— so productivity can soar.

“

HOW YOU WILL BENEFIT • Recognize the issues and value of D&I at the personal, team and organizational levels • Become a more inclusive leader by recognizing strengths and growth opportunities for yourself and for others • Communicate effectively and inclusively in a diverse environment • Articulate how operating from biases impacts innovation, productivity and engagement • Analyze diversity and cultural competencies in the context of talent management • Harness the power of differences to boost team performance and collaboration • Manage disagreements, misunderstandings and conflict

Understanding the core of your own internal biases helps to unlock the key to effective communication with someone who on the surface does not look like you. Excellent and highly recommended for all leaders!!! —Yolanda T.

”

1.2 CEUs/12 PDUs $2,095/AMA Members $1,895 AMA Members save $200

FA C U LT Y S P O T L I G H T Simone Morris, MBA, is one of the experts who teach this course. She has been a certified project management professional (PMP) since 2004, successfully managing multimillion-dollar global projects. Simone is president and owner of Simone Morris Enterprises, a consulting firm, and serves on the board of the Women’s Mentoring Network.

WHAT WILL BE COVERED • Introduction to diversity and inclusion • How culture impacts our perceptions, beliefs, behaviors and responses • Bridging communication differences • Applying cross-cultural communication and messaging skills that move people to commitment and action • Recognizing and responding effectively and appropriately to diversity and inclusion dynamics • Understanding the primary source of unconscious bias, micro-inequities and micro-advantages • Conducting dialogues about unconscious bias with peers, managers and subordinates to improve communication, services to client and team collaboration • Leading a successful multicultural team and inclusive meetings • Dialogue: having difficult conversations • Practicing facilitating and engaging successfully in difficult conversations • Developing your vision and plan for an inclusive workplace and teams

Professional Accreditation MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI). PMP, PMBOK and the PMI R.E.P. logo are registered trademarks of the Project Management Institute, Inc.

2-DAY CLASSROOM SCHEDULE Feb. 7-8 . . . . . . . San Francisco, CA . . . 2925-L3A-00031 March 21-22 . . . Arlington, VA . . . . . . 2925-L3A-00032 April 18-19 . . . . . Chicago, IL . . . . . . . . 2925-L3A-00034

TABLE OF CONTENTS

Register today! www.amatraining.org/2925 May 9-10 . . . . . . New York, NY . . . . . . 2925-L3A-00035 June 13-14 . . . . . Atlanta, GA . . . . . . . . 2925-L3A-00036 July 29-30 . . . . . . San Francisco, CA . . . 2925-L3A-00037

Aug. 19-20 . . . . . New York, NY . . . . . . 2925-L3A-00039 Sept. 16-17 . . . . Arlington, VA . . . . . . 2925-L3A-00038

AMA seminars are GSA approved and all AMA programs can be delivered onsite

DIVERSITY AND INCLUSION

Leadership Strategies for Creating a Respectful Workplace

FA C U LT Y S P O T L I G H T Fay Bordogna is one of the experts who teach this course. Fay designs and delivers programs that concentrate on improving effectiveness within the workplace, and she develops management curricula, participant materials, facilitator instruction and individualized programs for clients in a wide variety of industries including health care, financial services, insurance, consumer products and pharmaceuticals.

SEMINAR #2151

Build and support a more positive and productive workplace climate

in addressing incivility or simply ignore these behaviors and tolerate the consequences. This seminar provides strategies for leaders and managers to recognize and handle offensive, disrespectful and inappropriate behaviors. It also explores how to improve productivity by modeling better behavior and fostering a culture of civility and mutual respect.

YOUR IMMEDIATE TAKEAWAY

• Get strategies for dealing with disrespectful behaviors • Promote courtesy, civility and acceptance in the workplace • Be better equipped to coach staff to deal with offenders A workplace where employees treat one another with civility and respect is far more likely to function at optimum levels of productivity. Unfortunately, the rise of disrespectful behaviors in business seems to be at epidemic levels, ranging from poor manners to openly hostile behaviors like bullying and harassment. The result is a steady erosion in morale and productivity, affecting how employees work as a team, meet their goals, handle customers and manage stressful situations. Employers also pay the price in absenteeism, health insurance costs and poor retention. In the future, employers may become legally responsible for providing a workplace free from harassment of all kinds, including bullying. At present, however, many feel helpless

WHO SHOULD ATTEND Senior managers, directors, vice presidents, division heads, managers, human resources professionals, OD personnel and others in positions of leadership. HOW YOU WILL BENEFIT • Reduce the likelihood that smaller issues will escalate into larger confrontations • Use appropriate tools to deal with rudeness, incivility and harassment • Enhance project success through improvements in workflow • Help reduce time away from work, workers’ compensation claims and health insurance costs • Motivate employees to work through issues rather than “tuning out” or leaving the organization • Be prepared for possible Healthy Workplace legislation

training session with a number of vital points the “ Eye-opening attendees could take back and implement into their everyday work

WHAT WILL BE COVERED • Creating a working definition of workplace disrespect and incivility • How managers can pinpoint specific problematic behaviors and actions • Tools for calculating the true costs of a disrespectful climate to teams and the organization • Assessing a manager’s own actions and how they influence certain behaviors • Coaching employees to deal successfully with disrespectful situations before issues escalate • Managerial strategies for effectively resolving complaints concerning rude and disrespectful employees • Identifying key actions successful companies use to create respectful workplace organizations • Applying strategies and overcoming obstacles to build a positive, respectful climate

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

situation. We gained insight in areas most of us had not delved, and (the instructor’s) solutions were straightforward and necessary to achieve the next level of success. —Sherril H.

”

8 Leadership PDUs, 4 Strategic & Business PDUs See page 185 for more details.

1.2 CEUs/12 PDUs $2,345/AMA Members $2,095 AMA Members save $250

Reproduced with the permission of PMI.

2-DAY CLASSROOM SCHEDULE Feb. 28-Mar. 1 . . Arlington, VA . . . . . . 2151-L3A-00057

American Management Association

1- 800-854-4493

Sept. 9-10 . . . . . Chicago, IL . . . . . . . . 2151-L3A-00061

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

DIVERSITY AND INCLUSION

NEW

Finding Common 1-DAY Ground: How to Overcome Unconscious Bias SEMINAR #8802

Identify and overcome unconscious bias to advance inclusiveness in your organization

YOUR IMMEDIATE TAKEAWAY

• Gain awareness of the types of bias in the workplace • Recognize the ways bias has a negative impact • Develop strategies to overcome bias Is unconscious bias hurting your team and your organization? Is it having a negative impact on your career or the careers of fellow employees? A crucial step toward an inclusive work environment is developing an awareness and understanding of biases that can unconsciously influence how we work and interact with people. We all have unconscious biases based on our experiences, influences, background, education and even brain chemistry. Biases play out in the workplace through micro-messaging, micro-aggression and micro-inequities—subtle behaviors that generally go unnoticed—and therefore result in the exact opposite of inclusion. People become marginalized, are not listened to or valued, and can miss out on opportunities to be heard and to advance their career. Through awareness-building discussions and activities, role-plays and unconscious bias case studies, this course

will help you better understand bias and discover practical strategies that can help you and your colleagues avoid bias and leverage the power of a more positive, inclusive work environment WHO SHOULD ATTEND All business professionals who need to be aware of unconscious bias and its negative impact and who wish to implement strategies to overcome it and work toward a more inclusive environment. HOW YOU WILL BENEFIT • Define unconscious bias and its implications • Differentiate between unconscious, complicit and implicit bias • Develop strategies to avoid and overcome bias • Use communication techniques to be seen as an ally

TABLE OF CONTENTS

• Describing unconscious, complicit and implicit biases • Identifying micro-messaging and nonverbal body language that reflect unconscious bias • Distinguishing between unconscious bias and perceptions and behaviors based on stereotypes • Becoming aware of practical steps you can take to overcome bias • Understanding what it takes to become an ally • Re-aligning thoughts toward “some/ we” instead of “all/them” (overcoming erroneous generalizations) • Modifying the way you communicate to promote inclusivity • Developing a personal action plan to overcome bias

WHAT WILL BE COVERED • Recognizing how bias affects all our interactions with others • Understanding the different types of bias • Recognizing the impact of bias in all aspects of life and work • Exploring the neuroscience of the brain to understand why we have biases

0.6 CEU $1,245/AMA Members $1,095 AMA Members save $150

1-DAY CLASSROOM SCHEDULE March 20 . . . . . . New York, NY . . . . . . 8802-L3A-00001 April 12 . . . . . . . Arlington, VA . . . . . . 8802-L3A-00002

Register today! www.amatraining.org/8802 May 16 . . . . . . . . Chicago, IL . . . . . . . . 8802-L3A-00003 June 11 . . . . . . . San Francisco, CA . . . 8802-L3A-00004

July 15 . . . . . . . . Atlanta, GA . . . . . . . . 8802-L3A-00005 Sept. 23 . . . . . . . New York, NY . . . . . . 8802-L3A-00006

AMA seminars are GSA approved and all AMA programs can be delivered onsite

TABLE OF CONTENTS

Finance and Accounting Fundamentals of Finance and Accounting for Non-Financial Managers Top 10 AMA’s Finance Workshop for Non-Financial Executives

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Fixed Asset Management

The Strategic Controller: Adding Value to Your Organization

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Fundamentals of Cost Accounting Financial Forecasting

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. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 109 1 1-Day Workshop

V Virtual Classroom

American Management Association

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CLASSROOM SEMINARS

AMA’s Comprehensive Budgeting Workshop

FINANCE AND ACCOUNTING

TOP

TABLE OF CONTENTS

Fundamentals of Finance and Accounting for Non-Financial Managers SEMINAR #2218

Also available Live Online

Now enhanced with video-based modules! Acquire essential finance skills in 2 days

YOUR IMMEDIATE TAKEAWAY

• Understand accounting and finance jargon • Read and interpret financial statements and ratios • Apply financial metrics and grasp results Can you demonstrate your value and ROI to your boss? Are you able to interpret financial reports and make decisions based on the data they provide? Can you draft an accurate budget? Can you justify your ideas in dollars and cents? You didn’t get to this point in your career only to be held back by weak financial skills. This program for non-financial managers makes the basics of finance accessible to anyone in just 2 days.

You’ll learn how to: • Interpret and respond appropriately to financial information • Communicate your contribution to the bottom line • Uncover drains on profitability • Make smarter decisions that deliver higher profitability You’ll also receive: • Pre- and post-seminar assessments • Tune-up materials to review what you’ve learned after the event • Additional resources to maximize your training goals

HOW YOU WILL BENEFIT • Get a firm grasp of the numbers side of your job • Gain a working knowledge of business financials • Cultivate proactive working relationships • Understand the business dynamics of dollars and cents • Take the guesswork out of your decision making • Demystify finance as you retain terms such as assets, accruals, capitalization, debt and equity financing, financial ratios • Quantify your contribution to the company

1.2 CEUs/12 PDUs/12 PHR/SPHR $2,445/AMA Members $2,195 AMA Members save $250

2-DAY CLASSROOM SCHEDULE JANUARY

MARCH

Jan. 9-10 . . . . . . Arlington, VA . . . . . . 2218-L3A-02759 Jan. 9-10 . . . . . . Chicago, IL . . . . . . . . 2218-L3A-02750 Jan. 16-17 . . . . . Atlanta, GA . . . . . . . . 2218-L3A-02751 Jan. 23-24 . . . . . Houston, TX . . . . . . . 2218-L3A-02752 Jan. 28-29 . . . . . New York, NY . . . . . . 2218-L3A-02753

March 4-5 . . . . . Arlington, VA . . . . . . 2218-L3A-02777 March 7-8 . . . . . Atlanta, GA . . . . . . . . 2218-L3A-02785 March 13-14 . . . Dallas, TX . . . . . . . . . 2218-L3A-02761 March 14-15 . . . New York, NY . . . . . . 2218-L3A-02763 March 18-19 . . . Chicago, IL . . . . . . . . 2218-L3A-02835 March 18-19 . . . San Francisco, CA . . . 2218-L3A-02764 March 25-26 . . . Boston, MA . . . . . . . . 2218-L3A-02765

FEBRUARY

Feb. 6-7 . . . . . . . San Francisco, CA . . . 2218-L3A-02754 Feb. 11-12 . . . . . New York, NY . . . . . . 2218-L3A-02755 Feb. 13-14 . . . . . Nashville, TN . . . . . . . 2218-L3A-02756 Feb. 20-21 . . . . . Chicago, IL . . . . . . . . 2218-L3A-02757 Feb. 25-26 . . . . . Las Vegas, NV . . . . . . 2218-L3A-02758

APRIL

April 1-2 . . . . . . . New York, NY . . . . . . 2218-L3A-02786 April 4-5 . . . . . . . Anaheim, CA . . . . . . . 2218-L3A-02814 April 8-9 . . . . . . . Denver, CO . . . . . . . . 2218-L3A-02837 April 11-12 . . . . . Chicago, IL . . . . . . . . 2218-L3A-02788

April 22-23 . . . . . San Francisco, CA . . . 2218-L3A-02790 April 29-30 . . . . . Columbus, OH . . . . . . 2218-L3A-02778 MAY

May 2-3 . . . . . . . Arlington, VA . . . . . . 2218-L3A-02791 May 2-3 . . . . . . . Chicago, IL . . . . . . . . 2218-L3A-02792 May 6-7 . . . . . . . New York, NY . . . . . . 2218-L3A-02795 May 6-7 . . . . . . . St Pete Beach, FL . . . . 2218-L3A-02794 May 9-10 . . . . . . Atlanta, GA . . . . . . . . 2218-L3A-02796 May 16-17 . . . . . Houston, TX . . . . . . . 2218-L3A-02789 May 20-21 . . . . . Parsippany, NJ . . . . . . 2218-L3A-02798 JUNE

June 3-4 . . . . . . . New York, NY . . . . . . 2218-L3A-02799

AMA seminars are GSA approved and all AMA programs can be delivered onsite

FINANCE AND ACCOUNTING

WHO SHOULD ATTEND Non-financial managers in every functional area of responsibility, in all industries. WHAT WILL BE COVERED Learning the Language • Key finance terms: assets, liabilities, capital, depreciation, current ratio and others • The accounting process: journals and ledgers, how debits and credits work Generally Accepted Accounting Principles: Setting Up Financial Statements and Reports • Basic accounting principles • Applying accounting conventions and guidelines • Developing working rules regarding your corporate financial statements Your Financial Statement: Interpreting Your Company’s Financial Signals • Using the balance sheet to examine assets and liabilities • Analyzing the income statement to assess revenues and expenses • The statement of cash flow: sources and uses of funds Annual Reports: Determining a Company’s Well-Being • Content and format of the annual report The Role of Leveraging • Debt vs. equity financing

• How leverage can increase return to shareholders

FA C U LT Y S P O T L I G H T

Profit Planning and Budgeting • Keeping on target with budgetary controls • Using profit-planning tools, break-even analysis, financial forecasting • Cash flow: where cash comes from and how it’s applied • Elements of cost accounting

Joseph Giordano, CPA, is one of the experts who teach this course. He has recently worked with NEXTEL, Hanger Orthopedic, Tenneco and Standard Chartered Bank. Joseph has been presenting seminars for 20 years in various financial disciplines, including finance and corporate valuation, which he taught at New York University. He received his BS and MBA from New York University.

Evaluating Return on Investment • Analyzing payback method, discounted cash flow, present value and present value index • Criteria for examining the performance of divisions and product lines • Understanding the cost of capital PRE-SEMINAR REQUIREMENT Two video-based e-learning modules— To accelerate your learning, you’ll receive a link to watch Module 1: Introduction to Finance and Module 2: Introduction to Accounting before attending the classroom seminar. These may be viewed on any computer or mobile device and will take approximately one hour to complete.

AN AMA BLENDED LEARNING SEMINAR

A blend of dynamic live training and online tools

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

ATTENDEES WILL RECEIVE • A link to a post-seminar video-based module—Introduction to Budgeting • Six-month access to all video modules used in conjunction with the classroom seminar

Strategic: 12 Classroom/12 Live Online PDUs See page 185 for more details. Reproduced with the permission of PMI.

NOTE: Please bring a copy of your annual report (if available).

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This program is valid for 12 PDCs Live Online only for the SHRM-CP or SHRM-SCP . SM

This seminar gave me context with a concise summary of the body of knowledge and allowed me to fit what I know into that big picture. I also look forward to better understanding of the periodic reports my company presents to all employees. —Cynthia G.

Register today! www.amatraining.org/2218 June 3-4 . . . . . . . Philadelphia, PA . . . . . 2218-L3A-02800 June 6-7 . . . . . . . Chicago, IL . . . . . . . . 2218-L3A-02802 June 10-11 . . . . . San Diego, CA . . . . . . 2218-L3A-02803 June 12-13 . . . . . Durham, NC . . . . . . . 2218-L3A-02804 June 17-18 . . . . . San Francisco, CA . . . 2218-L3A-02805 June 24-25 . . . . . Dallas, TX . . . . . . . . . 2218-L3A-02806

AUGUST

JULY

SEPTEMBER

July 8-9 . . . . . . . . Chicago, IL . . . . . . . . 2218-L3A-02807 July 8-9 . . . . . . . . New York, NY . . . . . . 2218-L3A-02808 July 11-12 . . . . . . Atlanta, GA . . . . . . . . 2218-L3A-02810 July 15-16 . . . . . . Boston, MA . . . . . . . . 2218-L3A-02811 July 18-19 . . . . . . Arlington, VA . . . . . . 2218-L3A-02813 July 25-26 . . . . . . Denver, CO . . . . . . . . 2218-L3A-02812 July 29-30 . . . . . . Nashville, TN . . . . . . . 2218-L3A-02821

Sept. 5-6 . . . . . . New York, NY . . . . . . 2218-L3A-02822 Sept. 9-10 . . . . . Chicago, IL . . . . . . . . 2218-L3A-02823 Sept. 9-10 . . . . . Columbus, OH . . . . . . 2218-L3A-02838 Sept. 16-17 . . . . Dallas, TX . . . . . . . . . 2218-L3A-02825 Sept. 19-20 . . . . San Francisco, CA . . . 2218-L3A-02828 Sept. 23-24 . . . . Atlanta, GA . . . . . . . . 2218-L3A-02826

Aug. 1-2 . . . . . . . Chicago, IL . . . . . . . . 2218-L3A-02816 Aug. 5-6 . . . . . . . New York, NY . . . . . . 2218-L3A-02817 Aug. 8-9 . . . . . . . San Francisco, CA . . . 2218-L3A-02819 Aug. 19-20 . . . . . Seattle, WA . . . . . . . . 2218-L3A-02793 Aug. 26-27 . . . . . Arlington, VA . . . . . . 2218-L3A-02820

1- 800-854-4493

The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval.

”

American Management Association

4-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs/12 PDUs/12 PHR/SPHR/12 PDCs $2,345/AMA Members $2,095 Tues. and Thurs. 2-5 pm ET Jan. 8-17 . . . . . . . . . . . . . . . . . . . 2218-L3A-02749 Feb. 19-28 . . . . . . . . . . . . . . . . . . 2218-L3A-02760 April 9-18 . . . . . . . . . . . . . . . . . . . 2218-L3A-02787 May 7-16 . . . . . . . . . . . . . . . . . . . 2218-L3A-02836 June 4-13 . . . . . . . . . . . . . . . . . . . 2218-L3A-02801 Aug. 6-15 . . . . . . . . . . . . . . . . . . . 2218-L3A-02818 Sept. 10-19 . . . . . . . . . . . . . . . . . 2218-L3A-02824 See page 234 for more information

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

FINANCE AND ACCOUNTING

100

TABLE OF CONTENTS

AMA’s Finance Workshop for Non-Financial Executives

SEMINAR #1104

Accounting 101 and Finance 101 demystified in just four days

YOUR IMMEDIATE TAKEAWAY

• Become comfortable with the language of finance • Familiarize yourself with balance sheets, income and cash flow • Understand presentations by financial executives Want to reduce your risk of inadvertent financial errors in decision making? Explain operational objectives to your team? Gain the knowledge to ask better questions and arrive at better solutions? You’ll improve your operational success and that of your company with this workshop on key financial topics. In this engaging and dynamic seminar, you’ll practice all the terms and principles so you can converse and interact with financial people…read and understand your company’s financial reports…and gain the clarity to make more informed, more profitable business decisions.

WHO SHOULD ATTEND Experienced managers, general managers, directors, vice presidents and top executives in sales, marketing, production and manufacturing…as well as those in managerial positions (and up) throughout the organization. HOW YOU WILL BENEFIT • Get a handle on bookkeeping and accounting • Build an imaginary company’s balance sheet, income statement and cash flow statements • Discover the ins and outs of financial statements and budgeting • Engage in a competitive benchmarking exercise using an Annual Report to understand financial concepts including interest, ROI, asset allocation, shareholder value • Calculate ratios and gain insight into how a company is doing • Understand P & L as a lead-in to margin analysis, break-even analysis • Gain practical skills to monitor operating results to achieve long-term financial goals

FA C U LT Y S P O T L I G H T Frank Abbott, CMA, is one of the experts who teach this course. For more than 10 years, Frank has devoted himself to the development and facilitation of financial training programs for non-financial managers and executives. He has conducted seminars in North America, Europe and Asia, and his client list includes Xerox, Hewlett Packard, Syntex Corporation and more.

WHAT WILL BE COVERED • Accounting essentials: basics of booking transactions…cash and accrual methods of accounting…assets, liabilities and capital • Understanding and evaluating financial statements • Seeing your firm from a finance perspective • Computing financial ratios to assess liquidity, profitability, leverage and risk • Time value of money • Preparing and using operational and capital budgets • How financial markets value a business • Cost analysis, profit planning and exposures to volume/price risks NOTE: Please bring a laptop or calculator to this seminar.

Professional Accreditations

“

This class was great! It gave me the knowledge and tools to understand how to read and apply financing to my job in the most effective manner. —Eun B.

”

PMP, PMBOK and the PMI R.E.P. logo are registered trademarks of the Project Management Institute, Inc.

16 Strategic PDUs, 8 Leadership PDUs See page 185 for more details.

2.4 CEUs/24 PDUs $2,745/AMA Members $2,495 AMA Members save $250

Reproduced with the permission of PMI.

4-DAY CLASSROOM SCHEDULE Feb. 4-7 . . . . . . . Chicago, IL . . . . . . . . 1104-L3A-00308 March 18-21 . . . Atlanta, GA . . . . . . . . 1104-L3A-00309 March 25-28 . . . San Francisco, CA . . . 1104-L3A-00312

MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

Register today! www.amatraining.org/1104 April 8-11 . . . . . . New York, NY . . . . . . 1104-L3A-00313 May 13-16 . . . . . Dallas, TX . . . . . . . . . 1104-L3A-00318 June 10-13 . . . . . Boston, MA . . . . . . . . 1104-L3A-00315

Aug. 12-15 . . . . . Chicago, IL . . . . . . . . 1104-L3A-00316 Sept. 9-12 . . . . . San Francisco, CA . . . 1104-L3A-00317

AMA seminars are GSA approved and all AMA programs can be delivered onsite

FINANCE AND ACCOUNTING

AMA’s Comprehensive Budgeting Workshop

FA C U LT Y S P O T L I G H T Susan Z. Diamond is one of the experts who teach this course. She has taught more than 18,000 non-financial managers the basics of finance and accounting. Currently listed in Who’s Who in America, Who’s Who of American Women, Who’s Who in Finance and Industry and Who’s Who in Finance and Industry, Susan is also the coauthor of Finance Without Fear (AMACOM, 1983).

SEMINAR #2259

Learn about accurate operating budgets to help your company achieve its goals

YOUR IMMEDIATE TAKEAWAY

• Gain tools and insights to develop a realistic budget • Get hands-on practice using and analyzing robust budgets • Use budgeting to help determine strategic direction Being responsible for the budget means you’re playing a vital role in your organization’s future. Your budget enables you to pinpoint critical variables that impact profit. It’s also the vehicle for building bottom-line consensus so your company can successfully pursue its goals and continue to grow. In this seminar, you will learn how to work with, present and develop a budget that aligns with business goals. Working in groups, you’ll discover how to gather the information you need to construct and analyze an operating budget. You’ll practice evaluating and revising your budget to increase its chances of acceptance. This is your opportunity to gain the tools and insights you need to draft a budget that helps your company move forward. WHO SHOULD ATTEND Managers and anyone with budget responsibilities.

HOW YOU WILL BENEFIT • Accurately develop an operating budget based on forecasted sales revenues and costs • Work with well-planned budget that clearly highlights crucial variables that impact profit • Know the line items on the income statement, their metrics and interdependencies • Develop high-level and alternative strategies for your company • Define variances so you can quickly implement changes to meet your company’s financial objectives • Develop and present a well-thought-out budget • Effectively use your budget to provide strategic direction

BONUS �� You will receive a flash drive containing budget templates that you can immediately use in your workplace. NOTE: Please bring a calculator and laptop to this seminar.

WHAT WILL BE COVERED • Overview of the planning and budgeting process • Understanding the definition, purpose and components of a budget • Relationships and metrics of line items on the income statement and the operating budget • Specific steps to improve the metrics • Addressing issues and challenges when dealing with assumptions and targets • Revising and finalizing the budget • Organizing and delivering your operating budget for feedback and final approval • Performing a variance analysis, identifying potential sources and causes, and addressing them accordingly

12 Strategic PDUs See page 185 for more details. Reproduced with the permission of PMI.

Approved for up to 15.3 FP&A recertification credits by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

1.2 CEUs/12 PDUs/15.3 FP&A $2,345/AMA Members $2,095 AMA Members save $250

2-DAY CLASSROOM SCHEDULE Feb. 25-26 . . . . . Chicago, IL . . . . . . . . 2259-L3A-00532 March 21-22 . . . Arlington, VA . . . . . . 2259-L3A-00531

Register today! www.amatraining.org/2259 April 8-9 . . . . . . . New York, NY . . . . . . 2259-L3A-00533 July 15-16 . . . . . . Atlanta, GA . . . . . . . . 2259-L3A-00536

American Management Association

1- 800-854-4493

101

Aug. 12-13 . . . . . New York, NY . . . . . . 2259-L3A-00537 Sept. 12-13 . . . . Arlington, VA . . . . . . 2259-L3A-00538

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

102

FINANCE AND ACCOUNTING

Fundamentals of Cost Accounting SEMINAR #1201

Get inventory costs right.

YOUR IMMEDIATE TAKEAWAY

• Lay the foundation for process improvement with variance analysis • Use contribution margin to support key decisions • Employ activity-based costing to charge costs to associated products Manufacturers have a multitude of costs that must be included in the inventory and the cost of goods sold: material, labor, direct variable costs, indirect variable costs and fixed costs. You will learn how to properly identify these costs. Using multiple case studies, this seminar will provide you with detailed information on the various techniques companies have devised to apply all these costs to inventory. Doing so ensures that the inventory and the cost of goods sold are properly valued for both internal and external users. This seminar provides you with the information you need in deciding how to value the inventory and the cost of goods sold in your company.

WHO SHOULD ATTEND Accountants, accounting managers, cost accountants, cost analysts, budget analysts, systems analysts, auditors and financial planners who want to put accounting’s best practices to work for their company. HOW YOU WILL BENEFIT • Classify all inventory costs • Create an inventory direct costing system • Identify fixed manufacturing costs • Apply fixed manufacturing costs to inventory • Create a standard costing system and calculate variances • Create an activity-based costing (ABC) system • Use a cost-volume-profit analysis to determine break-even points and margins of safety • Use relevant costing models for production decisions WHAT WILL BE COVERED • Job costing procedures • Process costing procedures • Absorption costing techniques

TABLE OF CONTENTS

FA C U LT Y S P O T L I G H T Chia-Li (Jolly) Chien, CFP®, CRPC, PMP®, is one of the experts who teach this course. Jolly is a strategist, speaker and author, and is chair of the Pro Bono Advisory Committee for the Financial Planning Association (FPA). She is also a member of the National Association of Women Business Owners, eWomenNetwork, FPA and Project Management Institute.

• Equivalent units of production calculations • Direct costing techniques • Standard costing techniques • ABC costing techniques • Cost-volume-profit analysis • Relevant costing techniques for future production decisions NOTE: Please bring a laptop or calculator to this seminar.

Professional Accreditations

Approved for up to 23.78 CTP/CCM recertification credit(s) by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

Approved for up to 23.78 FP&A recertification credits by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

Recommended CPE Credit: 20 hours/Basic Prerequisites: Familiarity with Finance and Accounting for Non-Financial Managers (see AMA seminar #2218, page 98). Advance Preparation: None Delivery Method: Group Live Field of Study: Technical—Accounting

1.7 CEUs/20 CPE/23.78 CTP/CCM 23.78 FP&A $2,345/AMA Members $2,095 AMA Members save $250

3-DAY CLASSROOM SCHEDULE March 25-27 . . . Chicago, IL . . . . . . . . 1201-L3A-00624 May 13-15 . . . . . New York, NY . . . . . . 1201-L3A-00625

Register today! www.amatraining.org/1201 June 10-12 . . . . . San Francisco, CA . . . 1201-L3A-00626 June 19-21 . . . . . Chicago, IL . . . . . . . . 1201-L3A-00630

July 10-12 . . . . . . Arlington, VA . . . . . . 1201-L3A-00627 Aug. 14-16 . . . . . Atlanta, GA . . . . . . . . 1201-L3A-00628

AMA seminars are GSA approved and all AMA programs can be delivered onsite

Financial Professionals Earn CPEs in

103

65+ AMA Seminars BUILD YOUR SKILLS IN FINANCE—PLUS 9 OTHER CRITICAL BUSINESS AREAS! Your ongoing success depends on more than your financial skills. To get ahead, you must also have strong skills in communication, management, leadership and other essential areas. AMA seminars can give you everything you need—and more than 65 of our courses now offer CPEs!

The AMA seminars offering CPEs include some of our most popular:

Analytical Skills n

Leadership n

C L Pages 16, 225

Business Enhancement n

AMA’s 5-Day “MBA” Workshop C Page 48 Assertiveness Training C Page 46 The 7 Habits of Highly Effective People® Signature Edition 4.0 C L Pages 32, 227

Communication n

AMA is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org. For additional information or for more information regarding administrative policies such as complaints and refunds, please contact Martha Leon at 212-903-8173.

Critical Thinking C L Pages 24, 225 Developing Your Analytical Skills: How to Research and Present Information

uilding Better Work Relationships: B New Techniques for Results-Oriented Communication C L Pages 68, 230 eveloping Effective Business D Conversation Skills C Page 75 Getting Results Without Authority C L Pages 78, 231 How to Communicate with Diplomacy, Tact and Credibility C L Pages 62, 229 Negotiating to Win C Page 82

Human Resources n

MA’s Employment Law Course: A Avoiding the Legal Pitfalls of EEO, FMLA and ADA C Page 114 Recruiting, Interviewing and Selecting Employees C Page 112

dvanced Leadership Communication A Strategies C Page 143 Collaborative Leadership Skills C Page 130

eveloping Executive D Leadership C L Pages 140, 239

Management n

Management Skills for New Managers C L Pages 156, 241 S uccessfully Managing People C L Pages 166, 243

Marketing n

MA’s Advanced Course in Strategic A Marketing C Page 174

Project Management n

E ssentials of Project Management for the Non-Project Manager C L Pages 184, 246

Strategic Planning n

Strategic Planning C Page 216 C Classroom L Live Online

FINANCE AND ACCOUNTING

104

Fixed Asset Management SEMINAR #1224

Drive the return on your company’s fixed assets.

YOUR IMMEDIATE TAKEAWAY

• Upgrade your fixed asset database • Learn how to take an inventory • Identify database fields you must capture and manage Starting with establishing the importance of good fixed asset information for managing company performance, this seminar will provide you with the skills, information and insights needed to make the fixed asset function a key to enhancing the company’s return on fixed assets. You will learn how to make the fixed asset database accurate, how to get the cooperation of line managers and how to provide essential data for a wide range of reporting needs. WHO SHOULD ATTEND If you are new to fixed asset management, this is the course for you. If you are an experienced fixed asset accountant or manager, this is your refresher course. Make yourself an indispensable asset to your organization by mastering the essentials of fixed asset management. This seminar is the ideal power-up for

“

controllers, CFOs, accountants, fixed asset accountants and line managers with fixed asset responsibilities. HOW YOU WILL BENEFIT • Establish a company-wide fixed asset policy • Create a fixed asset procedures manual • Learn to consult knowledgeably with the company’s accounting and tax professionals • Reduce the company’s real and personal property taxes • Ensure proper insurance coverage of fixed assets • Help ensure complete insurance recovery after a disaster • Choose effective fixed asset software • Choose effective bar-coding hardware and software • Take a fixed asset inventory WHAT WILL BE COVERED • The nature and structure of the fixed asset database • The stakeholders in the accuracy of the fixed asset database • Fixed asset financial statement requirements • Fixed asset income tax return requirements • Fixed asset property tax return requirements

The class was very clear, concise, and informative. Many real-life examples were used to enhance the learning experience. The instructor made this course very enjoyable. —Victoria L.

”

FA C U LT Y S P O T L I G H T John P. Laschenski, CPA, is one of the experts who teach this course. He is a management consultant, accountant and business educator who develops and provides systems for corporate performance measurement and reporting and for executive compensation. He creates and leads AMA financial and accounting seminars throughout the United States, Canada, Europe, the Middle East and Mexico.

• The relationship between the fixed asset database and property insurance • How to plan and execute a fixed asset inventory • The definition of good fixed asset software and hardware • Construction-in-process (CIP) accounting and the fixed asset database NOTE: The emphasis in this seminar is on the management of fixed assets in for-profit companies.

Professional Accreditations

Approved for up to 13.5 CTP/CCM recertification credit(s) by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

Approved for up to 13.5 FP&A recertification credits by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

Recommended CPE Credit: 14 hours/Basic Prerequisites: Familiarity with Fundamentals of Finance and Accounting for Non-Financial Managers (see AMA seminar #2218, page 98). Advance Preparation: None Delivery Method: Group Live Field of Study: Technical—Accounting, Finance, Taxes

1.2 CEUs/14 CPE/13.5 CTP/CCM 13.5 FP&A $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Jan. 14-15 . . . . . San Francisco, CA . . . 1224-L3A-00443 April 8-9 . . . . . . . Atlanta, GA . . . . . . . . 1224-L3A-00445

TABLE OF CONTENTS

Register today! www.amatraining.org/1224 May 13-14 . . . . . Arlington, VA . . . . . . 1224-L3A-00446 June 10-11 . . . . . New York, NY . . . . . . 1224-L3A-00447

July 15-16 . . . . . . San Francisco, CA . . . 1224-L3A-00448 Sept. 11-12 . . . . New York, NY . . . . . . 1224-L3A-00449

AMA seminars are GSA approved and all AMA programs can be delivered onsite

FINANCE AND ACCOUNTING

TABLE OF CONTENTS

Financial Forecasting

FA C U LT Y S P O T L I G H T Lauri Sowa-Matson is one of the experts who teach this course. Lauri has over 30 years of experience in corporate and smallbusiness finance and has worked with a variety of Fortune 500 firms, government agencies and other businesses including Lockheed Martin, John Deere and the US Air Force. She serves as an internal consultant for numerous mid-sized businesses.

SEMINAR #1110

Get the basic skills you need to accurately predict revenues and costs YOUR IMMEDIATE TAKEAWAY

• Improve your forecasting skills with specific Excel® tools • Learn forecast terminology and know how to use it in a business setting • Appropriately incorporate risks, assumptions and probabilities Forecasting is critical to the function and success of every business, from small companies to giant corporations. In this hands-on seminar, you’ll discover the basics you need to assemble data and build forecasts that help power the operations, finance, production and planning functions in your organization. You’ll master the foundational vocabulary and skills to create forecasts on your own and learn to translate and appraise the forecasts of others. In addition, you’ll understand how to interpret the meaning of any forecast, whether it’s your own company’s or that of the competition. You’ll learn best practices that can be immediately implemented to build more effective forecasts. Working with a replicable forecasting process that can be used in any setting, you’ll be able to identify the key forecast points. In addition, this course will give you the opportunity to create solutions for complex business problems and utilize Excel to answer specific business questions.

Whether you’re new to forecasting or simply in need of a briskly paced refresher, this seminar will help you see into—and help plan—your company’s future. WHO SHOULD ATTEND Any financial professional who needs to create, maintain and improve the forecasting process at their company, as well as professionals in any function who must interpret, analyze and make decisions based on forecasts created by others.

• Forecasting performance measurements • Simple and multivariate linear regression • Summarizing and displaying data in Excel • New directions in financial forecasting NOTE: Please bring a laptop equipped with Excel 2007 or 2010 to this seminar.

HOW YOU WILL BENEFIT • Gather the basic facts necessary to start building a forecast • Limitations—what forecasts can and cannot do • Choose the proper forecasting technique given available data and forecast goals • Critique and interpret forecasts and their implications • Utilize powerful MS Excel tools—with uses transferable to other disciplines • Master and use regression tools to make better forecasts • Use Excel tools to present forecasts to executive management

Professional Accreditations

Approved for up to 22.6 CTP/CCM recertification credit(s) by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

WHAT WILL BE COVERED • Basic statistical techniques • Forecasting techniques and methods • Getting started: making underlying assumptions • Identifying data patterns: exploratory analysis concepts • Time series and their components • Forecasting performance measurements • The use of Excel as your forecasting tool

Approved for up to 22.6 FP&A recertification credits by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

This course qualifies for 18 CPUs toward your recertification as a CAP (Certified Analytics Professional). ®

Recommended CPE Credit: 21 hours/Basic Prerequisites: An understanding of Excel and familiarity with fundamentals of finance and accounting (see AMA seminar #2218, page 98). Advance Preparation: None Delivery Method: Group Live Field of Study: Technical—Accounting, Management Services, Specialized Knowledge

1.8 CEUs/21 CPE/22.6 CTP/CCM 22.6 FP&A/18 CPUs $2,445/AMA Members $2,195 AMA Members save $250

3-DAY CLASSROOM SCHEDULE March 13-15 . . . San Francisco, CA . . . 1110-L3A-00079 April 8-10 . . . . . . Arlington, VA . . . . . . 1110-L3A-00086

Register today! www.amatraining.org/1110 May 20-22 . . . . . New York, NY . . . . . . 1110-L3A-00081 June 10-12 . . . . . Chicago, IL . . . . . . . . 1110-L3A-00082

American Management Association

1- 800-854-4493

Aug. 5-7 . . . . . . . Atlanta, GA . . . . . . . . 1110-L3A-00083 Sept. 18-20 . . . . New York, NY . . . . . . 1110-L3A-00084

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The Strategic Controller

FA C U LT Y S P O T L I G H T

Adding Value to Your Organization SEMINAR #1206 Get skills to meet the increasing demands of the controller’s role

YOUR IMMEDIATE TAKEAWAY

• Identify the four quadrants of the controller’s role and their scope • Protect your company’s finances in changing financial climates • Be a more valued business partner in your company’s future Not only has the scope of the controller’s role evolved significantly in companies of all sizes— but the demands of the job are constantly changing. To stay effective as a controller and add greater value to the organization, you must be acutely aware of how your job functions are impacted by today’s increasing expectations. That means taking a closer look at the four hats every controller must wear: number cruncher; custodian; analyst; business partner. This course will help both new and experienced controllers in small, medium, and large organizations recognize these changes in scope. You’ll discover how to improve your effectiveness, and as you go through the course, you will also experience a detailed case study in which you’ll work through real-life scenarios that explore the responsibilities of each quadrant. In addition, get the specific tools, knowledge and hands-on experience you need in order to confidently perform your job in increasingly challenging circumstances.

WHO SHOULD ATTEND Corporate controllers, division and plant controllers, and assistant controllers who want to add value to their organization and careers by increasing their effectiveness in the four quadrants of the controller’s job. HOW YOU WILL BENEFIT • Provide more accurate and timely financial statements • Make sounder decisions to safeguard assets • Engage more effectively with stakeholders, line managers and executives • Mitigate risks more proactively • Reinforce financial compliance more collaboratively • Strengthen your input and your impact in your organization’s financial goals WHAT WILL BE COVERED Quadrant 1: Number Cruncher—ensuring the timeliness and accuracy of financial statements • Assembling a comprehensive chart of accounts • Identifying areas of input for financial statements • Utilizing analytical tools to verify and reconcile account balances Quadrant 2: Custodian—establishing enterprise-wide controls to safeguard corporate assets and ensure compliance • Developing an internal control checklist related to enterprise-wide risk management • Identifying compliance requirements for timely submission

Quadrant 3: Analyst—defining budgetary metrics and parameters to evaluate financial health • Checking financial statements for reasonableness • Delineating the informational needs of the users of external financial information • Predicting future activity or budgets using cost-volume profit analysis Quadrant 4: Business Partner—furthering the financial goals of the organization • Aligning and evaluating an organization’s value proposition, goals and objectives • Recognizing activities that add value to the organization • Applying the functions of the four quadrants to a case study Professional Accreditations

Approved for up to 22.5 CTP/CCM recertification credit(s) by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

Approved for up to 22.5 FP&A recertification credits by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

Recommended CPE Credit: 21 hours/Intermediate Prerequisites: Three to five years’ experience in corporate finance. Advance Preparation: None Delivery Method: Group Live Field of Study: Technical—Accounting Non-technical—Business Management & Organization

1.8 CEUs/21 CPE/22.5 CTP/CCM 22.5 FP&A $2,445/AMA Members $2,195 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Jan. 30-Feb. 1 . . . Arlington, VA . . . . . . 1206-L3A-00600 March 11-13 . . . Atlanta, GA . . . . . . . . 1206-L3A-00594 April 15-17 . . . . . New York, NY . . . . . . 1206-L3A-00595

Peter Cupo is one of the experts who teach this course. He has been at the forefront in staff and program development throughout his career. As an instructor of a national CPA review course, he has assisted thousands of candidates in successful preparation for the CPA exam.

Register today! www.amatraining.org/1206 May 8-10 . . . . . . Arlington, VA . . . . . . 1206-L3A-00596 June 10-12 . . . . . San Francisco, CA . . . 1206-L3A-00601 July 17-19 . . . . . . Chicago, IL . . . . . . . . 1206-L3A-00597

Aug. 12-14 . . . . . New York, NY . . . . . . 1206-L3A-00598 Sept. 9-11 . . . . . Atlanta, GA . . . . . . . . 1206-L3A-00599

AMA seminars are GSA approved and all AMA programs can be delivered onsite

FINANCE AND ACCOUNTING

AMA’s Advanced Financial Forecasting and Modeling Workshop SEMINAR #1276

FA C U LT Y S P O T L I G H T Miles Hutchinson, CGMA, is one of the experts who teach this course. He has 28 years of business experience, including serving as CFO of a billion-dollar real estate development firm and controller for a software company. His books include The Job of the Corporate Controller and Customerizing for Success.

Also available Live Online

Analyze complex business scenarios and become the go-to professional for high-level decision making

YOUR IMMEDIATE TAKEAWAY

• Build more effective, faster, better models • Gain more robust Excel® knowledge for seamless manipulation and scenario analysis • Justify critical business decisions Professionals with financial modeling and forecasting skills are highly desirable and promotable in today’s tight job market. Here’s your opportunity to set yourself apart from peers. In this course, you will build robust financial forecasts and models, learn tips and tools, analyze the results, and learn how to communicate key data to decision makers in your organization. Build the model…generate the forecast…drive the business. Create more powerful and accurate forecasting models that steer you to fast-track, business-improving decision making.

1.8 CEUs/21 CPE/18 PDUs 22.2 CTP/CCM/22.2 FP&A $2,645/AMA Members $2,395 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Feb. 13-15 . . . . . March 25-27 . . . April 15-17 . . . . . June 19-21 . . . . .

Lake Buena Vista, FL . New York, NY . . . . . . Chicago, IL . . . . . . . . New York, NY . . . . . .

1276-L3A-00606 1276-L3A-00607 1276-L3A-00610 1276-L3A-00612

WHO SHOULD ATTEND CFOs, VPs of finance, financial managers and analysts, controllers and treasurers, business unit managers, operations analysts and budget managers.

Professional Accreditations

HOW YOU WILL BENEFIT • Create your own models from real-world examples and apply testing diagnostics • Employ risk management modeling tools to identify uncertainty and address it • Improve efficiency, reliability and professionalism of model design, evaluation and results delivery • Apply Excel tools: Solver, Scenario Manager, macros, custom functions, group boxes and option buttons • Communicate modeling results to team members, senior management effectively

MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI). Strategic: 18 Classroom/12 Live Online PDUs See page 185 for more details.

Approved for up to 22.2 FP&A recertification credits by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

WHAT WILL BE COVERED • Creating effective financial models and forecasts that meet business needs • Evaluating patterns in historical data • Identifying key business drivers and integrating them into your forecasts • Validating your forecast by applying and analyzing diagnostics • Overcoming uncertainty in your forecasts • Looking at Monte Carlo simulation

Approved for up to 22.2 CTP/CCM recertification credit(s) by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

Recommended CPE Credit: Classroom—21 hours/Advanced Live Online—14 hours/Advanced Prerequisites: Familiarity with fundamentals of financial analysis (see AMA seminar #1552, page 108), or the concepts covered in Financial Forecasting (see AMA seminar #1110, page 105). Advance Preparation: Online pre- and post-seminar assessments Delivery Method: Group Live/Group Internet-Based Field of Study: Technical—Accounting, Finance, Management Services, Specialized Knowledge

NOTE: Please bring a laptop equipped with Excel 2007 or 2010 to this seminar. Those with minimal experience should attend AMA’s Fundamentals of Finance and Accounting for Non-Financial Managers (page 98). Register today! www.amatraining.org/1276

4-LESSON LIVE ONLINE SCHEDULE CEUs/12 PDUs/14 CPE 2558-HNX-00028 Aug.1.2 22-23 . . . . . Arlington, VA . . . . . FP&A 2558-HNX-00029 Sept.13.6 19-20CTP/CCM/13.6 . . . . Chicago, IL . . . . . . . $2,545/AMA Members $2,295

July 15-17 . . . . . . San Francisco, CA . . . 1276-L3A-00613 Aug. 12-14 . . . . . Arlington, VA . . . . . . 1276-L3A-00614

Monday 2-5 pm ET Jan. 7-16 . . . . . . . . . . . . . . . . . . . 1276-L3A-00604 May 6-15 . . . . . . . . . . . . . . . . . . . 1276-L3A-00611 Sept. 9-18 . . . . . . . . . . . . . . . . . . 1276-L3A-00615 See page 235 for more information

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AMA’s Course on Financial Analysis SEMINAR #1552

Drive the value of your company up

YOUR IMMEDIATE TAKEAWAY

• Weigh every business decision using a decision-making model • Manage a steady increase in net income • Achieve a return on assets that’s greater than the cost of capital Increasing the value of a company is a primary goal for management. This seminar establishes a fundamental but simple financial statement template for displaying that the company is being managed to produce increasing value. You will also learn how to evaluate past performance and plan for future investments: capital projects and acquisitions. WHO SHOULD ATTEND This seminar is dedicated to helping managers of for-profit companies succeed. If you are responsible for managing and increasing the value of a department, a business unit or a company, or responsible for evaluating an acquisition or the financial condition of a customer or vendor, this course is for you.

HOW YOU WILL BENEFIT • Specify the financial requirements for your company’s strategic and operating plans • Manage the structure of the income statement and the balance sheet to increase shareholder value • Choose the right metrics for evaluating your company’s solvency • Determine your company’s debt capacity— how much you can safely borrow • Use the statement of cash flow to measure success • Create a capital project evaluation spreadsheet • Determine which metrics to use to evaluate capital projects WHAT WILL BE COVERED • Detailed mastery of the income statement, the balance sheet and the statement of cash flows • Drivers of company value • What owners want to see on the financial statements • What lenders want to see on the financial statements • The true meaning of cash flow from operating activities • Discounted cash flow techniques: future value, present value, net present value, annuities, internal rate of return • The importance of and calculation of the Weighted Average Cost of Capital (WACC) • How to value capital projects • How to price an acquisition NOTE: Please bring a financial calculator, HP12C or equivalent, and your organization’s financial statement to this seminar.

FA C U LT Y S P O T L I G H T Joseph Giordano, CPA, is one of the experts who teach this course. He has recently worked with NEXTEL, Hanger Orthopedic, Tenneco and Standard Chartered Bank. Joseph has been presenting seminars for 20 years in various financial disciplines, including finance and corporate valuation, which he taught at New York University. He received his BS and MBA from New York University.

AN AMA BLENDED LEARNING SEMINAR

A blend of dynamic live training and online tools

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

18 Strategic PDUs See page 185 for more details. Reproduced with the permission of PMI.

Approved for up to 23.4 CTP/CCM recertification credit(s) by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

Approved for up to 23.4 FP&A recertification credits by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

Recommended CPE Credit: 21 hours/Advanced Prerequisites: Familiarity with fundamentals of finance and accounting (see AMA seminar #2218, page 98). Advance Preparation: Online pre- and postseminar assessments Delivery Method: Group Live Field of Study: Technical—Accounting, Finance, Management Services

1.8 CEUs/21 CPE/18 PDUs 23.4 CTP/CCM/23.4 FP&A $2,645/AMA Members $2,395 AMA Members save $250

3-DAY CLASSROOM SCHEDULE March 18-20 . . . Arlington, VA . . . . . . 1552-L3A-01253 April 24-26 . . . . . San Francisco, CA . . . 1552-L3A-01254

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Register today! www.amatraining.org/1552 May 1-3 . . . . . . . Chicago, IL . . . . . . . . 1552-L3A-01255 June 10-12 . . . . . New York, NY . . . . . . 1552-L3A-01256

Sept. 18-20 . . . . Arlington, VA . . . . . . 1552-L3A-01257

AMA seminars are GSA approved and all AMA programs can be delivered onsite

FINANCE AND ACCOUNTING

AMA’s Course on Mergers and Acquisitions

FA C U LT Y S P O T L I G H T William Kay is one of the experts who teach this course. William has extensive experience in finance, accounting, marketing and sales. He follows a training model that utilizes Accelerated Learning when designing, presenting and facilitating interactive training. He has an MBA in finance and marketing from the University of Missouri, Columbia.

SEMINAR #1521

Avoid making serious judgment errors by understanding the key M&A steps

YOUR IMMEDIATE TAKEAWAY

• Organize the M&A team • Find and vet the best acquisition target that fits your growth strategies • Evaluate 3 critical factors before signing So many issues. So much at stake. In this unique, dynamic seminar, you’ll gain a clear understanding of the M&A process through hands-on training in due diligence, valuation, developing deal structure and planning bulletproof post-merger integration activities. The only course of its kind to cover the entire M&A process in just three days using case study, role playing and team exercises, you’ll become familiar with the latest available techniques, tools and thinking. From developing acquisition criteria to setting an appropriate offering price, this comprehensive course is your opportunity to ensure your acquisitions are successful through learning best practices and avoiding pitfalls.

Great instructor, great “coverage—one of the best AMA courses!!! ” —Ruben Daniel M.

WHO SHOULD ATTEND Top-level management, including chief executive officers and chief financial officers, owners of companies, presidents, vice presidents of finance, treasurers, controllers, corporate planning directors, financial planners and analysts, directors of new business development, directors of mergers and acquisitions and accountants.

• Function and analysis of an acquisition contract • Conducting due diligence • Acquiring privately held companies • International transactions • Corporate cultures • Economics of the acquisition premium • Valuation

HOW YOU WILL BENEFIT • Maximize shareholder value • Weigh legal, tax and accounting implications • Explore the ins and outs of pricing, structuring and negotiating the deal • Consider public relations issues • Effectively handle the integration process • Find out how to organize the M&A function in your company • Put corporate growth strategies in perspective • Understand the role of the investment banker • Implement the due diligence process • Manage international issues

Professional Accreditations

Approved for up to 23.4 CTP/CCM recertification credit(s) by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

WHAT WILL BE COVERED • Corporate growth strategies in perspective • Planning and organizing the M&A function • The search • The screening and evaluation process • Financial analysis • Accounting aspects • Tax and legal topics • Exercise in negotiation techniques • Antitrust M&A issues

Approved for up to 23.4 FP&A recertification credits by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

Recommended CPE Credit: 21 hours/Advanced Prerequisites: Familiarity with fundamentals of finance and accounting (see AMA seminar #2218, page 98). Advance Preparation: None Instructional Method—Group Live Field of Study: Technical—Accounting, Finance, Specialized Knowledge

1.8 CEUs/21 CPE 23.4 CTP/CCM/23.4 FP&A $4,395/AMA Members $3,995 AMA Members save $400

3-DAY CLASSROOM SCHEDULE March 11-13 . . . Arlington, VA . . . . . . 1521-L3A-00474 April 24-26 . . . . . San Francisco, CA . . . 1521-L3A-00481

Register today! www.amatraining.org/1521 May 15-17 . . . . . New York, NY . . . . . . 1521-L3A-00477 Aug. 21-23 . . . . . Arlington, VA . . . . . . 1521-L3A-00478

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Become a Member— Receive up to 2 FREE seminars!

TABLE OF CONTENTS

Corporate Members receive ONE FREE AMA seminar. Small Business Members receive TWO FREE AMA seminars (member seminar price of $2,495 or less).

AMA Membership EXCLUSIVE BENEFITS FOR YOU AND YOUR EMPLOYEES As a Corporate or Small Business Member, you’ll experience the best AMA has to offer:

F REE AMA seminar for any employee in your organization (based on member type—member seminar price of $2,495 or less)

>> Preferred member pricing for all employees on all AMA seminars

>> One FREE AMACOM business book (choice of four bestselling titles)

>> Up to 25% savings on “Last Minute Seating” offers of popular AMA seminars

>> $500 discount on the daily training rate of one onsite AMA multi-day seminar

>> 10% discount on meeting room rentals at AMA Executive Conference Centers

>> Subscriptions to members-only publications:

• AMA Quarterly—print journal containing articles and editorials on emerging trends, developments and best practices in business

• Talent Playbook—monthly eNewsletter with insights and resources to help you develop your talent

>> Invitations to webinars, special events and participation in member surveys

>> Enrollment of up to 10 executives as AMA Executive Members

>> Eligibility of all employees to enroll as AMA Participating Members

For more information on all available membership plans,

call 1-800-854-4493 or visit www.amatraining.org/joinama

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AMA’s Employment Law Course: Avoiding the Legal Pitfalls of EEO, FMLA and ADA Succession Planning: Developing Talent from Within Training the Trainer Bestseller

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“ Instructor held my attention, and anticipated and answered my questions before I would ask them. I learned a lot about the ‘whys’ to what we do in HR, and look forward to implementing the lessons I have learned.” — Natalie G.

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Recruiting, Interviewing and Selecting Employees SEMINAR #8266

Hire candidates who meet both concrete and intangible job requirements

YOUR IMMEDIATE TAKEAWAY

• Attract talent through traditional and innovative sources • Apply effective questioning techniques • Sidestep legal minefields We’re all familiar with the effects of the wrong hiring decision—poor morale, depressed productivity and high turnover. Plus, the huge cost to you and your company. This 3-day seminar will walk you through the planning process so you can pick the candidate who is the best fit for every opening. Through discussions, practice interviews and feedback, you’ll become a more effective interviewer. Take the guesswork out of hiring. And eradicate many of the subjective aspects of selecting candidates. These methods also ensure a legally sound interview process, helping you to steer clear of charges of employment discrimination. WHO SHOULD ATTEND Professionals with two years or less of experience in hiring employees, including HR assistants, managers and employment managers and HR specialists and nonpractitioners involved in the hiring process.

HOW YOU WILL BENEFIT • Create a job-specific profile to get the right match for every opening • Hone your interview questioning and listening skills • Analyze key factors in determining which candidates will help increase profits • Discover best practices for reviewing résumés and applications • Use telephone screening and other methods to filter out the wrong applicants • Avoid interview “traps”—EEO and affirmative action WHAT WILL BE COVERED • Recruitment challenges: labor shortages, alternative work arrangements, a changing workforce, diversity • Recruitment sources: becoming familiar with five primary pre-recruitment considerations and various recruitment sources, as well as exploring techniques for attracting special interest groups • Electronic recruiting: introducing employers to electronic recruiting by familiarizing them with the advantages and disadvantages • Interview preparation: providing key interview preparatory steps, emphasizing the importance of these steps in laying the foundation for the face-to-face interview • Legal considerations: learning about key EEO federal legislation and recordkeeping requirements, becoming acquainted with how to avoid and respond to discrimination charges

FA C U LT Y S P O T L I G H T Lawrence N. Libauer is one of the experts who teach this course. Lawrence specializes in organizational development, management training, labor relations, employment discrimination issues and human resources. He served on the Human Resources Certification Institute (HRCI) team that writes and edits questions for the SPHR and PHR certification exams.

• Interview questioning techniques: becoming familiar with five effective questioning techniques and how to relate these techniques to the various interview stages • Conducting the interview: how and when to close an interview, interviewing guidelines and pitfalls • Documenting the interview: becoming aware of the importance of effective postinterview documentation—what to include • Making the selection: understanding the components that comprise making a hiring decision, specifically: testing, references and other selection considerations

Professional Accreditations

The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

This program is valid for 18 PDCs for the SHRM-CP or SHRM-SCP .

Recommended CPE Credit: 21 hours/Basic Prerequisites: None Advance Preparation: None Delivery Method: Group Live Field of Study: Non-technical—Communication, Personnel/HR

1.8 CEUs/18 PHR/SPHR/ 21 CPE/18 PDCs $2,345/AMA Members $2,095 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Jan. 23-25 . . . . . San Francisco, CA . . . 8266-L3A-00646 Feb. 25-27 . . . . . New York, NY . . . . . . 8266-L3A-00643 April 10-12 . . . . . Chicago, IL . . . . . . . . 8266-L3A-00647

TABLE OF CONTENTS

Register today! www.amatraining.org/8266 May 1-3 . . . . . . . New York, NY . . . . . . 8266-L3A-00649 June 10-12 . . . . . San Francisco, CA . . . 8266-L3A-00650 Aug. 21-23 . . . . . New York, NY . . . . . . 8266-L3A-00651

Sept. 18-20 . . . . Boston, MA . . . . . . . . 8266-L3A-00653

AMA seminars are GSA approved and all AMA programs can be delivered onsite

HUMAN RESOURCES AND TRAINING

Fundamentals of Human Resources Management SEMINAR #8506

FA C U LT Y S P O T L I G H T Pat FitzGerald, PhD, is one of the experts who teach this course. She brings two decades of hands-on HR and management experience in a wide variety of industries. She consults and trains on issues including sexual harassment, discrimination and harassment investigations, executive coaching and human resources functional assessments. Pat received her PhD in Public Administration from Golden Gate University.

Also available Live Online

Deliver HR services that reflect best practices

YOUR IMMEDIATE TAKEAWAY

• Gain a comprehensive view of all HR areas • Discover how to hire and orient employees more effectively • Find out how to be more strategic and add value Want to enhance your credibility? Get an update on constantly changing legal and compliance issues so you don’t inadvertently violate the law? Explore strategies to counter the rising cost of benefits? This dynamic seminar analyzes HR’s current role, identifies future trends and gives you the knowledge and confidence you need. Group exercises will enable you to explore real-life case studies with interactive hands-on activities—and see how HR and non-HR functions can create an effective, complementary work environment. You’ll come away with an action plan to improve your effectiveness.

WHO SHOULD ATTEND HR practitioners with fewer than three years’ experience; non-HR practitioners with HR responsibilities; more experienced HR professionals seeking a fast-paced review of HR’s role in today’s rapidly evolving workplace.

• The effective compensation system • Salary increases and performance • Necessary components of an efficient performance management program • Grievance procedures; discipline • Performance management meetings • The most popular voluntary benefits • Total rewards; cost-effective, flexible benefits packages • Directed and non-directed training • Evaluating training effectiveness • Cost-efficient employee retention strategies • Internal, domestic and global mobility • Respective roles among HR, managers and employees • Key points about diversity • Employee handbooks and policy manuals • Human resource information systems (HRIS)

HOW YOU WILL BENEFIT • Explore issues from workplace harassment to compliance red flags • Improve your processes for talent acquisition, talent alignment and talent management • Select the most appropriate flexible benefits package • Discover cost-effective retention strategies WHAT WILL BE COVERED • HR as a strategic business partner • The importance of building of relationships • Managerial and HR legal responsibilities • Key federal employment legislation • Defining and increasing awareness of workplace sexual and other harassment • The importance of well-written job descriptions • Use and objectives of an HRIS • Recruiting best practices • Aligning talent with the organization’s strategic vision • Succession planning • Development plans and goal setting

AN AMA BLENDED LEARNING SEMINAR

A blend of dynamic live training and online tools

1.2 CEUs $2,345/AMA Members $2,095 AMA Members save $250

2-DAY CLASSROOM SCHEDULE Feb. 21-22 . . . . . March 13-14 . . . March 21-22 . . . April 25-26 . . . . . May 6-7 . . . . . . . June 10-11 . . . . . June 24-25 . . . . . July 22-23 . . . . . .

New York, NY . . . . . . San Francisco, CA . . . Chicago, IL . . . . . . . . New York, NY . . . . . . Arlington, VA . . . . . . Atlanta, GA . . . . . . . . Boston, MA . . . . . . . . New York, NY . . . . . .

8506-L3A-00958 8506-L3A-00960 8506-L3A-00961 8506-L3A-00966 8506-L3A-00967 8506-L3A-00968 8506-L3A-00971 8506-L3A-00970

Register today! www.amatraining.org/8506 July 25-26 . . . . . . Aug. 26-27 . . . . . Sept. 16-17 . . . . Sept. 26-27 . . . .

San Francisco, CA . . . Dallas, TX . . . . . . . . . New York, NY . . . . . . Chicago, IL . . . . . . . .

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4-LESSON LIVE ONLINE SCHEDULE

8506-L3A-00972 8506-L3A-00969 8506-L3A-00974 8506-L3A-00975

1.2 CEUs/12 PHR/SPHR/12 PDCs $2,195/AMA Members $1,995 Mon. and Wed. 2-5 pm ET Jan. 7-16 . . . . . . . . . . . . . . . . . . . 8506-L3A-00957 April 8-17 . . . . . . . . . . . . . . . . . . . 8506-L3A-00965 Aug. 12-21 . . . . . . . . . . . . . . . . . . 8506-L3A-00973 See page 235 for more information

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

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HUMAN RESOURCES AND TRAINING

AMA’s Employment Law Course

Avoiding the Legal Pitfalls of EEO, FMLA and ADA SEMINAR #8502

Sidestep costly and time-consuming litigation, judgments or settlements

YOUR IMMEDIATE TAKEAWAY

• Make decisions that are legally sound • Be aware of changes to FMLA and ADA • Hire without putting your organization in jeopardy Do you know how to legally respond to employee complaints of workplace harassment? What constitutes reasonable accommodations—and how to implement them without creating undue hardship? Which employers and employees are covered under the Family and Medical Leave Act? When it comes to employment law, what you don’t know can hurt you. This interactive seminar is a must-attend if you want to stay up to date on the changing legal climate. You’ll learn how to recruit, hire, discipline and terminate employees in a legal manner and discover how to preserve the at-will employment relationship.

Plus, understand what constitutes sexual harassment, discrimination and bias, and how to make accommodations under ADA. You’ll examine the finer points of major court cases using case studies to get a better understanding of how the courts have looked at issues that impact you every day. WHO SHOULD ATTEND HR managers and professionals, as well as corporate attorneys. HOW YOU WILL BENEFIT • Confidently deal with complex employment law and employee relations issues • Develop HR policies and procedures that don’t violate federal statutes • Understand how FMLA, workers’ compensation and ADA overlap • Ensure a respectful working environment • Know and understand how employment laws have evolved and changed WHAT WILL BE COVERED • Title VII: major provisions…who is covered • What Title VII does not cover • The role of the EEOC • Different types of discrimination

Enriched class with a lot of live examples and cases “on how to approach different scenarios and how to stay complianct. ” —Susan W.

FA C U LT Y S P O T L I G H T Marcia Thompson is one of the experts who teach this course. She specializes in communication skills, employment law, organizational change, ethics, leadership, conflict resolution, ADR, sexual harassment, human resources and train-thetrainer, among other topics. Marcia is also a contract Assistant County Attorney for Fairfax County, Virginia, and is certified by the Virginia Supreme Court to mediate court-referred cases.

• Wrongful termination and at-will employment • Contracts • Negotiated resignations…releases… discharge for cause • Americans with Disabilities Act: major provisions…who is covered • Disability and the benefit plan • Pre- and post-employment inquiries • Reasonable accommodations • Family and Medical Leave Act: major provisions…who is covered • FMLA leave and benefits • Notice of leave requirements • Litigation and remedies

Professional Accreditations

The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

This program is valid for 12 PDCs for the SHRMCP or SHRM-SCP . SM

Recommended CPE Credit: 14 hours/Basic Prerequisites: None Advance Preparation: Familiarity with HR job functions and responsibilities Delivery Method: Group Live Field of Study: Technical—Business Law

1.2 CEUs/12 PHR/SPHR/ 14 CPE/12 PDCs $2,095/AMA Members $1,895 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Jan. 17-18 . . . . . Atlanta, GA . . . . . . . . 8502-L3A-00118 March 21-22 . . . New York, NY . . . . . . 8502-L3A-00119

TABLE OF CONTENTS

Register today! www.amatraining.org/8502 May 9-10 . . . . . . Chicago, IL . . . . . . . . 8502-L3A-00120 July 8-9 . . . . . . . . New York, NY . . . . . . 8502-L3A-00121

Sept. 12-13 . . . . Arlington, VA . . . . . . 8502-L3A-00122

AMA seminars are GSA approved and all AMA programs can be delivered onsite

Beyond Sexual Harassment Prevention Policies to Organizational Culture Changes

of organizations have sexual harassment policies, yet 1 in 3 respondents have been victims of sexual harassment.

said they had witnessed acts of sexual harassment.

1 in 5 did not feel comfortable reporting sexual harassment.

According to 3,200+ respondents to our survey on Sexual Harassment in the Workplace.

DOWNLOAD 

While organizations commonly have anti-harassment policies and training initiatives in place, they are often ineffective at addressing the cultural changes many businesses need to institute to create a safe, harassmentfree work environment.

AMA provides a full suite of learning solutions to help foster a culture of respect and civility through awareness and skills development.

Download our new report, Bridging the Gap: Beyond Sexual Harassment Prevention Policies to Organizational Culture Changes, which argues that the gap between policy and practice may be filled by changing organizational cultures through consistent, interactive and effective training. When sexual harassment is addressed through organization-wide training that raises awareness of gender stereotypes and biases, thus changing individual behaviors, harassment will occur less frequently. And, when it does occur, those who witness or directly experience it will feel empowered to report it.

Get Your FREE Report at

www.amanet.org/RespectfulWorkplace • 1-877-880-0264 Learn how AMA can configure any learning solution to include your organization’s specific policies, and ensure your employees know what to do if they find themselves victims of harassment, or if they observe harassment.

HUMAN RESOURCES AND TRAINING

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Succession Planning

Developing Talent from Within SEMINAR #8110

YOUR IMMEDIATE TAKEAWAY

• Develop, keep and advance your best people • Make sure your organization has the qualified leadership it needs • Get the skills to create and utilize a viable succession plan Research shows that most companies have little or no deliberate succession planning in place—and aren’t fully aware of how much the lack of it can cost their organization, especially in an unstable economy. Managing the succession of talent is a vital strategic process that minimizes gaps in leadership and enables your best people to develop the skills necessary for possible future roles. It allows you to seamlessly merge employee capabilities and aspirations with your organization’s goals and talent needs. This seminar will show you how to design and implement an effective and flexible succession plan that will help your organization continue to grow and achieve its business goals.

FA C U LT Y S P O T L I G H T

WHO SHOULD ATTEND Mid- to senior-level managers; business unit heads; human resources personnel and operational development professionals.

Donna Dennis is one of the experts who teach this course. She is a leadership development professional with over 30 years of experience helping leaders and teams increase their effectiveness through coaching, management development and diversity training. Clients have included British Petroleum, American Express, Boston Scientific, C.R. Bard, Inc., Layne Christensen, Cisco Systems, Symbol Technologies and Princeton University.

HOW YOU WILL BENEFIT • Learn to formulate strategies for attracting, retaining and developing skilled individuals • Know how to develop future leaders from within while retaining intellectual/ operational expertise • Be able to sustain business relationships that are vital to your organization’s success • Develop a targeted approach to identify the competencies needed for specific positions • Help increase retention by matching your company’s needs with the aspirations of individuals

• Forecasting future needs and strategic alignment • Developing the succession planning process • Assessing the organizational climate and culture • Identifying individuals within the organization capable of filling particular positions • Building individual development plans • Strategies for preventing excessive turnover • Effective monitoring, measuring and follow-up processes

Ensure your organization always has well-trained, experienced people in key positions

TABLE OF CONTENTS

WHAT WILL BE COVERED • Succession planning: an overview of its importance, function and methodology • The role of HR in setting up a succession planning system • Best practices for developing leaders from supervisory to senior positions • Establishing the need and gaining commitment for succession planning

Professional Accreditations

“

The course is well designed and provides participants with the what, why, and how to implement a Succession Planning program in their company. —Laura M.

”

The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

1.2 CEUs/12 PHR/SPHR/12 PDCs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 11-12 . . . . . Arlington, VA . . . . . . 8110-L3A-00069 April 1-2 . . . . . . . San Francisco, CA . . . 8110-L3A-00076

Register today! www.amatraining.org/8110 May 16-17 . . . . . New York, NY . . . . . . 8110-L3A-00073 Aug. 1-2 . . . . . . . Arlington, VA . . . . . . 8110-L3A-00075

AMA seminars are GSA approved and all AMA programs can be delivered onsite

HUMAN RESOURCES AND TRAINING

BEST SELLER

Training the Trainer

FA C U LT Y S P O T L I G H T

SEMINAR #8507

Dianne Faieta is one of the experts who teach this course. Dianne works with individuals and groups to help them achieve their personal and professional potential. Clients have included G.E. Capital, Genentech, University of California Office of the President, and Stanford University. Dianne is coauthor of the popular textbook Communicate! A Workbook for Interpersonal Communication.

Develop engaging and effective training classes that improve performance

YOUR IMMEDIATE TAKEAWAY

• Create lecture alternatives • Create programs that grab trainees’ attention • Deliver information more effectively Want to get updated on the most recent methodologies and techniques? Hear the latest discoveries on the way adults learn? Enable others to learn and change? In this powerful 3-day seminar you’ll gain insights into the newest trends in this fastchanging field. Get the practical skills and confidence you need to succeed, whether you’ve been training for a while or never taught adults before. And increase your understanding of the training process to become a more credible presenter. You’ll delve into topics like engagement and evaluation. Participate in exercises that involve developing a training program. And return to work a facilitator of learning. So your trainees can make behavioral changes and enjoy greater job satisfaction.

WHO SHOULD ATTEND Those new to training, subject-matter experts who need to train others, or trainers who are looking for new, more effective approaches to learning. HOW YOU WILL BENEFIT • Boost retention with the latest in adult accelerated learning techniques • Know the level of the group to be trained • Adjust your materials to what your group needs • Build your credibility with trainees and management • Create training that flows from segment to segment • Open a workshop with confidence • Ensure trainees learn new skills and can demonstrate performance gains

• Engaging in a wide range of learning activities • Sharing reflections on past experiences of opening exercises • Developing an opening exercise • Demonstrating differences between brainfriendly and non-brain-friendly lectures • Sharing information through the jigsaw method • Exploring when and how experiential learning approaches can meet training challenges • Using Kirkpatrick’s model and given examples to determine evaluation levels • Delivering/facilitating an actual 10- to 15-minute training segment • Experiencing and applying several types of closing activities

WHAT WILL BE COVERED • Determining how team building, on-thejob assessment and immediate learning involvement can occur at the earliest stages of a training program • Distinguishing problems that can be addressed by training • Devising questions for use in a training assessment • Focusing on outcomes and results, rather than topics • Identifying objectives as affective, behavioral or cognitive • Preparing to deliver a 10- to 15-minute training segment

BONUS �� Participants receive a complimentary copy of Mel Silberman’s* book Active Training: A Handbook of Techniques, Designs, Case Examples and Tips (a $53.00 value).

* Course specifically developed in conjunction with Mel Silberman.

1.8 CEUs $2,345/AMA Members $2,095 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Jan. 9-11 . . . . . . Jan. 14-16 . . . . . Feb. 11-13 . . . . . Feb. 20-22 . . . . . Feb. 25-27 . . . . . March 4-6 . . . . . March 25-27 . . . April 3-5 . . . . . . .

Chicago, IL . . . . . . . . San Francisco, CA . . . New York, NY . . . . . . Arlington, VA . . . . . . Houston, TX . . . . . . . San Diego, CA . . . . . Chicago, IL . . . . . . . . San Francisco, CA . . .

8507-L3A-01143 8507-L3A-01144 8507-L3A-01145 8507-L3A-01146 8507-L3A-01149 8507-L3A-01147 8507-L3A-01150 8507-L3A-01153

Register today! www.amatraining.org/8507 April 17-19 . . . . . April 22-24 . . . . . May 6-8 . . . . . . . May 20-22 . . . . . June 3-5 . . . . . . . June 10-12 . . . . . June 17-19 . . . . . July 10-12 . . . . . .

New York, NY . . . . . . Atlanta, GA . . . . . . . . Arlington, VA . . . . . . Chicago, IL . . . . . . . . Boston, MA . . . . . . . . Anaheim, CA . . . . . . New York, NY . . . . . . Dallas, TX . . . . . . . . .

American Management Association

117

July 24-26 . . . . . . Aug. 5-7 . . . . . . . Aug. 7-9 . . . . . . . Aug. 21-23 . . . . . Aug. 26-28 . . . . . Sept. 11-13 . . . . Sept. 16-18 . . . .

8507-L3A-01154 8507-L3A-01155 8507-L3A-01156 8507-L3A-01158 8507-L3A-01159 8507-L3A-01160 8507-L3A-01161 8507-L3A-01162

1- 800-854-4493

Chicago, IL . . . . . . . . Atlanta, GA . . . . . . . . New York, NY . . . . . . San Francisco, CA . . . Arlington, VA . . . . . . Chicago, IL . . . . . . . . Denver, CO . . . . . . . .

www.amatraining.org

8507-L3A-01163 8507-L3A-01172 8507-L3A-01164 8507-L3A-01165 8507-L3A-01166 8507-L3A-01167 8507-L3A-01168

CLASSROOM SEMINARS

TABLE OF CONTENTS

HUMAN RESOURCES AND TRAINING

118

Instructional Design for Trainers

WHO SHOULD ATTEND Course developers and trainers without formal training in instructional design or accelerated learning principles, and who have less than two years of experience in training course creation. HOW YOU WILL BENEFIT • Use practical tools to help you analyze the organization’s and learners’ needs • Design courses more efficiently by following proven methods and guidelines • Create training that engages and resonates with your audience • Learn how to choose the most appropriate content for the course • Project course timing and durations more accurately • Overcome some of your most pressing training challenges • Ensure training really “takes” when the learner is back on the job, not just in the classroom

• Applying the ADDIE training development process: Analyze, Design, Develop, Implement, Evaluate • Exploring training needs assessments • Developing effective training strategy • Creating meaningful learning objectives • Creating a design document • Examining various delivery methods • Choosing the best training activity options • Organizing and sequencing course content and activities • Preparing trainers • Considering the best evaluation methods • Considering post-training activities • Creating a short training session

Gain a practical, proven-in-action method for creating successful training programs YOUR IMMEDIATE TAKEAWAY

• Analyze the needs the training will address • Choose the right content • Devise activities for maximum retention This comprehensive program for powerful instructional design takes you through the steps of building a training program: analyzing training needs, planning an interactive program, creating engaging activities that accelerate learner’s comprehension and application, preparing others to teach the course and evaluating course effectiveness. At this workshop, you’ll apply what you are learning to create a short training session that addresses some of your company’s specific training needs. Start building your instructional design expertise in only three days with this practical, applications-based seminar.

“

FA C U LT Y S P O T L I G H T Denise SawyerJohnson is one of the experts who teach this course. She is a top management consultant who has taught seminars throughout the U.S. since 1988, and she specializes in organizational effectiveness. Core competencies include executive coaching, productivity consulting, team formation and intervention, as well as facilitating change initiatives, management skills training and professional speaking.

SEMINAR #8509

TABLE OF CONTENTS

WHAT WILL BE COVERED • Identifying components of successful training • Communicating the benefits of training to all stakeholders • Understanding accelerated learning principles

I thought the training was outstanding and very thorough. I liked the variation of the lecture, activities and presentations. —Lucy P.

”

1.8 CEUs $2,345/AMA Members $2,095 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Feb. 27-March 1 . Arlington, VA . . . . . . 8509-L3A-00302 March 11-13 . . . Atlanta, GA . . . . . . . . 8509-L3A-00305 March 27-29 . . . New York, NY . . . . . . 8509-L3A-00303

Register today! www.amatraining.org/8509 April 15-17 . . . . . Chicago, IL . . . . . . . . 8509-L3A-00306 June 17-19 . . . . . Arlington, VA . . . . . . 8509-L3A-00308 July 17-19 . . . . . . San Francisco, CA . . . 8509-L3A-00309

Aug. 12-14 . . . . . Chicago, IL . . . . . . . . 8509-L3A-00312 Aug. 26-28 . . . . . Atlanta, GA . . . . . . . . 8509-L3A-00311 Sept. 16-18 . . . . New York, NY . . . . . . 8509-L3A-00313

AMA seminars are GSA approved and all AMA programs can be delivered onsite

119

ITIL

C Classroom

*Delivered by

L Live Online

V Virtual Classroom

1 1-Day Workshop

CLASSROOM SEMINARS

*ITIL® Foundation C V . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 120 *ITIL Service Capability: Release, Control, and Validation C V . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 121 *ITIL Service Capability: Operational Support and Analysis C V . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 121

120

ITIL®

TABLE OF CONTENTS

ITIL Foundation ®

www.amatraining.org/72975

Also available as a Virtual Classroom

Quickly synthesize data, determine implications and make informed decisions In this seminar, you will get an introduction to the lifecycle of managing IT services to deliver to business expectations. Upon completing this seminar, you’ll be well positioned to successfully complete the ITIL Foundation exam. ITIL covers five core disciplines: • Service Strategy • Service Design • Service Transition • Service Operation • Continual Service Improvement This seminar includes handouts and references useful after the class, as well as practice sessions, quizzes, exam strategies, and testtaking tips. The one-hour ITIL Foundation exam will be offered on the last day at 3:30 p.m. WHO SHOULD ATTEND Anyone seeking ITIL Foundation certification and everyone interested in aligning IT with business, controlling or reducing IT costs, improving IT service quality, and balancing IT resources in the most effective manner. PREREQUISITE Familiarity with IT terminology and IT-related work experience are recommended. Certification—ITIL Foundation Certificate

WHAT WILL BE COVERED

• Key concepts of ITIL • Important principles for improving IT operations • Vital processes and functions • Practical guidance for applying ITIL to everyday IT situations • How to align with business, control costs, and improve IT service quality • Strategies to balance IT resources CONTENT Service Management Defined • IT services and what they really do • How IT services deliver value to customers ITIL Introduction • Good practices • Ease ITIL adoption • ITIL qualification scheme, bodies, and certifications Service Operation • Effectively and efficiently deliver support services • Ensure value to customer and service provider • Maintain stability while allowing for change Continual Service Improvement • Importance of better design, introduction, and operation of services

Note: This course is required for entry into the future ITIL Intermediate-level training courses. Delivered by

Jan. 2-4 . . . . . . . . Santa Clara, CA . . . . Jan. 7-9 . . . . . . . . Atlanta, GA . . . . . . . . Jan. 7-9 . . . . . . . . Hoffman Estates, IL . . Jan. 7-9 . . . . . . . . Phoenix, AZ . . . . . . . . Jan. 14-16 . . . . . . Arlington, VA . . . . . . Jan. 14-16 . . . . . . Cary, NC . . . . . . . . . . Jan. 14-16 . . . . . . Houston, TX . . . . . . . Jan. 22-24 . . . . . . New York, NY . . . . . . Jan. 28-30 . . . . . . Sacramento, CA . . . . Feb. 4-6 . . . . . . . . Arlington, VA . . . . . . Feb. 4-6 . . . . . . . . Burlington, MA . . . . . Feb. 4-6 . . . . . . . . Irving, TX . . . . . . . . . . Feb. 11-13 . . . . . . Morristown, NJ . . . . . Feb. 11-13 . . . . . . Santa Clara, CA . . . . Feb. 19-21 . . . . . . Cary, NC . . . . . . . . . .

72975-L3A-01204 72975-L3A-01183 72975-L3A-01186 72975-L3A-01199 72975-L3A-01207 72975-L3A-01200 72975-L3A-01193 72975-L3A-01212 72975-L3A-01203 72975-L3A-01208 72975-L3A-01185 72975-L3A-01190 72975-L3A-01211 72975-L3A-01205 72975-L3A-01201

Register today! www.amatraining.org/72975 Feb. 19-21 . . . . . . Hoffman Estates, IL . . Feb. 25-27 . . . . . . Arlington, VA . . . . . . Feb. 25-27 . . . . . . Irving, TX . . . . . . . . . . Feb. 25-27 . . . . . . Kirkland, WA . . . . . . March 4-6 . . . . . . Atlanta, GA . . . . . . . . March 11-13 . . . . Hoffman Estates, IL . . March 11-13 . . . . New York, NY . . . . . . March 18-20 . . . . Columbia, MD . . . . . March 18-20 . . . . Herndon, VA . . . . . . . March 18-20 . . . . Houston, TX . . . . . . . March 25-27 . . . . Arlington, VA . . . . . . March 25-27 . . . . Cary, NC . . . . . . . . . . March 25-27 . . . . El Segundo, CA . . . . .

Service Strategy • Design, develop, and implement service management • Service management as a strategic asset • Set objectives and expectations • Identify and select prioritization opportunities Service Design • Design and develop services • Design principles and methods • Convert strategy into services Service Transition • Develop and improve capabilities • Improved methods for transitioning new and changed services into operation • Manage the complexity related to changes • Prevent undesired results while enabling innovation Exam-Taking Tips • Important techniques to help you pass your exam Practice Exams • In-class and take-home exam preparation

Global Knowledge has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

18 PDUs $2,495

3-DAY CLASSROOM SCHEDULE

• Improve service quality, business continuity, and IT efficiency • Link improvement efforts to strategy, design, and transition

72975-L3A-01187 72975-L3A-01209 72975-L3A-01191 72975-L3A-01206 72975-L3A-01184 72975-L3A-01188 72975-L3A-01213 72975-L3A-01189 72975-L3A-01192 72975-L3A-01194 72975-L3A-01210 72975-L3A-01202 72975-L3A-01195

3-LESSON VIRTUAL SCHEDULE 8.5 hours • $2,495 • 18 PDUs Jan. 2-4 . . . . . . . . . . . . . . . . . 72975-L3A-01196 Jan. 7-9 . . . . . . . . . . . . . . . . . 72975-L3A-01197 Jan. 14-16 . . . . . . . . . . . . . . . 72975-L3A-01198 Jan. 22-24 . . . . . . . . . . . . . . . 72975-L3A-01214 Jan. 28-30 . . . . . . . . . . . . . . . 72975-L3A-01215 Feb. 4-6 . . . . . . . . . . . . . . . . . 72975-L3A-01216 Feb. 11-13 . . . . . . . . . . . . . . . 72975-L3A-01217 Feb. 19-21 . . . . . . . . . . . . . . . 72975-L3A-01218 March 4-6 . . . . . . . . . . . . . . . 72975-L3A-01220 March 18-20 . . . . . . . . . . . . . 72975-L3A-01222 March 25-27 . . . . . . . . . . . . . 72975-L3A-01223

AMA seminars are GSA approved and all AMA programs can be delivered onsite

ITIL ®

TABLE OF CONTENTS

ITIL® Service Capability:

Operational Support and Analysis

Also available as a Virtual Classroom

www.amatraining.org/72727

Also available as a Virtual Classroom

Learn how to achieve operational excellence through ITIL Release, Control, and Validation processes, activities, and functions. Examine the practical aspects of the ITIL service lifecycle and processes associated with the release, control, and validation (RCV) of services and service delivery. You will focus primarily on the operational-level process activities and their corresponding supporting methods. In a sensible, experiential learning environment you will learn the core disciplines of ITIL best practices. After the course you will be in an excellent position to successfully complete the associated exam. The exam will be offered on the last day of the course.

Find out how to execute processes within ITIL Operational Support and Analysis. Learn the practical aspects of the ITIL service lifecycle and processes associated with the operational support and analysis of services and service delivery. The main focus of this course is on the operational-level process activities, as well as the supporting methods and approaches to executing these processes. In a sensible, experiential learning environment you will learn the core discipline of ITIL best practices through a case study-based learning approach. After the course you will be in an excellent position to successfully complete the associated exam. The exam will be offered on the last day of the course at 1:00 pm.

The main process focus areas of this course include: • Service asset and configuration management (SACM) • Change management • Change evaluation • Release and deployment management • Service validation and testing • Request fulfillment • Knowledge management

The main process and function focus areas of this course include: • Event management process • Incident management process • Request fulfillment process • Problem management process • Access management process The organizational functions focused on in this course include: • Technical management • IT operations management • Application management

Please note: The ITIL Foundation certification is required to take the exam at the end of class. Proof of certification must be provided no later than the first day of class. WHO SHOULD ATTEND IT operations, technical, or IT management personnel requiring more information about ITIL best practices or anyone responsible for managing, implementing, or consulting on ITIL processes within IT or in conjunction with IT. PREREQUISITES: • ITIL Foundation certification (see seminar #72975, pg. 120) • Two to four years of relevant work experience • To prepare for the end-of-class exam, it is recommended that you review the ITIL books Service Strategy (ISBN 10: 0113310455), Service Design (ISBN 10: 0113310471) and Service Transition (ISBN 10: 0113310487) and complete at least 12 hours of personal study

WHO SHOULD ATTEND IT operations, technical, or IT management personnel requiring more information about ITIL best practices or anyone responsible for managing, implementing, or consulting on ITIL processes within IT or in conjunction with IT. PREREQUISITES: • ITIL® Foundation Certification (see seminar #72975, pg. 120) • Two to four years of relevant work experience • To prepare for the end-of-class exam, we recommend that you review the ITIL publication Service Operation (2011 Edition, ISBN 9780113313075) and complete at least 12 hours of personal study

Delivered by $3,295

$3,295

5-DAY CLASSROOM SCHEDULE Register today! www.amatraining.org/72726

5-DAY CLASSROOM SCHEDULE Register today! www.amatraining.org/72727

Visit our website for a complete list of dates and locations.

March 25-29 . . . . . . Arlington, VA . . . . . . . . . . 72727-L3A-00312

5-LESSON VIRTUAL SCHEDULE

8:30-5:30 pm ET • $3,095

9:30-6:30 pm ET • $3,095

Jan. 14-18 . . . . . . . . . . . . . . . . . 72727-L3A-00313 Feb. 4-8 . . . . . . . . . . . . . . . . . . . 72727-L3A-00314 March 4-8 . . . . . . . . . . . . . . . . . 72727-L3A-00315 March 18-22 . . . . . . . . . . . . . . . 72727-L3A-00316 March 25-29 . . . . . . . . . . . . . . . 72727-L3A-00317

Jan. 14-18 . . . . . . . . . . . . . . . . . 72726-L3A-00288 Jan. 28-Feb. 1 . . . . . . . . . . . . . . . 72726-L3A-00289 Feb. 11-15 . . . . . . . . . . . . . . . . . 72726-L3A-00290 March 11-15 . . . . . . . . . . . . . . . 72726-L3A-00291

American Management Association

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

Release, Control, and Validation www.amatraining.org/72726

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ONE YEAR. ONE PRICE. UNLIMITED TRAINING. Accelerate learning—exponentially! An Annual Pass is a great way to expand skills and knowledge fast, get personalized guidance from expert course leaders, earn AMA’s prestigious certificates and much more—all for about the price of two seminars!

ANNUAL PASS

SAVE $300 $3,995 $3,695 Get one year of unlimited access to: • Your choice of AMA’s Classroom Seminars • ALL Live Online Seminars Some restrictions apply, see below for details. Mention code L3A. (Offer expires on 4/14/19.)

ALL-ACCESS PASS

SAVE $300 $4,995 $4,695 Get one year of unlimited access to ALL:

• AMA Classroom Seminars • Express Skills Courses • AMA Live Online Seminars

(live online)

• Webinars (live and on demand)

Some restrictions apply, see below for details. Mention code L3A. (Offer expires on 4/14/19.)

Get your pass by calling 1-800-854-4493 or visit www.amatraining.org/annualpass TERMS AND CONDITIONS: *Annual Pass purchasers may choose from all AMA U.S. Classroom and Live Online Seminars, except for AMA’s Comprehensive Project Management Workshop (seminar #6595), AMA’s Course on Mergers and Acquisitions (seminar #1521) and AMA’s 5-Day “MBA” Workshop (seminar #2561). Express Skills Courses, AMA Webinars and third-party-delivered programs available through AMA are excluded from Annual Pass redemption. **All-Access Pass purchasers may choose from all AMA U.S. Classroom and Live Online Seminars, plus Express Skills Courses and Webinars. You may not attend third party-delivered programs available through AMA. Fees are nonrefundable, regardless of attendance. Your pass may only be used by the person designated on the pass and may not be sold, transferred or assigned in any manner. All attendance must be completed by April 14, 2020. Photo identification will be required when attending a seminar. Prices and schedules are subject to change without notice.

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NEW! Fierce Customer Loyalty: Achieve It with Passionate Employees Leading Virtual Teams

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Leading with Emotional Intelligence Bestseller

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NEW! Leading Disruptive Change and Innovation: Your Plan for Breakthrough Growth AMA’s Advanced Executive Leadership Program

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Preparing for Leadership: What It Takes to Take the Lead Bestseller

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Preparing for Leadership

What It Takes to Take the Lead SEMINAR #2536

Also available Live Online

Take on new challenges and earn respect, recognition and appreciation

YOUR IMMEDIATE TAKEAWAY

• Modify your style even when under pressure and increase your effectiveness • Arrive at a winning outcome when dealing with difficult people • Identify and expand your sources of power and influence Leadership is not innate. You can learn to be a high-performing leader. Through dynamic and interactive small group discussions, case studies, role-plays and exercises, you’ll find out what senior management expects from a leader, discover how to gain their respect and step up to leadership.

WHO SHOULD ATTEND Any manager who is a potential candidate for a leadership role or who is about to take on a new leadership assignment.

You’ll learn more effective ways of communicating, adapt your leadership style to each employee and cultivate a more motivated and productive workforce. Build trust— and recognize when trust has been eroded. Be prepared to take on new challenges…institute changes within the organization…and enhance your image, so you are viewed as ready to lead with credibility and confidence.

HOW YOU WILL BENEFIT • Explore your role as strategist, communicator, change agent, coach, manager, mentor and team member • Learn the secrets of some of the world’s most admired leaders • Develop your own leadership style and be seen as a leader

• Gain insights into how others lead, especially in difficult situations • Uncover your leadership strengths and potential • Deal with office politics • Negotiate for results in “Influence, Power & Politics” exercise • Use self-assessment instruments, selfreflection and feedback from instructor/ peers to become the kind of leader you want to be

1.2 CEUs/12 PDUs/12 PDCs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE JANUARY

MARCH

MAY

Jan. 10-11 . . . . . Atlanta, GA . . . . . . . . 2536-L3A-00946 Jan. 28-29 . . . . . Houston, TX . . . . . . . 2536-L3A-00948

March 4-5 . . . . . Boston, MA . . . . . . . . 2536-L3A-00952 March 14-15 . . . Arlington, VA . . . . . . 2536-L3A-00950

FEBRUARY

APRIL

May 2-3 . . . . . . . Dallas, TX . . . . . . . . . 2536-L3A-00962 May 9-10 . . . . . . Arlington, VA . . . . . . 2536-L3A-00963 May 20-21 . . . . . Seattle, WA . . . . . . . . 2536-L3A-00982

Feb. 4-5 . . . . . . . Feb. 7-8 . . . . . . . Feb. 11-12 . . . . . Feb. 14-15 . . . . . Feb. 21-22 . . . . . Feb. 28-Mar. 1 . .

Arlington, VA . . . . . . 2536-L3A-00944 Clearwater Beach, FL . 2536-L3A-00942 Anaheim, CA . . . . . . 2536-L3A-00957 New York, NY . . . . . . 2536-L3A-00945 Chicago, IL . . . . . . . . 2536-L3A-00947 San Francisco, CA . . . 2536-L3A-00951

April 8-9 . . . . . . . April 11-12 . . . . . April 15-16 . . . . . April 18-19 . . . . .

New York, NY . . . . . . Chicago, IL . . . . . . . . Atlanta, GA . . . . . . . . Scottsdale, AZ . . . . . .

2536-L3A-00958 2536-L3A-00959 2536-L3A-00961 2536-L3A-00960

JUNE

June 3-4 . . . . . . . June 6-7 . . . . . . . June 10-11 . . . . . June 17-18 . . . . .

Chicago, IL . . . . . . . . Atlanta, GA . . . . . . . . New York, NY . . . . . . San Francisco, CA . . .

AMA seminars are GSA approved and all AMA programs can be delivered onsite

2536-L3A-00966 2536-L3A-00967 2536-L3A-00968 2536-L3A-00969

LEADERSHIP

TABLE OF CONTENTS

Is There a Leader in You? • Discussing which qualities senior management looks for in candidates forleadership positions • Explaining what followers expect from their leaders • Identifying your major strengths and areas for improvement as a leader • Building your leadership development plan using the leadership model What Do Leaders Talk About? • Assessing your own leadership style • Developing the most effective leadership style for your position • Identifying and use effective communication patterns • Recognizing the types of subjects leaders discuss • Creating a vision, setting direction and giving instructions that are understood and followed • Explaining the benefits of vision, mission, and values statements that are thoroughly implemented What Is Your Leadership Image? • Projecting the positive professional image of a leader • Understanding the importance of trust and its effects on followers • Building relationships of trust with those you lead

How Can You Build Your Influence and Power? • Identifying a leader’s sources of power and influence • Describing ways that leaders can build their power and influence • Expanding your power network by developing key relationships • Recognizing the limitations on the use of your power and influence • Listing the traps to avoid in using power

FA C U LT Y S P O T L I G H T Talia Fox is one of the experts who teach this course. Talia is a personal power and human development expert and is operations director of a minority- and womenowned consulting firm that provides corporate training. She has developed over 100 training workshops, and clients include the Department of Defense, Howard University, and the National Minority AIDS Education and Training Center.

How Should You Use Organizational Politics? • Differentiating between good politics and bad politics • Explaining why leaders must understand and participate in organizational politics • Describing how leaders develop and advance their leadership agenda • Explaining strategies for getting others to support your agenda • Coping with and surviving the agendas of adversaries

AN AMA BLENDED LEARNING SEMINAR

How Can You Motivate People? • Explaining the things that really motivate people • Listing the factors that make people act the way they do • Explaining how to handle former peers who resist your authority • Describing how to handle difficult people

A blend of dynamic live training and online tools

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

Leadership: 12 Classroom/9 Live Online PDUs See page 185 for more details. Reproduced with the permission of PMI.

This program is valid for 12 PDCs Classroom and 9 PDCs Live Online for the SHRM-CP or SHRM-SCP . SM

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VIEW CLASSROOM EXPERIENCE

SEPTEMBER

July 15-16 . . . . . . Arlington, VA . . . . . . 2536-L3A-00970 July 22-23 . . . . . . Lake Buena Vista, FL . 2536-L3A-00971 July 29-30 . . . . . . Los Angeles, CA . . . . 2536-L3A-00972

Sept. 5-6 . . . . . . Sept. 9-10 . . . . . Sept. 12-13 . . . . Sept. 26-27 . . . .

AUGUST

Aug. 1-2 . . . . . . . Aug. 12-13 . . . . . Aug. 15-16 . . . . . Aug. 26-27 . . . . .

New York, NY . . . . . . Arlington, VA . . . . . . San Francisco, CA . . . Chicago, IL . . . . . . . .

Dallas, TX . . . . . . . . . Atlanta, GA . . . . . . . . Boston, MA . . . . . . . . Arlington, VA . . . . . .

0.9 CEU/9 PDUs/9 PDCs $2,095/AMA Members $1,895

2536-L3A-00979 2536-L3A-00980 2536-L3A-00981 2536-L3A-00983

Mon.-Wed. 2-5 pm ET Feb. 6-8 . . . . . . . . . . . . . . . . . . . . 2536-L3A-00949 May 13-15 . . . . . . . . . . . . . . . . . . 2536-L3A-00964 July 8-10 . . . . . . . . . . . . . . . . . . . . 2536-L3A-00975 Sept. 16-18 . . . . . . . . . . . . . . . . . 2536-L3A-00988

2536-L3A-00974 2536-L3A-00976 2536-L3A-00977 2536-L3A-00978

American Management Association

3-LESSON LIVE ONLINE SCHEDULE

See page 237 for more information

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

WHAT WILL BE COVERED

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Leadership Skills and Team Development for Technical Professionals SEMINAR #2569

Also available Live Online

Bring your leadership abilities on par with your technical skills

YOUR IMMEDIATE TAKEAWAY

• Discover how to get the job done through others • Learn how to build, lead and motivate a team • Use effective communication techniques to win over peers and employees Do you understand what makes IT and technical professionals tick? Can you help these typically solitary individuals coalesce into a team? Do you know how to manage conflict, which happens in every team? In this highly interactive seminar utilizing hands-on exercises, you will learn how to communicate effectively and vary your leadership style to enable the team to succeed. Discover how to run more effective team meetings. Evaluate your team’s performance and become familiar with the different roles leaders must play in each stage of team development. WHO SHOULD ATTEND IT and technical professionals, including team leaders, managers, directors and others who want to enhance their teambuilding and leadership skills.

HOW YOU WILL BENEFIT • Gain a better sense of what’s required of a technical leader • Compare and contrast the characteristics of IT and technical professionals with nontechnical professionals • Communicate more effectively with technical and nontechnical employees at all levels • Enable nontechnical professionals to work with and relate to IT and technical professionals • Discover how to motivate team members using positive feedback and coaching • Effectively manage the day-to-day challenges of team leadership • Keep team performance high during times of change • Practice effective communication techniques • Build a total quality management culture in your team in conjunction with other teams and departments WHAT WILL BE COVERED • Recognizing the unique characteristics of technical professionals • Utilizing your understanding of technical professionals to lead teams • Differentiating among doing, managing and leading • Rising to some of the challenges of the new team leader

Feb. 11-13 . . . . . March 11-13 . . . April 15-17 . . . . . May 13-15 . . . . . June 17-19 . . . . .

Chicago, IL . . . . . . . . Atlanta, GA . . . . . . . . San Francisco, CA . . . Arlington, VA . . . . . . New York, NY . . . . . .

2569-L3A-00463 2569-L3A-00462 2569-L3A-00464 2569-L3A-00466 2569-L3A-00469

Rich McLaughlin is one of the experts who teach this course. He has facilitated leadership and interpersonal skills workshops for over 20 years, showing leaders how to engage employees in driving ongoing innovation. Rich also offers executive coaching and other corporate training. He is certified in a variety of testing methods, including the MBTI.

• Deploying the appropriate type of team for each specific situation that warrants it • Assigning team-appropriate activities • Maximizing team performance and team dynamics • Using conflict constructively to prevent or minimize destructive conflict • Managing the team day-to-day, applying planning, discipline and problem solving • Coaching and providing feedback to individuals and the team • Using motivation, communication and leadership without authority

AN AMA BLENDED LEARNING SEMINAR

A blend of dynamic live training and online tools

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI). Reproduced with the permission of PMI.

Leadership: 14 Classroom/ 10 Live Online PDUs Strategic: 4 Classroom/ 2 Live Online PDUs

1.8 CEUs/18 PDUs $2,345/AMA Members $2,095 AMA Members save $250

3-DAY CLASSROOM SCHEDULE

FA C U LT Y S P O T L I G H T

See page 185 for more details.

Register today! www.amatraining.org/2569 July 15-17 . . . . . . Chicago, IL . . . . . . . . 2569-L3A-00468 Aug. 12-14 . . . . . San Diego, CA . . . . . 2569-L3A-00467 Sept. 4-6 . . . . . . Arlington, VA . . . . . . 2569-L3A-00470

4-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs/12 PDUs $2,195/AMA Members $1,995 Tues. and Thurs. 2-5 pm ET April 30-May 9 . . . . . . . . . . . . . . . 2569-L3A-00465 See page 237 for more information

AMA seminars are GSA approved and all AMA programs can be delivered onsite

LEADERSHIP

TABLE OF CONTENTS

Leadership and Team Development for Managerial Success

FA C U LT Y S P O T L I G H T

Become a visionary leader to mentor, motivate and coach your team YOUR IMMEDIATE TAKEAWAY

• Adapt your leadership style to people and situations • Increase the effectiveness of your coaching skills • Understand team dynamics and facilitation When should you be a motivator…and when should you be a coach? Can you empower team members to self-manage? Or do your teams fall apart when you’re not there? In this dynamic, 2-day workshop, you’ll learn how to be a leader in every sense of the word: a coach, a communicator, a facilitator and more. You’ll understand the importance of imparting clear and consistent messages to your team. Identify the purpose of your team, communicate your vision and foster team cohesiveness and collaboration. Discover how to motivate others to achieve peak performance. And participate in exercises where you demonstrate team dynamics and sharpen your team-building skills.

“

WHO SHOULD ATTEND New managers, team leaders and business professionals interested in acquiring effective leadership skills for managers. HOW YOU WILL BENEFIT • Define your leadership style and vary it based on circumstances • Clarify and communicate your goals • Work in a horizontal mode rather than managing just one piece of the process • Develop your coaching, mentoring and facilitation skills • Align your team with your overall vision • Teach team members critical leadership skills so they can be effective in your absence • Maximize team performance and productivity WHAT WILL BE COVERED • Clearly visualizing your goals and communicating them to your team • Identifying your market needs to better target the team’s efforts • Differentiating between operational, transformational and visionary leadership • Successfully integrating leadership and managerial roles by applying insights gained from your current leadership position

The course was very engaging and the instructor did a great job of connecting the material to the real-life experiences of those in the course. —Blake H.

”

Pamela A. Soden is one of the experts who teach this course. Pamela is an instructor, speaker and mentor with more than 30 years’ experience. She offers training in leadership, management skills, selfmanagement, interpersonal skills, presentation skills, customer service and training others. Clients have included A&E Television Networks, Bristol-Myers Squibb, Pace University, the United States Army and Equitable Life.

• Synthesizing the interplay among vision, information and relationships • Diagnosing your leadership style, while learning to apply the most effective approach to each situation • Defining and utilizing basic motivation concepts • Examining the leader’s role as a motivator and coach in high-performance teams • Diagnosing specific coaching techniques used within effective work teams • Developing your ability to facilitate a winning team • Employing a process of celebrating the team’s achievements

Professional Accreditation

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

1.2 CEUs/12 PDCs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE March 14-15 . . . Chicago, IL . . . . . . . . 2239-L3A-00572 April 8-9 . . . . . . . New York, NY . . . . . . 2239-L3A-00577 April 22-23 . . . . . San Francisco, CA . . . 2239-L3A-00578

Register today! www.amatraining.org/2239 May 20-21 . . . . . Atlanta, GA . . . . . . . . 2239-L3A-00580 June 20-21 . . . . . Chicago, IL . . . . . . . . 2239-L3A-00581 July 22-23 . . . . . . Los Angeles, CA . . . . 2239-L3A-00561

American Management Association

1- 800-854-4493

Aug. 19-20 . . . . . New York, NY . . . . . . 2239-L3A-00582 Sept. 5-6 . . . . . . Atlanta, GA . . . . . . . . 2239-L3A-00583 Sept. 23-24 . . . . Chicago, IL . . . . . . . . 2239-L3A-00584

www.amatraining.org

CLASSROOM SEMINARS

SEMINAR #2239

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Fierce Customer Loyalty Achieve It with Passionate Employees SEMINAR #2608

By FranklinCovey—now available through AMA.

Unleash the passion of loyal employees to increase the loyalty of customers

YOUR IMMEDIATE TAKEAWAY

• Make a genuine connection with customers and co-workers • Model behaviors that earn loyalty • Develop a consistent customer service approach To win the loyalty of your customers, first win the hearts of the people serving your customers. More than 70% of what makes a customer experience great is the behavior of frontline employees. If they are enthusiastic promoters of your organization, your customers are much more likely to be promoters, too. It’s essential that employees feel like valued members of a winning team—and it takes the right leadership to inspire them to accomplish this. Attend this course to learn the principles and practices needed to win the devotion of your employees and customers. By implementing a series of strategic “huddles,” you will discover how to model, teach and reinforce empathy, responsibility and generosity.

WHO SHOULD ATTEND Leaders and managers who serve either external or internal customers and wish to increase customers’ loyalty to the organization. HOW YOU WILL BENEFIT • Learn how to build employee loyalty first, and then customer loyalty • Align the customer experience with customer expectations • Understand how to model, teach and reinforce the behaviors that earn loyalty • Adopt a deliberate, consistent process toward customer service • Execute strategies to discover your customers’ underlying needs or goals WHAT WILL BE COVERED Leading Loyalty • Identifying and assessing the impact of three kinds of customers and employees • Following the “Loyalty Huddle” agenda • Teaching loyalty discussion guidelines • Explaining the “Leading Loyalty” model for consistently earning loyalty • Assessing and improving upon personal application of loyalty principles Empathy • Modeling, teaching and reinforcing the principles of empathy • Identifying and shifting apathetic thinking to empathetic thinking

• Making a genuine human connection with everyone—customers and co-workers Listening to Learn • Defining the impact of patient, attentive listening on customers and employees • Modeling and teaching the practice of listening to learn • Improving listening skills Responsibility • Describing the connection between responsibility and ownership of the customer/employee issue • Modeling and teaching the principle of responsibility Following Up to Strengthen the Relationship • Strengthening relationships with customers and employees through effective follow-up • Teaching and modeling the guidelines for following up • Conducting effective follow-up conversations Generosity • Identifying and overcoming scarcity thinking • Modeling and teaching the principle of generosity Sharing Insights Openly • Recognizing the importance of sharing insights that help everyone learn and improve • Following a process for sharing insights that increases loyalty • Modeling and teaching others how to share insights openly

Making a Human Connection • Modeling, teaching and reinforcing the principles of making a human connection 1.2 CEUs $2,345/AMA Members $2,095 AMA Members save $250

2-DAY CLASSROOM SCHEDULE Jan. 28-29 . . . . . San Francisco, CA . . . 2608-L3A-00010 March 21-22 . . . New York, NY . . . . . . 2608-L3A-00011 April 15-16 . . . . . Arlington, VA . . . . . . 2608-L3A-00012

Register today! www.amatraining.org/2608 May 2-3 . . . . . . . Atlanta, GA . . . . . . . . 2608-L3A-00013 June 6-7 . . . . . . . San Francisco, CA . . . 2608-L3A-00014 July 22-23 . . . . . . Chicago, IL . . . . . . . . 2608-L3A-00015

Aug. 12-13 . . . . . New York, NY . . . . . . 2608-L3A-00016

AMA seminars are GSA approved and all AMA programs can be delivered onsite

LEADERSHIP

TABLE OF CONTENTS

FA C U LT Y S P O T L I G H T

SEMINAR #2280

Ray White is one of the experts who teach this course. He is founder and president of a training and consulting firm and has worked with such clients as the U.S. Postal Service, Merrill Lynch and Georgia Pacific. Ray has led seminars in supervisory skills, management development, and coaching for high performance, among other subjects.

Also available Live Online

Maximize your team’s synergy and productivity

YOUR IMMEDIATE TAKEAWAY

• Enhance emotion-reading skills to support trust building • Increase engagement and team collaboration • Become more effective at leading virtual meetings When it comes to the success of a virtual team, the buck stops with the team leader. If managed effectively, virtual teams can increase productivity, help meet organizational goals and improve quality of work. This course will show you how to take the leadership skills you already use and adapt them to virtual leadership. You’ll get a proven process and framework to develop the competencies of a virtual leader, and strengthen and enhance the productivity of your virtual or remote team. Learn to leverage the advantages of a virtual team while building trust and making authentic connections with team members. You will then apply and reinforce the learning through case studies, team discussions and other activities led by your expert course leader.

1.2 CEUs/12 PDUs/14 CPE $2,345/AMA Members $2,095 AMA Members save $250

2-DAY CLASSROOM SCHEDULE Feb. 11-12 . . . . . March 4-5 . . . . . April 8-9 . . . . . . . May 2-3 . . . . . . . May 13-14 . . . . .

San Francisco, CA . . . Arlington, VA . . . . . . Dallas, TX . . . . . . . . . Atlanta, GA . . . . . . . . New York, NY . . . . . .

2280-L3A-00357 2280-L3A-00359 2280-L3A-00364 2280-L3A-00361 2280-L3A-00362

WHO SHOULD ATTEND Experienced managers, leaders, and project managers who are currently leading virtual teams and are seeking to enhance their overall performance as virtual leaders, as well as those who will be moving into a virtual leadership role in the future.

• Understanding how different technologies support virtual work • Appreciating generational differences in the way people operate • Assessing team member communication in the absence of visual cues • Defining fundamental cultural differences in communicating • Explaining the components of the AMA Coaching Module • Evaluating how you conduct all phases of leading your virtual meetings against best practices

HOW YOU WILL BENEFIT • Cultivate your virtual leadership presence • Strengthen team networks for improved performance • Create trust and engagement in a virtual environment • Select the appropriate technology for specific types of tasks • Take decisive action to manage conflict • Leverage generational, cultural and geographical differences to create positive team impact • Build a solid foundation to coach and provide feedback virtually • Plan and facilitate a successful virtual meeting

AN AMA BLENDED LEARNING SEMINAR

A blend of dynamic live training and online tools

Professional Accreditations

WHAT WILL BE COVERED • Identifying challenges in leading virtually • Increasing awareness of your personality style and its impact on virtual leadership • Assessing the strengths and improvement areas of your team members • Recognizing the unique differences between building virtual, remote and co-located teams • Creating and sustaining trust in a virtual team • Recognizing levels of engagement and increasing them

Recommended CPE Credit: 14 hours/Intermediate—Classroom 10 hours/Intermediate—Live Online Prerequisites: None Advance Preparation: Online pre- and post assessment Delivery Method: Group Live/Group Internet-based Field of Study: Non-technical—Business Management & Organization, Communication

3-LESSON LIVE ONLINE SCHEDULE 0.9 CEU/9 PDUs/10 CPE $2,195/AMA Members $1,995

June 20-21 . . . . . Chicago, IL . . . . . . . . 2280-L3A-00363 July 15-16 . . . . . . Boston, MA . . . . . . . . 2280-L3A-00360 Sept. 12-13 . . . . San Francisco, CA . . . 2280-L3A-00366

Mon.-Wed. 2-5 pm ET Jan. 14-16 . . . . . . . . . . . . . . . . . . 2280-L3A-00356 April 8-10 . . . . . . . . . . . . . . . . . . . 2280-L3A-00368 July 31-Aug. 2 . . . . . . . . . . . . . . . 2280-L3A-00365 See page 236 for more information

American Management Association

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

Leading Virtual Teams

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Collaborative Leadership Skills SEMINAR #2186

Create clarity, build trust and optimize individual and team performance

YOUR IMMEDIATE TAKEAWAY

• Create the process for problem solving and idea generation

WHO SHOULD ATTEND Mid-level managers who want to inspire greater involvement, creativity and knowledge sharing in their employees.

Do you know how to actually collaborate? Can you bring out the best in your direct reports and others throughout your organization? Break down silos and energize your team?

HOW YOU WILL BENEFIT • Clearly communicate your vision to your team and others • Enable team members to own and implement ideas and generate solutions • Learn when to collaborate and when to use a different style • Reduce performance issues by increasing employee involvement and leadership skills • Help improve employee retention and engagement • Enhance team creativity without expensive programs or initiatives • Learn how social media can be integrated into your collaborative process

In just two days, you’ll become acquainted with the principles of collaboration and find out how to become a collaborative leader. So you can get buy-in to build a team and establish a culture that operates as an open and united group. You will develop a mindset that produces new ideas—spurring innovation. Plus, become more influential in your organization while you achieve better business results.

WHAT WILL BE COVERED • Mastering the Principles of Collaboration • Understanding key leadership styles and best practices of collaborative leadership • Identifying your strengths and areas for growth using the Interpersonal Effectiveness Profile Instrument • Building collaborative teams and processes that get results

• Remove roadblocks that prevent employees from reaching peak performance • Generate trust and foster involvement from all employees

FA C U LT Y S P O T L I G H T Denise M. Downs is one of the experts who teach this course. Denise develops and implements human capital solutions to maximize employee engagement and effectiveness. With over 20 years of experience in Fortune 500 companies and nonprofits, she has helped employees at all levels increase their communication and managerial skills. She holds certifications in conflict resolution, mediation and more.

• Creating a culture of collaboration and a unified team • Guiding your team through the stages of collaboration effectiveness • Generating trust and buy-in to foster collaboration • Using a collaborative process for problem solving, idea generation and conflict resolution • Developing key communication skills for effective collaboration • Practicing the language of collaboration • Dealing with the Conflict Instrument— knowing your preferred style and how to turn conflict into collaboration • Using collaborative technology and social media to enhance collaboration

Professional Accreditations The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

“

I found the training to be engaging and incredibly informative. I now have several ideas to implement at work to increase collaboration (almost too many!). —Kristen D.

”

2-DAY CLASSROOM SCHEDULE Chicago, IL . . . . . . . . Atlanta, GA . . . . . . . . New York, NY . . . . . . Arlington, VA . . . . . .

2186-L3A-00182 2186-L3A-00186 2186-L3A-00183 2186-L3A-00187

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

Recommended CPE Credit: 14 hours/Intermediate Prerequisites: None Advance Preparation: None Delivery Method: Group Live Field of Study: Non-technical—Business Management & Organization, Communication

1.2 CEUs/14 CPE/12 PDCs/12 PHR/ 12 SPHR $2,195/AMA Members $1,995 AMA Members save $200

Feb. 14-15 . . . . . Feb. 21-22 . . . . . March 18-19 . . . April 8-9 . . . . . . .

Register today! www.amatraining.org/2186 May 2-3 . . . . . . . June 6-7 . . . . . . . July 22-23 . . . . . . Aug. 5-6 . . . . . . .

San Francisco, CA . . . New York, NY . . . . . . Atlanta, GA . . . . . . . . Arlington, VA . . . . . .

2186-L3A-00188 2186-L3A-00189 2186-L3A-00190 2186-L3A-00191

Aug. 12-13 . . . . . Chicago, IL . . . . . . . . 2186-L3A-00192 Sept. 23-24 . . . . Dallas, TX . . . . . . . . . 2186-L3A-00196

AMA seminars are GSA approved and all AMA programs can be delivered onsite

LEADERSHIP

TABLE OF CONTENTS

Situational Leadership® II Workshop

FA C U LT Y S P O T L I G H T Shawn K. Woods, MBA, is one of the experts who teach this course. He is a leadership development and executive coaching expert as well as a motivational speaker, trainer, coach and mentor. Shawn holds master’s degrees in Business Administration and Human Resources, and was Assistant Director of Human Resources at the Board of Education for the state of Illinois.

SEMINAR #2901

Specially developed for AMA by The Ken Blanchard Companies®

Adopt a leadership style that generates heightened performance and improved productivity YOUR IMMEDIATE TAKEAWAY

• Give your company a shared process, language and model for building leadership • Determine how much direction is needed to develop an employee’s skills • Apply leadership concepts in any situation In this dynamic 2-day workshop, you will learn four leadership styles—each with a different combination of direction and support. Plus, explore behaviors important in developing competence and commitment in others. You’ll learn how to match your leadership style to others’ development levels to ensure growth and goal accomplishment by developing their motivation, competence and confidence. WHO SHOULD ATTEND Individuals in leadership roles, including executives, managers, project managers, team leaders and supervisors. HOW YOU WILL BENEFIT • Improve communication and become a more trusted and credible leader • Achieve greater productivity by infusing your employees with energy, self-reliance and drive 1.2 CEUs/12 PDCs $2,195/AMA Members $1,995 AMA Members save $200

• Create a collaborative work environment to achieve faster sustainable results • Increase your effectiveness in setting goals, providing clear direction, listening, observing, monitoring and giving feedback • Develop and retain your most talented employees

BONUS �� Post-seminar support (app and online support). Get the SLII® challenge and comprehensive tools to help you implement your learning for one year.

WHAT WILL BE COVERED • Knowing your role as a situational leader, as a teacher, coach, mentor, and inﬂuencer • Practicing three skills and six conversations of Situational Leadership® II • Goal Setting: The first skill of a situational leader • Diagnosing: The second skill of a situational leader • Identifying the two components of diagnosing—competence and commitment • Practicing a method for resolving disagreements • Matching: The third skill of a situational leader • Identifying the four leadership styles and the two component behaviors—direction and support • Applying the process of matching leadership style to development level • Identifying SLII® strengths and development areas • Developing an action plan for becoming a situational leader

Ken Blanchard’s Situational Leadership® II THE FOUR LEADERSHIP STYLES

PRE-WORK REQUIRED To fully participate in the class, please complete the Leader Behavior Analysis (LBAII) and the SLII Fitness Test, and download the SLII App onto your mobile device prior to attending the course (approximate completion time is 30–45 minutes).

Professional Accreditation This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

2-DAY CLASSROOM SCHEDULE Jan. 28-29 . . . . . Feb. 7-8 . . . . . . . Feb. 28-Mar. 1 . . April 8-9 . . . . . . . April 25-26 . . . . .

Atlanta, GA . . . . . . . . Chicago, IL . . . . . . . . New York, NY . . . . . . San Francisco, CA . . . Atlanta, GA . . . . . . . .

2901-L3A-00483 2901-L3A-00466 2901-L3A-00467 2901-L3A-00478 2901-L3A-00473

Register today! www.amatraining.org/2901 May 2-3 . . . . . . . May 2-3 . . . . . . . June 6-7 . . . . . . . June 24-25 . . . . . July 11-12 . . . . . .

Arlington, VA . . . . . . Boston, MA . . . . . . . . New York, NY . . . . . . Chicago, IL . . . . . . . . San Francisco, CA . . .

American Management Association

2901-L3A-00474 2901-L3A-00484 2901-L3A-00476 2901-L3A-00477 2901-L3A-00485

1- 800-854-4493

Aug. 15-16 . . . . . Dallas, TX . . . . . . . . . 2901-L3A-00486 Sept. 9-10 . . . . . Atlanta, GA . . . . . . . . 2901-L3A-00480 Sept. 23-24 . . . . New York, NY . . . . . . 2901-L3A-00479

www.amatraining.org

CLASSROOM SEMINARS

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Coaching: A Strategic Tool for

FA C U LT Y S P O T L I G H T

Effective Leadership SEMINAR #2506

Identify and practice the skills critical to successful coaching

YOUR IMMEDIATE TAKEAWAY

• Measure, assess and plan before you coach • Conduct a dialogue and deliver corrective feedback • Adapt your communication style to motivate and inspire others Have you ever considered the far-reaching effects of superb coaching skills? In this highly interactive, broad-based program utilizing exercises, videos and assessments, you’ll explore coaching as a means to earn trust and respect…achieve staff collaboration and cooperation…and confidently confront difficult situations. Discuss real-life coaching situations such as how to quickly find the cause of subpar performance and turn substandard performers into satisfied, productive employees. You’ll develop a “leader-coach mindset” so you can build relationships across the organization and inspire others to achieve the organization’s vision.

You may also be interested in:

Coaching from a Distance: Developing Your Team When You Can’t Be Face to Face (seminar #2559), page 238.

1.2 CEUs $2,645/AMA Members $2,395 AMA Members save $250

WHO SHOULD ATTEND Executives, managers, supervisors, project managers and team leaders. HOW YOU WILL BENEFIT • Master coaching tools, techniques and best practices • Analyze the cause of poor performance • Create a climate for effective learning • Give appropriate feedback • Handle problem employees • Gain insight into your coaching style through role-plays, assessment instruments and feedback • Become aware of your coaching strengths and weaknesses • Manage the dynamics of the coaching relationship • Participate in “What’s My Communication Style?” exercise • Complete the Coaching Plan and Action Plan

San Francisco, CA . . . San Diego, CA . . . . . New York, NY . . . . . . Atlanta, GA . . . . . . . .

2506-L3A-00358 2506-L3A-00347 2506-L3A-00351 2506-L3A-00352

• Examining 10 principles of adult learning • Giving reinforcing feedback for improved performance • Upholding standards of performance; conducting and learning to deliver corrective feedback • Tailoring your coaching to different types of people • Effectively dealing with negative responses • Influencing colleagues to take ownership of their performance and problems and to develop a performance improvement plan • Performing a coaching situations analysis and behaviors assessment

WHAT WILL BE COVERED • Learning to use coaching as a leadership tool • Creating a climate of trust and confidence • Understanding why leader-coaches must be listeners, observers and learners • Identifying tools and techniques to effectively measure, assess and plan • Utilizing the three levels of conversation: debate/discussion/dialogue • Stimulating colleagues to talk about their performance and problems • Recognizing the delegation process, the difficulties around it and signs of poor delegation • Establishing the importance of leadercoaches acting as teachers and trainers: identify the six learning styles

2-DAY CLASSROOM SCHEDULE Jan. 28-29 . . . . . Feb. 25-26 . . . . . March 18-19 . . . April 8-9 . . . . . . .

Jill Greenbaum, EdD, is one of the experts who teach this course. She delivers outstanding training programs in instructional design, accelerated learning, leadership, communication skills and diversity. She assists organizations in needs analysis, training program design and development, and provides evaluation, facilitation and coaching services to clients including Turner Broadcasting Sales, Inc. and The McGraw-Hill Company.

Register today! www.amatraining.org/2506 May 9-10 . . . . . . June 10-11 . . . . . July 15-16 . . . . . . Aug. 19-20 . . . . .

San Francisco, CA . . . Chicago, IL . . . . . . . . New York, NY . . . . . . Atlanta, GA . . . . . . . .

2506-L3A-00353 2506-L3A-00356 2506-L3A-00355 2506-L3A-00357

Aug. 19-20 . . . . . San Diego, CA . . . . . 2506-L3A-00354 Sept. 9-10 . . . . . Arlington, VA . . . . . . 2506-L3A-00359

AMA seminars are GSA approved and all AMA programs can be delivered onsite

LEADERSHIP

TABLE OF CONTENTS

Achieving Leadership Success Through People

FA C U LT Y S P O T L I G H T

Develop empathy, empower others and earn trust YOUR IMMEDIATE TAKEAWAY

• Learn how to motivate others • Earn trust using the 5 Cs of professionalism • Create collaboration through constructive conflict Build your skills in leading others…establish a collaborative culture…and develop a loyal following. In this dynamic seminar, you’ll focus on P.E.O.P.L.E. (Professionalism, Empathy, Optimism, Partnering, Loyalty and Empowerment) so you can become a leader who demonstrates caring and courage. Ratchet up your level of engagement and connection with others—a key success factor. And learn about yourself and how to improve your relationships using the MBTI® assessment instrument. WHO SHOULD ATTEND Mid-level managers, senior managers, directors, vice presidents and other executives.

HOW YOU WILL BENEFIT • Increase your self-awareness and tune in to others to become a more effective leader • Help your direct reports increase their professionalism • Create rapport, synergy and genuine partnerships with your staff/colleagues • Lead with greater empathy and optimism in the face of tough challenges • Use reframing and positive language skills to bolster your resilience • Acquire skills to build better partnerships • Learn and apply the components of loyalty • Understand how to better deal with conflict • Get inspired by the video about how caring leaders impact others

• Getting others to work through differences and work together • The ABCs of building partnerships • Loyalty: supporting other people—upward, sideways, and downward • Coaching and developing others to be more loyal • The Four Steps to building loyalty • Empowerment: being self-empowered, delegating well, coaching and developing others to be more self-empowered

WHAT WILL BE COVERED • Professionalism: setting a good example for other people • Earning the trust of others and thus gaining influence over them • Coaching and developing others to be more professional • The 5 Cs of Professionalism: Character, Composure, Commitment, Competence, Communication • Empathy: connecting with people by seeking and finding common ground • The 3 Cs of Empathy: Connection, Consideration, Caring • Optimism: projecting self-confidence and hope in the future and the organization • How to show optimism in tough times • Partnerships: collaborating with people

18 Leadership PDUs See page 185 for more details. Reproduced with the permission of PMI.

This program is valid for 18 PDCs the SHRM-CP or SHRM-SCP . SM

1.8 CEUs/18 PDUs/21 CPE/18 PDCs $2,745/AMA Members $2,495 AMA Members save $250

�

Recommended CPE Credit: 21 hours/Advanced Prerequisites: Foundation in leadership Advance Preparation: None Delivery Method: Group Live Field of Study: Non-technical—Personal Development

VIEW CLASSROOM EXPERIENCE

3-DAY CLASSROOM SCHEDULE Feb. 20-22 . . . . . San Francisco, CA . . . 2128-L3A-00181 March 6-8 . . . . . Lake Buena Vista, FL . 2128-L3A-00180 April 15-17 . . . . . Arlington, VA . . . . . . 2128-L3A-00184

Register today! www.amatraining.org/2128 May 1-3 . . . . . . . Dallas, TX . . . . . . . . . 2128-L3A-00182 June 24-26 . . . . . Chicago, IL . . . . . . . . 2128-L3A-00185 July 8-10 . . . . . . . New York, NY . . . . . . 2128-L3A-00186

American Management Association

1- 800-854-4493

Aug. 5-7 . . . . . . . San Francisco, CA . . . 2128-L3A-00187 Sept. 16-18 . . . . Atlanta, GA . . . . . . . . 2128-L3A-00188

www.amatraining.org

CLASSROOM SEMINARS

Kirk Hamsher is one of the experts who teach this course. Kirk helps individuals, groups and organizations optimize their performance and motivation through seminars, consultations and executive coaching. His clients have included Abbott Laboratories, TAP Pharmaceutical, Rust-Oleum, Volkswagen, Navigant Consulting, Siemens and Council on the Safe Transportation of Hazardous Articles (COSTHA), among many others.

SEMINAR #2128

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TABLE OF CONTENTS

Leading with Emotional Intelligence SEMINAR #2133

Also available Live Online

Ignite commitment and help your employees reach their greatest potential

YOUR IMMEDIATE TAKEAWAY

• Lead emotionally intelligent teams • Foster greater achievement and resilience • Apply emotional intelligence to reduce conflict Why does emotional intelligence (EI) matter? Because at the core of every outstanding leader are the abilities to connect, achieve, inspire and act with resilience. Now you can learn to apply the best practices of an emotionally intelligent leader and give yourself a winning edge. EI helps you create and sustain unique opportunities and more impactful relationships. This course uses an integrated competency approach to help you develop this crucial skill. You’ll get hands-on opportunities to practice and apply methods for consistently using EI as a leader. Attend this seminar so you can influence and motivate your organization’s workforce to new heights of achievement.

WHO SHOULD ATTEND Senior managers and leaders who need to create a healthy, productive workplace and organizational culture by enhancing their overall effectiveness through EI. HOW YOU WILL BENEFIT • Lead powerfully with presence and impact • Inspire and maintain productive relationships • Expand your sphere of credibility and influence • Utilize empathy to promote strong relationships

• Apply collaborative, inclusive and creative communication practices • Harness emotionally intelligent motivational skills to achieve team results WHAT WILL BE COVERED Integrating Emotional Intelligence and Leadership Competencies • Recognizing the impact your emotionally intelligent interpersonal communication skill has on your colleagues • Applying emotionally intelligent speaking and listening skills to leading Achieving Emotionally Intelligent Personal Influence • Assessing your personal credibility quotient to authentically influence others

1.8 CEUs/18 PDUs/18 PHR/SPHR/ 18 PDCs $2,645/AMA Members $2,395 AMA Members save $250

�

VIEW CLASSROOM EXPERIENCE

3-DAY CLASSROOM SCHEDULE JANUARY

MARCH

Jan. 23-25 . . . . . New York, NY . . . . . . 2133-L3A-00704 Jan. 28-30 . . . . . Anaheim, CA . . . . . . 2133-L3A-00701

March 6-8 . . . . . March 13-15 . . . March 18-20 . . . March 27-29 . . .

FEBRUARY

Feb. 13-15 . . . . . San Francisco, CA . . . 2133-L3A-00708 Feb. 27-Mar. 1 . . Chicago, IL . . . . . . . . 2133-L3A-00710

MAY

New York, NY . . . . . . Houston, TX . . . . . . . San Diego, CA . . . . . Arlington, VA . . . . . .

2133-L3A-00709 2133-L3A-00717 2133-L3A-00714 2133-L3A-00713

May 1-3 . . . . . . . May 8-10 . . . . . . May 13-15 . . . . . May 15-17 . . . . .

APRIL

JUNE

April 1-3 . . . . . . . Atlanta, GA . . . . . . . . 2133-L3A-00728 April 8-10 . . . . . . San Francisco, CA . . . 2133-L3A-00718 April 15-17 . . . . . Philadelphia, PA . . . . 2133-L3A-00719

June 5-7 . . . . . . . June 10-12 . . . . . June 24-26 . . . . . July 8-10 . . . . . . .

New York, NY . . . . . . Arlington, VA . . . . . . Chicago, IL . . . . . . . . Dallas, TX . . . . . . . . .

2133-L3A-00721 2133-L3A-00722 2133-L3A-00723 2133-L3A-00724

San Francisco, CA . . . Boston, MA . . . . . . . . New York, NY . . . . . . Austin, TX . . . . . . . . .

2133-L3A-00727 2133-L3A-00720 2133-L3A-00729 2133-L3A-00730

LEADERSHIP

TABLE OF CONTENTS

Creating Emotionally Intelligent Inspiration • Categorizing your present strengths and liabilities when seeking to inspire others • Applying skills to inspire, using emotionally intelligent leadership stories Encouraging Emotionally Intelligent Collaboration Practices • Describing collaboration as an emotionally intelligent, relationship-based activity • Identifying different types of leader or colleague inquiry that strengthen relationships and creativity Managing Change with Emotional Intelligence • Describing how emotions impact people’s attitudes toward change • Identifying communication skills that leaders can use to move past resistance to change

Attaining Healthy Conflict with Emotional Intelligence • Recognizing the central role that relationship development and maintenance play in achieving healthy conflict • Applying strategies for cultural and communication awareness when leading • Identifying emotionally intelligent leadership communication strategies to create and sustain healthy conflict

FA C U LT Y S P O T L I G H T Timothy (Tim) Genck is one of the experts who teach this course. He has over 30 years of experience in leadership, training, and training other trainers, and he runs his own leadership consulting company. Tim has a Master’s in Organizational Leadership and is certified in the Myers-Briggs Type Indicator, Stephen Covey’s FOCUS Program and SpeedReading People.

Leading Emotionally Intelligent Teams • Analyzing your team’s emotional and social intelligence • Assessing your team’s stress level and mood to remain optimistic and productive • Applying emotionally intelligent mindfulness practices when the whole team or a single team member experiences stress Bringing It All Together • Synthesizing emotionally intelligent competencies to address complex leadership challenges and opportunities

CLASSROOM SEMINARS

• Applying empathy as a powerful influencing strategy when planning a coaching session • Analyzing resistance through the lens of EI to identify alternative influencing approaches

135

Professional Accreditations

This program is valid for 18 PDCs Classroom and 12 PDCs Live Online for the SHRM-CP or SHRM-SCP . SM

The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

SEPTEMBER

July 24-26 . . . . . . Arlington, VA . . . . . . 2133-L3A-00732 July 31-Aug. 2 . . Lake Buena Vista, FL . 2133-L3A-00733

Sept. 4-6 . . . . . . Sept. 9-11 . . . . . Sept. 16-18 . . . . Sept. 23-25 . . . .

AUGUST

Aug. 5-7 . . . . . . . New York, NY . . . . . . 2133-L3A-00734 Aug. 12-14 . . . . . Chicago, IL . . . . . . . . 2133-L3A-00735 Aug. 21-23 . . . . . San Francisco, CA . . . 2133-L3A-00736

Houston, TX . . . . . . . New York, NY . . . . . . San Diego, CA . . . . . Arlington, VA . . . . . .

American Management Association

4-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs/12 PHR/SPHR/12 PDCs $2,545/AMA Members $2,295

2133-L3A-00737 2133-L3A-00738 2133-L3A-00739 2133-L3A-00740

Mon. and Wed. 2-5 pm ET May 6-15 . . . . . . . . . . . . . . . . . . . 2133-L3A-00726 Aug. 12-21 . . . . . . . . . . . . . . . . . . 2133-L3A-00741 See page 238 for more information

1- 800-854-4493

www.amatraining.org

AMA PLAYBOOK

Give your career a boost and be happier at work Follow our blog!

playbook.amanet.org

Stay up to date and competitive with the latest business insights, advice and best practices from trusted experts. You’ll get new strategies to move your career forward and make your work life better. • Learn from influential thought leaders in management, leadership, communication, sales, marketing, finance and more • Stay current with the latest research and other resources available from AMA

Don’t get left behind. Learn something new every day at playbook. amanet.org!

Here are a few of our most popular posts: • The Single Biggest Email Etiquette Mistake You Can Make • Retaining Top Talent: 5 Things Employees Value More Than Money • 7 Steps To Improving Non-Verbal Communication • Managing Introverts: 5 Ways To Get It Right

LEADERSHIP

TABLE OF CONTENTS

Mindful Leadership

FA C U LT Y S P O T L I G H T

Cultivating Excellence from Within SEMINAR #2906

YOUR IMMEDIATE TAKEAWAY

• Align your attitude and intentions to make better decisions • Develop new habits to focus your attention despite constant distractions • Demonstrate a set of behaviors that can elevate your team’s culture As a leader, how can you stay focused on what’s important when there are so many demands for your immediate attention? Ever-changing market conditions, gadget overload, conflicting information and “emergencies” of all kinds can hurt your ability to think with clarity and precision. Getting to sustainable excellence requires a different way to lead. This is where mindfulness comes in. Practicing mindfulness helps you to tune in to what’s here and now, and to be more present, awake and aware, so you can access greater creativity, learning and personal growth. Mindfulness training enables you to make the best choices about where to focus your attention for the best outcomes. Learn to observe what is happening within your mind and how your thoughts

and attitudes affect the way you conduct yourself and lead others. By observing your mind and being present, you can achieve greater clarity on how to best conduct yourself and lead your team in ways that invite new possibilities. Attend this course to learn new habits that can help you begin to rewire your leadership behaviors as you inspire engagement, trust, authenticity and productivity in those around you.

WHAT WILL BE COVERED • Understanding the attitude and qualities of a mindful leader • Practicing how to examine your attitude by using mindfulness techniques • Explaining the relationship between attitude and behavior • Developing new habits and intentional practices to cultivate awareness • Applying mindfulness to pursue clarity, check assumptions and speak thoughtfully • Leading mindfully in the face of contradictions • Leveraging a meditation practice that best suits you • Understanding the opportunities and limitations in your work environment • Establishing commitment and courage to support and maintain a mindful work environment • Overcoming resistance to a change of attitude • Applying mindfulness techniques to real-life situations

WHO SHOULD ATTEND Leaders, directors, managers and those on the leadership track who want to harness mindfulness and achieve greater leadership excellence. HOW YOU WILL BENEFIT • Discover how the attitude-behavior connection affects business decisions and outcomes • Learn to observe your mind and increase your ability to stay fully present and engaged • Make choices and decisions that better align with your intentions • Retrain your attitude to see opportunities before problems • Cultivate a sense of self-awareness and relational transparency that inspires trust • Communicate more thoughtfully and mindfully up, down and across the organization • Create a team culture of greater creativity, dynamics, openness and responsiveness

“

I gained new insights about myself from this class and learned new techniques to be more mindful in an increasingly chaotic workplace. —Susan S.

”

1.2 CEUs $2,445/AMA Members $2,195 AMA Members save $250

2-DAY CLASSROOM SCHEDULE Jan. 24-25 . . . . . San Francisco, CA . . . 2906-L3A-00016 Feb. 14-15 . . . . . New York, NY . . . . . . 2906-L3A-00017 March 25-26 . . . Arlington, VA . . . . . . 2906-L3A-00026

Register today! www.amatraining.org/2906 Aug. 22-23 . . . . . San Francisco, CA . . . 2906-L3A-00031 Sept. 12-13 . . . . Arlington, VA . . . . . . 2906-L3A-00032

April 25-26 . . . . . Los Angeles, CA . . . . 2906-L3A-00027 May 6-7 . . . . . . . Chicago, IL . . . . . . . . 2906-L3A-00028 June 17-18 . . . . . New York, NY . . . . . . 2906-L3A-00029

American Management Association

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

Julie Dresen is one of the experts who teach this course. She is co-founder and managing partner of a custom learning solutions design and development firm. Julie has 18 years’ experience as an instructional designer and strategic learning consultant. In addition to designing custom courses, she is also an experienced facilitator for both virtual and on-site classrooms.

Unlock your power to lead with clarity, authenticity and effectiveness

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

Also available Live Online

People need to hear what you have to say

YOUR IMMEDIATE TAKEAWAY

• Find your authentic voice— authentic, powerful and relevant • Get buy-in, even from those who initially resist • Communicate effectively in tough situations In order to lead well, you must communicate well…through your words, your demeanor, your image. Imagine hearing how your leadership voice sounds to others. Imagine gaining immediate insights to help you connect on a deeper and more inspiring level. This course not only helps you become more self-aware, it offers you strategies to overcome nervousness, engage people with increased confidence, and be the most effective, genuine leader you can be. Challenge yourself to develop and apply these skills and you could change the trajectory of your career.

Master key tools like the Results Matrix to pinpoint the precise focus and purpose of your message, storytelling to influence and inspire, and the indirect approach to delivering unpopular messages. WHO SHOULD ATTEND Experienced managers, executives and anyone who aspires to a leadership position or who is expected to provide leadership.

You’ll learn how careful preparation can increase your communication effectiveness.

HOW YOU WILL BENEFIT • Find, refine or change your leadership voice • Decide which leadership communication style to use and when • Engage in powerful, results-oriented conversations • Craft your messages, hone an authentic voice and connect with others • Practice how you communicate when coaching, delegating, motivating, influencing and negotiating…and get feedback

1.8 CEUs/18 PDUs/21 CPE/18 PDCs $2,645/AMA Members $2,395 AMA Members save $250

3-DAY CLASSROOM SCHEDULE JANUARY

MARCH

MAY

Jan. 14-16 . . . . . Newport Beach, CA . 2130-L3A-00960 Jan. 23-25 . . . . . Parsippany, NJ . . . . . . 2130-L3A-00947

March 4-6 . . . . . Arlington, VA . . . . . . 2130-L3A-00965 March 11-13 . . . Philadelphia, PA . . . . 2130-L3A-00961 March 18-20 . . . Seattle, WA . . . . . . . . 2130-L3A-00955

May 1-3 . . . . . . . May 8-10 . . . . . . May 15-17 . . . . . May 20-22 . . . . .

FEBRUARY

Feb. 6-8 . . . . . . . Feb. 13-15 . . . . . Feb. 20-22 . . . . . Feb. 25-27 . . . . . Feb. 27-Mar. 1 . .

San Francisco, CA . . . New York, NY . . . . . . Scottsdale, AZ . . . . . . Chicago, IL . . . . . . . . Dallas, TX . . . . . . . . .

2130-L3A-00952 2130-L3A-00951 2130-L3A-00956 2130-L3A-00953 2130-L3A-00954

APRIL

April 8-10 . . . . . . April 8-10 . . . . . . April 15-17 . . . . . April 24-26 . . . . .

Chicago, IL . . . . . . . . New York, NY . . . . . . Denver, CO . . . . . . . . San Francisco, CA . . .

2130-L3A-00966 2130-L3A-00967 2130-L3A-00995 2130-L3A-00968

Arlington, VA . . . . . . Atlanta, GA . . . . . . . . Houston, TX . . . . . . . Los Angeles, CA . . . .

2130-L3A-00971 2130-L3A-00970 2130-L3A-00996 2130-L3A-00972

New York, NY . . . . . . San Francisco, CA . . . Arlington, VA . . . w Boston, MA . . . . . . . . Chicago, IL . . . . . . . .

2130-L3A-00973 2130-L3A-00974 2130-L3A-00975 2130-L3A-00976 2130-L3A-00977

JUNE

June 3-5 . . . . . . . June 5-7 . . . . . . . June 10-12 . . . . . June 12-14 . . . . . June 26-28 . . . . .

AMA seminars are GSA approved and all AMA programs can be delivered onsite

LEADERSHIP

TABLE OF CONTENTS

Finding Your Leadership Voice • Learning the two components of a leader’s voice • Describing several leadership styles and describing your dominant style Crafting a Compelling Message that Influences, Inspires and Produces Results • Pinpointing the desired results of your leadership message by using a results matrix • Shaping your leadership message

Setting the Direction for Others • Communicating a clear mission and inspiring vision and values • Delegating authority in ways that prompt others to take responsibility Inspiring Others to Do Their Best • Lighting a fire in the hearts of others • Recognizing what drives motivation • Influencing buy-in and committed action • Choosing the most effective strategies • Influencing without direct authority Coaching, Counseling and Mentoring for Improved Performance • Stimulating and guiding authentic coaching, counseling and mentoring sessions

Carole F. Hysmith, EdD, is one of the experts who teach this course. Carole is known for her expertise in developing teams and empowering staff. She has designed and facilitated seminars in assertiveness skills, performance appraisal and counseling, career development and team development. She is a certified administrator of the Myers-Briggs Type Indicator.

Addressing Tough Situations in Ways that Defuse Tension • Handling conflict and hostile disputes

Getting the Attention and Understanding of Those You Wish to Lead • Exploring ways to get and hold attention • Ensuring understanding • Knowing how to have presence • Using stories to rivet audience attention

AN AMA BLENDED LEARNING SEMINAR

A blend of dynamic live training and online tools

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

so much that I did not know, and I will be able to “ I learned apply it every day. I especially found it helpful to identify my leadership style, and from there build upon my strengths and focus on ways to improve. ”

Leadership : 18 Classroom/12 Live Online PDUs See page 185 for more details.

—Cassandra Anne R.

�

FA C U LT Y S P O T L I G H T

This program is valid for 18 PDCs Classroom and 12 PDCs Live Online for the SHRM-CP or SHRM-SCP . SM

Recommended CPE Credit: 21 hours/Advanced—Classroom 14 hours/Advanced—Live Online Prerequisites: Foundation in leadership Advance Preparation: Online pre- and post assessment Delivery Method: Group Live/Group Internet-based Field of Study: Non-technical—Communication

VIEW CLASSROOM EXPERIENCE w Special Session for Women

July 8-10 . . . . . . . July 22-24 . . . . . . July 24-26 . . . . . . July 31-Aug. 2 . .

1.2 CEUs/12 PDUs/14 CPE/12 PDCs $2,545/AMA Members $2,295

SEPTEMBER

Dallas, TX . . . . . . . . . New York, NY . . . w Arlington, VA . . . . . . San Diego, CA . . . . .

2130-L3A-00978 2130-L3A-00981 2130-L3A-00982 2130-L3A-00983

Sept. 4-6 . . . . . . Sept. 9-11 . . . . . Sept. 16-18 . . . . Sept. 25-27 . . . .

New York, NY . . . . . . Denver, CO . . . . . . . . Las Vegas, NV . . . . . . Durham, NC . . . . . . .

4-LESSON LIVE ONLINE SCHEDULE

2130-L3A-00984 2130-L3A-00988 2130-L3A-00990 2130-L3A-00991

Tues. and Thurs. 2-5 pm ET Jan. 8-17 . . . . . . . . . . . . . . . . . . . 2130-L3A-00945 March 12-21 . . . . . . . . . . . . . . . . 2130-L3A-00950 May 7-16 . . . . . . . . . . . . . . . . . . . 2130-L3A-00969 July 16-25 . . . . . . . . . . . . . . . . . . . 2130-L3A-00980 Sept. 10-19 . . . . . . . . . . . . . . . . . 2130-L3A-00989

AUGUST

Aug. 14-16 . . . . . San Francisco, CA . . . 2130-L3A-00985 Aug. 19-21 . . . . . Arlington, VA . . . . . . 2130-L3A-00986 Aug. 26-28 . . . . . Chicago, IL . . . . . . . . 2130-L3A-00987

See page 239 for more information

American Management Association

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

WHAT WILL BE COVERED Setting Yourself up for Success: The Voices of Effective Leaders— Past and Present • Describing typical leadership challenges and assessing how well you use the language of leadership • Identifying five traits of effective leaders as communicators and assessing how well you demonstrate those traits

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Developing Executive Leadership

SEMINAR #2501

Also available Live Online

Focus on the big picture as a visionary strategist, communicator and coach

YOUR IMMEDIATE TAKEAWAY

• Create mission, vision and values statements for your organization • Inspire trust, boost morale and increase productivity • Practice Situational Leadership® II This intensive 3-day seminar combining proven-in-action techniques with peer interaction and research insights will help you master the competencies of effective leadership. Find out how to communicate your vision and create an action plan. Discover how to use your power and influence to achieve goals. Build alliances across departments. Plus, establish strong working relationships and empower your team. WHO SHOULD ATTEND Mid-level managers or executives who lead others with managerial responsibility. It will benefit executives who require

strong decision-making skills and the ability to lead and motivate others. HOW YOU WILL BENEFIT • Identify the characteristics of effective leaders and the most common saboteurs • Understand yourself and your perceptions better and apply this to managing others • Sharpen your coaching skills to help employees fulfill their potential

• Improve performance through empowerment and delegation • Build a cohesive team that pulls together to deliver results and performs well in all situations • Deepen your self-awareness and continue your growth as a leader • Develop heightened “emotional intelligence” for greater professional achievement and satisfaction

1.8 CEUs/18 PDUs/18 PDCs/21 CPE $2,645/AMA Members $2,395 AMA Members save $250

3-DAY CLASSROOM SCHEDULE JANUARY

Jan. 23-25 . . . . . New York, NY . . . . . . 2501-L3A-01742 Jan. 28-30 . . . . . San Diego, CA . . . . . 2501-L3A-01746 Jan. 30-Feb. 1 . . . Chicago, IL . . . . . . . . 2501-L3A-01743

March 13-15 . . . March 13-15 . . . March 18-20 . . . March 20-22 . . .

FEBRUARY

APRIL

Feb. 6-8 . . . . . . . Fort Lauderdale, FL . . 2501-L3A-01745 Feb. 20-22 . . . . . Arlington, VA . . . . . . 2501-L3A-01747

April 3-5 . . . . . . . April 15-17 . . . . . April 17-19 . . . . . April 22-24 . . . . . April 24-26 . . . . .

MARCH

March 4-6 . . . . . Boston, MA . . . . . . . . 2501-L3A-01749 March 11-13 . . . San Francisco, CA . . . 2501-L3A-01750

Dallas, TX . . . . . . . . . New York, NY . . . . . . Arlington, VA . . . . . . Atlanta, GA . . . . . . . .

2501-L3A-01760 2501-L3A-01752 2501-L3A-01761 2501-L3A-01751

Denver, CO . . . . . . . . Las Vegas, NV . . . . . . Chicago, IL . . . . . . . . Arlington, VA . . . . . . New York, NY . . . . . .

2501-L3A-01763 2501-L3A-01765 2501-L3A-01766 2501-L3A-01767 2501-L3A-01762

MAY

May 1-3 . . . . . . . May 6-8 . . . . . . . May 8-10 . . . . . . May 13-15 . . . . . May 20-22 . . . . . May 29-31 . . . . .

Seattle, WA . . . . . . . . Philadelphia, PA . . . . Scottsdale, AZ . . . . . . Austin, TX . . . . . . . . . St Pete Beach, FL . . . . Los Angeles, CA . . . .

2501-L3A-01768 2501-L3A-01769 2501-L3A-01770 2501-L3A-01771 2501-L3A-01773 2501-L3A-01779

JUNE

June 3-5 . . . . . . . Arlington, VA . . . . . . 2501-L3A-01774 June 5-7 . . . . . . . Chicago, IL . . . . . . . . 2501-L3A-01775

AMA seminars are GSA approved and all AMA programs can be delivered onsite

LEADERSHIP

TABLE OF CONTENTS

Understanding Today’s Executive Leadership Expectations • Examining your executive leadership challenges • Exploring the fundamental concepts of executive leadership • The four-factor model of effective executive leadership • Differentiating between leadership and management • Identifying the executive leadership requirements for the 21st century Leadership with the Head: Exploring the Strategic Elements of Executive Leadership • Defining mission, vision and values • Focusing on the “big picture” when building the culture • The importance of planning and prioritizing in day-to-day activities • Taking the time to focus on envisioning the future • How a personal vision statement helps you achieve your organizational vision Leadership with the Hands: Understanding and Appreciating Situational Leadership® II, the Art of Influencing Others • How to develop people, value differences and encourage honest communication

• Developing your leadership style to gain commitment from your employees • Matching your leadership style to your employees’ developmental needs

FA C U LT Y S P O T L I G H T Lee S. Johnsen, CPT, CPLP, SPHR, is one of the experts who teach this course. Lee is principal and founder of a firm that works with organizations and agencies on strategic planning, management, leadership, executive development and other issues. He is certified by ATD, ISPI and SHRM and is the author of Literally Virtually: Making Virtual Teams Work (Child of the Prairie, 2018).

Leadership with the Feet: Personal Values and Ethics at Work • Understanding the challenges you face—and the various ways you can manage them • Creating a culture of trusting relationships • How individualized “passionate purpose” provides a context for consistency and credibility Leadership with the Heart: Practicing Ways to Communicate • Executive leadership techniques for enhancing pride in the work and the organization • Motivating the workforce: three elements that ensure increased job satisfaction and productivity • Examining the role of “emotional intelligence” in successful executive leadership • Assessing your “emotional intelligence”: your strengths and areas that need development

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

Creating an Executive Leadership Development Plan • Developing a plan based on your goals and your organization’s strategy

Leadership : 18 Classroom/12 Live Online PDUs See page 185 for more details.

This program is valid for 18 PDCs Classroom and 12 PDCs Live Online for the SHRM-CP or SHRM-SCP . SM

�

Recommended CPE Credit: 21 hours/Intermediate—Classroom 14 hours/Intermediate—Live Online Prerequisites: None Advance Preparation: Online pre- and post-assessment Delivery Method: Group Live/Group Internet-based Field of Study: Non-technical—Communication, Personal Development

VIEW CLASSROOM EXPERIENCE

Register today! www.amatraining.org/2501 June 10-12 . . . . . June 17-19 . . . . . June 19-21 . . . . . June 24-26 . . . . .

San Francisco, CA . . . Atlanta, GA . . . . . . . . New York, NY . . . . . . Dallas, TX . . . . . . . . .

2501-L3A-01776 2501-L3A-01777 2501-L3A-01772 2501-L3A-01782

Arlington, VA . . . . . . New York, NY . . . . . . San Diego, CA . . . . . Parsippany, NJ . . . . . . Chicago, IL . . . . . . . .

2501-L3A-01780 2501-L3A-01781 2501-L3A-01788 2501-L3A-01783 2501-L3A-01784

JULY

July 10-12 . . . . . . July 17-19 . . . . . . July 22-24 . . . . . . July 29-31 . . . . . . July 31-Aug. 2 . .

1.2 CEUs/14 CPE/12 PDUs/12 PDCs $2,545/AMA Members $2,295

AUGUST

Aug. 5-7 . . . . . . . Aug. 12-14 . . . . . Aug. 26-28 . . . . . Sept. 4-6 . . . . . . Sept. 9-11 . . . . . Sept. 11-13 . . . . Sept. 16-18 . . . . Sept. 18-20 . . . .

Arlington, VA . . . . . . New York, NY . . . . . . Nashville, TN . . . . . . . San Francisco, CA . . . Atlanta, GA . . . . . . . . New York, NY . . . . . . Arlington, VA . . . . . . Denver, CO . . . . . . . .

American Management Association

2501-L3A-01786 2501-L3A-01787 2501-L3A-01789 2501-L3A-01790 2501-L3A-01791 2501-L3A-01792 2501-L3A-01794 2501-L3A-01793

1- 800-854-4493

4-LESSON LIVE ONLINE SCHEDULE

Mon. and Wed. 2-5 pm ET April 15-24 . . . . . . . . . . . . . . . . . . 2501-L3A-01764 Aug. 5-14 . . . . . . . . . . . . . . . . . . . 2501-L3A-01785 See page 239 for more information

www.amatraining.org

CLASSROOM SEMINARS

WHAT WILL BE COVERED

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LEADERSHIP

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NEW

TABLE OF CONTENTS

The 13 Behaviors of High-Trust Leaders

FA C U LT Y

SEMINAR #2604

By FranklinCovey—now available through AMA.

Engage and inspire your people by applying specific behaviors to increase trust

YOUR IMMEDIATE TAKEAWAY

• Increase commitment and accountability • Practice behaviors that promote high trust • Close trust gaps that impact your team Every interaction, project and initiative is affected positively or negatively by trust. Trust multiplies performance, but when there is a lack of trust, everything you do takes more time and costs more money. Relationships decay, projects fail, customers go to competitors and initiatives underperform. Attend this highly interactive seminar for leaders to gain invaluable tools to increase your personal credibility and learn to practice 13 specific behaviors that increase trust. When you successfully apply these tools, you’ll be better able to manage change and lead high-performing teams that are agile, collaborative, innovative and engaged. By attending this course, you will discover how to engage your team in a completely different way and help them be more committed and accountable to results.

WHO SHOULD ATTEND Those in a leadership position who wish to increase speed and decrease costs by creating and working in a culture of high trust. HOW YOU WILL BENEFIT • Build your own case for trust • Increase your personal credibility • Behave in ways that inspire trust • Align your team, symbols, systems and processes with principles of high trust • Improve your team’s reputation WHAT WILL BE COVERED THE CASE FOR TRUST • Quantifying the specific “trust taxes” that are affecting your current projects and initiatives • Identifying the behaviors that slow speed and increase costs in your work environment • Learning the three dimensions of creating trust • Creating a customized plan to close the trust gaps that are impacting your team

AMA’s distinguished faculty of experienced business practitioners are men and women who have achieved success in the corporate world. They bring their distinctive personal insights and practical experience to every seminar session.

• Practicing the critical leadership skill of declaring intent • Creating an action plan to increase personal credibility. RELATIONSHIP TRUST—THE PRINCIPLE OF BEHAVIOR • Identifying the counterfeit behaviors that create low trust • Practicing the 13 behaviors that are foundational to every high-trust culture • Practicing key conversations to build trust with new and existing employees; repairing trust when it has been lost PRE-WORK REQUIRED Upon registration, you will receive a link to the Trust Quotient™ (tQ) self-administered 360º assessment to measure how others perceive you. ATTENDEES WILL RECEIVE • Participant Guidebook • Speed of Trust Action Cards • Weekly Trust Huddle Guide • The Speed of Trust Book • Speed of Trust Digital Coach app • tQ 360º Assessment

SELF TRUST—THE PRINCIPLE OF CREDIBILITY • Taking responsibility for increasing your own personal credibility, and modeling trust through character and competence • Clarifying the specific reasons you can be trusted

1.2 CEUs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 25-26 . . . . . March 18-19 . . . April 4-5 . . . . . . . April 18-19 . . . . .

San Francisco, CA . . . New York, NY . . . . . . Atlanta, GA . . . . . . . . Chicago, IL . . . . . . . .

2604-L3A-00025 2604-L3A-00026 2604-L3A-00029 2604-L3A-00027

Register today! www.amatraining.org/2604 May 6-7 . . . . . . . May 20-21 . . . . . June 24-25 . . . . . July 15-16 . . . . . .

Arlington, VA . . . . . . San Diego, CA . . . . . Dallas, TX . . . . . . . . . Boston, MA . . . . . . . .

2604-L3A-00028 2604-L3A-00032 2604-L3A-00033 2604-L3A-00034

July 22-23 . . . . . . Aug. 1-2 . . . . . . . Aug. 15-16 . . . . . Sept. 12-13 . . . .

San Francisco, CA . . . Atlanta, GA . . . . . . . . New York, NY . . . . . . Arlington, VA . . . . . .

AMA seminars are GSA approved and all AMA programs can be delivered onsite

2604-L3A-00030 2604-L3A-00035 2604-L3A-00031 2604-L3A-00036

LEADERSHIP

TABLE OF CONTENTS

FA C U LT Y S P O T L I G H T Beverly MeaseBuxton is one of the experts who teach this course. Beverly, who has been a public speaker and trainer for over 20 years, designs and conducts a variety of courses related to leadership development. Her many clients have included Virginia Sustainable Building Network, NASA and the US Patent and Trademark Office. She is a certified Myers-Briggs trainer.

SEMINAR #2134

Craft your messages to win the hearts and minds of others

YOUR IMMEDIATE TAKEAWAY

• Take your communication skills from good to outstanding • Earn credibility • Speak flawlessly in impromptu situations Here’s your opportunity to solve tougher, bigger problems…drive revenue…and extend your influence up, down and across the organization. In this hands-on seminar, you’ll learn the most effective techniques for handling pressing communication challenges. Practice speaking in front of others and receive feedback from your peers. Discuss setting the strategic direction. Plus, participate in a Results Matrix exercise to help you pinpoint the purpose and impact of your message, so everyone is aligned with your vision and goals. WHO SHOULD ATTEND Experienced leaders determined to achieve even greater success at the highest levels of their organizations.

HOW YOU WILL BENEFIT • Become a clear and powerful communicator to increase your leadership impact • Become more effective at handling communication challenges • Know the right way to deliver bad news • Develop a positive culture by communicating with authenticity • Increase team motivation • Create open communication channels • Communicate powerfully in any medium, from emails to formal presentations • Motivate action at every level of the organization including customers, partners, subordinates and investors

• Controlling all elements of your message and choosing the best channels for delivering it • Successfully communicating in spontaneous, unanticipated situations • Moving your audience to act—right now

WHAT WILL BE COVERED • Understanding the five imperatives of powerful executive communication • Influencing internally and externally • Developing the trust, credibility and personal relationships critical to superior results and career success • Building consensus, cohesion, real buy-in and unwavering team commitment • Overcoming barriers to communication in any environment, from one-to-one meetings to emails and presentations

15 Leadership PDUs, 3 Strategic PDUs See page 185 for more details.

activities; interacting with other “ I enjoyedwastheanrole-playing attendees excellent tool for learning better communication techniques. The examples provided by the instructor were very concrete and real. ”

Reproduced with the permission of PMI.

This program is valid for 18 PDCs for the SHRM-CP or SHRM-SCP .

—Eduardo V.

Recommended CPE Credit: 21 hours/Advanced Prerequisites: Foundation in leadership Advance Preparation: None Delivery Method: Group Live Field of Study: Non-technical—Personal Development, Communication

1.8 CEUs/18 PDUs/21 CPE/18 PDCs $2,745/AMA Members $2,495 AMA Members save $250

3-DAY CLASSROOM SCHEDULE March 25-27 . . . New York, NY . . . . . . 2134-L3A-00202 April 10-12 . . . . . Chicago, IL . . . . . . . . 2134-L3A-00201

Register today! www.amatraining.org/2134 June 12-14 . . . . . Arlington, VA . . . . . . 2134-L3A-00204 Sept. 16-18 . . . . San Francisco, CA . . . 2134-L3A-00207

American Management Association

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

Advanced Leadership Communication Strategies

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Transformational Leadership How to Inspire Extraordinary Performance SEMINAR #2021

Become the type of leader who truly makes a difference

YOUR IMMEDIATE TAKEAWAY

• Develop 10 essential transformational leadership skills • Build a collaborative, highperforming, mission-focused team • Foster a positive culture that values greatness in its output Are you ready to inspire people with a powerful vision? To create positive energy, ignite passion, and foster a work environment that thrives on personal motivation, adaptability, collaboration, and accountability? This is what transformational leadership is all about. You challenge the status quo and become a conduit for sustainable success. You insist on collaboration and empower your people to become leaders themselves. In this seminar, you will build a clear roadmap that includes specific steps, techniques, and tools to make you the change agent. You change and others will follow. Get ready to assess your skills, master new strategies, and transform.

WHO SHOULD ATTEND Executives, vice presidents, directors and managers who want to improve business results by making transformational leadership a working reality in their organization, department or division. HOW YOU WILL BENEFIT • Assess your strengths and step up to lead by example • Rise to the challenges of today’s “do more with less” reality • Inject passion and a sense of purpose to spark creativity and innovation • Inspire your team to reach and strive for greater performance on their own • Cultivate a culture where followers want to become leaders • Create and articulate your vision for the future WHAT WILL BE COVERED • Recognizing the impact that transformational leadership can have • Evaluating your organization’s predominant leadership style(s) • Exploring the transformational leadership skill set: 10 essential skills

“

FA C U LT Y S P O T L I G H T Refael Haham is one of the experts who teach this course. Refael is an international trainer and consultant specializing in areas related to intelligence and its applications in leadership, persuasion skills, and creative problem solving. He has developed custom training programs for Intel, including a course on enhancing personal intelligence and communication skills.

• Performing your personal SWOT analysis and what this means in terms of fitting with your operating environment • Defining your priorities for self-improvement • Developing a process for enhancing your transformational leadership skills • Monitoring progress with milestones and metrics • Evaluating your employees; defining the culture you want • Developing a process for adapting your team’s culture • Creating your cultural adjustment action plan

I left the course feeling motivated and ready to make an impact at work. It really helped me realize the type of leader I was and what I needed to change and add to my style. —Bouavanh L.

”

Professional Accreditation Recommended CPE Credit: 14 hours/Advanced Prerequisites: None Delivery Method: Group Live Field of Study: Non-technical—Personal Development

1.2 CEUs/14 CPEs $2,445/AMA Members $2,195 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 25-26 . . . . . New York, NY . . . . . . 2021-L3A-00058 March 25-26 . . . San Francisco, CA . . . 2021-L3A-00060 April 11-12 . . . . . Atlanta, GA . . . . . . . . 2021-L3A-00061

Register today! www.amatraining.org/2021 May 2-3 . . . . . . . Arlington, VA . . . . . . 2021-L3A-00062 June 20-21 . . . . . Chicago, IL . . . . . . . . 2021-L3A-00063 Aug. 1-2 . . . . . . . New York, NY . . . . . . 2021-L3A-00065

Sept. 9-10 . . . . . San Francisco, CA . . . 2021-L3A-00064

AMA seminars are GSA approved and all AMA programs can be delivered onsite

LEADERSHIP

TABLE OF CONTENTS

Breakthrough Growth SEMINAR #2912 Develop and promote a disruptive mindset to achieve new and sustainable growth

YOUR IMMEDIATE TAKEAWAY

• Learn to embrace disruptors as new opportunities • Acquire strategies to overcome organizational stagnation • Enable a consistent flow of ideas into the innovation pipeline Breakthrough growth isn’t about luck. It requires that everyone in the organization change their mindset from what is to what if and create a disruption. Disruption equips us with the ability to withstand external threats like competition, technology, government regulations, demographic shifts, economic uncertainty and other influences. As a leader of disruptive innovation, you will help your business capitalize on new opportunities and safeguard it against stagnation and obsolescence. In this program for experienced leaders, you’ll identify and develop pivotal skills for being a visionary leader who is able to get ahead of the curve, prime others in your organization to welcome disruption, and do away with the common organizational resistance that often prevents companies from embracing the unexpected.

WHAT WILL BE COVERED • Building a shared understanding of what is meant by “disruption” • Creating your “Ripe for Disruption” checklist • Developing the “disruptive mindset”: create, engage, adapt • Learning and building the skills for disruptive leadership • Discovering how to design disruption • Scanning the environment for trends, opportunities and threats • Identifying technologies and other factors that have potential to cause disruption • Deepening your understanding of companies that are more likely to be disrupted • Characterizing the market landscape for your industry • Applying tools for identifying and building agile responses • Experiencing “disruption wars” through an interactive simulation • Developing leadership courage in yourself and others • Building an effective disruptive innovation action plan for your organization

WHO SHOULD ATTEND Senior managers in all industries who are responsible for choosing and implementing an organizational and divisional strategy that will produce optimal results. HOW YOU WILL BENEFIT • Develop and apply a curious “what if” mindset—the ability to think “futuristically” • Be ready to embrace and implement rapid changes • Identify and respond to both threats and opportunities for disruption • Understand and assess disruption from the point of view of those being disrupted • Develop inner courage and willingness to face disruption • Lead your organization to positive change

The course content is thought provoking, and helps one “process the changing times from a business perspective. You learn about disruption, how to avoid it, the trends that can lead to it, and the business models that help mitigate the effects to your company. Good information, delivered in a way that can be digested. —Travis C.

”

1.2 CEUs $2,445/AMA Members $2,145 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Jan. 28-29 . . . . . Atlanta, GA . . . . . . . . 2912-L3A-00012 March 7-8 . . . . . Chicago, IL . . . . . . . . 2912-L3A-00013

Register today! www.amatraining.org/2912 April 17-18 . . . . . New York, NY . . . . . . 2912-L3A-00014 May 13-14 . . . . . San Francisco, CA . . . 2912-L3A-00015

American Management Association

1- 800-854-4493

July 15-16 . . . . . . Atlanta, GA . . . . . . . . 2912-L3A-00016 Sept. 9-10 . . . . . Chicago, IL . . . . . . . . 2912-L3A-00017

www.amatraining.org

CLASSROOM SEMINARS

NEW

Leading Disruptive Change and Innovation: Your Plan for

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AMA’s Advanced Executive Leadership Program

FA C U LT Y S P O T L I G H T

SEMINAR #2104

Amplify your effectiveness as leader, visionary and strategist

YOUR IMMEDIATE TAKEAWAY

• Deepen your self-awareness to become a stronger leader • Build skills to influence, coach and support others • Enhance your ability to enable others to achieve success Heighten your team’s performance, discover the power of emotional intelligence and lead through your influence skills. You’ll explore how to craft and communicate a clear vision that inspires action and ensures alignment…use self-knowledge and insight into others to promote creativity…and understand the four competencies of executive leadership necessary for success in the 21st century. You’ll profit from the shared insights and experiences of your peers over three days of discussions and activities that bolster your leadership style. Test your skills at turning around a struggling company in a fast-paced, highly interactive, reality-based simulation. And apply what you’ve learned in a case study that reinforces all the problem-solving techniques taught throughout the course. WHO SHOULD ATTEND Executives, directors and managers who are seeking strong leadership skills to help them motivate and inspire others.

HOW YOU WILL BENEFIT • Discover how to flex your leadership style as people and conditions change • Increase your self-awareness through selfassessment tools • Learn the power of stories as a leadership tool • Create a culture of appropriate risk taking and drive change throughout the organization • Understand the difference between coaching and counseling • Learn practical tools to set higher levels of expectation for team members • Use performance characteristics analysis to identify and close performance gaps • Manage performance planning and performance appraisal • Inspire innovation and trust in your direct reports • Understand different perspectives and find common ground WHAT WILL BE COVERED • Articulating your personal objectives for learning from the program and reaching agreement with others on the highest priorities for the group as a whole • Interacting with other program participants, having gained some perspective on each other’s professional lives • Managerial vs. leadership roles • Identifying your personal behavioral preferences and modifying them proactively to increase your leadership effectiveness

3-DAY CLASSROOM SCHEDULE Lake Buena Vista, FL . San Diego, CA . . . . . Arlington, VA . . . . . . New York, NY . . . . . .

2104-L3A-00220 2104-L3A-00219 2104-L3A-00223 2104-L3A-00224

• Learning the principal concepts that define and enhance EQ (emotional intelligence) • Assessing organizational response from mission/vision work already completed • The relationship that ethics has with the success of a vision • Understanding the strategic planning process leaders use to set short-term actions for long-term success • Demonstrating skills of influencing others • How to form “virtual partnerships” in the work environment • The reasons why organizations and people resist change • Relating concepts of team dynamics to your actual experience • Finalizing specific actions you will take immediately after the seminar

Professional Accreditations

This program is valid for 18 PDCs for the SHRM-CP or SHRM-SCP . SM

Recommended CPE Credit: 21 hours/Advanced Prerequisites: Foundation in leadership Advance Preparation: None Delivery Method: Group Live Field of Study: Non-technical—Personal Development

1.8 CEUs/21 CPE/18 PDCs $2,745/AMA Members $2,495 AMA Members save $250

Jan. 16-18 . . . . . Jan. 30-Feb. 1 . . . March 4-6 . . . . . April 1-3 . . . . . . .

Lorraine Capuano, PhD, is one of the experts who teach this course. Lorraine works with senior executives and their teams to focus business strategies, determine gaps in the execution of these strategies, and create organizational competencies to meet challenging business goals. Clients have included Texaco, RJR-Nabisco and others. Lorraine was an adjunct instructor at Corn Society and The OD Network.

Register today! www.amatraining.org/2104 May 6-8 . . . . . . . June 17-19 . . . . . July 15-17 . . . . . . Aug. 12-14 . . . . .

Los Angeles, CA . . . . Chicago, IL . . . . . . . . Arlington, VA . . . . . . San Francisco, CA . . .

2104-L3A-00226 2104-L3A-00227 2104-L3A-00229 2104-L3A-00228

Aug. 26-28 . . . . . New York, NY . . . . . . 2104-L3A-00230 Sept. 25-27 . . . . Atlanta, GA . . . . . . . . 2104-L3A-00231

AMA seminars are GSA approved and all AMA programs can be delivered onsite

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Making the Transition from Staff Member to Supervisor Top 10 Management Skills for New Supervisors Top 10 Delegation Boot Camp

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Leadership Skills for Supervisors

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Making the Transition from Staff Member to Supervisor SEMINAR #2243

Also available Live Online

Avoid “growing pains” as you step up to new responsibilities

YOUR IMMEDIATE TAKEAWAY

• Get comfortable in your new role and know what’s expected • Manage diverse groups encom passing multiple generations • Address different behavioral styles to avoid conflict Being pulled in different directions? Unsure how to manage competing priorities? Doing some things that are counterproductive? In this information-packed interactive seminar, you’ll define your personal style with a style profile…boost your time-management capabilities…and learn how to give and receive feedback. Delegation will be unmasked utilizing a delegation worksheet. You’ll gain insight into yourself and your team and the know-how to motivate others. So you can return to work with the clarity and confidence to take on any new task with ease and succeed in your new role.

HOW YOU WILL BENEFIT • Create a new game plan for growth • Let go of your former role and establish your credibility • Develop legal awareness to act and behave in compliance with workplace laws • Adjust your behavioral style to give yourself a more winning edge • Discover the secrets to inspiring and motivating your direct reports

• Use the instant feedback model to build a successful coaching relationship • Control your emotions and think strategically when dealing with conflicts • Be definite and decisive in managing and protecting your time WHO SHOULD ATTEND Newly promoted supervisors with less than one year of experience in this position; process and production supervisors.

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

2-DAY CLASSROOM SCHEDULE JANUARY

Jan. 10-11 . . . . . New York, NY . . . . . . 2243-L3A-01355 Jan. 14-15 . . . . . San Francisco, CA . . . 2243-L3A-01359 Jan. 24-25 . . . . . Chicago, IL . . . . . . . . 2243-L3A-01357 Jan. 28-29 . . . . . Dallas, TX . . . . . . . . . 2243-L3A-01354 Jan. 31-Feb. 1 . . . Philadelphia, PA . . . . . 2243-L3A-01358 FEBRUARY

Feb. 7-8 . . . . . . . Arlington, VA . . . . . . 2243-L3A-01364 Feb. 11-12 . . . . . Atlanta, GA . . . . . . . . 2243-L3A-01362

Feb. 25-26 . . . . . Chicago, IL . . . . . . . . 2243-L3A-01365 Feb. 28-Mar. 1 . . New York, NY . . . . . . 2243-L3A-01366 MARCH

March 7-8 . . . . . Arlington, VA . . . . . . 2243-L3A-01367 March 25-26 . . . Boston, MA . . . . . . . . 2243-L3A-01370 APRIL

April 1-2 . . . . . . . San Francisco, CA . . . 2243-L3A-01369 April 15-16 . . . . . Chicago, IL . . . . . . . . 2243-L3A-01375 April 18-19 . . . . . New York, NY . . . . . . 2243-L3A-01376

April 25-26 . . . . . Arlington, VA . . . . . . 2243-L3A-01377 MAY

May 2-3 . . . . . . . Dallas, TX . . . . . . . . . 2243-L3A-01379 May 6-7 . . . . . . . Anaheim, CA . . . . . . . 2243-L3A-01374 May 13-14 . . . . . Atlanta, GA . . . . . . . . 2243-L3A-01378 May 20-21 . . . . . New York, NY . . . . . . 2243-L3A-01382 JUNE

June 3-4 . . . . . . . San Francisco, CA . . . 2243-L3A-01389 June 6-7 . . . . . . . Arlington, VA . . . . . . 2243-L3A-01384

AMA seminars are GSA approved and all AMA programs can be delivered onsite

MANAGEMENT

TABLE OF CONTENTS

Developing Legal Awareness • Understanding basic equal employment opportunity (EEO) laws • Gaining legal awareness in all aspects of the performance cycle Leveraging Your Personal Style • Understanding your own personal style and the styles of others • Focusing on clues that can help pinpoint an individual’s personal style • Flexing your personal style to build more effective relationships

“

Motivating Others • Conducting an employee motivation analysis • Creating a motivating work environment based on each employee’s personal style

FA C U LT Y S P O T L I G H T Alvin Albert is one of the experts who teach this course. He has acquired 20 years of management, training, and consulting experience and accomplishments working with major organizations including Cox Communications, Comcast Corp., Accion USA, Home Depot Inc. and The University of Georgia.

Managing Employee Performance • Setting SMART goals for yourself and others • Using a five-step model to train your employees • Giving and receiving supportive and corrective feedback Delegating Work to Your Team • Creating a plan for delegation and using this process to assign key tasks • Overcoming your fears of turning over responsibility and authority Handling Conflict with Ease • Knowing your conflict-handling styles • Developing the right conflict approach for each individual and situation

AN AMA BLENDED LEARNING SEMINAR

A blend of dynamic live training and online tools

Managing Your Time • Applying the time priority model to workplace tasks • Managing and protecting your time to get more of the right things done

CLASSROOM SEMINARS

WHAT WILL BE COVERED Setting Yourself up for Success • Understanding your new role as a supervisor • Making a change or letting go: Working with the three phases of change • Recognizing common challenges and pitfalls to avoid • Meeting the expectations of key stakeholders, including your boss, direct reports, senior management, and former peers • Conducting a gap analysis to determine how to meet critical expectations

From this class I was able to pinpoint several adjustments I will need to make to my supervising skills, and (it) also let me realize that I had been doing many things correctly. The motivating skills taught in this class will be a big plus for me. —Don H.

�

”

VIEW CLASSROOM EXPERIENCE

Register today! www.amatraining.org/2243 June 17-18 . . . . . New York, NY . . . . . . 2243-L3A-01386 June 20-21 . . . . . Chicago, IL . . . . . . . . 2243-L3A-01387 July 8-9 . . . . . . . . New York, NY . . . . . . 2243-L3A-01388

Aug. 12-13 . . . . . Arlington, VA . . . . . . 2243-L3A-01396 Aug. 15-16 . . . . . Boston, MA . . . . . . . . 2243-L3A-01397 Aug. 26-27 . . . . . Chicago, IL . . . . . . . . 2243-L3A-01398

JULY

SEPTEMBER

July 11-12 . . . . . . Seattle, WA . . . . . . . . 2243-L3A-01383 July 25-26 . . . . . . Chicago, IL . . . . . . . . 2243-L3A-01393

Sept. 5-6 . . . . . . Philadelphia, PA . . . . . 2243-L3A-01399 Sept. 9-10 . . . . . Dallas, TX . . . . . . . . . 2243-L3A-01400 Sept. 16-17 . . . . New York, NY . . . . . . 2243-L3A-01401 Sept. 19-20 . . . . San Francisco, CA . . . 2243-L3A-01403

AUGUST

Aug. 1-2 . . . . . . . Los Angeles, CA . . . . 2243-L3A-01394 Aug. 5-6 . . . . . . . New York, NY . . . . . . 2243-L3A-01395

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4-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs $1,895/AMA Members $1,695 Tues. and Thurs. 2-5 pm ET Jan. 15-24 . . . . . . . . . . . . . . . . . . 2243-L3A-01356 March 12-21 . . . . . . . . . . . . . . . . 2243-L3A-01368 May 7-16 . . . . . . . . . . . . . . . . . . . 2243-L3A-01381 July 16-25 . . . . . . . . . . . . . . . . . . . 2243-L3A-01391 Sept. 17-26 . . . . . . . . . . . . . . . . . 2243-L3A-01402 See page 240 for more information

American Management Association

1- 800-854-4493

www.amatraining.org

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Management Skills for New Supervisors SEMINAR #2248

Also available Live Online

Balance conflicting demands while creating an atmosphere of creativity, enthusiasm and commitment

YOUR IMMEDIATE TAKEAWAY

• Apply the most appropriate supervisory style to each individual and situation • Learn techniques to cope with difficult employees • Effectively plan, organize, communicate and monitor results You’re at a critical juncture in your career, where your supervisory style must work for you and be adaptable to different situations and people. Because effective supervision hinges on effective communication. In this hands-on course you’ll review the nuts and bolts of your supervisory responsibilities, performance management (including coaching and annual performance appraisals) and the requisite recordkeeping. Plus, managing former peers, bosses and expectations. Learn proven supervisory

1.2 CEUs $2,195/AMA Members $1,995 AMA Members save $200

techniques that you can put into action immediately and acquire the tools savvy supervisors use to plan, organize communicate and effectively monitor every situation. HOW YOU WILL BENEFIT • Embrace your new role and fulfill expectations • Maximize productivity by capitalizing on individual differences • Conduct performance appraisals to get positive results • Learn how to give constructive criticism • Communicate effectively with staff, colleagues and bosses

• Create cross-cultural synergy and an atmosphere of collaboration • Use delegation for effective employee development, time management and motivation • Understand your legal responsibilities • Increase job satisfaction and work output through coaching on day-to-day performance • Practice and role-play coaching using the Coaching Skills Inventory WHO SHOULD ATTEND New supervisors with one to two years of supervisory experience; process and production supervisors.

2-DAY CLASSROOM SCHEDULE JANUARY

MARCH

MAY

Jan. 9-10 . . . . . . Dallas, TX . . . . . . . . . 2248-L3A-02412 Jan. 14-15 . . . . . Arlington, VA . . . . . . 2248-L3A-02414 Jan. 16-17 . . . . . St Pete Beach, FL . . . . 2248-L3A-02408 Jan. 17-18 . . . . . New York, NY . . . . . . 2248-L3A-02413 Jan. 23-24 . . . . . Las Vegas, NV . . . . . . 2248-L3A-02409

March 13-14 . . . Philadelphia, PA . . . . . 2248-L3A-02424 March 18-19 . . . Seattle, WA . . . . . . . . 2248-L3A-02428 March 20-21 . . . Dallas, TX . . . . . . . . . 2248-L3A-02426 March 28-29 . . . New York, NY . . . . . . 2248-L3A-02425

May 6-7 . . . . . . . New York, NY . . . . . . 2248-L3A-02447 May 13-14 . . . . . Arlington, VA . . . . . . 2248-L3A-02448 May 15-16 . . . . . Durham, NC . . . . . . . 2248-L3A-02440 May 20-21 . . . . . Los Angeles, CA . . . . 2248-L3A-02450

APRIL

JUNE

FEBRUARY

April 1-2 . . . . . . . Houston, TX . . . . . . . 2248-L3A-02442 April 8-9 . . . . . . . Arlington, VA . . . . . . 2248-L3A-02441 April 11-12 . . . . . Atlanta, GA . . . . . . . . 2248-L3A-02449 April 22-23 . . . . . Chicago, IL . . . . . . . . 2248-L3A-02444 April 25-26 . . . . . San Francisco, CA . . . 2248-L3A-02445

June 3-4 . . . . . . . Chicago, IL . . . . . . . . 2248-L3A-02451 June 6-7 . . . . . . . New York, NY . . . . . . 2248-L3A-02452 June 13-14 . . . . . Atlanta, GA . . . . . . . . 2248-L3A-02483 June 17-18 . . . . . San Francisco, CA . . . 2248-L3A-02454 June 24-25 . . . . . Dallas, TX . . . . . . . . . 2248-L3A-02455

Feb. 4-5 . . . . . . . Chicago, IL . . . . . . . . 2248-L3A-02415 Feb. 4-5 . . . . . . . Los Angeles, CA . . . . 2248-L3A-02420 Feb. 6-7 . . . . . . . Atlanta, GA . . . . . . . . 2248-L3A-02417 Feb. 13-14 . . . . . San Francisco, CA . . . 2248-L3A-02418 Feb. 21-22 . . . . . Arlington, VA . . . . . . 2248-L3A-02419 Feb. 25-26 . . . . . New York, NY . . . . . . 2248-L3A-02421

AMA seminars are GSA approved and all AMA programs can be delivered onsite

MANAGEMENT

TABLE OF CONTENTS

Communication Skills Toolbox for New Supervisors • Defining your preferred communication styles and the styles you find challenging • Experiencing the impact of non-verbal communication • Sending harmonious messages Managing a Diverse Workforce • Explaining how diversity affects you, your work unit and your company • Recognizing and managing generational differences • Understanding your obligations regarding the Americans with Disabilities Act (ADA), hostile environment, and other key laws and legal terms

Coaching for High-Quality Performance • Giving and receiving feedback constructively • Identifying your coaching strengths and weak spots • Coaching employees and building personal accountability • Demonstrating a five-step coaching discussion model • Delivering and profiting from peer feedback

FA C U LT Y S P O T L I G H T Susan Nolan is one of the experts who teach this course. Susan is a performance consultant and facilitator specializing in personal and leadership development, performance management and customer satisfaction. Her clients have ranged from Fortune 500 companies to manufacturing organizations and family-owned businesses. She is experienced in a number of instructional instruments including DiSC and Situational Leadership II.

Creating a Motivational Environment • Explaining the components of a motivating environment • The four phases of team development, including the highs and lows • Using delegation as a motivational tool • Developing a strategy for solving a current employee motivation problem Mananging Performance Appraisals • Keeping effective records • Understanding the importance of quarterly alignment discussions • Conducting a performance appraisal meeting • Coping with various employee reactions

CLASSROOM SEMINARS

WHAT WILL BE COVERED Embracing Your New Role • Understanding what your boss, employees, peers and senior management expect from you • Exploring four basic management functions: planning, organizing, communicating, monitoring • Learning three supervisory styles and when and how to use each one • Defining and learning tips on “managing up”

Planning for Continued Growth

so much. I went into this thinking everything “wouldI learned be intuitive, but I learned a lot of new ways of thinking and actions to take. This class will be tremendously valuable to me as I take the next step in my career. ” —Netanya T.

AN AMA BLENDED LEARNING SEMINAR

July 8-9 . . . . . . . . Arlington, VA . . . . . . 2248-L3A-02456 July 10-11 . . . . . . San Diego, CA . . . . . . 2248-L3A-02458 July 11-12 . . . . . . Boston, MA . . . . . . . . 2248-L3A-02464 July 15-16 . . . . . . Lake Buena Vista, FL . 2248-L3A-02459 July 17-18 . . . . . . Chicago, IL . . . . . . . . 2248-L3A-02460 July 22-23 . . . . . . New York, NY . . . . . . 2248-L3A-02461 July 29-30 . . . . . . Houston, TX . . . . . . . 2248-L3A-02463 AUGUST

Aug. 5-6 . . . . . . . Atlanta, GA . . . . . . . . 2248-L3A-02465 Aug. 8-9 . . . . . . . Chicago, IL . . . . . . . . 2248-L3A-02467 Aug. 15-16 . . . . . San Francisco, CA . . . 2248-L3A-02468 Aug. 19-20 . . . . . Arlington, VA . . . . . . 2248-L3A-02469

A blend of dynamic live training and online tools

4-LESSON LIVE ONLINE SCHEDULE

Aug. 26-27 . . . . . Anaheim, CA . . . . . . . 2248-L3A-02470 Aug. 26-27 . . . . . New York, NY . . . . . . 2248-L3A-02471

1.2 CEUs $2,095/AMA Members $1,895

SEPTEMBER

Tues. and Thurs. 2-5 pm ET

Sept. 4-5 . . . . . . Dallas, TX . . . . . . . . . 2248-L3A-02473 Sept. 5-6 . . . . . . Arlington, VA . . . . . . 2248-L3A-02472 Sept. 9-10 . . . . . Denver, CO . . . . . . . . 2248-L3A-02474 Sept. 11-12 . . . . Nashville, TN . . . . . . . 2248-L3A-02475 Sept. 19-20 . . . . New York, NY . . . . . . 2248-L3A-02476 Sept. 23-24 . . . . Chicago, IL . . . . . . . . 2248-L3A-02477

American Management Association

1- 800-854-4493

151

Feb. 12-21 . . . . . . . . . . . . . . . . . . 2248-L3A-02416 April 9-18 . . . . . . . . . . . . . . . . . . . 2248-L3A-02443 June 11-20 . . . . . . . . . . . . . . . . . . 2248-L3A-02453 Aug. 6-15 . . . . . . . . . . . . . . . . . . . 2248-L3A-02466 See page 240 for more information

www.amatraining.org

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MANAGEMENT

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Leadership Skills for Supervisors SEMINAR #2517

Understand what real leadership is and how to actualize it

YOUR IMMEDIATE TAKEAWAY

• Improve your communication skills when working with direct reports • Become a visionary for your group • Coach your employees to get the best from everyone True leaders arrive at decisions by building consensus and enabling others to move toward a shared vision. In this hands-on course, you’ll discover how to take charge, inspire people to take action and contribute to the vision/mission of the organization. You’ll become a group facilitator, coach and mentor as you make everyone part of the process, gain the skills to superbly manage one-on-one situations, and facilitate group interactions to get the most from your team.

WHO SHOULD ATTEND Supervisors who need to keep up with evolving management roles and responsibilities. HOW YOU WILL BENEFIT • Assess your own behavioral style to capitalize on strengths and shore up weaknesses • Improve your listening skills • Communicate more effectively • Enhance your ability to influence • Overcome common roadblocks to managing conflicts • Develop your coaching and mentoring skills • Acquire higher-level interpersonal skills • Become familiar with continuous performance appraisal • Approach employees, peers and senior management to derive the best from everyone WHAT WILL BE COVERED • How to empower yourself and your staff • What leadership is…from the supervisor’s point of view • How to build credibility and trust

FA C U LT Y S P O T L I G H T Ed Caldwell is one of the experts who teach this course. Ed is the founding partner of a training consulting group and was a senior consultant and director of training for the Evelyn Wood Reading Dynamics Program. He specializes in encouraging others to excel and lead in reading, memory, comprehension and listening skills. Clients include Ford, GM, HewlettPackard and more.

• Analyzing effective listening processes and skills • Applying flow-charting techniques • The three steps of the continuous performance appraisal process • Learning to hold performance discussions that result in changed behavior and enhanced productivity • Coaching, mentoring and giving constructive feedback • Decision-making tools • Applying problem-solving techniques • Gaining insight on your own team building and personal effectiveness • Teams vs. work groups: learning to lead and building personal effectiveness

was a very informative and interesting course. The material is “veryThis relevant to the real-world, and develops the skills and insight need to lead people and help them succeed in their jobs. ” —Damien M.

Professional Accreditation Recommended CPE Credit: 21 hours/Intermediate Prerequisites: None Advance Preparation: None Delivery Method: Group Live Field of Study: Non-technical—Communication, Personal Development

1.8 CEUs/21 CPE $2,345/AMA Members $2,095 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Jan. 16-18 . . . . . Feb. 25-27 . . . . . March 13-15 . . . April 1-3 . . . . . . .

San Francisco, CA . . . New York, NY . . . . . . Dallas, TX . . . . . . . . . Chicago, IL . . . . . . . .

2517-L3A-00678 2517-L3A-00676 2517-L3A-00679 2517-L3A-00680

Register today! www.amatraining.org/2517 April 15-17 . . . . . May 15-17 . . . . . June 5-7 . . . . . . . July 24-26 . . . . . .

Atlanta, GA . . . . . . . . New York, NY . . . . . . Arlington, VA . . . . . . San Francisco, CA . . .

2517-L3A-00681 2517-L3A-00682 2517-L3A-00683 2517-L3A-00684

Aug. 5-7 . . . . . . . New York, NY . . . . . . 2517-L3A-00685 Aug. 7-9 . . . . . . . Atlanta, GA . . . . . . . . 2517-L3A-00689 Sept. 11-13 . . . . Chicago, IL . . . . . . . . 2517-L3A-00686

AMA seminars are GSA approved and all AMA programs can be delivered onsite

MANAGEMENT

TABLE OF CONTENTS

SEMINAR #2819

1-DAY

FA C U LT Y S P O T L I G H T Yvonne Brown is one of the experts who teach this course. She has managed major business initiatives with diverse teams within the U.S. and internationally, assisting companies with training, multicultural programs and executive coaching. Yvonne holds certificates in Risk Management (George Washington University), Project Management (Loyola University) and eCommerce (University of Illinois at Chicago).

Accomplish more of your objectives in less time

YOUR IMMEDIATE TAKEAWAY

• Empower others and explore together how to get work done • Overcome procrastination and “let go” • Ensure employees are accountable for their performance Do you have trouble entrusting work to others? Stumped finding the right person for an assignment? Doing the work yourself rather than delegating, for fear it won’t be done right? In this action-packed, intensive 1-day seminar, you’ll pinpoint the right task, the right time and the right person to help you maximize productivity. Discover how to set clear expectations that set the stage for effective performance management once the task is delegated. Strategize how to motivate and influence peers to share your workload. Plus, gain real-world practice through a case study.

WHO SHOULD ATTEND Managers, supervisors, project managers and team leaders who have direct reports or who work in a team environment. HOW YOU WILL BENEFIT • Foster teamwork, cooperation and collaboration • Clearly delineate roles, responsibilities and expectations • Discover how to delegate tough assignments • Gain confidence and competence when assigning work • Influence team members to share your responsibilities • Execute decisions and move your team forward • Motivate your staff to take on more difficult responsibilities

• R-A-M-P-S: memory aid for effective delegation • Empowering techniques to achieve positive results • Identifying roles of authority and indirect authority • How to recognize, reinforce and reward performance • Setting success milestones • Quality management and accountability • Control and follow-up procedures (without micromanaging)

WHAT WILL BE COVERED • How to delegate to a group • Delegating without direct authority • Communication issues, checkpoints and task-related support • Strategies to overcome reluctance, resistance and lack of motivation • How to conduct a delegation meeting

“

I’m going to benefit from the organizational tools provided to help delegate projects effectively. I really liked the role-playing part of the course and benefited from the feedback provided about tone. —Sophia L.

”

0.6 CEU $1,245/AMA Members $1,095 AMA Members save $150

1-DAY CLASSROOM SCHEDULE Feb. 11 . . . . . . . . Atlanta, GA . . . . . . . . 2819-L3A-00353 March 22 . . . . . . Chicago, IL . . . . . . . . 2819-L3A-00340 April 12 . . . . . . . New York, NY . . . . . . 2819-L3A-00347

May 6 . . . . . . . . . Arlington, VA . . . . . . 2819-L3A-00348 June 3 . . . . . . . . Chicago, IL . . . . . . . . 2819-L3A-00349 Aug. 12 . . . . . . . San Francisco, CA . . . 2819-L3A-00350

American Management Association

11-800-854-4493 800-854-4493

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CLASSROOM SEMINARS

Delegation Boot Camp

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TABLE OF CONTENTS

Making the Transition to Management SEMINAR #2231

Do you have what it takes to be the boss?

YOUR IMMEDIATE TAKEAWAY

• Know what’s expected of you • Become more self-aware, understand your style and develop your people skills • Effectively manage your former colleagues Your former peers are now your direct reports. Do you know how to adopt the mindset of a manager, let go of your previous role and get work done through others? Communicate your priorities to your team? Set mutual goals so you can increase productivity? In this seminar, you’ll lay the foundation for your management career and learn how to apply the tools to make the transition into your new role. Discover how to get more done with fewer resources, motivate your direct reports, and influence others without authority. Gain the confidence to plan, organize, coach, motivate, delegate and

communicate effectively. Examine your style and the styles of others using the DiSC® assessment tool and practice alternative ways to manage or interact for best results. HOW YOU WILL BENEFIT • Understand your new roles and responsibilities • Establish personal trust, credibility and accountability with former peers and superiors • Learn what is working or not working for you

• Organize work to align with business requirements and resources • Improve your listening skills • Sharpen your critical thinking ability • Reward good performers and give poor performers appropriate feedback WHO SHOULD ATTEND Newly appointed or prospective managers with less than one year of management experience.

1.2 CEUs $2,095/AMA Members $1,895 AMA Members save $200

2-DAY CLASSROOM SCHEDULE JANUARY

MARCH

MAY

Jan. 17-18 . . . . . Scottsdale, AZ . . . . . . 2231-L3A-00846 Jan. 24-25 . . . . . New York, NY . . . . . . 2231-L3A-00847

March 18-19 . . . New York, NY . . . . . . 2231-L3A-00854 March 28-29 . . . Boston, MA . . . . . . . . 2231-L3A-00853

FEBRUARY

APRIL

May 2-3 . . . . . . . New York, NY . . . . . . 2231-L3A-00861 May 6-7 . . . . . . . Los Angeles, CA . . . . 2231-L3A-00860 May 9-10 . . . . . . Arlington, VA . . . . . . 2231-L3A-00862

Feb. 11-12 . . . . . Chicago, IL . . . . . . . . 2231-L3A-00848 Feb. 25-26 . . . . . Arlington, VA . . . . . . 2231-L3A-00850 Feb. 28-Mar. 1 . . San Francisco, CA . . . 2231-L3A-00851

April 1-2 . . . . . . . Atlanta, GA . . . . . . . . 2231-L3A-00857 April 11-12 . . . . . Chicago, IL . . . . . . . . 2231-L3A-00858 April 15-16 . . . . . New York, NY . . . . . . 2231-L3A-00859

JUNE

June 6-7 . . . . . . . Phoenix, AZ . . . . . . . . 2231-L3A-00878 June 10-11 . . . . . San Francisco, CA . . . 2231-L3A-00864

AMA seminars are GSA approved and all AMA programs can be delivered onsite

MANAGEMENT

TABLE OF CONTENTS WHAT WILL BE COVERED Adopting a New Manager Mindset • Defining new manager roles and responsibilities • Recognizing challenges and opportunities new managers face • Shifting from individual contributor to manager • Understanding behaviors and boundaries • Expectations others have for you—boss, subordinates, peers, clients

Building Effective Relationships • Identifying your DiSC® style • Recognizing contributions and challenges of different styles • Understanding foundation skills for managers to communicate effectively • Determining appropriate methods to manage employee-boss relationships • Developing a foundation for communication effectiveness • Identifying communication approaches to flex with different styles and situations

Confidence Confidence Role Role Self-Awareness Self-Awareness

Goals Goals Task Task Plan Plan

Relationship Relationship Communication Communiation Direction Direction

www.amatraining.org/2231

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CLASSROOM SEMINARS

OTHERS



ND MAN WA AG NO

BUSINESS

Carrie Spell-Hansson is one of the experts who teach this course. Carrie specializes in organizational behavior, cross-cultural communication, conflict, employee development, social equity, organizational development and culture change. Clients have included TimeLife, PepsiCo and USG. She earned a master’s in Human Resource Management from the University of Scranton.

ND MAN WA AG NO

SELF

FA C U LT Y S P O T L I G H T

Planning and Organizing • Using a structured approach to plan and organize work • Understanding SMART goals and initiatives • Identifying management expectations in a work assignment • Overview of delegation techniques, knowledge and attitudes • Applying methods to setting priorities • Creating solutions to management challenges

ND MAN WA AG NO

Increasing Your Personal Effectiveness • Understanding yourself, including emotional intelligence • Knowing the business: operational and tactical planning, action orientation • Understanding others: strengthening communication, roles and responsibilities • Self-Assessment: Identifying perceived strengths and areas for development

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The topics covered in this class help to get a better understanding (of how) the role of a “manager is different from being an employee, and we touched on many aspects of how to get there. The instructor took the time to discuss individual scenarios and overall the class atmosphere was very supportive and encouraging. ” —Antje S.

Register today! www.amatraining.org/2231 June 20-21 . . . . . New York, NY . . . . . . 2231-L3A-00865 June 27-28 . . . . . Chicago, IL . . . . . . . . 2231-L3A-00866 JULY

July 11-12 . . . . . . Houston, TX . . . . . . . 2231-L3A-00863 July 25-26 . . . . . . New York, NY . . . . . . 2231-L3A-00868

AUGUST

SEPTEMBER

Aug. 1-2 . . . . . . . Arlington, VA . . . . . . 2231-L3A-00870 Aug. 5-6 . . . . . . . Chicago, IL . . . . . . . . 2231-L3A-00871 Aug. 19-20 . . . . . Atlanta, GA . . . . . . . . 2231-L3A-00872 Aug. 26-27 . . . . . New York, NY . . . . . . 2231-L3A-00873

Sept. 12-13 . . . . San Francisco, CA . . . 2231-L3A-00869 Sept. 26-27 . . . . Boston, MA . . . . . . . . 2231-L3A-00877

American Management Association

1- 800-854-4493

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MANAGEMENT

156

TOP

TABLE OF CONTENTS

Management Skills for New Managers SEMINAR #2238

Also available Live Online

Get the knowledge and hit the ground running

YOUR IMMEDIATE TAKEAWAY

• Get the work done through others • Adapt and flex your leadership style to each situation and team member • Give feedback without causing defensiveness Unclear about expectations in your new role as a manager? Need to learn how to motivate disengaged employees who lack initiative? Having trouble delegating for fear of losing control? Get ready to engage in activities that take you through every aspect of motivation, delegation, Situational Leadership II® and coaching. Acquire tangible tools and specific, step-by-step methods for setting goals, keeping employees on track and turning around an employee headed in the wrong direction.

You’ll return to work with the ability to create a more motivational work climate to help raise the engagement and commitment level of your direct reports…effectively manage performance… provide corrective feedback…and achieve team success and bottom-line results. HOW YOU WILL BENEFIT • Gain a deeper understanding of management’s roles and responsibilities • Improve communication to effectively set expectations for your direct reports

1.2 CEUs $2,445/AMA Members $2,195 AMA Members save $250

• Communicate organizational goals that get results and buy-in • Give and receive feedback • Build confidence as you discover a new self-awareness • Practice coaching enhancement techniques to improve performance • Create a more motivational work climate • Accomplish objectives and motivate your staff using the five-step delegation process WHO SHOULD ATTEND New managers with one to three years of management experience.

2-DAY CLASSROOM SCHEDULE MARCH

JANUARY

Jan. 23-24 . . . . . Arlington, VA . . . . . . 2238-L3A-02999 Jan. 28-29 . . . . . San Francisco, CA . . . 2238-L3A-02996 Jan. 28-29 . . . . . St Pete Beach, FL . . . . 2238-L3A-03001 FEBRUARY

Feb. 4-5 . . . . . . . Philadelphia, PA . . . . . 2238-L3A-03016 Feb. 6-7 . . . . . . . New York, NY . . . . . . 2238-L3A-03002 Feb. 7-8 . . . . . . . Atlanta, GA . . . . . . . . 2238-L3A-03009 Feb. 11-12 . . . . . Houston, TX . . . . . . . 2238-L3A-03004 Feb. 11-12 . . . . . Seattle, WA . . . . . . . . 2238-L3A-03005 Feb. 13-14 . . . . . Arlington, VA . . . . . . 2238-L3A-03006 Feb. 14-15 . . . . . Boston, MA . . . . . . . . 2238-L3A-03010 Feb. 20-21 . . . . . Anaheim, CA . . . . . . . 2238-L3A-03008 Feb. 20-21 . . . . . Chicago, IL . . . . . . . . 2238-L3A-03011 Feb. 25-26 . . . . . San Francisco, CA . . . 2238-L3A-03003

March 7-8 . . . . . Princeton, NJ . . . . . . . 2238-L3A-03075 March 11-12 . . . Chicago, IL . . . . . . . . 2238-L3A-03017 March 11-12 . . . New York, NY . . . . . . 2238-L3A-03014 March 11-12 . . . San Francisco, CA . . . 2238-L3A-03024 March 14-15 . . . Atlanta, GA . . . . . . . . 2238-L3A-03019 March 18-19 . . . Arlington, VA . . . . . . 2238-L3A-03020 March 20-21 . . . Los Angeles, CA . . . . 2238-L3A-03021 March 25-26 . . . Denver, CO . . . . . . . . 2238-L3A-03018 March 27-28 . . . Dallas, TX . . . . . . . . . 2238-L3A-03023 APRIL

April 4-5 . . . . . . . Chicago, IL . . . . . . . . 2238-L3A-03041 April 8-9 . . . . . . . New York, NY . . . . . . 2238-L3A-03042 April 11-12 . . . . . Atlanta, GA . . . . . . . . 2238-L3A-03043 April 15-16 . . . . . Arlington, VA . . . . . . 2238-L3A-03044 April 15-16 . . . . . Houston, TX . . . . . . . 2238-L3A-03103

April 15-16 . . . . . San Francisco, CA . . . 2238-L3A-03039 April 25-26 . . . . . Anaheim, CA . . . . . . . 2238-L3A-03110 April 29-30 . . . . . Morristown, NJ . . . . . 2238-L3A-03046 MAY

May 1-2 . . . . . . . Dallas, TX . . . . . . . . . 2238-L3A-03047 May 6-7 . . . . . . . Atlanta, GA . . . . . . . . 2238-L3A-03048 May 6-7 . . . . . . . Philadelphia, PA . . . . . 2238-L3A-03049 May 8-9 . . . . . . . Boston, MA . . . . . . . . 2238-L3A-03059 May 13-14 . . . . . Chicago, IL . . . . . . . . 2238-L3A-03050 May 16-17 . . . . . New York, NY . . . . . . 2238-L3A-03051 May 16-17 . . . . . San Francisco, CA . . . 2238-L3A-03052 May 20-21 . . . . . Arlington, VA . . . . . . 2238-L3A-03053 JUNE

June 3-4 . . . . . . . Atlanta, GA . . . . . . . . 2238-L3A-03054 June 6-7 . . . . . . . San Francisco, CA . . . 2238-L3A-03055

AMA seminars are GSA approved and all AMA programs can be delivered onsite

MANAGEMENT

TABLE OF CONTENTS

Performance Management • Defining the goal of performance management • Describing a process for effective performance management • Identifying the challenges to performance management • Practicing the skills of performance management • Learning appropriate communication practices for each phase of the performance management process. Understanding and Appreciating Situational® Leadership II—“The Art of Appreciating Others” • Defining leadership as the art of influencing others • Examining the three skills of a situational leader • Applying the three skills • Describing how Situational Leadership® II improves communication

Coaching for Performance • Defining coaching • Identifying the requirements for effective coaching • Describing effective coaching practices • Applying a process for coaching behavioral challenges • Using the AMA Guide to plan and manage a coaching discussion • Differentiating between coaching and discipline • Examining best practices communicating when coaching a direct report

FA C U LT Y S P O T L I G H T Henry Gonzalez is one of the experts who teach this course. He is an independent consultant in acquisition support and operations analysis, following a 31-year career in the federal government. As executive director of the Federal Aviation Administration, Henry worked with the Project Management Institute’s core team developing The Standard for Program Management, 3rd Edition.

Motivation • Defining motivation • Describing the importance of a motivational climate • Recognizing important elements of the motivational process • Identifying managerial practices for building a motivational climate • Applying effective communication to enhance motivation

• Identifying what can and can’t be delegated • Using the process for conducting a delegation discussion • Applying effective communication approaches during delegation conversations. *See Ken Blanchard’s Situational Leadership II (SLII®)—a model for developing people and a way for leaders to help their employees become selfreliant 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 when allowed to take the ball and run with it. Situational Leadership II helps managers become more flexible and responsive to their employees’ needs. For more information on this 2-day seminar, see page 128.

Delegating for Growth and Development • Identifying the types of delegation that managers can engage in • Describing the importance of and the barriers to effective delegation • Recognizing your comfort level with delegation • Describing the process of effective delegation

AN AMA BLENDED LEARNING SEMINAR

�

A blend of dynamic live training and online tools

VIEW CLASSROOM EXPERIENCE

Register today! www.amatraining.org/2238 June 10-11 . . . . . Arlington, VA . . . . . . 2238-L3A-03056 June 10-11 . . . . . Chicago, IL . . . . . . . . 2238-L3A-03057 June 12-13 . . . . . Los Angeles, CA . . . . 2238-L3A-03060 June 17-18 . . . . . New York, NY . . . . . . 2238-L3A-03061 June 19-20 . . . . . Houston, TX . . . . . . . 2238-L3A-03062 June 19-20 . . . . . Seattle, WA . . . . . . . . 2238-L3A-03063 June 24-25 . . . . . Pittsburgh, PA . . . . . . 2238-L3A-03111 JULY

July 8-9 . . . . . . . . Chicago, IL . . . . . . . . 2238-L3A-03064 July 8-9 . . . . . . . . Philadelphia, PA . . . . . 2238-L3A-03065 July 10-11 . . . . . . New York, NY . . . . . . 2238-L3A-03067 July 15-16 . . . . . . Arlington, VA . . . . . . 2238-L3A-03068 July 15-16 . . . . . . San Francisco, CA . . . 2238-L3A-03069 July 17-18 . . . . . . Nashville, TN . . . . . . . 2238-L3A-03070 July 22-23 . . . . . . Austin, TX . . . . . . . . . 2238-L3A-03072 July 24-25 . . . . . . San Diego, CA . . . . . . 2238-L3A-03073

4-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs $2,345/AMA Members $2,095

July 29-30 . . . . . . Boston, MA . . . . . . . . 2238-L3A-03074

Tues. and Thurs. 2-5 pm ET Feb. 5-14 . . . . . . . . . . . . . . . . . . . 2238-L3A-03007 March 19-28 . . . . . . . . . . . . . . . . 2238-L3A-03015 April 2-11 . . . . . . . . . . . . . . . . . . . 2238-L3A-03040 May 7-16 . . . . . . . . . . . . . . . . . . . 2238-L3A-03104 June 11-20 . . . . . . . . . . . . . . . . . . 2238-L3A-03058 July 9-18 . . . . . . . . . . . . . . . . . . . . 2238-L3A-03066 Aug. 13-22 . . . . . . . . . . . . . . . . . . 2238-L3A-03078 Sept. 17-26 . . . . . . . . . . . . . . . . . 2238-L3A-03091 See page 241 for more information

Special Sessions for Women (www.amanet.org/2930) Jan. 16-17 . . . Atlanta, GA . . . . . . . Feb. 4-5 . . . . . San Francisco, CA . . Mar. 25-26 . . . New York, NY . . . . . April 22-23 . . . Chicago, IL . . . . . . . May 2-3 . . . . . Arlington, VA . . . . . July 11-12 . . . . Atlanta, GA . . . . . . . Aug. 1-2 . . . . . New York, NY . . . . . Sept. 26-27 . . . San Francisco, CA . .

American Management Association

2930-L3A-00007 2930-L3A-00008 2930-L3A-00009 2930-L3A-00014 2930-L3A-00010 2930-L3A-00011 2930-L3A-00012 2930-L3A-00013

11-800-854-4493 800-854-4493

Visit our website for additional seminar dates and locations. 4

www.amatraining.org

CLASSROOM SEMINARS

WHAT WILL BE COVERED Defining Your Role • Identifying the qualities and abilities required for effective management • Defining management • Describing managers’ roles and responsibilities • Understanding that using effective communication skills will positively impact your overall success as a manager

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Managing Today’s Technical Professionals SEMINAR #2285

Also available Live Online

Connect with your employees and create a motivating environment

YOUR IMMEDIATE TAKEAWAY

• Build relationships and use influence to accomplish tasks • Flex your leadership style with different personalities • Communicate clearly and concisely to gain commitment

Can you deliver effective feedback to get employees on track without punishing, blaming or shaming? Listen and ask questions to successfully deal with difficult people? Be transparent so you can build trust? Designed for both technical and nontechnical managers, you’ll adopt a new paradigm to improve your interactions with employees. Discover that building engagement and commitment depends on your ability to be honest, fair and consistent. And listen empathetically, even in tough situations. You’ll participate in exercises to solve miscommunication, get feedback on a coaching conversation and gain insights into others. You’ll return to work with deeper understanding of the way technical professionals function and communicate so you can enable others to work together more effectively and productively.

1.8 CEUs/18 PDUs $2,445/AMA Members $2,195 AMA Members save $250

3-DAY CLASSROOM SCHEDULE May 6-8 . . . . . . . New York, NY . . . . . . 2285-L3A-00574 July 15-17 . . . . . . Atlanta, GA . . . . . . . . 2285-L3A-00575

WHO SHOULD ATTEND Technical professionals who have been—or are about to be—promoted to a management position…experienced managers who are new to the technical environment. HOW YOU WILL BENEFIT • Use the Myers-Briggs Type Indicator® (MBTI) to understand individual preferences and styles • Increase your self-awareness and awareness of others • Discover approaches that work best with your direct reports • Examine the role you play in everyday interactions • Practice skills needed in running meetings, coaching and providing feedback • Assess the effectiveness of your team and make them more accountable • Leverage your direct reports’ talents to help attain goals • Align your goals with overall business strategies WHAT WILL BE COVERED • The management function and the challenge of managing technical professionals • Basic management skills: planning, decision making, delegating, motivating, coaching, hiring and evaluating employees • How to use the MBTI®—as a tool to understand and manage technical professionals • Establishing teams in technical environments • Developing effective communication techniques to help you manage change Register today! www.amatraining.org/2285

FA C U LT Y S P O T L I G H T Marcia Thompson is one of the experts who teach this course. She specializes in communication skills, employment law, organizational change, ethics, leadership, conflict resolution, ADR, sexual harassment, human resources and train-thetrainer, among other topics. She is also a contract Assistant County Attorney for Fairfax County, Virginia. Marcia is certified by the Virginia Supreme Court to mediate court-referred cases and is a faculty member at two area universities.

• Analyzing your roles in leading, managing and doing • Applying “personality” to manage technical professionals • Setting SMART objectives to measureand establish goals • Using delegation, motivation and coaching to increase productivity • Defining the skills, behaviors and talents you need for any position • Setting expectations, managing progress and evaluating performance

AN AMA BLENDED LEARNING SEMINAR

A blend of dynamic live training and online tools

Leadership : 18 Classroom/12 Live Online PDUs See page 185 for more details. Reproduced with the permission of PMI.

4-LESSON LIVE ONLINE SCHEDULE CEUs/12 PDUs VA . . . . . . 2558-J2C-00028 Aug.1.2 22-23 . . . . . Arlington, Members $2,095 Sept.$2,345/AMA 19-20 . . . . Chicago, IL . . . . . . . . 2558-J2C-00029 Mon.-Thurs. 2-5 pm ET April 1-4 . . . . . . . . . . . . . . . . . . . . 2285-L3A-00573 Aug. 5-8 . . . . . . . . . . . . . . . . . . . . 2285-L3A-00576 See page 241 for more information

AMA seminars are GSA approved and all AMA programs can be delivered onsite

SET YOURSELF APART!

AMA Certificate Programs Get the credentials to increase your professional standing and fast-track your career. AMA Certificates offer you the ultimate standard of achievement and excellence to hit your goals.



3 Designated Courses



2 4 Months to Complete



O nly $3,495!

Earn your certificate in: ANALYTICAL SKILLS—applies to all levels BUSINESS COMMUNICATION • Level 1—for high-performing professionals • Level 2—for 1st-level managers and above FINANCIAL ACUMEN— for newly appointed managers LEADERSHIP DEVELOPMENT • Level 1—for aspiring leaders • Level 2—for experienced leaders MANAGEMENT DEVELOPMENT • Level 1—for aspiring managers

American Management Association

CERTIFICATE of COMPLETION

2019

• Level 2—for 1st-level managers • Level 3—for experienced managers PROJECT MANAGEMENT—applies to all levels

TERMS AND CONDITIONS: To earn your certificate, you must register for and successfully complete the seminars designated for the particular certificate within 24 months of the purchase date. Fees are nonrefundable, regardless of attendance. The certificate may only be used by the person designated and may not be sold, transferred or assigned in any manner. Photo identification will be required when attending a seminar. Other promotional offers are excluded. Prices and schedules are subject to change without notice. This is a call-in offer only.

Learn more about designated courses and pricing details—visit

www.amatraining.org/certificates or call 1-800-854-4493

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Conflict Management Workshop

1-DAY

SEMINAR #2861

Take the dread out of managing conflicts

YOUR IMMEDIATE TAKEAWAY

• Understand how you approach conflicts • Acquire tools to defuse tense situations • Engage in difficult conversations and obtain the results you desire Do you have the self-awareness, solid communication skills and motivation to resolve uncomfortable situations? Those who embrace conflict can build understanding and better relationships—and experience greater personal and professional success. But managing conflict is not easy. In this workshop, you’ll discover your own emotional triggers and learn how to manage difficult encounters with diplomacy, tact and credibility.

WHO SHOULD ATTEND Professionals and managers who want to enhance their ability to deal with conflict situations productively. HOW YOU WILL BENEFIT • Build trust and credibility with colleagues and team members • Leverage potential conflict situations as opportunities for critical conversations that enhance work relationships • Gain confidence in holding difficult conversations calmly and assertively • Manage conflict situations proactively • Increase your effectiveness in managing conflict • See an uptick in your overall performance

FA C U LT Y S P O T L I G H T Mark S. Tauber is one of the experts who teach this course. His expertise in team building, performance coaching and interpersonal communication is widely sought out by health care, manufacturing and service organizations. Mark is an adjunct professor of the Lake Forest Graduate School of Management Executive MBA program.

• Thinking through difficult conversations in advance to overcome potential barriers • Role playing to practice techniques and new skills in a safe environment • Sharing of best practices for approaching conflict management • Transferring your learning back to your work environment using job aids and other resources

WHAT WILL BE COVERED • Getting a handle on and gaining insights into your conflict management style through self-assessment (TKI®) • Becoming more aware of the signs of conflict and your emotional reaction • Applying the most appropriate conflict management approach to each situation • Discovering how to communicate assertively and constructively disagree without creating defensiveness

training was very helpful, with tools that we can use in real“life The settings, such as conversation guides, management styles (when to use and when not to use), etc. ” —Jin M.

0.6 CEU $1,245/AMA Members $1,095 AMA Members save $150

1-DAY CLASSROOM SCHEDULE Feb. 8 . . . . . . . . . Arlington, VA . . . . . . 2861-L3A-00101 March 14 . . . . . . New York, NY . . . . . . 2861-L3A-00103 April 22 . . . . . . . San Francisco, CA . . . 2861-L3A-00107

Register today! www.amatraining.org/2861 May 6 . . . . . . . . . Chicago, IL . . . . . . . . 2861-L3A-00108 June 7 . . . . . . . . New York, NY . . . . . . 2861-L3A-00109 June 14 . . . . . . . Atlanta, GA . . . . . . . . 2861-L3A-00110

Aug. 5 . . . . . . . . Arlington, VA . . . . . . 2861-L3A-00111

AMA seminars are GSA approved and all AMA programs can be delivered onsite

MANAGEMENT

TABLE OF CONTENTS

Managing the Unmanageable

FA C U LT Y S P O T L I G H T

Get proven methods for handling problematic direct reports YOUR IMMEDIATE TAKEAWAY

• Effectively address tough behaviors and issues • Learn how to deal with confrontations • Minimize liability issues with difficult employees One of the toughest parts of a manager’s job is dealing with and turning around problem employees. Whether it’s passive/ aggressive direct reports or conflict resulting from generational or cultural differences, the issues are complex and filled with emotion. The solutions aren’t always found in “Management 101”—but in this course, you’ll gain skills and tools for resolving situations and keeping problems from getting out of hand. You’ll also work through your toughest situations with the help of guided role-plays, exercises and skill practice sessions. WHO SHOULD ATTEND Directors, managers, supervisors, team leaders and anyone who manages or directs others.

HOW YOU WILL BENEFIT • Motivate over-taxed and “burned-out” employees • Effectively deal with employees in crisis and dysfunctional behaviors • Turn around employee performance • Address multicultural and multigenerational differences in the workplace • Prepare for a potentially confrontational conversation • Reset expectations and lay a solid go-forward plan • Protect yourself and your company by minimizing employment-related liability • Understand implications of terminations for cause vs. resignations by mutual consent

• Addressing corrective action documentation and protecting your company • Dealing with remote employees who don’t appear to hold themselves accountable • Troubleshooting common scenarios that put your “manager muscles” to the test • Mediating employee disputes • Understanding and applying fact-specific performance reviews and corrective actions: do’s and don’ts • Leveraging workplace security options and resources • Handling excessive absenteeism, worker protection statutes and suspected alcohol or substance abuse • Leveraging workplace security options and resources • Identifying available resources when you suspect the possibility of a violent reaction

WHAT WILL BE COVERED • Learning the connection between difficult behavior and personal style • Recognizing communication style differences and the need for flexing • Familiarizing yourself with communication patterns and characteristics • Learning the role of power, structure and tension in work relationships • Applying leadership defense principles • Employment Law 101: a brief overview and understanding of today’s litigation context • Learning the importance of the written record and the danger of speaking off the record

“

The course was good for supervisors with difficult employees within a production or construction workplace. It provided good tools on giving feedback and constructive correction. —Brad R.

”

Professional Accreditation

The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

1.2 CEU/12 PHR/12 SPHR $2,095/AMA Members $1,895 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 25-26 . . . . . San Francisco, CA . . . 2290-L3A-00104 March 18-19 . . . New York, NY . . . . . . 2290-L3A-00103

Register today! www.amatraining.org/2290 May 2-3 . . . . . . . Chicago, IL . . . . . . . . 2290-L3A-00105 June 20-21 . . . . . Arlington, VA . . . . . . 2290-L3A-00106

American Management Association

1- 800-854-4493

July 15-16 . . . . . . Atlanta, GA . . . . . . . . 2290-L3A-00107 Aug. 5-6 . . . . . . . New York, NY . . . . . . 2290-L3A-00108

www.amatraining.org

CLASSROOM SEMINARS

Russ Terry is one of the experts who teach this course. With expertise in coaching, leadership, human resources and career transitions, he has worked with more than 100 corporate clients, including Microsoft and Google, and emerging leaders in MBA programs. He is also an author and the founder and CEO of a life coach radio podcast network.

Tough People, Tough Situations SEMINAR #2290

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Coaching and Counseling for Outstanding Job Performance

FA C U LT Y S P O T L I G H T SEMINAR #2246

Develop and grow employees—even those who have lost focus

YOUR IMMEDIATE TAKEAWAY

• Know what questions to ask during the coaching process • Discover how to coach the difficult employee • Draw out the strengths from each employee Is your current level of coaching not working or hit and miss? Unsure of how to deal with conflict? Motivate employees? In this dynamic, highly interactive and engaging workshop, the key insight involves asking the right questions at each of the five distinct stages of the coaching process. You’ll acquire tools including the “Question Bank,” which offers multiple layers of questions you can draw from. Become familiar with the AMA Coaching Model for how to conduct a coaching session. Plus, role-play scenarios you encounter daily. You’ll return to work able to observe, assess and interact with employees to develop and maximize their individual effectiveness. Plus, incorporate coaching into your everyday interactions.

HOW YOU WILL BENEFIT • Integrate coaching into your daily interactions • Communicate the significance of each employee’s contributions • Close the gap between current and desired performance for poor performers • Minimize repeated performance failures • Challenge your best employees to reach higher levels of performance • Expand your team’s knowledge and competencies WHAT WILL BE COVERED • Managerial coaching: what it is, why it is important and how it works • Tools and skills in support of coaching • The AMA Guide’s process to managerial coaching: — Gather data on performance — Understand the impact — Interview to discuss recent performance — Develop an action plan for constructive change — Execute plan; examine progress

Michael J. Kmetz is one of the experts who teach this course. Michael has over 25 years of experience as an executive, and he designs, develops and delivers professional development programs to help organizations obtain higher levels of productivity. His clients have benefited from his customized seminars on leadership, management, supervision, coaching, customer service, sales and communication.

• Individual and team coaching • Issues related to effective coaching • How to shift your mindset from a boss to a coach • Creating and using a performance expectations planner

BONUS �� Your seminar experience includes intensive “coaching labs”—team coaching sessions with hands-on skills practice to reinforce learning and application.

WHO SHOULD ATTEND Managers who want to improve results and get higher performance from their team.

1.2 CEUs $2,345/AMA Members $2,095 AMA Members save $250

2-DAY CLASSROOM SCHEDULE Feb. 25-26 . . . . . San Francisco, CA . . . 2246-L3A-00380 March 18-19 . . . Arlington, VA . . . . . . 2246-L3A-00379

Register today! www.amatraining.org/2246 May 20-21 . . . . . Atlanta, GA . . . . . . . . 2246-L3A-00382 July 15-16 . . . . . . New York, NY . . . . . . 2246-L3A-00383

Aug. 15-16 . . . . . Chicago, IL . . . . . . . . 2246-L3A-00386 Sept. 19-20 . . . . Arlington, VA . . . . . . 2246-L3A-00384

AMA seminars are GSA approved and all AMA programs can be delivered onsite

How to Give Employee Feedback So It’s Useful and Welcome BY DAVID LEE

Employees are hungry for feedback on their performance. Here are 11 questions to help you provide effective feedback.

• Do you use language and a tone of voice that communicate “We’re two adults here” versus “I’m the teacher scolding the student”?

esearch conducted by Jeanne Meister and Karie Willyerd, authors of The 2020 Workplace (HarperBusiness, 2010), revealed a contradiction concerning employee feedback:

• Do you ask questions to better understand where employees are coming from, to help them explore the reasons for their actions, and to guide them in identifying how they can do something differently the next time?

• Of eight managerial capabilities and strengths employees wanted most from their managers, “Will give me straight feedback” was ranked No. 1. • When HR professionals rated the managers in their organizations on the eight capabilities and strengths, the ability to give effective feedback was ranked last. The fact is, most managers have a tremendous opportunity to improve in this important skill. For feedback to be useful, it must be understandable and actionable. It also needs to be welcoming. You achieve these goals by using words and a delivery style that communicate respect and a sincere desire to help team members. Here are 11 questions to guide you in providing effective feedback. Before the feedback conversation The time, effort, and thought you put into preparation will make a huge difference in the success of the feedback conversation. When we take a “wing it” approach to feedback, we virtually ensure that we will say the wrong thing. This reduces the

chances the feedback will be received well and potentially damages the relationship. Consider four questions: • Have you done your due diligence so that you are super clear about the facts, context, details, and backstory related to the feedback? • If you’re upset, have you done the work needed to get into a constructive emotional and mental state before having the conversation? • Are you going into the conversation with a desire for a dialogue, not a monologue? Are you genuinely curious about the employee’s perspective? • Are you willing to discover that your perception is not totally accurate, or even wrong? During the feedback conversation Starting out the conversation on the right foot has a disproportionate effect on how well it will go. Ask these questions:

• Regarding your word choice and tone of voice, do you use the least amount of intensity and force to get the point across? • Are you using descriptive, sensory-based language for both what you’re not OK with and what you want instead—that is, your desired outcome?

• Do you check in to get their thoughts about what you just said, versus going on and on and on? • Do you invite people to share their perspective, using questions such as “So that’s what I’m seeing; do you see it differently?” • Do you paraphrase employees’ statements at times to acknowledge you understand what they’re saying, especially if they seem to be getting upset or intense about trying to get you to understand their perspective? Feedback done well is a true win/win for managers and employees. David Lee is the founder and principal of HumanNature@Work and a career coach at Heart At Work Associates. He’s an internationally recognized authority on organizational and managerial practices that optimize employee performance, morale, and engagement, and is the author of Powerful Storytelling Techniques (ATD, 2012).

Take the Next Step • Seminar: How to Communicate with Diplomacy, Tact and Credibility, pg 62 • Seminar: Successfully Managing People, pg 166 • Seminar: Improving Your Managerial Effectiveness, pg 168

For other business articles, visit www.amatraining.org/amalibrary

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The 7 Habits for Managers®

Essential Skills and Tools for Leading Teams SEMINAR #2602

Also available Live Online

AMA is the exclusive provider of FranklinCovey classroom seminars.

Cultivate effectiveness, lead with excellence and transform your team for breakthrough results

YOUR IMMEDIATE TAKEAWAY

• Define the contribution you want to make • Discover how to motivate and lead effectively • Actualize your vision of management success Workers have too many assigned tasks and too many competing priorities. People can’t identify key goals and therefore can’t deliver excellent results. Individuals, even entire departments, lack open communication. Crises are often reacted to with fast, lessthan-effective decisions. The good news is that changing ineffective behaviors to effective behaviors will benefit everyone in your organization. The 7 Habits® can not only help you to better manage yourself, but learn to lead others and unleash team potential. Attend this powerful 2-day

workshop and discover the same principles that have led the world’s foremost business leaders to the professional and business success they dreamed of. HOW YOU WILL BENEFIT • Define the contribution you want to make and what you want to accomplish as a manager • Decide which goals your efforts should be focused on using daily and weekly planning

• Enhance your leadership abilities and reach your full potential • Communicate effectively and raise the levels of trust and fulfillment within your team WHO SHOULD ATTEND Managers who are seeking to become more effective, build better relationships and help their organization succeed.

1.2 CEUs/12 PDUs $2,345/AMA Members $2,095 AMA Members save $250

2-DAY CLASSROOM SCHEDULE JANUARY

Jan. 10-11 . . . . . Boston, MA . . . . . . . . 2602-L3A-00528 Jan. 17-18 . . . . . San Diego, CA . . . . . . 2602-L3A-00520 Jan. 24-25 . . . . . Chicago, IL . . . . . . . . 2602-L3A-00516 Jan. 31-Feb. 1 . . . Arlington, VA . . . . . . 2602-L3A-00519 FEBRUARY

March 11-12 . . . San Francisco, CA . . . 2602-L3A-00531 March 14-15 . . . New York, NY . . . . . . 2602-L3A-00524 March 18-19 . . . Orlando, FL . . . . . . . . 2602-L3A-00533 March 28-29 . . . Arlington, VA . . . . . . 2602-L3A-00526 APRIL

Feb. 4-5 . . . . . . . New York, NY . . . . . . 2602-L3A-00521 Feb. 11-12 . . . . . Houston, TX . . . . . . . 2602-L3A-00525 Feb. 25-26 . . . . . Atlanta, GA . . . . . . . . 2602-L3A-00518

April 11-12 . . . . . Minneapolis, MN . . . . 2602-L3A-00559 April 15-16 . . . . . Anaheim, CA . . . . . . . 2602-L3A-00539 April 29-30 . . . . . Atlanta, GA . . . . . . . . 2602-L3A-00563 April 29-30 . . . . . New York, NY . . . . . . 2602-L3A-00535

MARCH

MAY

March 4-5 . . . . . Chicago, IL . . . . . . . . 2602-L3A-00522

May 6-7 . . . . . . . Boston, MA . . . . . . . . 2602-L3A-00536

May 6-7 . . . . . . . Dallas, TX . . . . . . . . . 2602-L3A-00537 May 9-10 . . . . . . San Diego, CA . . . . . . 2602-L3A-00560 May 13-14 . . . . . Chicago, IL . . . . . . . . 2602-L3A-00538 May 15-16 . . . . . Parsippany, NJ . . . . . . 2602-L3A-00558 May 20-21 . . . . . Arlington, VA . . . . . . 2602-L3A-00540 May 20-21 . . . . . San Francisco, CA . . . 2602-L3A-00544 JUNE

June 3-4 . . . . . . . Atlanta, GA . . . . . . . . 2602-L3A-00541 June 3-4 . . . . . . . Houston, TX . . . . . . . 2602-L3A-00561 June 6-7 . . . . . . . New York, NY . . . . . . 2602-L3A-00542 June 24-25 . . . . . Philadelphia, PA . . . . . 2602-L3A-00564

AMA seminars are GSA approved and all AMA programs can be delivered onsite

MANAGEMENT

TABLE OF CONTENTS

WHAT WILL BE COVERED Habit 1: Be Proactive® • Become a resourceful, innovative manager who quickly accomplishes goals and motivates Habit 2: Begin with the End in Mind • Have a clear vision of what you want your contribution as a manager to be ®

Habit 3: Put First Things First® • Focus on top priorities and be regarded for follow-through and organizational skills Habit 4: Think Win-Win® • Cultivate enthusiasm with performance measurements that satisfy both employee and employer goals; share recognition and success

Habit 6: Synergize® • Understand how differences can contribute to innovative solutions; maximize opinions, perspectives and backgrounds

FA C U LT Y S P O T L I G H T Cynthia Cuyjet is one of the experts who teach this course. She is a leadership, coaching, diversity and career development trainer and facilitator, certified by several training organizations. Cynthia has 30 years’ experience in corporate human capital development, higher education administration and independent consulting in diverse business environments.

Habit 7: Sharpen The Saw® • Increase effectiveness by renewing yourself mentally and physically ATTENDEES WILL RECEIVE • The 7 Habits of Highly Effective People® Audio CD. • Participant Guidebook— Examples and exercises. • Management Essentials— A book of resources.

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

CLASSROOM SEMINARS

Habit 5: Seek First to Understand, Then to Be Understood® • Give honest, accurate feedback that develops trust and understand the physical components of communication and how they impact the message

This training far exceeded my expectations. It was “challenging but motivating. I left feeling enlightened and empowered. Excellent tools are provided so that students can easily put the materials learned into practice. —Stephanie R.

”

July 11-12 . . . . . . Chicago, IL . . . . . . . . 2602-L3A-00545 July 18-19 . . . . . . Pittsburgh, PA . . . . . . 2602-L3A-00565 July 22-23 . . . . . . New York, NY . . . . . . 2602-L3A-00547 July 22-23 . . . . . . Seattle, WA . . . . . . . . 2602-L3A-00532 July 29-30 . . . . . . Arlington, VA . . . . . . 2602-L3A-00548 AUGUST

Aug. 1-2 . . . . . . . Dallas, TX . . . . . . . . . 2602-L3A-00566 Aug. 5-6 . . . . . . . Atlanta, GA . . . . . . . . 2602-L3A-00550 Aug. 15-16 . . . . . Virginia Beach, VA . . . 2602-L3A-00552 Aug. 26-27 . . . . . New York, NY . . . . . . 2602-L3A-00551

4-LESSON LIVE ONLINE SCHEDULE 0.8 CEU/8 PDUs $2,195/AMA Members $1,995

Aug. 26-27 . . . . . San Francisco, CA . . . 2602-L3A-00553 SEPTEMBER

Wed. and Thurs. 12-5:30 pm ET

Sept. 5-6 . . . . . . Arlington, VA . . . . . . 2602-L3A-00554 Sept. 9-10 . . . . . Houston, TX . . . . . . . 2602-L3A-00555 Sept. 12-13 . . . . San Diego, CA . . . . . . 2602-L3A-00556 Sept. 16-17 . . . . Boston, MA . . . . . . . . 2602-L3A-00549 Sept. 16-17 . . . . Chicago, IL . . . . . . . . 2602-L3A-00557

American Management Association

Jan. 16-17 . . . . . . . . . . . . . . . . . . 2602-L3A-00517 April 24-25 . . . . . . . . . . . . . . . . . . 2602-L3A-00534 June 19-20 . . . . . . . . . . . . . . . . . . 2602-L3A-00546 Aug. 21-22 . . . . . . . . . . . . . . . . . . 2602-L3A-00562 See page 242 for more information

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TABLE OF CONTENTS

Successfully Managing People

SEMINAR #2295

Also available Live Online

You’ve got the desire, now get the skills you need to lead

YOUR IMMEDIATE TAKEAWAY

• Resolve team conflict using emotional intelligence • Listen to people in order to influence them • Help your direct reports stay motivated to do increasingly demanding work You’ve got a lot on your plate. A more diverse workforce with generational clashes, plus culture and values differences. Employees who offer resistance rather than support. Flatter organizations with shifting priorities and rising expectations. It takes emotional intelligence to manage the difficult and different employee, as well as your boss and others at higher levels. In this seminar you’ll gain the self-awareness to successfully manage people—and yourself. Become less of a boss and more of a teacher as you address problem employees and create better relationships up and down the organization. You’ll increase your

confidence, leadership skills and professional satisfaction. And win the trust and cooperation of everyone in your organization. HOW YOU WILL BENEFIT • Participate in a values exercise and step into others’ shoes • Manage others with differing personalities using DiSC® • Adjust your management and personal style to different situations • Manage “high-maintenance” employees effectively • Turn difficult people and poor performers into team players • Appreciate how the role of manager has changed in today’s organizations • Recognize the role of values in managing people

• Learn how to embody ethical leadership • Identify how your organization’s and workgroup’s culture shapes the behavior of the people with whom you work • Assess your management and personal style and adjust it to different situations • Adopt an approach to help you motivate different types of people • Communicate effectively with those you manage • Apply the principles of emotional intelligence to achieve greater effectiveness WHO SHOULD ATTEND Managers and those with management responsibilities whose success depends on clear communication, a cooperative attitude and commitment to shared goals.

1.2 CEUs $2,445/AMA Members $2,195 AMA Members save $250

2-DAY CLASSROOM SCHEDULE JANUARY

MARCH

MAY

Jan. 9-10 . . . . . . Arlington, VA . . . . . . 2295-L3A-02397 Jan. 14-15 . . . . . New York, NY . . . . . . 2295-L3A-02398 Jan. 16-17 . . . . . San Francisco, CA . . . 2295-L3A-02399 Jan. 28-29 . . . . . Las Vegas, NV . . . . . . 2295-L3A-02408

March 7-8 . . . . . Dallas, TX . . . . . . . . . 2295-L3A-02420 March 7-8 . . . . . New York, NY . . . . . . 2295-L3A-02411 March 13-14 . . . Boston, MA . . . . . . . . 2295-L3A-02421 March 25-26 . . . Arlington, VA . . . . . . 2295-L3A-02413 March 28-29 . . . San Francisco, CA . . . 2295-L3A-02414

May 1-2 . . . . . . . St Pete Beach, FL . . . . 2295-L3A-02428 May 2-3 . . . . . . . New York, NY . . . . . . 2295-L3A-02427 May 9-10 . . . . . . San Francisco, CA . . . 2295-L3A-02429 May 16-17 . . . . . Arlington, VA . . . . . . 2295-L3A-02430 May 20-21 . . . . . Chicago, IL . . . . . . . . 2295-L3A-02431

APRIL

JUNE

April 4-5 . . . . . . . New York, NY . . . . . . 2295-L3A-02422 April 8-9 . . . . . . . Chicago, IL . . . . . . . . 2295-L3A-02423 April 8-9 . . . . . . . Philadelphia, PA . . . . . 2295-L3A-02424 April 15-16 . . . . . Denver, CO . . . . . . . . 2295-L3A-02434 April 22-23 . . . . . Atlanta, GA . . . . . . . . 2295-L3A-02426

June 5-6 . . . . . . . Houston, TX . . . . . . . 2295-L3A-02465 June 12-13 . . . . . Boston, MA . . . . . . . . 2295-L3A-02435 June 17-18 . . . . . New York, NY . . . . . . 2295-L3A-02439 June 19-20 . . . . . Anaheim, CA . . . . . . . 2295-L3A-02436 June 24-25 . . . . . Atlanta, GA . . . . . . . . 2295-L3A-02438

FEBRUARY

Feb. 6-7 . . . . . . . Austin, TX . . . . . . . . . 2295-L3A-02407 Feb. 7-8 . . . . . . . Los Angeles, CA . . . . 2295-L3A-02405 Feb. 11-12 . . . . . New York, NY . . . . . . 2295-L3A-02404 Feb. 13-14 . . . . . Atlanta, GA . . . . . . . . 2295-L3A-02403 Feb. 20-21 . . . . . Arlington, VA . . . . . . 2295-L3A-02406 Feb. 25-26 . . . . . Chicago, IL . . . . . . . . 2295-L3A-02409

AMA seminars are GSA approved and all AMA programs can be delivered onsite

MANAGEMENT

TABLE OF CONTENTS

Values, Ethical Leadership, and Organizational Culture • Defining “values” and recognizing their source • Identifying ways in which values impact work life and productivity • Defining “ethics” and recognizing the manager’s role in setting ethical standards for employees • Creating and sustaining the organization’s culture Personal Styles: DiSC® • Determining your own personal profile (DiSC profile) • Gaining insight into the strengths and limitations of your DiSC profile • Gaining insight into how to more effectively work with other personal styles

Motivating Those You Manage • Defining “motivation” and identifying the important factors in motivation and employee engagement • Distinguishing between pre-motivators, demotivators, and motivators • Tailoring your motivational efforts to individual employees and situations • Applying motivational strategies when delegating responsibilities and/or tasks to an individual

Kevin Pitts is one of the experts who teach this course. Kevin’s education and many years of consulting experience have provided a strong foundation for addressing a wide range of business challenges such as improving sales, identifying an effective strategy, improving financial acumen, ameliorating project management skills and elevating the cultural competencies of global entities.

Communication Skills for Managers • Using techniques of active listening to better gain information and to recognize the worth of employees’ perspectives • Effectively using positive and corrective feedback • Dealing with difficult employees Emotional Intelligence • Assessing your own level of emotional intelligence • Developing a strategy for improving your emotional intelligence

�

“

FA C U LT Y S P O T L I G H T

CLASSROOM SEMINARS

WHAT WILL BE COVERED The Experience of Being a Manager in Today’s Organization • Recognizing how economic and social trends have changed the manager’s role • Defining “successfully managing people” • Discussing and illustrating specific challenges you face when motivating others in today’s organizations

VIEW CLASSROOM EXPERIENCE

The sessions were interactive and fun, everything was explained really well and I learned so many new things from the first minute on. I feel like I am also prepared to implement the learnings at work. —Barbara U.

”

July 8-9 . . . . . . . . New York, NY . . . . . . 2295-L3A-02440 July 15-16 . . . . . . Chicago, IL . . . . . . . . 2295-L3A-02441 July 15-16 . . . . . . Nashville, TN . . . . . . . 2295-L3A-02442 July 18-19 . . . . . . San Francisco, CA . . . 2295-L3A-02443 July 22-23 . . . . . . Princeton, NJ . . . . . . . 2295-L3A-02453 July 24-25 . . . . . . Dallas, TX . . . . . . . . . 2295-L3A-02445 July 25-26 . . . . . . Arlington, VA . . . . . . 2295-L3A-02444 AUGUST

Aug. 5-6 . . . . . . . Newport Beach, CA . . 2295-L3A-02456 Aug. 8-9 . . . . . . . New York, NY . . . . . . 2295-L3A-02448 Aug. 12-13 . . . . . Austin, TX . . . . . . . . . 2295-L3A-02449 Aug. 15-16 . . . . . Arlington, VA . . . . . . 2295-L3A-02450

4-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs $2,345/AMA Members $2,095

Aug. 19-20 . . . . . Atlanta, GA . . . . . . . . 2295-L3A-02451 Aug. 19-20 . . . . . Chicago, IL . . . . . . . . 2295-L3A-02452

Mon. and Wed. 2-5 pm ET

SEPTEMBER

Sept. 5-6 . . . . . . New York, NY . . . . . . 2295-L3A-02454 Sept. 5-6 . . . . . . San Francisco, CA . . . 2295-L3A-02455 Sept. 12-13 . . . . Arlington, VA . . . . . . 2295-L3A-02457 Sept. 16-17 . . . . Columbus, OH . . . . . . 2295-L3A-02458 Sept. 18-19 . . . . Boston, MA . . . . . . . . 2295-L3A-02459 Sept. 23-24 . . . . Lake Buena Vista, FL . 2295-L3A-02460 Sept. 25-26 . . . . Las Vegas, NV . . . . . . 2295-L3A-02461

American Management Association

1- 800-854-4493

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March 4-13 . . . . . . . . . . . . . . . . . 2295-L3A-02410 April 15-24 . . . . . . . . . . . . . . . . . . 2295-L3A-02464 June 3-12 . . . . . . . . . . . . . . . . . . . 2295-L3A-02433 Aug. 5-14 . . . . . . . . . . . . . . . . . . . 2295-L3A-02447 See page 243 for more information

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Improving Your Managerial Effectiveness

FA C U LT Y S P O T L I G H T

SEMINAR #2508

You have the power to create change and inspire successful outcomes

YOUR IMMEDIATE TAKEAWAY

• Exert influence based on deeper self-awareness • Enhance team cohesiveness by considering individual goals, values, comfort zones/stretch areas • Gain practical tools to deal with conflicts Technological changes, an increasingly diverse workforce and working under mounting pressure have made motivating employees even more challenging. Get ready to examine your managerial style, increase your self-awareness, learn to adapt to change more easily, navigate conflicts and better develop and motivate your people. You’ll also discover how to go from being a boss to becoming a coach. In addition, this course will provide you with the opportunity to experience management simulations and role-model the specific behaviors that will enable you to perform at your very best. Attend this seminar to learn how to conquer obstacles that can make or break a career in management.

1.2 CEUs $2,445/AMA Members $2,195 AMA Members save $250

WHO SHOULD ATTEND Experienced managers with three to five years of management experience. HOW YOU WILL BENEFIT • Define your managerial role as a learning leader and partner • Apply strategies and tools to create a highperformance team • Recognize and adapt your behavioral style for increased effectiveness in managing your team • Apply coaching methodologies • Assist your team members in their professional and personal development • Navigate your team through conflicts WHAT WILL BE COVERED The Manager’s Style • Identifying the primary characteristics of each behavioral style • Determining how your behavioral style influences the actions of others • Improving personal and group effectiveness using a range of behavioral styles Creating a High-Performance Team • Developing and using agreements to improve a team’s health • Delegating responsibilities among team members

�

San Diego, CA . . . . . 2508-L3A-01308 Arlington, VA . . . . . . 2508-L3A-01309 New York, NY . . . . . . 2508-L3A-01310 San Francisco, CA . . . 2508-L3A-01312

The Manager as a Developer of People • Creating a team environment that encourages learning and development • Assessing the readiness of your work environment for effective partnership coaching • Applying coaching processes and behaviors Motivating and Engaging Your Team • Selecting motivators to meet individual needs • Identifying team activities that bring group members together Managing Conflict • Assessing your current skills for handling conflict • Applying the most effective approach based on the conflict situation • Putting it all together: applying seminar topics to address a real-life team situation in your workplace NOTE: To attend this seminar, we recommend prior attendance in at least one basic management course.

VIEW CLASSROOM EXPERIENCE

2-DAY CLASSROOM SCHEDULE Jan. 16-17 . . . . . Feb. 4-5 . . . . . . . Feb. 25-26 . . . . . March 28-29 . . .

Robert Carpenter is one of the experts who teach this course. He is president of a firm that develops high-achieving leaders and teams as well as organizational cultures based on trust. Since the firm’s inception, he has conducted seminars for Verizon, IBM Austria, Prudential Life, Dow Jones & Co., and many others. He holds an MBA from Columbia University.

Register today! please visit www.amatraining.org/2508 April 11-12 . . . . . April 25-26 . . . . . April 29-30 . . . . . May 15-16 . . . . .

Atlanta, GA . . . . . . . . 2508-L3A-01323 New York, NY . . . . . . 2508-L3A-01314 Arlington, VA . . . . . . 2508-L3A-01315 Boston, MA . . . . . . . . 2508-L3A-01311

June 13-14 . . . . . July 17-18 . . . . . . July 22-23 . . . . . . Aug. 19-20 . . . . .

Chicago, IL . . . . . . . . 2508-L3A-01317 New York, NY . . . . . . 2508-L3A-01318 San Francisco, CA . . . 2508-L3A-01319 Arlington, VA . . . . . . 2508-L3A-01321

AMA seminars are GSA approved and all AMA programs can be delivered onsite

MANAGEMENT

TABLE OF CONTENTS

Moving from an Operational Manager to a Strategic Leader SEMINAR #2242

FA C U LT Y S P O T L I G H T Ash Seddeek is one of the experts who teach this course. Ash is a leadership speaker and author who also coaches leaders and entrepreneurs on communication, management and leadership skills, and he helps companies create empowering cultures that inspire initiative and results. He has been featured on CBS News, Fox, NBC and ABC.

Also available Live Online

Can you make the leap to where you want to be?

YOUR IMMEDIATE TAKEAWAY

• Develop a strategic leader’s approach to how you work • Understand your organization’s big-picture view and your role in it • Communicate in a more strategic way and sell your ideas upward Are you being asked to be more strategic… but unsure of how to get there? Searching for more strategic direction from others…but coming up empty? Feeling confined by standard solutions when you’d like to develop creative and innovative alternatives? Here’s your opportunity to go from setting objectives and assigning tasks to creating visions and inspiring risk taking. In this powerful seminar, you’ll do practical exercises that help you be more strategic and become more influential as a key decision maker. Change your way of thinking and open the door to new possibilities in just two days.

WHO SHOULD ATTEND Managers with five years or less of management experience who want to move into a more strategic role.

• Forming strategic insights: continually examining “what you do,” “how you do it,” “how it can be improved” • How to identify priority issues to create your strategic advantage • Preparing a draft of a vision statement • Encouraging innovation through communication: self-assessment • Constructing a strategic model for your team, department or work unit • Developing and planning your strategic conversations with key stakeholders • Conducting key conversations to encourage innovation and risk taking

HOW YOU WILL BENEFIT • Anticipate, adapt to and facilitate change • Add value in a volatile environment • Leverage key prospects for strategic opportunities • Inspire risk taking and innovation • Work in groups to apply strategic models to your own organization • Perform a SWOT analysis and identify opportunities to create strategic advantages • Determine if you are an energy maximizer or an energy zapper with the Everyday Creative Video • Create a plan for growth focusing on three to five characteristics you admire WHAT WILL BE COVERED • Establishing a working definition of operational management • Understanding the key components of the strategic leadership model • Developing a strategic leader’s approach for your own work environment • Strategic thinking: moving from a limited context to a broader view • Applying a SWOT analysis to your team • Creating a mission statement defining your operational reality

AN AMA BLENDED LEARNING SEMINAR

Professional Accreditations

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

1.2 CEUs/12 PHR/SPHR/12 PDCs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 7-8 . . . . . . . Feb. 11-12 . . . . . Feb. 28-Mar. 1 . . March 11-12 . . . March 25-26 . . . May 16-17 . . . . . June 13-14 . . . . . June 27-28 . . . . . July 11-12 . . . . . .

Chicago, IL . . . . . . . . 2242-L3A-00887 Atlanta, GA . . . . . . . . 2242-L3A-00888 Arlington, VA . . . . . . 2242-L3A-00889 New York, NY . . . . . . 2242-L3A-00890 San Francisco, CA . . . 2242-L3A-00891 Los Angeles, CA . . . . 2242-L3A-00896 Chicago, IL . . . . . . . . 2242-L3A-00898 Arlington, VA . . . . . . 2242-L3A-00899 San Francisco, CA . . . 2242-L3A-00901

A blend of dynamic live training and online tools

Register today! www.amatraining.org/2242 July 22-23 . . . . . . Aug. 8-9 . . . . . . . Aug. 12-13 . . . . . Sept. 19-20 . . . .

4-LESSON LIVE ONLINE SCHEDULE CEUs/12 PHR/SPHR/12 Aug.1.2 22-23 . . . . . Arlington, VA . . . . . . PDCs 2558-J2C-00028 Members $1,895 Sept.$2,095/AMA 19-20 . . . . Chicago, IL . . . . . . . . 2558-J2C-00029 Wednesday 2-5 pm ET Jan. 7-16 . . . . . . . . . . . . . . . . . . . 2242-L3A-00885 May 6-15 . . . . . . . . . . . . . . . . . . . 2242-L3A-00897 Sept. 9-18 . . . . . . . . . . . . . . . . . . 2242-L3A-00900

New York, NY . . . . . . 2242-L3A-00902 Atlanta, GA . . . . . . . . 2242-L3A-00903 Anaheim, CA . . . . . . 2242-L3A-00905 Arlington, VA . . . . . . 2242-L3A-00906

American Management Association

See page 243 for more information

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

BEST SELLER

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TABLE OF CONTENTS Meetings Made Simple and Affordable

AMA Executive Conference Centers ATLANTA • NEW YORK • SAN FRANCISCO • WASHINGTON, DC AREA

COMFORTABLE, FULLY EQUIPPED MEETING SPACES including our newly expanded New York Center! FLEXIBLE MEETING ROOMS FOR 2 TO 240 FREE PROJECTOR AND PC USE COMPLIMENTARY CONTINUOUS BEVERAGE SERVICE EXECUTIVE CHAIRS AND SPACIOUS LOUNGES HIGH-SPEED INTERNET ACCESS AND WIFI WIDE RANGE OF OPTIONAL CATERING PACKAGES

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www.amaconferencecenters.org 212-903-8277 meetings@amanet.org

AMA seminars are GSA approved and all AMA programs can be delivered onsite

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Fundamentals of Marketing: Your Action Plan for Success

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174 *Agile Marketing Boot Camp . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 175 *Content Marketing Boot Camp . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 175 AMA’s Advanced Course in Strategic Marketing

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Customer Service Excellence: How to Win and Keep Customers C Classroom

*Delivered by

L Live Online

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1 1-Day Workshop

AMA now brings you new Marketing courses delivered by ASPE®.

From a recent attendee of Fundamentals of Marketing: Your Action Plan for Success, page 172

“ I came into the course with almost no knowledge of marketing techniques and an overall sense of trepidation, and left feeling more confident and — Cristy B. with an action plan.”

CLASSROOM SEMINARS

Successful Product Management

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Fundamentals of Marketing Your Action Plan for Success

SEMINAR #5512

Also available Live Online

Learn best practices for designing and implementing a great marketing plan

YOUR IMMEDIATE TAKEAWAY

• Pinpoint factors that influence purchase decisions • Analyze and quantify customer needs • Recognize common marketing errors As a marketing professional, you need to have a clear understanding of your markets and what drives your customers’ decisions to buy. In this course, you’ll get modern techniques for analyzing markets and quantifying your customer’s needs, wants and preferences (NWP). Learn tactics to utilize the 4 Ps of Marketing (Product, Price, Place and Promotion) and proven tactics to avoid the most common marketing mistakes. In hands-on activities, you’ll discover how to adapt the right tactics for your company’s unique needs. Take this course to gain the tools, competencies and best practices that will help you fulfill your role in building and executing a successful marketing plan for your organization.

WHO SHOULD ATTEND Newly appointed marketers with less than three years of experience in marketing; product, brand and advertising managers; business professionals and executives who need a clearer understanding of marketing’s role in generating profits. HOW YOU WILL BENEFIT • Recognize the wide-ranging marketing roles and functions within different organizations • Apply modern techniques for conducting marketplace analysis • Utilize insightful marketing tactics to pinpoint why customers buy or don’t buy • Align the 4 Ps with your products, services and customer wants WHAT WILL BE COVERED • Identifying your key marketing challenges • Viewing marketing in a way that is relevant to your organization • Defining market research • Identifying multiple sources for insightful marketplace information • Defining crucial marketplace data • Recognizing primary macro-environmental trends that impact success • Describing the components of each of the 4 Ps • Collecting accurate product data and determining the customer’s NWP

1.2 CEUs/12 SMPS CEUs/14 CPE $1,995/AMA Members $1,795 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Jan. 28-29 . . . . . . San Francisco, CA . . 5512-L3A-01248 Feb. 7-8 . . . . . . . . Atlanta, GA . . . . . . . 5512-L3A-01250 March 14-15 . . . . Chicago, IL . . . . . . . . 5512-L3A-01252 March 25-26 . . . . Boston, MA . . . . . . . 5512-L3A-01251 April 25-26 . . . . . . New York, NY . . . . . 5512-L3A-01257 June 6-7 . . . . . . . . Arlington, VA . . . . . . 5512-L3A-01258

Register today! www.amatraining.org/5512 July 15-16 . . . . . . . San Diego, CA . . . . . 5512-L3A-01261 Aug. 15-16 . . . . . . New York, NY . . . . . 5512-L3A-01262 Sept. 23-24 . . . . . Atlanta, GA . . . . . . . 5512-L3A-01263

FA C U LT Y S P O T L I G H T Spiros Serpanos is one of the experts who teach this course. He has extensive experience in international marketing and sales as well as in training, developing and mentoring multinational sales teams. Spiros has covered markets in Europe, Africa and the Middle East and has developed and executed corporate strategies across marketing, training and team development functions.

• Conducting a product SWOT analysis • Relating stages of the product lifecycle to marketing strategy • Positioning your organization’s product(s) and/or service(s) in the marketplace • Recognizing the factors that impact price and develop a pricing strategy • Describing the factors related to determining “place” • Explaining the marketing communication vehicles and channels used for promotion • Developing a marketing plan for your organization

Professional Accreditations AMA is approved by the Society for Marketing Professional Services (SMPS) to offer SMPS CEUs. This course qualifies for 12 CEUs toward your recertification as a Certified Professional Services Marketer (CPSM). For more information please visit www.cpsmnow.org

Recommended CPE Credit: 14 hours/Basic—Classroom 14 hours/Basic—Live Online Prerequisites: Marketers with less than three years of experience Advance Preparation: Online pre- and post-assessment Delivery Method: Group Live/Group Internet-based Field of Study: Non-technical—Marketing

4-LESSON LIVE ONLINE SCHEDULE CEUs/12 SMPSVA . . . . . . CEUs/142558-J2C-00028 CPE Aug.1.2 22-23 . . . . . Arlington, Members $1,695 Sept.$1,895/AMA 19-20 . . . . Chicago, IL . . . . . . . . 2558-J2C-00029 Mon.-Thurs. 2-5 pm ET Feb. 5-14 . . . . . . . . . . . . . . . . . . . 5512-L3A-01249 June 18-27 . . . . . . . . . . . . . . . . . . 5512-L3A-01259 See page 244 for more information

AMA seminars are GSA approved and all AMA programs can be delivered onsite

MARKETING

TABLE OF CONTENTS

Successful Product Management

FA C U LT Y S P O T L I G H T

Beat your competitors to market and drive up your revenue, volume and profits YOUR IMMEDIATE TAKEAWAY

• Understand the core tasks of a product manager • Successfully manage the marketing mix • Utilize and apply various strategic models to improve your marketing strategy As product manager, you need to have the control and authority to manage corporate assets…and the responsibility to deliver both the top and bottom line for your product. In this comprehensive 3-day seminar you’ll examine the changing role of the product manager and understand the hows and whys of effective product management. Delve into the many facets of your responsibilities, from financing, market research and marketing to planning, pricing and distribution. Identify the key tasks you must accomplish. Plus, develop a marketing plan that will become an effective strategic tool. WHO SHOULD ATTEND Product and brand marketing managers and directors, and those who interact with them.

HOW YOU WILL BENEFIT • Map out a marketing strategy • Consider how market research can advance your efforts • Study proven pricing systems • Explore the financial side of product management • Assess effective marketing communication techniques • Manage your product’s lifecycle • Discover which models work for you and which do not • Participate in exercises around developing key product management tasks and analyzing data • Develop a strategic presentation • Hone communication skills for management • Create and present a business plan in conjunction with other participants to cement what you’ve learned

• Key marketing strategies and models: SWOT analysis, branding, strategic pyramid, SMART review • Benefits of creating strategic and annual marketing plans • Understanding product lifecycles • The product manager’s role in eCommerce • Building and maximizing effective key relationships • Best practices in managing and developing new products and services • Calculating break-even sales formulas • Understanding the allocation of fixed costs • Preparing and presenting a marketing plan

WHAT WILL BE COVERED • Current product management structure • Defining marketing and product management • Exploring the role of today’s product manager • Critical advantages of product management process

NOTE: Attendees should have two years of arketing experience. m

Professional Accreditation AMA is approved by the Society for Marketing Professional Services (SMPS) to offer SMPS CEUs. This course qualifies for 18 CEUs toward your recertification as a Certified Professional Services Marketer (CPSM). For more information please visit www.cpsmnow.org

1.8 CEUs/18 SMPS CEUs $2,195/AMA Members $1,995 AMA Members save $200

3-DAY CLASSROOM SCHEDULE Jan. 30-Feb. 1 . . . Feb. 11-13 . . . . . March 13-15 . . . April 17-19 . . . . .

Chicago, IL . . . . . . . . 5597-L3A-00617 Atlanta, GA . . . . . . . . 5597-L3A-00616 Arlington, VA . . . . . . 5597-L3A-00621 New York, NY . . . . . . 5597-L3A-00622

Register today! www.amatraining.org/5597 May 15-17 . . . . . June 12-14 . . . . . July 10-12 . . . . . . Aug. 5-7 . . . . . . .

Chicago, IL . . . . . . . . 5597-L3A-00623 Atlanta, GA . . . . . . . . 5597-L3A-00624 Boston, MA . . . . . . . . 5597-L3A-00625 New York, NY . . . . . . 5597-L3A-00626

American Management Association

1- 800-854-4493

Aug. 26-28 . . . . . Chicago, IL . . . . . . . . 5597-L3A-00627 Sept. 25-27 . . . . San Francisco, CA . . . 5597-L3A-00628

www.amatraining.org

CLASSROOM SEMINARS

Richard Treitel is one of the experts who teach this course. As an expert in global marketing issues, Richard helps companies develop competitive strategies for new products and markets. His clients include startups as well as Fortune 100 companies in the fields of automotive and industrial components, chemicals, materials and pharmaceuticals. Richard holds an MBA in marketing from Columbia University.

SEMINAR #5597

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AMA’s Advanced Course in Strategic Marketing SEMINAR #5537

Understand your market, capitalize on opportunities and deter threats

YOUR IMMEDIATE TAKEAWAY

• Assess the marketplace with competitive analysis • Create a growth strategy with Gap Analysis • Reduce risk and enhance success with discovery-driven planning Can you calculate the lifetime value of your customers? Market to distinct psychographic groups? Adapt pricing to reflect your customer’s perception of value? In just three days, you’ll become familiar with cutting-edge marketing models—their real-world applications—and improve the success ratio of marketing activities. Perform lifecycle analysis to maximize profitability. Use the Competitive Pricing Matrix tool to understand pricing positions in the marketplace. Learn how to increase the spending rate of current customers and cost-effectively acquire new ones. And find new, advanced approaches to maximize the benefits of Internet and eCommerce technologies. Plus, participate in case studies that draw on all the tools and insights you’ve learned in the seminar.

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WHO SHOULD ATTEND Experienced marketing managers and associates, directors and vice presidents of marketing…as well as executives and managers in finance, operations, customer service, R&D and other departments who interact with colleagues in marketing. HOW YOU WILL BENEFIT • Learn the stages of the customer buying process • Generate incremental value at each stage • Use the Growth Audit and Gap Model to select the most effective program options • Target your campaigns to core buying influences • Develop and manage new products and services launches • Select the right tools to increase your competitiveness

David Marinello is one of the experts who teach this course. He specializes in providing product development, leadership, marketing and sales to over 40 hightechnology companies throughout the U.S. and Asia. David holds a BS degree from the University of Illinois, College of Medicine.

• Moving beyond pricing as an objective… to pricing as a strategy • The role of marketing in managing customer relations: understanding the lifetime value of a customer • Changing the buying structure through traditional and digital media elements • Promotions and communications as an integrated process • The seven stages of new product/ service development NOTE: Knowledge of the fundamentals of marketing is highly recommended.

WHAT WILL BE COVERED • The importance of marketing in today’s changing business environment • Strategic growth perspectives: the SMART bomb approach and the Growth Audit and Gap Model • Marketing strategies for distinct psycho graphic groups Professional Accreditations

The part I enjoyed the most was the real-life industry examples of the topics being discussed. The applications being taught are in-depth and worthy of the time and expense for —Rob M. the seminar.

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AMA is approved by the Society for Marketing Professional Services (SMPS) to offer SMPS CEUs. This course qualifies for 18 CEUs toward your recertification as a Certified Professional Services Marketer (CPSM). For more information please visit www.cpsmnow.org

Recommended CPE Credit: 21 hours/Advanced Prerequisites: None Advance Preparation: None Delivery Method: Group Live Field of Study: Non-technical—Marketing

1.8 CEUs/18 SMPS CEUs/21 CPE $2,345/AMA Members $2,095 AMA Members save $250

3-DAY CLASSROOM SCHEDULE March 25-27 . . . Chicago, IL . . . . . . . . 5537-L3A-00182 May 20-22 . . . . . San Francisco, CA . . . 5537-L3A-00185

FA C U LT Y S P O T L I G H T

Register today! www.amatraining.org/5537 June 17-19 . . . . . New York, NY . . . . . . 5537-L3A-00186 Sept. 16-18 . . . . Chicago, IL . . . . . . . . 5537-L3A-00188

AMA seminars are GSA approved and all AMA programs can be delivered onsite

MARKETING

TABLE OF CONTENTS

Agile Marketing Boot Camp

Content Marketing Boot Camp

www.amatraining.org/76511 Also available as a Virtual Classroom

www.amatraining.org/76505

Apply agile methods to marketing and see measurable results. Why is conventional marketing passé? Because agile methodology (inspired by software developers) helps you get more done so you can quickly adapt to changing markets! With agile, you’ll focus on key priorities, eliminating tasks that don’t impact revenue or customer satisfaction and thereby increasing productivity.

Boost leads and sales using high-impact content marketing strategies. In this course, you will get a handle on why people share information, how they share it and how you can take advantage of this. These insights will enable you to use content marketing to increase your website’s appeal and thereby improve your results.

WHO SHOULD ATTEND Marketing professionals (all levels), advertising executives, creative personnel, SEO specialists, and public relations and communications managers who want to transition to agile marketing.

WHO SHOULD ATTEND Marketing managers, product managers, brand managers, CMOs, web content managers, web developers and copywriters who want to see stronger results from their content marketing efforts.

HOW YOU WILL BENEFIT • Discover how to transition to agile marketing, implement agile marketing techniques and sell agile marketing to your organization • Build a marketing model; hold a Sprint planning session and review • Conduct a scrum (daily standup meeting) and learn scrum master roles and responsibilities • Create a Sprint backlog and manage it with tools like Trello and Kanban Tool • Obtain clear measurements of the impact of marketing • Improve marketing’s visibility and alignment with your organization’s business and sales goals

HOW YOU WILL BENEFIT • Understand how to incorporate content marketing into your overall strategy • Publish your content and engage prospects and customers • Find out what content your customers really want • Deliver that content to increase your website traffic • Accurately track your results

Also available as a Virtual Classroom

WHAT WILL BE COVERED • Discovering the importance of consistency • Exploring various types of content marketing including email, blogs, video, webinars and published works • Studying SEO tips, tricks and best practices • Connecting with your target audience by creating the right content SEMINAR REQUIREMENT Participants are strongly advised to bring a laptop to the seminar.

Delivered by

$1,495

$1,295

2-DAY CLASSROOM SCHEDULE Register today! www.amatraining.org/76511

2-DAY CLASSROOM SCHEDULE Register today! www.amatraining.org/76505

Feb. 25-26 . . . . . March 25-26 . . . April 29-30 . . . . . May 28-29 . . . . .

March 27-28 . . . Tempe, AZ . . . . . . . . 76505-L3A-00171 June 26-27 . . . . . Chicago, IL . . . . . . . . 76505-L3A-00163

Portland, OR . . . . . . . 76511-L3A-00173 Cary, NC . . . . . . . . . . 76511-L3A-00174 San Francisco, CA . . . 76511-L3A-00187 Leawood, KS . . . . . . . 76511-L3A-00175

2-LESSON VIRTUAL SCHEDULE 10:30 am-5:30 pm ET • $1,295

2-LESSON VIRTUAL SCHEDULE

Jan. 30-31 . . . . . . . . . . . . . . . . . 76505-L3A-00170 Feb. 27-28 . . . . . . . . . . . . . . . . . 76505-L3A-00161 March 27-28 . . . . . . . . . . . . . . . 76505-L3A-00158 April 1-2 . . . . . . . . . . . . . . . . . . . 76505-L3A-00172 May 30-31 . . . . . . . . . . . . . . . . . 76505-L3A-00162 June 26-27 . . . . . . . . . . . . . . . . . 76505-L3A-00159 July 31-Aug. 1 . . . . . . . . . . . . . . 76505-L3A-00164 Aug. 28-29 . . . . . . . . . . . . . . . . . 76505-L3A-00165

10:30 am-5:30 pm ET • $1,495 Feb. 25-26 . . . . . . . . . . . . . . . . . 76511-L3A-00165 March 25-26 . . . . . . . . . . . . . . . 76511-L3A-00186 April 29-30 . . . . . . . . . . . . . . . . . 76511-L3A-00185 May 28-29 . . . . . . . . . . . . . . . . . 76511-L3A-00166 June 24-25 . . . . . . . . . . . . . . . . . 76511-L3A-00176 July 29-30 . . . . . . . . . . . . . . . . . . 76511-L3A-00167

American Management Association

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

WHAT WILL BE COVERED • Understanding agile methods and benefits • Learning agile terminology and basics • Planning your Sprint by eliciting input, assigning roles and estimating team capacity • Evaluating the success of the Sprint • Identifying pitfalls and how to avoid them

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Customer Service Excellence How to Win and Keep Customers SEMINAR #5165

Make exceptional customer service your sustainable competitive advantage

YOUR IMMEDIATE TAKEAWAY

• Implement techniques that hugely improve customer service • Find out which phrases get a more positive response • Use better listening for more rewarding conversations When customers become angry and sound off, do you know how to handle the situation? Do you suggest they take their business elsewhere? Turn to your boss for help? Or manage the interaction professionally to a workable conclusion? In this dynamic 2-day workshop, you’ll discover the insights, skills and confidence to communicate professionalism, gain respect and stay cool under pressure. Learn how to document complaints and successfully handle even the most angry customer. Avoid robotic expressions. And listen better to really understand what the customer means. You’ll return to work with tools to use when typical methods aren’t working.

WHO SHOULD ATTEND Customer service representatives, technical and support personnel, field service representatives, account managers, credit and billing specialists, small-business owners—as well as managers who want to reinforce their skills and train their staffs. HOW YOU WILL BENEFIT • Deliver better, faster service and improve customer satisfaction • Gain and maintain repeat business • Discover what customers expect and how to create a positive corporate image • Recognize customer irritation signals and manage stressful situations • Quickly find workable solutions to customer problems WHAT WILL BE COVERED • Achieving customer service excellence by knowing what customers expect • Learning how effective customer service creates revenue and healthy organizations • Understanding the signals you transmit to, and receive from, other people • Using mental strategies and body language to control emotional states and maintain professionalism under pressure • Managing customer expectations and understanding that customer satisfaction is based on perceptions

FA C U LT Y S P O T L I G H T Patrick McWard is one of the experts who teach this course. Patrick is a professional speaker, Certified Integral Executive Coach and author, with expertise in helping organizational leaders create cultures that are effective, rewarding and profitable. His clients have included Abbott Labs, American Express, AT&T, Blue Cross, Clairol, Coca-Cola and Ernst & Young.

• Focusing on customers’ top two expectations to save time and reduce stress • Identifying and assessing your personality type and that of your customer in order to better manage expectations • Expanding your communication skills to create a positive image with customers • Enhancing your listening strengths to reduce customer contact liabilities • Cultivating effective skills for both phone and email communications • Utilizing proven, successful steps to respond effectively to specific customer behaviors • Recognizing signals of irritation and applying emotional management tools to turn an angry customer into a happy repeat customer

AN AMA BLENDED LEARNING SEMINAR

A blend of dynamic live training and online tools

Professional Accreditation Recommended CPE Credit: 14 hours/Basic Prerequisites: Familiarity with handling customer questions and complaints Advance Preparation: Online pre- and post-assessment Delivery Method: Group Live Field of Study: Non-technical—Communication

1.2 CEUs/14 CPE $1,895/AMA Members $1,695 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 25-26 . . . . . New York, NY . . . . . . 5165-L3A-00403 April 8-9 . . . . . . . Atlanta, GA . . . . . . . . 5165-L3A-00408

Register today! www.amatraining.org/5165 June 10-11 . . . . . New York, NY . . . . . . 5165-L3A-00410 Sept. 16-17 . . . . San Francisco, CA . . . 5165-L3A-00411

AMA seminars are GSA approved and all AMA programs can be delivered onsite

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Office and Administrative Support Partnering with Your Boss: Strategic Skills for Administrative Professionals Organizing Your Work: New Techniques for Administrative Professionals

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1 1-Day Workshop

From a recent attendee of Project Management for Administrative Professionals, page 181

“ Excellent training that exceeded my expectations. The course is designed well, with examples and techniques that are highly relevant for my functional areas as an administrative professional, as well as for my — Rosella M. professional development.”

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Managing Chaos: Dynamic Time Management, Recall, Reading and Stress Management Skills for Administrative Professionals C . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 180

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Partnering with Your Boss Strategic Skills for Administrative Professionals SEMINAR #2268

Increase your effectiveness when collaborating with your boss

YOUR IMMEDIATE TAKEAWAY

• Gain awareness of behavioral styles for better communication • Use the partnering template as a framework to initiate discussions • Make strategic decisions independently and with your boss Being asked to participate in decision making at increasingly high levels? Got the planning, organizing and negotiating skills to handle your boss’s demands? Dealing with more than one boss and having difficulty prioritizing? In this 2-day, skill-building seminar, you’ll use role-playing and skills-assessment exercises to acquire new competencies to support your boss’s goals. Adapt to various communication styles to improve your ability to influence and interface with your boss and others. So you can develop and use power and authority to better represent your boss and position yourself for upward mobility. WHO SHOULD ATTEND Senior administrative support staff, administrative professionals, staff assistants and executive assistants.

HOW YOU WILL BENEFIT • Build trust and credibility to strengthen your relationship with your boss • Anticipate what your boss requires • Proactively manage tasks to boost your boss’s productivity • Get what you need from others to accomplish assigned tasks • Communicate confidently and assertively • Improve your listening skills • Enhance your relationship-building abilities • Manage your time more efficiently • Deal with a difficult boss • Master techniques for effective planning, prioritizing and goal setting WHAT WILL BE COVERED • Defining your strategic partnership • Identifying the characteristics of effective partnering and using these features to create a positive partnership • Understanding your boss’s behavioral styles and creating a trust-improvement plan • Choosing and applying active listening skills that will allow you to anticipate the boss’s needs

TABLE OF CONTENTS

FA C U LT Y S P O T L I G H T Jennifer Lynn Webb is one of the experts who teach this course. Jennifer specializes in motivational speaking, communication skills, organizational effectiveness and training, and is a speaking skills coach. She formerly worked as a journalist, interviewing hundreds of people including Orson Welles, Dick Cavett, Muhammad Ali and Senator Ted Kennedy. She is the author of three books on reaching potential.

• Becoming an effective gatekeeper by managing information flow • “Managing up” by being conscious of information flow • The barriers to decision making • Making decisions with and without your boss • Organizing your office and communicating with your boss so she/he can find what they need when you are out of the office • Being a trusted partner: establishing your ethical boundaries • Using influencing and persuasive communication skills in planning and delivering a business case presentation • Resolving dilemmas

The course workbook was full of useful information “on ways to improve my communication skills and increase

”

productivity. I plan to keep this workbook at my desk to use —Emily B. as a reference.

1.2 CEUs $1,645/AMA Members $1,495 AMA Members save $150

2-DAY CLASSROOM SCHEDULE Jan. 31-Feb. 1 . . . San Francisco, CA . . . 2268-L3A-00585 March 11-12 . . . New York, NY . . . . . . 2268-L3A-00586 March 25-26 . . . Arlington, VA . . . . . . 2268-L3A-00587

Register today! www.amatraining.org/2268 April 25-26 . . . . . Chicago, IL . . . . . . . . 2268-L3A-00589 May 2-3 . . . . . . . Atlanta, GA . . . . . . . . 2268-L3A-00590 June 6-7 . . . . . . . New York, NY . . . . . . 2268-L3A-00592

July 15-16 . . . . . . Arlington, VA . . . . . . 2268-L3A-00593 Sept. 9-10 . . . . . New York, NY . . . . . . 2268-L3A-00594 Sept. 26-27 . . . . San Francisco, CA . . . 2268-L3A-00595

AMA seminars are GSA approved and all AMA programs can be delivered onsite

OFFICE AND ADMINISTRATIVE SUPPORT

Organizing Your Work

FA C U LT Y S P O T L I G H T

Employ fresh thinking and create systems to manage the workload

Deborah SmithHemphill is one of the experts who teach this course. She is a top management consultant who has taught seminars throughout the U.S. since 1988. She specializes in organizational effectiveness. Core competencies include executive coaching, productivity consulting, team formation and intervention, change initiatives, management skills training and professional speaking.

New Techniques for Administrative Professionals SEMINAR #2160

YOUR IMMEDIATE TAKEAWAY

• Build systems and templates • Find new ways to handle others’ disorganization • Improve communication skills to get the right task information Is your workload mounting by the minute? Are directions unclear and assignments unfocused? Does everyone want it done yesterday? Don’t try to attack an oversized workload with yesterday’s tools. This 2-day seminar will give you tips and techniques to get out from under—plus a fresh perspective on how to approach your work differently. You’ll organize your thinking as well as the thinking of others around you. Participate in hands-on exercises using actual examples from your current assignments, so you can speed up the flow of work across your desk. Plus, pick up practical strategies you can implement immediately. You’ll return to work with new ways of thinking about how to handle challenges and templates you can give your boss so work is assigned in the right way.

WHO SHOULD ATTEND Administrative professionals at all levels who are looking for better, more effective ways to manage the increasingly demanding work requirements of their jobs.

• Assessment tool: creating and choosing personal work systems for yourself and others • “Inside-out” organizing skills for you • De-stressing to eliminate productivity loss • Working with the disorganized: creating a task flow for others • Dealing with interruptions • Problem solving with templates • Making the sender and the email system do the work • Applying systems for your boss and anticipating his or her needs • Three magic questions for instant clarity and focus • Using the STAR email process • Making technology work for you and your boss • Planning to implement systems, tools and templates in the “real world”

HOW YOU WILL BENEFIT • Replace outdated tools like “to do” lists with high-productivity task systems and templates • Learn to create a planning process that allows you to “think it through once” • Debunk the five biggest myths of time management • Get the latest ideas on how to streamline voicemail and email • Learn three magic questions that can cut workload by at least 20% and reduce stress WHAT WILL BE COVERED • Defining what the terms productivity, organization, efficiency and effectiveness mean in today’s world • Debunking myths and getting rid of antiquated tools • Outcome thinking: getting true clarity and focus • How to “think just once a week” • The power of systematizing your work: thinking it through once and “working the work”

1.2 CEUs $1,645/AMA Members $1,495 AMA Members save $150

2-DAY CLASSROOM SCHEDULE Jan. 28-29 . . . . . Atlanta, GA . . . . . . . . 2160-L3A-00071 March 18-19 . . . Chicago, IL . . . . . . . . 2160-L3A-00070

Register today! www.amatraining.org/2160 April 25-26 . . . . . New York, NY . . . . . . 2160-L3A-00072 June 10-11 . . . . . Atlanta, GA . . . . . . . . 2160-L3A-00073

American Management Association

11-800-854-4493 800-854-4493

July 29-30 . . . . . . Arlington, VA . . . . . . 2160-L3A-00074 Sept. 12-13 . . . . Chicago, IL . . . . . . . . 2160-L3A-00075

www.amatraining.org

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OFFICE AND ADMINISTRATIVE SUPPORT

Managing Chaos: Dynamic Time

Management, Recall, Reading and Stress Management Skills for Administrative Professionals SEMINAR #2194

Take control of your workload—and your workday

YOUR IMMEDIATE TAKEAWAY

• Learn a new system of prioritizing tasks • Say no without consequences • Improve your reading speed and recall abilities Facing an overwhelming “to do” list? Information overload putting you in chaos mode? Unsure how to multitask? In this practical, hands-on 2-day seminar you’ll gain the information-management skills to delegate to others and pick up simple techniques to banish procrastination. Learn how to organize better. Participate in exercises that enable you to read, understand and recall more information than you ever experienced—usually at least a 10% increase. And use assertiveness to manage stress and achieve work/life balance.

WHO SHOULD ATTEND Senior administrative support staff, administrative professionals, staff assistants and executive assistants. HOW YOU WILL BENEFIT • Deal better with interruptions • Improve concentration and memory • Use tested ideas to delegate work • Avoid burnout • Prioritize staff and executives’ assignments

TABLE OF CONTENTS

FA C U LT Y S P O T L I G H T Darlene Carver, CPS, MBA, is one is one of the experts who teach this course. Her seminars focus on teaching and inspiring people to acquire strong communication and problem-solving skills, work effectively in teams, learn strategies to cope with multiple demands and develop managerial skills.

• Establishing a new direction, building a foundation and setting goals • Procrastination—dealing with the “undones of life” • Interruptions—skills and strategies • Delegation strategies that work • Avoiding burnout and using stress to your advantage • Your 30-day plan for improvement

WHAT WILL BE COVERED • Getting control of your memory and recall • Increasing comprehension • Planning to get the most out of every day and week • Staying in control • Developing purpose and flexibility • Essential memory devices • Recall pattern as a thinking tool • Tracking all that you do • Meetings—listening and effective note taking • Gathering and controlling information from phone calls

“

I feel a lot more positive and relaxed after taking the course, and I feel empowered to handle the chaos that I face both in my life and in my career. —Veronica A.

”

1.2 CEUs $1,645/AMA Members $1,495 AMA Members save $150

2-DAY CLASSROOM SCHEDULE Feb. 7-8 . . . . . . . Atlanta, GA . . . . . . . . 2194-L3A-00299 March 18-19 . . . New York, NY . . . . . . 2194-L3A-00300

Register today! www.amatraining.org/2194 April 11-12 . . . . . San Francisco, CA . . . 2194-L3A-00301 June 3-4 . . . . . . . Arlington, VA . . . . . . 2194-L3A-00302

July 25-26 . . . . . . New York, NY . . . . . . 2194-L3A-00303 Sept. 19-20 . . . . San Francisco, CA . . . 2194-L3A-00304

AMA seminars are GSA approved and all AMA programs can be delivered onsite

OFFICE AND ADMINISTRATIVE SUPPORT

Project Management for Administrative Professionals

FA C U LT Y S P O T L I G H T Nancy Varsos is one of the experts who teach this course. She is president of a consulting company, and coaches and teaches on subjects such as recruitment, team building and project management. She has a 20-year background in senior HR leadership and holds SCP/SHRM and MBTI Practitioner certifications. Nancy is an adjunct faculty member at Fairfield University.

SEMINAR #2298

Gain the skills and practical project management tools to step up

YOUR IMMEDIATE TAKEAWAY

• Plan, organize and track projects • Improve your ability to work with others and get buy-in • Exert influence and manage without authority Are you anxious about taking on the many responsibilities associated with project management? Worried about what can go wrong in this high-profile assignment? Unsure how to manage your time to get it all done? In this 3-day workshop, you’ll discover accelerated learning techniques and practical tools to help you successfully manage projects start to finish—even if you have little or no support. Learn how to multitask, switch gears and keep several balls in the air simultaneously. Engage in communication exercises to identify pitfalls and find solutions in your work environment. Predict what can go wrong—and manage risk. You’ll return to work with the confidence to take on your new responsibilities.

WHO SHOULD ATTEND Executive assistants, support personnel, office managers, sales assistants and any administrative professional responsible for projects. HOW YOU WILL BENEFIT • Anticipate project problems and solve them as they arise • Manage your time better and juggle multiple projects • Understand various project management software tools • Meet project objectives and timetables • Learn how to negotiate, even without authority • Gain cooperation and coordinate the work of people who don’t report to you • Organize and lead meetings of key team players

• How to manage projects—plan and control • Meeting project objectives • Organizing and tracking resources • Using basic project management tools • How to work with others successfully • Using influence without authority to get the project completed • Recognizing and using different communication styles • Communicating effectively across organizational boundaries • Organizing effective project team meetings • Avoiding project disasters • How to apply project management knowledge and plan for the future • Applying your learning to new projects • Planning your progress more effectively

WHAT WILL BE COVERED • What is project management? • Being aware of the variety of projects administrative professionals are asked to complete • Understanding the roles and responsibilities of a project manager • Understanding the basic project lifecycle

“

I got everything I was hoping to get from this training— the verbiage, tools and confidence to be a project manager in my position at my job. The instructor was well versed and —Cheryl M. had a lot of experience to impart.

”

1.8 CEUs $1,895/AMA Members $1,695 AMA Members save $200

3-DAY CLASSROOM SCHEDULE Jan. 16-18 . . . . . Feb. 4-6 . . . . . . . Feb. 20-22 . . . . . March 13-15 . . . April 15-17 . . . . .

Chicago, IL . . . . . . . . 2298-L3A-00403 New York, NY . . . . . . 2298-L3A-00405 San Francisco, CA . . . 2298-L3A-00402 Arlington, VA . . . . . . 2298-L3A-00404 Atlanta, GA . . . . . . . . 2298-L3A-00407

Register today! www.amatraining.org/2298 April 24-26 . . . . . May 1-3 . . . . . . . June 5-7 . . . . . . . June 24-26 . . . . . July 15-17 . . . . . .

Chicago, IL . . . . . . . . 2298-L3A-00415 New York, NY . . . . . . 2298-L3A-00408 San Francisco, CA . . . 2298-L3A-00409 Arlington, VA . . . . . . 2298-L3A-00410 New York, NY . . . . . . 2298-L3A-00411

American Management Association

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1- 800-854-4493

Aug. 7-9 . . . . . . . Aug. 19-21 . . . . . Sept. 16-18 . . . . Sept. 23-25 . . . .

Chicago, IL . . . . . . . . 2298-L3A-00412 Anaheim, CA . . . . . . 2298-L3A-00416 Boston, MA . . . . . . . . 2298-L3A-00413 Arlington, VA . . . . . . 2298-L3A-00414

www.amatraining.org

CLASSROOM SEMINARS

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Management Skills for Administrative Professionals SEMINAR #2294

Also available Live Online

Enhance your performance with management and leadership capabilities

YOUR IMMEDIATE TAKEAWAY

• Effectively manage changing responsibilities • Communicate and negotiate with confidence • Apply management and leadership skills to achieve continuous improvement The support you provide as an administrative professional is vital to your organization’s ability to achieve its goals and objectives. Today, most senior managers expect you to have leadership and management skills in order to set your own administrative priorities. In addition, you must have skills to manage all contacts, create, store and retrieve documents, plus a broad variety of other administrative skills. To do all of this successfully, you need to have strategic insight and be able to innovate better processes. At the same time, you must be tactical, process-oriented, and driven toward continuous improvement. This comprehensive seminar gives you a wide range of skills to help you handle any work challenge with greater confidence and effectiveness. Leave with an action plan of best practices to apply immediately on the job.

WHO SHOULD ATTEND Experienced administrative professionals, executive assistants, office managers, sales assistants and any other administrative professionals. HOW YOU WILL BENEFIT • Manage changing roles and responsibilities whether working with bosses, peers, team members or customers • Meet dynamic work expectations by expanding your proactive capabilities • Clearly and confidently communicate and negotiate to manage conflicts and achieve results • Apply emotional intelligence and effective listening practices to your job • Use strategic diplomacy to handle office politics, difficult people and demanding situations WHAT WILL BE COVERED • Applying skills and strategies to manage personal and professional change dynamics • Bringing about change even when faced with resistance • Applying a systematic approach to plan and engage others in the change process • Managing roles, responsibilities, and authority to meet goals

TABLE OF CONTENTS

FA C U LT Y S P O T L I G H T Christy Wood is one of the experts who teach this course. Christy has trained business professionals throughout the US and the United Kingdom, and has presented motivational addresses at the National Institutes of Health, the National Press Club, Bell Atlantic, PricewaterhouseCoopers and others. Previously, she was an administrative professional in the world of finance and accounting.

• Identifying and supporting differing work style preferences using new skills and best practices • Recognizing and proactively using critical thinking to support achievement of teambased goals • Applying a spectrum of priority setting and time management strategies to proactively accomplish skills • Incorporating emotional intelligence and effective listening to prepare to be an effective colleague, partner and leader • Applying assertive communication using verbal and nonverbal behaviors • Exhibiting confidence and influence using tested presentation models • Analyzing conflict, office politics, and interactions with difficult people • Defining the sources of conflict in the workplace • Negotiating to empower yourself and others to achieve goals

AN AMA BLENDED LEARNING SEMINAR

A blend of dynamic live training and online tools

1.8 CEUs $1,895/AMA Members $1,695 AMA Members save $200

3-DAY CLASSROOM SCHEDULE Jan. 16-18 . . . . . . Arlington, VA . . . . . . 2294-L3A-01024 Feb. 6-8 . . . . . . . . Los Angeles, CA . . . . 2294-L3A-01022 Feb. 25-27 . . . . . . Atlanta, GA . . . . . . . 2294-L3A-01025 March 4-6 . . . . . . New York, NY . . . . . 2294-L3A-01026 April 8-10 . . . . . . . Arlington, VA . . . . . . 2294-L3A-01028 April 24-26 . . . . . . Boston, MA . . . . . . . 2294-L3A-01029

Register today! www.amatraining.org/2294 May 15-17 . . . . . . San Francisco, CA . . 2294-L3A-01030 June 17-19 . . . . . . New York, NY . . . . . 2294-L3A-01031 July 24-26 . . . . . . . Arlington, VA . . . . . . 2294-L3A-01033 Aug. 26-28 . . . . . . Atlanta, GA . . . . . . . 2294-L3A-01034 Sept. 16-18 . . . . . Chicago, IL . . . . . . . . 2294-L3A-01035

4-LESSON LIVE ONLINE SCHEDULE CEUs Arlington, VA . . . . . . 2558-J2C-00028 Aug.1.2 22-23 . . . . . Members $1,595 Sept.$1,795/AMA 19-20 . . . . Chicago, IL . . . . . . . . 2558-J2C-00029 Tues. and Thurs. 2-5 pm ET Jan. 15-24 . . . . . . . . . . . . . . . . . . 2294-L3A-01023 July 9-18 . . . . . . . . . . . . . . . . . . . . 2294-L3A-01032 See page 245 for more information

AMA seminars are GSA approved and all AMA programs can be delivered onsite

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AMA’s Comprehensive Project Management Workshop Bestseller

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Project Team Leadership: Building Commitment Through Superior Communication AMA’s PMP® Exam Prep Express

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*Delivered by

AMA offers Agile Project Management and Microsoft SharePoint® seminars delivered by ASPE. For more information on these courses call 1-800-854-4493.

From a recent attendee of Improving Your Project Management Skills: The Basics for Success, page 186

“ The concepts and industry experience the instructor shared with us were very valuable to me. I would highly recommend this course to anyone starting out in project management or someone who has been involved in project management without any formal PM training.” — Usman R.

CLASSROOM SEMINARS

Technical Project Management

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Essentials of Project Management for the Non-Project Manager SEMINAR #6548

Also available Live Online

Advance your PM knowledge utilizing key project management tools

YOUR IMMEDIATE TAKEAWAY

• Learn the language of project management • Identify project deliverables • Provide better estimates New to PM? Never worked in a team environment? Juggling PM and your regular responsibilities? This 2-day, information-packed seminar will familiarize you with the nuts and bolts of project management. You’ll grasp the basic responsibilities of team members and the crucial role you play. Discover how to blend theory and practice. Gain an understanding of essential terminology like work breakdown structure (outline of key project tasks) and project charter (document that initiates the project). And learn how to apply basic PM tools and techniques to increase your effectiveness both on the team and in your own functional area.

1.2 CEUs/14 CPE $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Jan. 24-25 . . . . . . Chicago, IL . . . . . . . . 6548-L3A-00480 Feb. 21-22 . . . . . . Arlington, VA . . . . . . 6548-L3A-00482 Feb. 25-26 . . . . . . Los Angeles, CA . . . . 6548-L3A-00479 Feb. 28-Mar. 1 . . . New York, NY . . . . . 6548-L3A-00483 March 14-15 . . . . San Francisco, CA . . 6548-L3A-00484 April 18-19 . . . . . . Chicago, IL . . . . . . . . 6548-L3A-00504 May 2-3 . . . . . . . . New York, NY . . . . . 6548-L3A-00505 May 13-14 . . . . . . Atlanta, GA . . . . . . . 6548-L3A-00506 May 16-17 . . . . . . Arlington, VA . . . . . . 6548-L3A-00507 May 20-21 . . . . . . Seattle, WA . . . . . . . 6548-L3A-00508

WHO SHOULD ATTEND Those who are involved in projects but do not manage them, such as subjectmatter experts, team members, project sponsors, contributors, facilitators and coordinators. HOW YOU WILL BENEFIT • Become aware of the purpose and process of project management • Understand the roles and responsibilities of team members • Build the project schedule • Identify and apply critical project management tools, communication tools and protocols • Recognize project stakeholders, their relationship to each other and their impact on outcomes • Understand stakeholder issues in your organization • Participate in exercises to identify, analyze and prioritize risks WHAT WILL BE COVERED • Identifying factors that contribute to project success or failure • Identifying the framework for project management

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VIEW CLASSROOM EXPERIENCE

Register today! www.amatraining.org/6548 June 10-11 . . . . . . Dallas, TX . . . . . . . . . 6548-L3A-00509 June 10-11 . . . . . . Philadelphia, PA . . . . 6548-L3A-00510 June 20-21 . . . . . . Boston, MA . . . . . . . 6548-L3A-00511 June 24-25 . . . . . . San Francisco, CA . . 6548-L3A-00512 July 15-16 . . . . . . . New York, NY . . . . . 6548-L3A-00513 July 22-23 . . . . . . . Chicago, IL . . . . . . . . 6548-L3A-00515 Aug. 8-9 . . . . . . . . Newport Beach, CA . 6548-L3A-00516 Aug. 26-27 . . . . . . Arlington, VA . . . . . . 6548-L3A-00517 Sept. 9-10 . . . . . . New York, NY . . . . . 6548-L3A-00518 Sept. 16-17 . . . . . Atlanta, GA . . . . . . . 6548-L3A-00520

FA C U LT Y S P O T L I G H T Gene Scott is one of the experts who teach this course. Gene has developed and led rollouts of the Project Management Methodology including training and development for over 10,000 associates in the past decade. He has developed and delivered PM, PMI/PMP training, OCM, BPR, and requirements definition workshops throughout the United States, Ireland, Holland, India and the United Kingdom.

• Knowing why a project is important to you and the organization • Identifying the elements of a charter and its relevance to initiating a project • Identifying stakeholders and their role(s) on a project • Defining the scope of the project: writing the project scope statement • Identifying the work to be done; work breakdown structure, activity lists • Estimating resources, cost and hours for the project • Identifying action items and issues • Recognizing the importance of managing change • Contributing to the “lessons learned” database • Comparing closing out successfully vs. unsuccessful or canceled projects

Professional Accreditation Recommended CPE Credit: 14 hours/Basic Prerequisites: None Advance Preparation: Online pre- and post-assessment Delivery Method: Group Live/Group Internet-based Field of Study: Technical—Management Services

4-LESSON LIVE ONLINE SCHEDULE CEUs/14 CPE VA . . . . . . 2558-J2C-00028 Aug.1.2 22-23 . . . . . Arlington, Members $1,895 Sept.$2,095/AMA 19-20 . . . . Chicago, IL . . . . . . . . 2558-J2C-00029 Mon.-Thurs. 2-5 pm ET Jan. 14-17 . . . . . . . . . . . . . . . . . . 6548-L3A-00481 April 8-11 . . . . . . . . . . . . . . . . . . . 6548-L3A-00503 July 15-18 . . . . . . . . . . . . . . . . . . . 6548-L3A-00514 See page 246 for more information

AMA seminars are GSA approved and all AMA programs can be delivered onsite

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AMA Seminars + 75 offer PDUs for Project Managers

Are you prepared for the

PMI Talent Triangle? â&#x201E;˘

Meet the PMI requirements with AMA seminars Looking for an easy way to maintain your certification? AMA is your one-stop resource to meet all requirements in each of the 3 Talent Triangle categories. We offer 75+ seminars that give you PDUs, and many of these courses offer PDUs in more than one category. Below are just a few examples:

A minimum of 8 PDUs must be earned in each category

nA dvanced Leadership Communication Strategies 15 Leadership PDUs, 3 Strategic PDUs, page 143 C nA MAâ&#x20AC;&#x2122;s Comprehensive Project Management Workshop 28 Technical PDUs, 7 Leadership PDUs, page 189 C n Developing Your Analytical Skills:

How to Research and Present Information 12 Technical PDUs, pages 16, 225 C L n Process Management: Applying Process

Mapping to Analyze and Improve Your Operation 18 Technical PDUs, page 29 C n Technical Project Management

16 Technical PDUs, 2 Leadership PDUs, page 188 C n Strategic Planning 12 Strategic PDUs, page 216 C n Strategy Execution: Getting It Done

12 Strategic PDUs, page 218 C nT aking On Greater Responsibility:

Step-Up Skills for Non-Managers 8 Leadership PDUs, 4 Strategic PDUs, page 40 C n The Voice of Leadership: How Leaders Inspire,

Influence and Achieve Results Leadership: 18 Classroom/12 Live Online PDUs, pages 138, 239 C L

Reproduced with the permission of PMI.

Learn more at

www.amatraining.org/PDUs

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Improving Your Project Management Skills The Basics for Success SEMINAR #6503

Also available Live Online

Bring together all stakeholders, win the competition for resources and ensure project success

YOUR IMMEDIATE TAKEAWAY

• Learn best practices and project management methodology • Discover how to initiate, plan and execute a complex project • Deliver projects on time, within budget and to the satisfaction of your customer When no single person has a good handle on an entire project…and input comes from many sources inside and outside the company…you need solid project management skills to get the job done right. In this practical seminar, aligned with the Project Management Institute’s (PMI) framework, you will learn the critical tools and techniques for proven project management success. In class discussions and hands-on exercises, you’ll explore real project situations. You’ll learn how to determine and 1.8 CEUs/18 PDUs 18 PHR/SPHR/21 CPE/18 PDCs $2,345/AMA Members $2,095 AMA Members save $250

document project needs and requirements. Understand task dependencies and build network flow diagrams. Discover how to identify and manage risk. And return to work with the knowledge and tools to ensure your projects are set up for success from the start. HOW YOU WILL BENEFIT • Establish a proper business case • Learn the basics for effectively gathering and documenting requirements • Understand the roles of project manager, business analyst and others • Develop an integrated project plan including realistic scope, schedules, budgets and risks

• Recognize the importance of crossfunctional team involvement • Track your project plan and report status • Earn the respect of your team and build credibility with top management WHO SHOULD ATTEND Individuals who are new to project management, “accidental” project managers, business analysts, subjectmatter experts from any field who contribute to projects, managers responsible for projects, and experienced PMs looking to review current tools, techniques and processes.

3-DAY CLASSROOM SCHEDULE JANUARY

MARCH

MAY

Jan. 9-11 . . . . . . Arlington, VA . . . . . . 6503-L3A-03038 Jan. 14-16 . . . . . Scottsdale, AZ . . . . . . 6503-L3A-03117 Jan. 16-18 . . . . . New York, NY . . . . . . 6503-L3A-03039 Jan. 23-25 . . . . . Atlanta, GA . . . . . . . . 6503-L3A-03041 Jan. 28-30 . . . . . Boston, MA . . . . . . . . 6503-L3A-03042 Jan. 28-30 . . . . . San Francisco, CA . . . 6503-L3A-03040 Jan. 30-Feb. 1 . . . Chicago, IL . . . . . . . . 6503-L3A-03043

March 6-8 . . . . . New York, NY . . . . . . 6503-L3A-03053 March 18-20 . . . San Francisco, CA . . . 6503-L3A-03055 March 25-27 . . . Arlington, VA . . . . . . 6503-L3A-03054 March 27-29 . . . Atlanta, GA . . . . . . . . 6503-L3A-03057

May 6-8 . . . . . . . Arlington, VA . . . . . . 6503-L3A-03076 May 13-15 . . . . . New York, NY . . . . . . 6503-L3A-03078 May 15-17 . . . . . San Diego, CA . . . . . . 6503-L3A-03079 May 20-22 . . . . . Atlanta, GA . . . . . . . . 6503-L3A-03080 May 20-22 . . . . . Chicago, IL . . . . . . . . 6503-L3A-03081

FEBRUARY

Feb. 4-6 . . . . . . . Los Angeles, CA . . . . 6503-L3A-03044 Feb. 6-8 . . . . . . . New York, NY . . . . . . 6503-L3A-03046 Feb. 13-15 . . . . . Arlington, VA . . . . . . 6503-L3A-03047 Feb. 25-27 . . . . . Philadelphia, PA . . . . . 6503-L3A-03050 Feb. 27-Mar. 1 . . Chicago, IL . . . . . . . . 6503-L3A-03051

APRIL

April 1-3 . . . . . . . Chicago, IL . . . . . . . . 6503-L3A-03066 April 3-5 . . . . . . . Nashville, TN . . . . . . . 6503-L3A-03067 April 8-10 . . . . . . Dallas, TX . . . . . . . . . 6503-L3A-03068 April 10-12 . . . . . New York, NY . . . . . . 6503-L3A-03069 April 10-12 . . . . . San Francisco, CA . . . 6503-L3A-03070 April 24-26 . . . . . Boston, MA . . . . . . . . 6503-L3A-03074

JUNE

June 3-5 . . . . . . . New York, NY . . . . . . 6503-L3A-03082 June 3-5 . . . . . . . San Francisco, CA . . . 6503-L3A-03083 June 5-7 . . . . . . . Arlington, VA . . . . . . 6503-L3A-03085 June 10-12 . . . . . Orlando, FL . . . . . . . . 6503-L3A-03086 June 12-14 . . . . . Chicago, IL . . . . . . . . 6503-L3A-03118 June 12-14 . . . . . Columbus, OH . . . . . . 6503-L3A-03087 June 24-26 . . . . . Austin, TX . . . . . . . . . 6503-L3A-03089

AMA seminars are GSA approved and all AMA programs can be delivered onsite

PROJECT MANAGEMENT

TABLE OF CONTENTS

Initiating the Project • Creating a project charter and defining requirements • Setting customer, sponsor and team member expectations Identifying the Work • Building on the charter and product requirements • Identifying and assigning ownership Estimating the Work • Discussing the guidelines for making better and more realistic estimates • Explaining the use of three-point estimates Scheduling the Work • Creating network logic diagrams that show task dependencies • Producing GANTT charts to graph timelines • Determining the critical path and calculating float

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Creating the Budget • Capturing and estimating personnel and (out of pocket) expenses Completing the Plan • Creating the project communications plan • Describing the project risk management processes and procurement plan • Discussing the purpose of reserves Executing the Plan • Measuring progress against the plan • Running effective meetings • Reporting on project status • Managing changes

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

Closing the Project • Running an effective “lessons learned” session

Technical: 16 Classroom/10 Live Online PDUs Leadership: 2 Classroom/2 Live Online PDUs See page 185 for more details.

NOTE: Sign up for this course before PMP® Exam Prep Express (#6590, page 183) if you are taking the PMP® exam.

Reproduced with the permission of PMI.

This program is valid for 18 PDCs Classroom and 12 PDCs Live Online for the SHRM-CP or SHRM-SCP .

AMA Blended Learning—a blend of dynamic live training, seminar materials, plus powerful online tools including pre- and post-assessments, tune-up courses, GANTT and PERT charts, critical path worksheets and other relevant PM articles and tips. AMA Blended Learning lets you measure and build on what you have learned. Refresh, reinforce and apply your learning long after your seminar ends.

AN AMA BLENDED LEARNING SEMINAR

The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

VIEW CLASSROOM EXPERIENCE

SEPTEMBER

July 8-10 . . . . . . . New York, NY . . . . . . 6503-L3A-03090 July 10-12 . . . . . . Chicago, IL . . . . . . . . 6503-L3A-03092 July 10-12 . . . . . . Denver, CO . . . . . . . . 6503-L3A-03075 July 15-17 . . . . . . Atlanta, GA . . . . . . . . 6503-L3A-03093 July 17-19 . . . . . . Arlington, VA . . . . . . 6503-L3A-03094 July 22-24 . . . . . . Philadelphia, PA . . . . . 6503-L3A-03088 July 24-26 . . . . . . Seattle, WA . . . . . . . . 6503-L3A-03096 July 31-Aug. 2 . . Boston, MA . . . . . . . . 6503-L3A-03097 July 31-Aug. 2 . . Dallas, TX . . . . . . . . . 6503-L3A-03098

Sept. 4-6 . . . . . . Chicago, IL . . . . . . . . 6503-L3A-03105 Sept. 4-6 . . . . . . New York, NY . . . . . . 6503-L3A-03106 Sept. 11-13 . . . . Arlington, VA . . . . . . 6503-L3A-03109 Sept. 18-20 . . . . Anaheim, CA . . . . . . . 6503-L3A-03110 Sept. 25-27 . . . . Atlanta, GA . . . . . . . . 6503-L3A-03111

AUGUST

Aug. 5-7 . . . . . . . New York, NY . . . . . . 6503-L3A-03099 Aug. 7-9 . . . . . . . Chicago, IL . . . . . . . . 6503-L3A-03100 Aug. 12-14 . . . . . San Francisco, CA . . . 6503-L3A-03101 Aug. 14-16 . . . . . Arlington, VA . . . . . . 6503-L3A-03102 Aug. 26-28 . . . . . Atlanta, GA . . . . . . . . 6503-L3A-03104

American Management Association

4-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs/12 PDUs/12 PHR/SPHR/ 14 CPE/12 PDCs $2,195/AMA Members $1,995 Mon.-Thurs. 2-5 pm ET Jan. 7-10 . . . . . . . . . . . . . . . . . . . 6503-L3A-03037 Feb. 4-7 . . . . . . . . . . . . . . . . . . . . 6503-L3A-03045 March 4-7 . . . . . . . . . . . . . . . . . . 6503-L3A-03052 April 15-18 . . . . . . . . . . . . . . . . . . 6503-L3A-03071 May 13-16 . . . . . . . . . . . . . . . . . . 6503-L3A-03073 June 17-20 . . . . . . . . . . . . . . . . . . 6503-L3A-03084 July 22-25 . . . . . . . . . . . . . . . . . . . 6503-L3A-03095 Aug. 19-22 . . . . . . . . . . . . . . . . . . 6503-L3A-03103 Sept. 9-12 . . . . . . . . . . . . . . . . . . 6503-L3A-03108 See page 246 for more information See page 210 for more information

1- 800-854-4493

www.amatraining.org

CLASSROOM SEMINARS

WHAT WILL BE COVERED An Overview of Project Management Concepts • Discussing the key concepts, terminology and roles • Defining a “project,” the project triangle and core PM processes

187

188

PROJECT MANAGEMENT

TABLE OF CONTENTS

Technical Project Management SEMINAR #4251

Manage complex projects in a multitasking environment

YOUR IMMEDIATE TAKEAWAY

• Write a Project Charter to define project direction • Develop a Work Breakdown Structure • Create a schedule and calculate Project Critical Path Are you managing complex projects related to R&D, new product development and other IT and technical functions? In just three days, you’ll understand the unique challenges of managing IT and technical projects—and discover how applying project management methodology can give you a step-by-step approach to tackling your toughest challenges. You’ll discuss the value of planning, scheduling and how to manage scope. Use tools and techniques to establish a sound estimating process. Find out how to keep projects on track and evaluate project performance. And participate in communication exercises to help you successfully lead project teams. WHO SHOULD ATTEND R&D professionals, engineers (across all specialties), scientists and principal investigators (from all biological and physical disciplines), project engineers, industrial engineers, plant managers and anyone who administers IT and technical projects.

HOW YOU WILL BENEFIT • Apply Work Breakdown Structure (WBS) and network development • Identify potential problems and solve them using troubleshooting techniques • Track projects more effectively • Create status reports that show top management where budgeting, scheduling and manpower trends are headed • Cope with tight IT and technical project schedules WHAT WILL BE COVERED • Overview of essential project management tools for an IT and technical environment • Leading project teams in an IT and technical environment • Project planning: beginning with scope management • Defining and creating an IT and technical project WBS • Developing a dynamic project schedule • Establishing a sound estimating process • Using estimating tools • Tools and techniques for project risk management • IT and technical project planning methodologies • Monitoring and controlling projects • Using earned value management (EVM) to evaluate project performance • Identifying the project’s performance measurements

AMA Blended Learning, a blend of dynamic live training, seminar materials, plus powerful online tools including pre- and post-assessments, tune-up courses, GANTT and PERT charts, critical path worksheets and other relevant PM articles and tips. AMA Blended Learning lets you measure and build on what you have learned. Refresh, reinforce and apply your learning long after your seminar ends. AN AMA BLENDED LEARNING SEMINAR

Professional Accreditations This course qualifies for 18 Professional Development Points towards renewal of ISA’s Certified Automation Professional (CAP®) program. The course must be completed during the three year certification period for the points to be accepted. For more information on CAP visit www.isa.org/cap

MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

Technical: 16 Technical PDUs 2 Leadership PDUs See page 185 for more details. Reproduced with the permission of PMI.

3-DAY CLASSROOM SCHEDULE Atlanta, GA . . . . . . . . 4251-L3A-00662 New York, NY . . . . . . 4251-L3A-00663 Anaheim, CA . . . . . . 4251-L3A-00665 Las Vegas, NV . . . . . . 4251-L3A-00672

Mariesa Julien, EdD, is one of the experts who teach this course. Mariesa is a professional consultant, educator and coach specializing in integrated process management, process improvement, project management and team building. For more than 25 years she has facilitated projects for manufacturing, service, health care and educational organizations such as Alloy Surfaces, Belting Industries and Coors.

PMP, PMBOK and the PMI R.E.P. logo are registered trademarks of the Project Management Institute, Inc.

1.8 CEUs/18 PDUs/18 PDPs $2,345/AMA Members $2,095 AMA Members save $250

Feb. 25-27 . . . . . March 11-13 . . . March 25-27 . . . April 1-3 . . . . . . .

FA C U LT Y S P O T L I G H T

Register today! www.amatraining.org/4251 April 15-17 . . . . . May 20-22 . . . . . June 19-21 . . . . . Aug. 26-28 . . . . .

Chicago, IL . . . . . . . . 4251-L3A-00666 San Francisco, CA . . . 4251-L3A-00667 Arlington, VA . . . . . . 4251-L3A-00668 New York, NY . . . . . . 4251-L3A-00670

Sept. 9-11 . . . . . Atlanta, GA . . . . . . . . 4251-L3A-00671 Sept. 23-25 . . . . Austin, TX . . . . . . . . . 4251-L3A-00673

AMA seminars are GSA approved and all AMA programs can be delivered onsite

PROJECT MANAGEMENT

BEST SELLER

AMA’s Comprehensive Project Management Workshop

FA C U LT Y S P O T L I G H T Susan Junda, PMP, is one of the experts who teach this course. Susan specializes in developing and delivering solutions that achieve business goals by using project planning methodologies and the creativity and talents of employees. Her clients include Sandia National Laboratories, the Oklahoma Department of Transportation, and Unilever Research Divisions in the United Kingdom, the Netherlands and the United States.

SEMINAR #6595

Nail your project every time

YOUR IMMEDIATE TAKEAWAY

• Gain new PM skills and enhance existing ones • Effectively resolve typical project management flaws • Roadmap your PM future Delays, cost overruns, or quality problems can wreck your project. Keep it on course with this 5-day overview of project management. Aligned with PMI®’s A Guide to the Project Management Body of Knowledge (PMBOK® Guide), this workshop helps you master the entire project management process. You’ll earn 35 professional development units (PDUs) pre-approved by PMI, and you’ll gain skills and in-depth knowledge that prepare you for the next level: the Project Management Professional (PMP® ) certification. You Will Learn How To: • Manage projects with confidence • Avoid dangerous shortcuts and omissions • Monitor risks and correct trouble spots • Put together a solid team and effective documentation • Pave the way for achieving PMP® status You’ll Also Receive: • A complimentary copy of A Guide to the Project Management Body of Knowledge (PMBOK® Guide), 6th Edition, by PMI®—a $65.95 value 3.0 CEUs/35 PDUs $3,095/AMA Members $2,795 AMA Members save $300

WHO SHOULD ATTEND Project managers, program managers and project team leaders who have several years’ experience initiating, planning and managing projects, and project team members who are interested in enhancing their career by preparing to become a certified PMP.

Day 3: Executing the Project Plan • Executing the tasks defined in the project plan • Implementing a quality management plan

HOW YOU WILL BENEFIT • Learn all aspects of project management from the perspective of the PMBOK® Guide 6th Edition • Achieve competence in nine project management knowledge areas and five process groups • Document project risks, assumptions and constraints • Develop a WBS and create a project charter • Determine the critical path of a project

Day 4: Monitoring and Controlling the Project • Measuring project performance • Verifying and managing changes to the project • Monitoring all project risks Day 5: Closing the Project • Getting financial, legal and administrative closure • Creating and distributing a final project report

WHAT WILL BE COVERED Day 1: Examining the Project Management Framework • Exploring characteristics of projects • Reviewing project management terminology Reviewing the Project Management Body of Knowledge • Project management competency standards Initiating the Project • Defining project scope • Identifying stakeholder analysis • Evaluating the project charter Day 2: Planning the Project • Defining and recording requirements, constraints and assumptions • Creating the work breakdown structure (WBS) • Developing the change management plan

Prerequisite: This course requires you to have basic knowledge of project management. AMA recommends attending Improving Your Project Management Skills: The Basics for Success (#6503, page 186) or its equivalent before enrolling in this seminar. Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

28 Technical PDUs, 7 Leadership PDUs See page 185 for more details. Reproduced with the permission of PMI.

5-DAY CLASSROOM SCHEDULE Jan. 7-11 . . . . . . Jan. 14-18 . . . . . Feb. 11-15 . . . . . March 4-8 . . . . . March 18-22 . . . March 25-29 . . . April 1-5 . . . . . . .

New York, NY . . . . . . 6595-L3A-00328 San Francisco, CA . . . 6595-L3A-00329 Anaheim, CA . . . . . . 6595-L3A-00336 San Francisco, CA . . . 6595-L3A-00333 New York, NY . . . . . . 6595-L3A-00334 Arlington, VA . . . . . . 6595-L3A-00332 Atlanta, GA . . . . . . . . 6595-L3A-00337

Register today! www.amatraining.org/6595 April 8-12 . . . . . . May 6-10 . . . . . . May 13-17 . . . . . June 10-14 . . . . . June 24-28 . . . . . July 15-19 . . . . . . July 22-26 . . . . . .

Chicago, IL . . . . . . . . 6595-L3A-00338 New York, NY . . . . . . 6595-L3A-00339 San Francisco, CA . . . 6595-L3A-00340 Nashville, TN . . . . . . . 6595-L3A-00341 Arlington, VA . . . . . . 6595-L3A-00342 San Francisco, CA . . . 6595-L3A-00344 New York, NY . . . . . . 6595-L3A-00345

American Management Association

1- 800-854-4493

189

Aug. 12-16 . . . . . Aug. 19-23 . . . . . Sept. 9-13 . . . . . Sept. 16-20 . . . . Sept. 23-27 . . . .

Dallas, TX . . . . . . . . . 6595-L3A-00346 Chicago, IL . . . . . . . . 6595-L3A-00343 New York, NY . . . . . . 6595-L3A-00347 San Francisco, CA . . . 6595-L3A-00348 Arlington, VA . . . . . . 6595-L3A-00349

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

190

PROJECT MANAGEMENT

Project Team Leadership: Building Commitment Through Superior Communication SEMINAR #6585

Discover the key to communicating with your project team

YOUR IMMEDIATE TAKEAWAY

• Develop an effective project communication plan • Learn active listening • Give constructive feedback in difficult situations Team bombarded with information, leading to cognitive overloads and timing errors? Members changing often due to reorganization? Managing multicultural or virtual teams, adding to the challenge? This 3-day, dynamic seminar provides a tuneup and refresher, using hands-on, learning-by-doing exercises. You’ll apply communication skills during the four project phases. Tackle different approaches to avoiding conflict. And explore how to handle bad behavior among team participants. Plus, discover alternate problem-solving strategies when you discuss your unique communication challenges with an experienced peer group. And achieve a clear, shared vision of project requirements. WHO SHOULD ATTEND Mid- to high-level project managers.

HOW YOU WILL BENEFIT • Find out the best ways to achieve team consensus • Resolve conflict and keep the team committed and on track • Achieve better results through clear, open and honest communication • Manage meetings more effectively • Prevent team splintering by using constructive feedback • Create a more predictable project environment • Refine communication methods and techniques at each project stage to increase productivity • Better assess time, cost and stakeholder requirements • Optimize time, money and resources by putting the right people on the right projects • Participate in a perception-check exercise WHAT WILL BE COVERED • Leading in today’s project environment • Key insights into project failure…what constitutes project success • From creating vision to earning trust: an overview of leadership strategies • Key skills for today’s project leaders • The ins and outs of communication skills • Six ways to increase accuracy in communication • Barriers to the effective use of communication skills

TABLE OF CONTENTS

FA C U LT Y S P O T L I G H T Pattie Varga is one of the experts who teach this course. As a leader in performance and change management, Pattie works with organizations on employee retention, leadership development and team effectiveness. She frequently speaks on team dynamics, issues facing women in the workplace and other topics. Pattie is President of the American Business Women’s Foundation.

• Team structure…what’s unique about project teams…approaching conflict within project teams • Effective project team behaviors • Communicating during the project definition, planning, implementation and closure phases • Negotiating agreements • Achieving commitment and creating project successes

18 Leadership PDUs See page 185 for more details.

1.8 CEUs/18 PDUs $2,445/AMA Members $2,195 AMA Members save $250

Reproduced with the permission of PMI.

3-DAY CLASSROOM SCHEDULE Feb. 13-15 . . . . . New York, NY . . . . . . 6585-L3A-00244 Feb. 27-Mar. 1 . . San Francisco, CA . . . 6585-L3A-00245

Register today! www.amatraining.org/6585 April 15-17 . . . . . Arlington, VA . . . . . . 6585-L3A-00247 May 15-17 . . . . . Chicago, IL . . . . . . . . 6585-L3A-00248

June 24-26 . . . . . New York, NY . . . . . . 6585-L3A-00249 Sept. 18-20 . . . . San Francisco, CA . . . 6585-L3A-00250

AMA seminars are GSA approved and all AMA programs can be delivered onsite

PROJECT MANAGEMENT

AMA’s PMP® Exam Prep Express

FA C U LT Y S P O T L I G H T Sherolyn Sellers is one of the experts who teach this course. Sherolyn has managed large-scale, complex projects that required motivating teams to deliver under adverse situations, and has rescued troubled projects and led high-risk projects. Sherolyn has written several project management guides and is a certified Project Management Professional (PMP) and a Six Sigma certified green belt.

SEMINAR #6590

Quickly gain the knowledge and tools you need to pass

YOUR IMMEDIATE TAKEAWAY

• Cover the entire PMBOK® Guide, take a pre-test • Practice proven test-taking tips and techniques • Learn a framework you can use in any industry It’s fast—just three days. Flexible—prepare at your own pace, measure your knowledge. Comprehensive—covers the PMP exam from every angle. And expert led—study with PMPs who know the certification process. Prepare for today’s more rigorous PMP exam based on A Guide to the Project Management Body of Knowledge, (PMBOK® Guide). You’ll cover all 42 processes and 9 knowledge areas—including professional responsibility—and increase the probability of gaining your PMP® certification. Get on track to achieving this prestigious credential—and greater career potential. Plus, gain tools and techniques to help you overcome challenges when managing projects. WHO SHOULD ATTEND Those who qualify for the PMP exam. Please visit our website for more information or call Customer Service for exam requirements.

HOW YOU WILL BENEFIT • Thoroughly understand the exam and develop a clear plan for passing it • Receive focused, well-organized material through AMA’s proven learning system • Discover tips for tackling tough questions • Avoid common mistakes • Receive rigorous instruction on all knowledge areas as specified in the PMBOK® Guide • Differentiate between need-to-know and nice-to-know information • Measure your knowledge by taking a practice exam in class under the guidance of a PMP-certified instructor

NOTE: Exam eligibility requires applicants to have 35 hours of specific project management education. A recommended prerequisite, AMA’s Comprehensive Project Management Workshop (#6595, page 176) would meet these requirements. You must register for the exam at least two weeks ahead of the seminar start date.

WHAT WILL BE COVERED • How to take the exam: PMP certification process…test-taking strategies • Overview of PMBOK®: 5 process and 20 knowledge areas • The project management framework • Project integration management • Project scope management • Project time management • Project cost management • Project quality management • Project human resource management • Project communication management • Project risk management • Project procurement management

Extend your seminar experience with AMA Blended Learning Access AMA’s online learning center with over 200 additional exam questions, pre- and postassessments, information on key concepts and other tools.

AN AMA BLENDED LEARNING SEMINAR

A blend of dynamic live training and online tools

Professional Accreditations

BONUS �� Attendees receive a complimentary copy of the PMBOK® Guide and Rita Mulcahy’s PMP Exam Prep, 9th Edition (RMC Publications, 2018) (a $90.00 value), which are required reading for this seminar.

18 Leadership PDUs See page 185 for more details.

1.8 CEUs/18 PDUs $2,445/AMA Members $2,195 AMA Members save $250

Reproduced with the permission of PMI.

3-DAY CLASSROOM SCHEDULE Jan. 30-Feb. 1 . . . Arlington, VA . . . . . . 6590-L3A-00266 March 27-29 . . . New York, NY . . . . . . 6590-L3A-00267 April 22-24 . . . . . San Francisco, CA . . . 6590-L3A-00286

Register today! www.amatraining.org/6590 May 15-17 . . . . . Chicago, IL . . . . . . . . 6590-L3A-00287 June 10-12 . . . . . Arlington, VA . . . . . . 6590-L3A-00288 July 15-17 . . . . . . New York, NY . . . . . . 6590-L3A-00289

American Management Association

1- 800-854-4493

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Aug. 14-16 . . . . . Atlanta, GA . . . . . . . . 6590-L3A-00290

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

PROJECT MANAGEMENT

Practices That You Can Apply BY ROB SMITH

When you’re managing smaller projects, these key practices will guide you in achieving a successful result.

hen I teach classes on project management at AMA, I’m often asked a question along these lines: “Of all the tools and methodologies we’ve covered, what are the things I have to do to ensure my smaller projects are successful?” To start, let’s define smaller projects as those of one to five duration weeks, with no more than three people on the project work team. For these projects, you can focus on certain deliverables within the project management process—and still be following better global practices as defined in A Guide to the Project Management Body of Knowledge (PMBOK® Guide). These six practices will help ensure a happy result: Project charter. In the charter, we define the project objectives and the approach that will be used to meet said objectives. Most successful project managers regard the definition of project requirements as

one of the most critical activities. Typically, the requirements will evolve from the first version, but the project charter is a good place to start documenting them. It gives you something to show your stakeholder(s) and ask “Is this what you meant?” Make sure you’ve identified all stakeholders and defined requirements in a measurable manner. Work breakdown structure (WBS). The WBS is a hierarchical decomposition of the work to be done to achieve the project objectives. It doesn’t have to be broken down to a minute level of detail—especially if you’re the only one working on the project. For small projects, it’s usually enough to have three to four deliverables, or major chunks of work. Each deliverable can then be decomposed just one level into work packages. Sometimes, you may need to decompose the work packages into activities and maybe even subactivities. Be sure you don’t break the five-day duration/40 hours of effort rule at the lowest level of decomposition.

Schedule. Although the schedule is usually displayed as a Gantt chart, project managers often develop some form of “network diagram” first, even if it’s just sticky notes on a board. This enables you to see the entire flow of the project in one place and play around easily with work package/activity sequencing options. Resource validation. Make sure you have enough work hours available to do the job—even if you’re the only resource working on the project. The easiest way to do this is to estimate the number of effort hours each work package requires. Then, aggregate this for the whole project. Compare this number to the total number of resource hours available in the planned timeframe. If the total resource hours required are greater than 50% of the hours available, you’re probably going to have to rethink your deadline, scope, or number of people working on the project. Completion sign-off. Once you’ve completed about 80% of the project, you can start developing a “punch list” of outstanding items. As these are completed, get agreement from your stakeholders as to what remains to be done. This process makes final closure of the project smoother, with fewer surprises at the end. Lessons learned. If you’re the only person working on the project, this debriefing can involve as little as comparing the project charter with what was delivered. If you have multiple stakeholders and project team members, try gathering them together (co-located or virtually) and have them document “what went well” and “what went poorly” on individual sticky notes. Then, group these on a board, organized by “Process Group” as defined in the PMBOK® Guide. Document these observations, circulate them—and make sure you incorporate them into your next project. Robert Smith has more than 20 years of experience with project management, information systems, technical consulting, and staff development. He has led hundreds of sessions globally in the field of project management and on creating high-performance technical teams.

Take the Next Step • Seminar: Improving Your Project Management Skills: The Basics for Success pg 186 • Seminar: AMA’s Comprehensive Project Management Workshop, pg 189 • Seminar: Time Management, pg 38

For other business articles, visit www.amatraining.org/amalibrary

PROJECT MANAGEMENT

TABLE OF CONTENTS

FA C U LT Y S P O T L I G H T Brian Galli, PhD, is one of the experts who teach this course. He trains organizations in project management and continuous improvement initiatives, some that have resulted in savings of over $650,000. Brian teaches at Long Island University and is a licensed professional engineer and a Project Management Professional (PMP).

SEMINAR #6523

Ace multi-project assignments using the program approach

YOUR IMMEDIATE TAKEAWAY

• Prioritize multiple projects • Understand the multi-project critical path • Standardize approaches to project communication Did you know…the dynamics of managing more than one project are very different from single-project management? In this seminar, you’ll familiarize yourself with examples of best practices within the profession. Learn how to develop a culture for consistent, standardized Multi-Project Management (MPM) practices. Participate in exercises and realize that communication must be formal and process-based in this environment. Utilize proven metrics for MPM performance and implement innovative tools and techniques to ensure you can successfully deliver multiple projects on time and on budget. WHO SHOULD ATTEND Project managers who are working on multiple projects simultaneously and would like to learn tips and techniques to improve their effectiveness and efficiency.

HOW YOU WILL BENEFIT • Align projects with the strategic direction of your organization • Improve your skills at keeping projects on track and on budget • Set and maintain priorities more effectively • Gain insight into how to improve communication on all projects • Size up your company’s ability to take on additional projects • Improve your abilities to balance time and resources • Manage time more efficiently

• Characteristics of successful meetings • Identifying effective project reporting techniques • How to reduce and streamline administrative work • Characteristics of Key Performance Indicators (KPIs) • Developing and tracking KPIs to assess a project’s “health” • How to use dashboards and other tools to measure project success • How best to maintain project expectations • Why stakeholder management is important • The different types and roles of stakeholders • Defining the role of project communication planning • Describing how changes to the project impact stakeholder expectations

WHAT WILL BE COVERED • Describing the role projects play within the organization • Demonstrating how projects act as change agents in the organization • Identifying techniques to prioritize projects effectively • Describing how to allocate the necessary resources to projects • How to negotiate for the right resources to get your projects done • Determining the ability of the organization to take on more projects • Identifying MPM tools and practices required for success • The vital importance of utilization in the context of MPM • How to effectively gain the resources your projects require • Multitasking and its effect on project outcomes • Using a standard communication plan across all projects • Running an effective meeting as a multiproject manager

12 Leadership PDUs See page 185 for more details.

1.2 CEUs/12 PDUs $2,195/AMA Members $1,995 AMA Members save $200

Reproduced with the permission of PMI.

2-DAY CLASSROOM SCHEDULE Feb. 11-12 . . . . . Las Vegas, NV . . . . . . 6523-L3A-00434 March 21-22 . . . Arlington, VA . . . . . . 6523-L3A-00435 April 11-12 . . . . . Atlanta, GA . . . . . . . . 6523-L3A-00439

Register today! www.amatraining.org/6523 May 20-21 . . . . . San Francisco, CA . . . 6523-L3A-00440 June 10-11 . . . . . New York, NY . . . . . . 6523-L3A-00441 July 15-16 . . . . . . Chicago, IL . . . . . . . . 6523-L3A-00442

American Management Association

1- 800-854-4493

Aug. 7-8 . . . . . . . San Diego, CA . . . . . 6523-L3A-00443 Sept. 5-6 . . . . . . Arlington, VA . . . . . . 6523-L3A-00444

www.amatraining.org

CLASSROOM SEMINARS

Best Practices for the Multi-Project Manager

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Program Management SEMINAR #6216

Apply proven techniques and best practices to successfully manage programs

YOUR IMMEDIATE TAKEAWAY

• Lead and coordinate all program activities • Resolve issues and conflicts affecting multiple program components • Achieve strategic goals by aligning multiple projects Projects are about specific deliverables. Focusing on that outcome is the project manager’s main goal—but a program manager coordinates a number of related projects and operations that will support the goals of his or her organization. As an integral part of the organization’s strategic business, you, as program manager, must apply very specialized skills, knowledge and tools to have a degree of control that would not be possible by managing projects individually. In this course, you will build the skills and best practices needed to successfully manage a program. Learn how to align multiple activities to reach a strategic goal, report to and engage stakeholders, and satisfy all of the very specific and exacting demands of the program manager’s role. WHO SHOULD ATTEND Experienced or senior-level project managers, program managers or anyone whose role requires involvement with programs, including portfolio managers, business analysts, operational managers and executives.

HOW YOU WILL BENEFIT • Understand program management and its relationship to and differentiation from project and operations management • Identify opportunities and benefits that achieve the organization’s strategic objectives • Recognize how program management is utilized at each point in the program life cycle • Identify the program manager’s communication needs and ensure consistent dashboarding and reporting • Define, create, maximize and sustain the benefits provided by programs • Capture stakeholder needs and expectations, gain their support and mitigate opposition • Understand the importance of program governance WHAT WILL BE COVERED • Ensuring program alignment with the strategic plan, objectives, priorities, vision and mission statement • Knowing the PMI definitions of project management and program management, and the key differences between these roles • Learning the four dimensions of a project or program: inherent size, degree of technical difficulty in creating output, complexity of relationships with stakeholders, and degree of uncertainty in the work • Exploring strategic program management; aligning multiple components to achieve program goals

FA C U LT Y S P O T L I G H T Gary Chin, PMP, is one of the experts who teach this course. Gary is a project management consultant, author and trainer with more than two decades of project management and business analysis experience in product development, IT, operations and sales. A member of the project management faculty at Portland State University, Gary is the author of Agile Project Management.

• Controlling the interdependencies among the components by working in five interrelated and independent program management performance domains • Leading and coordinating common program activities, such as financing and procurement across all program components, work, or phases • Understanding the basic components of the program life cycle and its phases • Reporting to stakeholders; four techniques for responding to a stakeholder distress call • Resolving scope, cost, schedule, quality and risk impacts within a shared governance structure • Understanding procurement, resources, schedule management and other needs unique to program management • Defining the governance activities that support program management

7 Technical PDUs 3 Leadership PDUs 2 Business & Strategy PDUs See page 185 for more details.

1.2 CEUs/12 PDUs $2,345/AMA Members $2,095 AMA Members save $250

Reproduced with the permission of PMI.

2-DAY CLASSROOM SCHEDULE Feb. 14-15 . . . . . Chicago, IL . . . . . . . . 6216-L3A-00017 March 28-29 . . . San Francisco, CA . . . 6216-L3A-00016

TABLE OF CONTENTS

Register today! www.amatraining.org/6216 May 6-7 . . . . . . . New York, NY . . . . . . 6216-L3A-00019 June 10-11 . . . . . Arlington, VA . . . . . . 6216-L3A-00020

July 11-12 . . . . . . Chicago, IL . . . . . . . . 6216-L3A-00021 Sept. 12-13 . . . . San Francisco, CA . . . 6216-L3A-00022

AMA seminars are GSA approved and all AMA programs can be delivered onsite

PROJECT MANAGEMENT

TABLE OF CONTENTS

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PMI Agile Certified Practitioner (PMI–ACP)® Boot Camp SEMINAR #76001

Also available as a Virtual Classroom

YOUR IMMEDIATE TAKEAWAY

• Prepare for your Agile Certified Practitioner (PMI-ACP)® certification • L earn to lead Agile software projects • Spearhead projects that adapt to change, drive innovation and deliver on-time business value To stay relevant in the competitive, changing world of project management, it’s important that project management professionals demonstrate true leadership ability on today’s software projects. The Project Management Institute’s Agile Certified Practitioner (PMI-ACP)® certification clearly illustrates to colleagues, organizations and potential employers that you’re a leader. This class not only prepares you to lead your next Agile project effort, but ensures that you’re prepared to pass the PMI-ACP certification exam. WHO SHOULD ATTEND This course is designed for project managers, analysts, developers, programmers, testers, IT managers/directors, software engineers, software architects and end-users considering Agile methodology.

HOW YOU WILL BENEFIT • Learn Agile principles and practices that transform team performance • Lead your Agile projects through planning, discovery, development and delivery • Manage rapidly changing priorities and ensure delivery of the best products possible • Learn the most powerful metrics to ensure continuous improvement, on-time delivery and budget control

The Project Team • Managing personalities • Coaching style improvement Project Metrics • Agile metrics review • Communicating project status and delivery dates Continuous improvement • Role of team commitment • Using retrospectives effectively Project Leadership • Project leadership over simple project management • Shielding the team from disruption and distraction Successfully Transitioning to Agile Project Management • Correlating current challenges to possible solutions • Overcoming resistance to Agile early A Full Day of Preparation for the Agile Certified Practitioner (PMI-ACP) Certification Exam ■ Application tips and tricks ■ Sample test questions

WHAT WILL BE COVERED Understanding Agile Project Management • Why Agile…what is Agile? • Principles that drive effective software development The Project Schedule • Managing ever-changing scope against a well-defined timeline • Identifying a team’s velocity and productivity The Project Scope • Conquering the battle over scope creep • Exceeding customer expectations and ceding control The Project Budget • Maximizing ROI and reducing overall project costs • Communicating earned value delivery to customers The Product Quality • Employing product demonstrations to ensure customer buy-in • Creating high-quality refactored code using Agile testing techniques

Professional Accreditations

ASPE has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI). The International Consortium for Agile has worked with experts around the world to develop an education roadmap of training and certification for all specialties involved in Agile development. This course has been approved and earns all students the Certified ICAgile Professional designation upon completion of the course.

Delivered by 21 PDUs/21 CDUs/18.5 CPE $1,795

3-DAY CLASSROOM SCHEDULE Jan. 21-23 . . . . . Columbia, MD . . . . . . Jan. 28-30 . . . . . San Francisco, CA . . . Feb. 4-6 . . . . . . . New York, NY . . . . . . Feb. 11-13 . . . . . Leawood, KS . . . . . . . Feb. 18-20 . . . . . Portland, OR . . . . . . .

76001-L3A-00610 76001-L3A-00611 76001-L3A-00626 76001-L3A-00612 76001-L3A-00621

4-LESSON VIRTUAL SCHEDULE

Register today! www.amatraining.org/76001 Feb. 25-27 . . . . . Nashville, TN . . . . . . . March 11-13 . . . Morristown, NJ . . . . . March 18-20 . . . Tempe, AZ . . . . . . . . . March 25-27 . . . Madison, WI . . . . . . .

American Management Association

76001-L3A-00613 76001-L3A-00614 76001-L3A-00615 76001-L3A-00622

1- 800-854-4493

4.5 hours • $1,795 Feb. 4-6 . . . . . . . . . . . . . . . . . . . 76001-L3A-00625 Feb. 5-8 . . . . . . . . . . . . . . . . . . . 76001-L3A-00623 Feb. 26-Mar. 1 . . . . . . . . . . . . . . 76001-L3A-00619 March 5-8 . . . . . . . . . . . . . . . . . 76001-L3A-00620

www.amatraining.org

CLASSROOM SEMINARS

Become one of the first to earn this valuable industry certification

196

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Agile Project Management (ICP-APM) www.amatraining.org/76604

Also available as a Virtual Classroom

DevOps Implementation Boot Camp (ICP-FDO) www.amatraining.org/76601

Also available as a Virtual Classroom

In this course you will learn advanced project management skills to help you enable your team to deliver what your customers want faster and with better quality than ever before. This is an advanced course for those already familiar with agile methodologies.

This class is loaded with practical real-world tools and techniques. You will leave this course fully literate in the whole array of available DevOps tools and lessons, ready to select what’s right for you and chart a path to holistic, long-term IT success in your own organization.

WHO SHOULD ATTEND Project managers, analysts, developers, programmers, testers, IT managers and directors, software engineers, software architects, software managers, testing managers, team leaders, product owners, product management or other stakeholders.

WHO SHOULD ATTEND Anyone in IT leadership or infrastructure, CIOs/CTOs, systems administrators, IT operations staff, release engineers, developers and application team leaders, scrum masters, software managers and team leads, IT project and program managers, product owners and managers

HOW YOU WILL BENEFIT • Understand agile project management principles and practices that will transform team performance and improve customer satisfaction • Learn techniques to develop teams into high-performance agile teams • Gain powerful agile project management skills using agile estimating techniques that will allow you to derive estimates quickly and more accurately and aid you in iteration and release planning • Learn how to establish and communicate appropriate expectations for your agile team, including roles, responsibilities and accountability

HOW YOU WILL BENEFIT • Leverage infrastructure automation using configuration tools • Spot positive feedback loops in IT work, and capitalize on them • Get real-world techniques for implementing agile concepts into infrastructure management • Continuously monitor capacity and operations • Eliminate bottlenecks and streamline capacity • In-class discussion on the state of IaaS and PaaS, and expert updates on which cloud capabilities you should be aware of or considering

WHAT WILL BE COVERED • Understanding agile team performance and metrics • Establishing and empowering teams • Maximizing value and agile planning & estimating • Communication and collaboration • Creating stakeholder engagement

Delivered by

WHAT WILL BE COVERED • Introduction: DevOps – More than just Dev and Ops • Maturing a DevOps Practice in the Enterprise • Discussion: Automating Deployment Pipelines • Your DevOps Journey: Amplify Feedback & Continual Learning & Experimentation • Conclusion and Charting Your Course

$1,295 3-DAY CLASSROOM SCHEDULE Register today! www.amatraining.org/76601

$1,495 2-DAY CLASSROOM SCHEDULE Register today! www.amatraining.org/76604

Jan. 30-31 . . . . . . . . Cary, NC . . . . . . . . . . . . . 76604-L3A-00036 Feb. 13-14 . . . . . . . . Tempe, AZ . . . . . . . . . . . . 76604-L3A-00034 March 13-14 . . . . . . Columbus, OH . . . . . . . . . 76604-L3A-00035

3-LESSON VIRTUAL SCHEDULE 12:00-5:00 pm ET • $1,495 Jan. 30-31 . . . . . . . . . . . . . . . . . 76604-L3A-00033 Feb. 20-22 . . . . . . . . . . . . . . . . . 76604-L3A-00031 March 6-8 . . . . . . . . . . . . . . . . . 76604-L3A-00032

Jan. 28-30 . . . . . . . . Herndon, VA . . . . . . . . . . 76601-L3A-00110 Feb. 4-6 . . . . . . . . . . Columbia, MD . . . . . . . . . 76601-L3A-00155 Feb. 11-13 . . . . . . . . Denver, CO . . . . . . . . . . . 76601-L3A-00111 Feb. 20-22 . . . . . . . . Indianapolis, IN . . . . . . . . . 76601-L3A-00157 Feb. 25-27 . . . . . . . . Charlotte, NC . . . . . . . . . . 76601-L3A-00158 March 4-6 . . . . . . . . Atlanta, GA . . . . . . . . . . . 76601-L3A-00112 March 11-13 . . . . . . Chicago, IL . . . . . . . . . . . . 76601-L3A-00113 March 18-20 . . . . . . Columbus, OH . . . . . . . . . 76601-L3A-00159

3-LESSON VIRTUAL SCHEDULE 12:00-4:30 pm ET • $1,295 Feb. 11-13 . . . . . . . . . . . . . . . . . 76601-L3A-00099 March 11-13 . . . . . . . . . . . . . . . 76601-L3A-00100 April 8-10 . . . . . . . . . . . . . . . . . . 76601-L3A-00101 April 29-May 1 . . . . . . . . . . . . . . 76601-L3A-00160 May 20-22 . . . . . . . . . . . . . . . . . 76601-L3A-00102

AMA seminars are GSA approved and all AMA programs can be delivered onsite

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From a recent attendee of Fundamentals of Purchasing for the New Buyer, page 198

“ I enjoyed this seminar very much. It was overall a great amount of various information about the industry as a whole. It was interesting to learn about other aspects of purchasing, even the ones that don’t — Kimberly Z. directly relate to my current job.”

CLASSROOM SEMINARS

Fundamentals of Purchasing for the New Buyer

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Fundamentals of Purchasing for the New Buyer SEMINAR #4265

Build effective supplier, vendor and contractor relationships

YOUR IMMEDIATE TAKEAWAY

• Understand the vendor selection and contracting process • Use cost-price analytics and techniques • Cultivate better supplier relationships As a new buyer, are you overwhelmed and underequipped? Battling to keep the lid on costs without sacrificing quality? Struggling to establish win-win relationships with suppliers? In this information-packed 3-day seminar, you’ll learn purchasing fundamentals including negotiating and materials management skills. Discover the real costs behind RFPs or bids. Learn how to uncover the total cost of ownership for a product or service you are buying. Understand the legal and ethical aspects of purchasing decisions. Recognize the impact you have on the financial side of the business. And gain the tools you need to become a more efficient and effective buyer who can deliver bottom-line benefits.

WHO SHOULD ATTEND Buyers in service, manufacturing, healthcare or office purchasing who wish to achieve purchasing professionalism and the tools to improve their job p erformance. HOW YOU WILL BENEFIT • Understand today’s procurement strategies and techniques • Identify the core expertise, process knowledge and interpersonal skills necessary for success as a 21st-century buyer • Discover the criteria for successful supplier selection • Manage your suppliers to reduce costs and improve quality and enhance performance • Benefit from e-procurement strategies and other purchasing tools • Learn negotiation techniques for a global purchasing environment • Understand legal and ethical requirements and issues WHAT WILL BE COVERED • The changing role of the buyer in today’s organization • How purchasing adds value to the firm and profit to the bottom line

TABLE OF CONTENTS

FA C U LT Y S P O T L I G H T Thomas L. Tanel is one of the experts who teach this course. Thomas has over 30 years of experience in purchasing, logistics, procurement, supply chain management and business process outsourcing. He’s designated as a Lifetime Certified Purchasing Manager by the Institute of Supply Management and a Certified Cost Analyst through the Institute of Cost Analysis.

• Developing the supply base and supplier relationships • Designing effective supplier performance measurements • Making effective procurement decisions through the use of price and cost analysis • Utilizing value and total cost of ownership concepts to reduce costs • Tools for enhancing material flow and reducing inventory investment • Specialized purchasing instruments, master agreements, contracting methods, and e-procurement • Successful selection and management of service suppliers • Professional practices and standards of purchasing ethics • Legal aspects of purchasing: contracts, agency, warranties, and anti-trust laws • Negotiating skills and tactics for the buyer

When going back to review the material from the class, “I could relate the material with the examples that the

”

instructor used. I was able to take back information from this —Angela J. class that will make me feel stronger as a buyer.

1.8 CEUs $2,345/AMA Members $2,095 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Jan. 23-25 . . . . . San Francisco, CA . . . 4265-L3A-00925 March 4-6 . . . . . Chicago, IL . . . . . . . . 4265-L3A-00927

Register today! www.amatraining.org/4265 April 24-26 . . . . . New York, NY . . . . . . 4265-L3A-00932 May 15-17 . . . . . Chicago, IL . . . . . . . . 4265-L3A-00934 June 10-12 . . . . . Arlington, VA . . . . . . 4265-L3A-00935

July 22-24 . . . . . . San Francisco, CA . . . 4265-L3A-00936 Aug. 14-16 . . . . . Chicago, IL . . . . . . . . 4265-L3A-00937 Sept. 18-20 . . . . Atlanta, GA . . . . . . . . 4265-L3A-00933

AMA seminars are GSA approved and all AMA programs can be delivered onsite

PURCHASING AND SUPPLY MANAGEMENT

Purchasing Management

FA C U LT Y S P O T L I G H T Thomas A. Cook is one of the experts who teach this course. Thomas has authored over 250 articles on international trade, business and sales and has published three books on global trade: The Ultimate Guide to Export Management, Mastering Import/Export Management, and Post-9/11 Supply Chain Security.

SEMINAR #4109

Develop higher-level, up-to-date leadership skills in purchasing, sourcing and negotiation management

YOUR IMMEDIATE TAKEAWAY

• Apply strategies to effectively reduce risks and costs • Manage sourcing and purchasing in a local or global arena • Enhance negotiation skills to build a strong RFP This seminar focuses on skills for the experienced purchasing professional, addressing more mid-level to advanced contemporary, state-of-the-art topics in purchasing management. As more companies reach overseas for foreign purchasing, such present-day issues as dealing with U.S. Customs (CBP), near-sourcing options in Mexico, contract management, and better defining landed costs, among others, will be addressed in the course. In addition, you’ll explore an entire set of advanced metrics in both domestic and global sourcing, including RFP management, web-based sourcing and more aggressive issues like going green, diversity purchasing, sustainability, negotiation skills sets and sourcing leadership. You’ll also experience case studies and real-life examples in order to understand how to respond to executive mandates regarding purchasing and supply management, contract issues and more.

WHO SHOULD ATTEND Experienced supply chain purchasing personnel and others who deal with sourcing, purchasing, logistics, operations, and/or the management of vendor and supplier relationships.

WHAT WILL BE COVERED • Understanding purchasing complexities in today’s business world • Understanding effective leadership skills in purchasing and sourcing • Raising the complexity of “total cost of ownership” • Developing landed cost modeling • Leveraging web-based sourcing and procurement options • Diversity management in procurement options • Successful project management in purchasing and sourcing • What you need to know about U.S. government regulations in sourcing and purchasing • Advanced negotiation skill sets

HOW YOU WILL BENEFIT • More effectively lead and manage purchasing and sourcing teams and projects • Recognize the role of the purchasing manager in the global supply chain • Increase your skill in leveraging options to reduce risks and costs • Build stronger capabilities in RFP management, vendor and supplier sustainability • Create better SOWs and supplier contracts • Understand how contract disputes are resolved with strategic negotiation • Maximize the utilization of current purchasing technology • Develop advanced negotiation skillsets

Fantastic course. Instructor was great, and “I learned and gained a great deal. ”

—Trevor P.

1.2 CEUs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 11-12 . . . . . San Francisco, CA . . . 4109-L3A-00028 March 18-19 . . . New York, NY . . . . . . 4109-L3A-00029

Register today! www.amatraining.org/4109 May 16-17 . . . . . Chicago, IL . . . . . . . . 4109-L3A-00031 July 8-9 . . . . . . . . San Francisco, CA . . . 4109-L3A-00033

American Management Association

199

1- 800-854-4493

Aug. 1-2 . . . . . . . Arlington, VA . . . . . . 4109-L3A-00034 Sept. 26-27 . . . . New York, NY . . . . . . 4109-L3A-00035

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

If You Want to ACCELERATE CHANGE, Make Sure It’s Led by Employees BY AMA STAFF

Your company needs to accelerate change, but it’s repelling it instead.

ow can an organization close the gap between all the talk about change and the ability to carry

it out? One place to start is by understanding that change must be driven by employees, says Lior Arussy, CEO and president of Strativity, a global experience design and transformation firm, and the author of Next Is Now: 5 Steps for Embracing Change— Building a Business That Thrives into the Future (Simon & Schuster, 2018). As Arussy explained on an AMA Edgewise podcast, one study found that only 9% of companies had succeeded with top-down change programs. An organization is not the sum total of the CEO’s decisions, after all, but rather the decisions of every employee. “You’ve got to activate them. This is about employee-led change and transformation,” Arussy said. He pointed out that most organizations crave consistency and predictability. As a result, they follow best practices—which, by definition, focuses them on what was done in the past. So even as they talk about change, organizations and individuals resist the process. “They’re sacrificing their future,” Arussy said. “They’re sacrificing their ability to

adapt and stay relevant in the marketplace.” Accelerating change Arussy provides some tips in the AMA podcast on how to activate change in the workplace: Understand what employees really fear. In the change management process, people may assume that the future is the problem—such as employees’ need to understand what is coming and develop new skill sets. But Arussy’s firm has found that employees’ main fear actually concerns the past: The need for change may suggest that what they’ve been doing all along was wrong, resulting in an identity crisis for employees. “Fear No. 1 was, where am I filing the last 20 years of my life?” Arussy explained. Build a bridge from the past to the future. Employees must understand that change is about evolution, not about replacing something “bad” with a better way. To facilitate this understanding, organizations need to help employees recognize where the past belongs and how they can evolve from it. “Before you can create hope for the future, you’ve got to create the bridge between the past and the future so they will not feel a crisis or breakage when it comes to change,” advised Arussy.

Put the focus on employees’ core cause. Employees need to separate the tools and processes associated with their work from their core cause or purpose, Arussy said. The core cause is what will serve as a bridge to the future. For example, if an employee’s core cause is to create an impact for customers, then he or she is not dependent on any particular tool or process to achieve that goal. Once the employee understands this concept, he can explore new ways to create impact. “There is a huge ‘aha’ moment for people and they say, ‘You know what? I am not the tool. I’m not the wrench. I’m not the hammer. I’m not the software. I’m not the process. I’m the impact that I’m creating for people, and I’m going to go and find the best tool to get there,’” Arussy said. Take the Next Step • Seminar: Achieving Leadership Success Through People, pg 133 • Seminar: Fierce Customer Loyalty: Achieve It with Passionate Employees, pg 128 • Seminar: Improving Your Managerial Effectiveness, pg 168

For other business articles, visit www.amatraining.org/amalibrary

PURCHASING AND SUPPLY MANAGEMENT

Inventory Management Techniques

FA C U LT Y S P O T L I G H T George Yarusavage is one of the experts who teach this course. He has worked in transportation, logistics and purchasing management for 40 years, and is now an executive consultant training others in those areas. George has written and published articles on risk and supply chain management as well as other management subjects.

Planning, Replenishment and Activities Control SEMINAR #4206

Manage inventory and associated technology effectively and see BIG results

YOUR IMMEDIATE TAKEAWAY

• Understand and use ABC (Pareto) analysis • Calculate Economic Order Quantity (EOQ) to reduce inventory • Achieve accuracy through Cycle Counting Go beyond theory in this learn-by-doing examination of leading inventory control techniques—Flexible Manufacturing, Quick Response, MRP and DRP. In this dynamic seminar, you’ll understand and calculate Order Point Methodology. Explore the latest methods for saving money, avoiding customer dissatisfaction and speeding up inventory flow. Discover how to increase productivity and take days—not hours—out of the manufacturing and distribution cycles.

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WHO SHOULD ATTEND Factory and inventory control professionals, manufacturing and production control managers, industrial engineers, plant managers, material and purchasing managers, factory superintendents and customer/technical service managers.

• Forecasting and demand management tools • Inventory planning and replenishment systems: order point, MRP, MRP II • Managing, measuring and reporting inventory accurately • Distribution Resource Planning and warehouse management • Tactics for eliminating excess and obsolete stocks • Lead time analysis and reduction techniques • Just-in-time philosophy and its applications

HOW YOU WILL BENEFIT • Identify strategies for reducing inventory investment while optimizing responsiveness to customer needs • Discover techniques for making scheduling and shop loading more efficient • Determine tactics for narrowing the sales and stock replenishment gap • Fine-tune your recordkeeping capabilities • Improve the effectiveness of cycle counts and physical inventories WHAT WILL BE COVERED • Developing an effective inventory management strategy • Identifying and establishing optimal inventory levels

Very beneficial and extremely professional course. I have a much better understanding of the purchasing and replenishment method. I have brought new aspects and tactics back to my team that I have —Julia gained from this class.

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Professional Accreditation Inventory Management Techniques: Planning, Replenishment and Activities Control may be accepted as eligible for professional development points toward maintaining the APICS CPIM and CFPIM designations.

1.8 CEUs/18 PDPs $2,345/AMA Members $2,095 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Jan. 14-16 . . . . . Arlington, VA . . . . . . 4206-L3A-00380 March 11-13 . . . Chicago, IL . . . . . . . . 4206-L3A-00378 April 8-10 . . . . . . Atlanta, GA . . . . . . . . 4206-L3A-00382

Register today! www.amatraining.org/4206 May 20-22 . . . . . New York, NY . . . . . . 4206-L3A-00381 June 24-26 . . . . . Arlington, VA . . . . . . 4206-L3A-00383 July 17-19 . . . . . . San Francisco, CA . . . 4206-L3A-00384

American Management Association

1- 800-854-4493

201

Aug. 12-14 . . . . . New York, NY . . . . . . 4206-L3A-00385 Sept. 25-27 . . . . Chicago, IL . . . . . . . . 4206-L3A-00386

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

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PURCHASING AND SUPPLY MANAGEMENT

Global Supply Chain Management Best Practices in Import and Export Operations SEMINAR #4115

Master your International supply chain with the most up-to-date skills and tactics

YOUR IMMEDIATE TAKEAWAY

• Learn best practices in global trade, importing and exporting • Recognize risks and operational concerns • Know how to explore nearsourcing options With import/export costs accounting for up to 20% of bottom-line expenses for many U.S. corporations, there is an urgent need for global supply chain professionals with the most current skill sets available. This course offers you a comprehensive and contemporary foundation in these issues. Explore regulations, procedures, global security, documentation, dealing with customs and other government agencies, trade compliance, HTS classifications, managing freight and much more. You’ll interact with a recognized expert course leader in global trade to gain both strategic and tactical skills and explore valuable, realworld case studies. Leave with an arsenal of best practices and an array of skill sets that you can apply immediately on the job.

WHO SHOULD ATTEND New, mid-level and experienced purchasing professionals including global supply chain executives; import and export operations personnel; traffic and logistics managers; purchasing professionals; legal and finance professionals (controllers). HOW YOU WILL BENEFIT • Learn how to drive risk and spend out of your global supply chain • Recognize e-commerce (direct to consumer) options • Know how to investigate the viability of near-sourcing • Understand landed-cost modeling and apply metrics to the decision-making process • Select and negotiate with freight carriers, in lowering costs and developing business process improvements • Know the implications of trade compliance • Learn how to develop the best operating procedures for your imports and exports

TABLE OF CONTENTS

WHAT WILL BE COVERED • Global trade opportunities, risks and operational concerns • The terminology, players and logistics of import and export supply chains • Dealing with carriers, 3 PLs, freight forwarders and customhouse brokers • Managing inbound supply chains from Asia • Bonded warehouses and foreign trade zones • Creating leverage to reduce risk and spend in the global supply chain • Successfully working with U.S. and foreign government agencies • Navigating free trade agreements, including NAFTA

“

The instructor was quite engaging and did a fantastic job of keeping everyone involved. We were able to ask questions, and received answers, about ways to apply what we’ve covered in the course, based on our jobs and job descriptions. I’m pleased the instructor did not make the course a ‘one size fits all.’

”

—Leroy J.

1.2 CEUs $2,195/AMA Members $1,995 AMA Members save $200

2-DAY CLASSROOM SCHEDULE March 11-12 . . . San Francisco, CA . . . 4115-L3A-00016

June 10-11 . . . . . Chicago, IL . . . . . . . . 4115-L3A-00014

AMA seminars are GSA approved and all AMA programs can be delivered onsite

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Sales

Fundamental Selling Techniques for the New or Prospective Salesperson Bestseller Principles of Professional Selling

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Selling to Major Accounts: A Strategic Approach

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Fundamentals of Sales Management for the Newly Appointed Sales Manager Advanced Sales Management C Classroom

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From a recent attendee of Fundamental Selling Techniques for the New or Prospective Salesperson, page 204

“ I couldn’t have been happier with the level of detail on sales. I have already implemented some new processes and can’t wait to add more.” — Erica O.

CLASSROOM SEMINARS

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Territory and Time Management for Salespeople Strategic Sales Negotiations

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SALES BEST SELLER

TABLE OF CONTENTS

Fundamental Selling Techniques for the New or Prospective Salesperson SEMINAR #5510

Also available Live Online

Avoid trial and error as you build strong customer relationships and earn repeat business

YOUR IMMEDIATE TAKEAWAY

• Questioning techniques • Effective listening skills • How to know your customers Unsure about your new sales role? Wondering how to find and qualify customers? Establish rapport and gain credibility? Close the deal and start earning revenue and customer loyalty? In this intensive, highly interactive 2-day introduction to the fundamentals of selling, you’ll build a solid foundation and understanding of the right way to begin your sales career. Discover how to sell from the buyer’s perspective…help your customers buy…and become an advocate for your customers. You’ll leave with techniques that will enable you to meet your quota and improve your performance month after month.

WHO SHOULD ATTEND Salespeople and sales support, as well as potential candidates for sales positions. HOW YOU WILL BENEFIT • Identify the behaviors and skills of a successful sales professional • Become familiar with different types of selling models • Recognize elements of the sales framework • Practice opening the appointment • Understand prospecting basics and conduct a sales call

• Use a customer-centric selling approach to provide value • Select a closing technique to earn the business • Apply a formula to achieve sales goals • Manage the customer relationship on an ongoing basis • Become a trusted advisor with your clients’ best interests at heart • Practice overcoming your personal selling challenges • Develop a 30-day plan to apply your new skills

JANUARY

MARCH

MAY

Jan. 28-29 . . . . . Arlington, VA . . . . . . 5510-L3A-01401

March 18-19 . . . Chicago, IL . . . . . . . . 5510-L3A-01403 March 25-26 . . . New York, NY . . . . . . 5510-L3A-01404

May 6-7 . . . . . . . New York, NY . . . . . . 5510-L3A-01408

APRIL

June 20-21 . . . . . Chicago, IL . . . . . . . . 5510-L3A-01409

1.2 CEUs/12 SMPS CEUs $2,095/AMA Members $1,895 AMA Members save $200

2-DAY CLASSROOM SCHEDULE

FEBRUARY

Feb. 25-26 . . . . . San Diego, CA . . . . . 5510-L3A-01400

JUNE

April 11-12 . . . . . San Francisco, CA . . . 5510-L3A-01405 April 18-19 . . . . . Dallas, TX . . . . . . . . . 5510-L3A-01406

AMA seminars are GSA approved and all AMA programs can be delivered onsite

SALES

TABLE OF CONTENTS

The Importance of Sales • Defining sales for a customer-centered perspective • Describing a customer’s buying cycle process • Learning how an organization’s sales functions are different from its other functions • Explaining how sales creates opportunities that contribute to the industry and organization • Identifying how a sales department interacts with an entire organization Characteristics of a Successful Salesperson • Identifying characteristics of a successful salesperson • Describing a sales success model Selling Models • Describing characteristics of different selling models The AMA Sales Framework • Describing the AMA sales framework Planning for the Business • Learning how to analyze an industry and territory • Identifying information that should be included in a customer profile • Applying segmentation codes to differentiate customers • Describing how to prepare competitive advantage statements

Finding and Qualifying the Business • Identifying resources and methods for generating leads • Describing the “find and qualify the business” process steps • Identifying categories of customers • Strategizing ways to respond to common objections

FA C U LT Y S P O T L I G H T Kathie Durante is one of the experts who teach this course. Kathie has developed and delivered training curricula for corporations based upon specific corporate culture and current trends, developed marketing initiatives that produced new sales opportunities and worked with organizations to identify business prospects in sales and marketing. Clients have included Marcal Manufacturing, Pfizer, Verizon and more.

Earning the Business • Describing the “earn the business” process steps • Describing ways of opening a sales call • Applying questioning techniques to discover and confirm needs • Describing strategies to present options and resolve objections • Discussing closing techniques Delivering the Business • Describing the “deliver the business” process steps Managing the Relationship • Describing the “manage the relationship” process steps • Identifying technologies and methods for maintaining customer information • Describing strategies for maintaining communication with a customer

CLASSROOM SEMINARS

WHAT WILL BE COVERED

205

Professional Accreditation AMA is approved by the Society for Marketing Professional Services (SMPS) to offer SMPS CEUs. This course qualifies for 12 CEUs toward your recertification as a Certified Professional Services Marketer (CPSM). For more information please visit www.cpsmnow.org

July 8-9 . . . . . . . . Atlanta, GA . . . . . . . . 5510-L3A-01410 July 25-26 . . . . . . Arlington, VA . . . . . . 5510-L3A-01412 AUGUST

Aug. 8-9 . . . . . . . Chicago, IL . . . . . . . . 5510-L3A-01413

4-LESSON LIVE ONLINE SCHEDULE 1.2 CEUs/12 SMPS CEUs $1,995/AMA Members $1,795

Aug. 15-16 . . . . . New York, NY . . . . . . 5510-L3A-01415 Aug. 26-27 . . . . . Los Angeles, CA . . . . 5510-L3A-01414 SEPTEMBER

Mon.-Thurs. 2-5 pm ET

Sept. 16-17 . . . . Houston, TX . . . . . . . 5510-L3A-01416

June 3-6 . . . . . . . . . . . . . . . . . . . . 5510-L3A-01407 See page 244 for more information

American Management Association

1- 800-854-4493

www.amatraining.org

206

SALES

Principles of Professional Selling SEMINAR #5520

Form strategic partnerships with your customers and generate long-term bottom-line benefits

YOUR IMMEDIATE TAKEAWAY

• Use a consistent sales process • Learn the value of active listening • Sell value versus price As a salesperson, you must “climb the mountain” every day. In this highly interactive course, you’ll acquire tools and techniques to make the climb seem easier and the mountain appear less daunting. You’ll learn the importance of selling consultatively, which is key to long-term success as you elevate your status from salesperson to trusted consultant offering complete solutions to the customer. Receive guidance on each step of the sales process, including how to gain access to the decision maker, handle objections and close the sale. Through role-play exercises, you’ll practice, reinforce and experience the value of following the consultative process. You’ll also profit from a self-evaluation of your selling strengths and areas for improvement.

WHO SHOULD ATTEND Sales professionals with a minimum of one year of sales experience, veterans who want to refresh their skills and managers who want to train salespeople. HOW YOU WILL BENEFIT • Assess the best ways of planning for a sales call • Use your time productively • Obtain specific guidelines on how to locate qualified prospects • Sidestep gatekeepers and manage screening behavior • Learn effective interviewing and listening skills to better understand your customer’s needs • Design and prepare a personalized pitch • Learn three techniques to overcome objections • Close the sale • Effectively manage your territory • Set realistic goals and expectations for individual accounts

FA C U LT Y S P O T L I G H T Rita Witherly is one of the experts who teach this course. Rita works with CEOs and leadership to create strategic business plans impacting the bottom line, and provides customized training and development to all levels of employees. She holds a master’s degree in business and is a Gazelles-certified business coach, Master Trainer and Master Facilitator, among other certifications.

WHAT WILL BE COVERED • Discovering a more consultative approach to the entire sales process • Generating an account profile of your best customers • Increasing your ability to listen while conversing with customers • Modifying your sales approach to match the personality style of your customer • Becoming a customer’s supplier vs. a problem solver • Conducting effective sales calls—from the initial greeting to the final commitment • Developing new business while maintaining existing accounts • Creating a plan for growing your territory or account base NOTE: This course is not for novices. See Fundamental Selling Techniques for the New or Prospective Salesperson (#5510, page 204).

This was wonderful training. Two days past and “I have already started using some of the skills learned in the training. ” —Rebecca F.

AN AMA BLENDED LEARNING SEMINAR

1.8 CEUs $2,345/AMA Members $2,095 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Feb. 11-13 . . . . . March 20-22 . . . April 1-3 . . . . . . . April 3-5 . . . . . . .

Chicago, IL . . . . . . . . 5520-L3A-01152 New York, NY . . . . . . 5520-L3A-01155 San Francisco, CA . . . 5520-L3A-01156 Atlanta, GA . . . . . . . . 5520-L3A-01159

A blend of dynamic live training and online tools

Register today! www.amatraining.org/5520 May 1-3 . . . . . . . June 24-26 . . . . . July 17-19 . . . . . . Aug. 5-7 . . . . . . .

Chicago, IL . . . . . . . . 5520-L3A-01157 New York, NY . . . . . . 5520-L3A-01160 Arlington, VA . . . . . . 5520-L3A-01158 Chicago, IL . . . . . . . . 5520-L3A-01161

Sept. 18-20 . . . . New York, NY . . . . . . 5520-L3A-01162 Sept. 23-25 . . . . Houston, TX . . . . . . . 5520-L3A-01163

AMA seminars are GSA approved and all AMA programs can be delivered onsite

SALES

TABLE OF CONTENTS

Territory and Time Management for Salespeople

FA C U LT Y S P O T L I G H T

Sell more, earn more, accomplish more YOUR IMMEDIATE TAKEAWAY

• Organize and prioritize business opportunities • Eliminate time wasters • Manage interruptions and crises Want to shorten the sales cycle? Target accounts with the greatest growth potential? Balance personal and professional goals? In just two days, you’ll learn how to take control of your time and work day so you can increase productivity, maximize your selling effectiveness and meet your goals. You’ll adopt an organized approach to managing your responsibilities. Prioritize activities and accounts to increase revenue. Identify time management roadblocks by participating in exercises and creating a plan to shore up counterproductive behaviors and habits. You’ll return to work with a more confident outlook, strategies to improve the balance between personal and professional responsibilities and the skills to mine your territory for maximum gain. WHO SHOULD ATTEND Sales representatives, account executives, sales managers and all sales staff with customer or field responsibilities.

HOW YOU WILL BENEFIT • Stretch your selling day and spend more time with customers • Develop a prospecting strategy apportioning time, energy and resources for efficient territory coverage • Raise your visibility in your territory • Understand your region, geography and account base • Plan effectively and set goals and priorities • Get the most out of your contact management program • Minimize distractions and procrastination • Maintain contact with key prospects and accounts

• Managing information: improving your electronic communication…simplifying paperwork…managing customer relation ships…avoiding information overload • “Territory bandits” and “time burglars”: causes of territory and time management problems • Avoiding procrastination • How to say no and effectively delegate tasks • Reducing time wasted due to travel, paperwork, “fighting fires” and other distractions • Conducting short but productive meetings • Controlling stress and creating balance • Putting it all together: clarifying your professional and personal priorities… establishing an overall management plan

WHAT WILL BE COVERED • Recognizing and dealing with the challenges of managing your territory and time • Skills and techniques for managing your territory: developing a customer/prospect file…understanding the key steps in your sales cycle…assigning account priorities • Skills and techniques for managing your time: knowing which activities contribute to your goals, which should be avoided and which can be delegated…steps to improved time management • Getting organized: setting goals and objectives…planning your day to accomplish what’s important

covered many topics that I can apply to my current “job.TheTheseminar instructor was excellent. I was very impressed with his lecture and overall conversation with the class. ” —Jess W.

1.2 CEUs $2,095/AMA Members $1,895 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Jan. 17-18 . . . . . San Francisco, CA . . . 5289-L3A-00249 March 21-22 . . . Atlanta, GA . . . . . . . . 5289-L3A-00250 April 25-26 . . . . . Chicago, IL . . . . . . . . 5289-L3A-00254

Register today! www.amatraining.org/5289 May 2-3 . . . . . . . New York, NY . . . . . . 5289-L3A-00255 June 13-14 . . . . . San Francisco, CA . . . 5289-L3A-00257 July 25-26 . . . . . . Chicago, IL . . . . . . . . 5289-L3A-00258

American Management Association

1- 800-854-4493

Aug. 26-27 . . . . . Arlington, VA . . . . . . 5289-L3A-00259

www.amatraining.org

CLASSROOM SEMINARS

Gina Caceci is one of the experts who teach this course. Gina is a training and development consultant with over 25 years of sales, management, training and education experience including front-line experience in field sales, business-to-business telephone sales, technical support and customer service. She is also certified to administer the Myers Briggs Type Indicator (MBTI).

SEMINAR #5289

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208

SALES

TABLE OF CONTENTS

Strategic Sales Negotiations

SEMINAR #5535

Sell first, then negotiate for a win-win that nurtures long-term relationships

YOUR IMMEDIATE TAKEAWAY

• Plan ahead to stay focused and confident • Use role-plays to perfect your approach and tactics • Understand the financials to strengthen your position Want to improve your sales margins and closing ratios? Assess and define your negotiating authority? Identify ploys and counterploys? In just two days, you can accomplish all of that—and more. You’ll differentiate between selling and negotiating—and move smoothly from one mode to the other. Learn the tools, techniques and savvy negotiating tactics that will enable you to influence your buyer’s perception of cost, value and benefits. And maintain a flexible position that successfully counters your buyer’s negotiating moves so you can close the sale. You’ll participate in exercises and case studies that involve real-life practice and see a marked improvement in how you prepare for and engage in negotiations. WHO SHOULD ATTEND Sales professionals, sales managers, account executives, contract negotiators and anyone involved in the negotiating process.

HOW YOU WILL BENEFIT • Discover how to initiate, guide and close the sale • Prepare realistic settlement ranges and maintain a flexible position • Sell value rather than price • Demonstrate cost benefits so customers align with your message and strategy • Use powerful sales negotiation planning tools, tactics and countertactics • Implement a consultative sales process • Assess and define your negotiating authority WHAT WILL BE COVERED • The role of the professional salesperson: key responsibilities…manipulative selling and consultative selling • The sales negotiation process from the customer’s viewpoint • Understanding a typical buyer’s motivation in most situations and effectively differentiating yourself from your competition • The importance of selling first, negotiating last • When and when not to negotiate • The sales negotiation process: elements of an offering…how to identify negotiating chips…defining your negotiating authority…the value of maneuvering room and concession planning

FA C U LT Y S P O T L I G H T Michael P. Beauchamp is one of the experts who teach this course. Michael works with clients to create strategies targeted to increase sales and improve profitability. He has 30 years of experience in global markets, implementing programs on competitive intelligence and benchmarking, professional selling and competitive pricing. He holds an MBA from Pepperdine University.

• Using powerful sales negotiation planning tools: establishing settlement ranges in advance • Win-win sales negotiations: critical mistakes to avoid…the importance of following through after the negotiation is completed • Evaluating your effectiveness in sales negotiations and developing an improvement plan • Increasing your personal power in sales negotiations: the sources of real and perceived power • Understanding the four primary negotiating styles…and the goals and fears that motivate each style • Effectively persuading buyers who are different from yourself • Tips for achieving success as a sales negotiator NOTE: Several years of sales experience is recommended.

1.2 CEUs $2,095/AMA Members $1,895 AMA Members save $200

2-DAY CLASSROOM SCHEDULE Feb. 11-12 . . . . . New York, NY . . . . . . 5535-L3A-00257 March 7-8 . . . . . Chicago, IL . . . . . . . . 5535-L3A-00258

Register today! www.amatraining.org/5535 May 16-17 . . . . . Arlington, VA . . . . . . 5535-L3A-00260 June 24-25 . . . . . Atlanta, GA . . . . . . . . 5535-L3A-00261

July 15-16 . . . . . . Chicago, IL . . . . . . . . 5535-L3A-00262 Aug. 8-9 . . . . . . . New York, NY . . . . . . 5535-L3A-00263

AMA seminars are GSA approved and all AMA programs can be delivered onsite

SALES

TABLE OF CONTENTS

Selling to Major Accounts

FA C U LT Y S P O T L I G H T

A Strategic Approach SEMINAR #5235

YOUR IMMEDIATE TAKEAWAY

• Learn how to analyze a major account • Build a strategic account plan • Develop your skills to sell strategically Wouldn’t it be great if you could pinpoint your best prospects and rule out accounts with little or no potential? Focus resources only on opportunities that deliver substantial returns? Build long-term relationships and sell strategically? Now, you can get top sales results—with the smallest expenditure of time, effort and money. It’s all about creating a plan. You’ll analyze the business landscape to really know what matters to the client. Discover the customer’s strengths, weaknesses, opportunities and threats. And return to work with a selling process and methodology to succeed in today’s marketplace.

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WHO SHOULD ATTEND Sales professionals, including account managers, sales representatives and sales executives—as well as sales managers and vice presidents and directors of sales and marketing who are seeking bestpractice techniques used in major account selling today.

• Creating the profile of your ideal prospect • Establishing goals, objectives and indicators to enhance major-account performance • Gaining and maintaining rapport • A five-step process to managing objections • Qualifying your best opportunities and ruling out the nonstarters • Creating a territory strategy • The need for—and format of—a formal presentation • Leveraging relationships that result in active referrals • Checking performance against plan for maximum effectiveness • Tracking pipeline performance: the ultimate success factor

HOW YOU WILL BENEFIT • Enhance sales performance by working smarter • Understand your customers better and earn their loyalty • Get more business from existing accounts • Remove bottlenecks and shorten the sales cycle • Become more efficient at account maintenance • Sell only to prospects predisposed to buy from you • Get repeat business and referrals from existing customers

NOTE: A minimum of three years of sales experience is recommended.

WHAT WILL BE COVERED • The core concepts of strategic selling: understanding ROITEM (Return on Investment of Time, Effort and Money) • The value of matching your offer’s strengths with your market’s needs

Overall this class was a 10/10. It contained very useful content I’ll be implementing in my personal and professional life moving forward. —Robert A.

”

1.8 CEUs $2,345/AMA Members $2,095 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Feb. 25-27 . . . . . Atlanta, GA . . . . . . . . 5235-L3A-00221 March 4-6 . . . . . New York, NY . . . . . . 5235-L3A-00223 April 15-17 . . . . . San Francisco, CA . . . 5235-L3A-00228

Register today! www.amatraining.org/5235 May 20-22 . . . . . Chicago, IL . . . . . . . . 5235-L3A-00224 June 10-12 . . . . . Boston, MA . . . . . . . . 5235-L3A-00225 Aug. 12-14 . . . . . Arlington, VA . . . . . . 5235-L3A-00226

American Management Association

1- 800-854-4493

Sept. 4-6 . . . . . . Chicago, IL . . . . . . . . 5235-L3A-00227

www.amatraining.org

CLASSROOM SEMINARS

Benjamin H. Bennett is one of the experts who teach this course. He is a leader in the telecommunications industry. As a training consultant, he has worked primarily in the sales arena, delivering sales training workshops for companies such as Amoco Oil and Wilton Industries.

Move the needle on your sales skills and see immediate results

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210

SALES

TABLE OF CONTENTS

Fundamentals of Sales Management For the Newly Appointed Sales Manager

SEMINAR #5227

Expand your leadership, coaching and communication skills

YOUR IMMEDIATE TAKEAWAY

• Analyze each salesperson’s strengths and weaknesses • Approach each sales territory strategically • Recruit and hire the best talent Can you find a balance between functioning as part of the management team and leading the sales team? Do you have a clear understanding of your leadership style and how it dovetails with your employees? In this highly interactive 3-day seminar, you’ll gain a foundation of critical-to-success management skills—from proven communication techniques…to interviewing tools that ensure the most capable salesperson is hired…to establishing an effective training program. You’ll learn how to make the most out of each sales team member’s potential using a six-step coaching process. Plus, discover how to perform account analysis, conduct a recruiting interview and obtain feedback. You’ll return to work positioned to win the respect of your team and maximize your value.

WHO SHOULD ATTEND Newly appointed or prospective sales managers who need the tools to respond to customer, team and company needs. HOW YOU WILL BENEFIT • Build your management skills and make the transition to expert manager • Get insights and ideas to ensure your team is productive • Know how to recruit, train and coach salespeople • Target customers and plan how to dominate a territory • Pick up time management techniques • Manage logistics WHAT WILL BE COVERED • Distinguishing between team leader and team player, and between being a peer and managing former peers • Task management vs. people management • Understanding your style and those of your employees • Analyzing your communication strengths and weaknesses and those of each team member

FA C U LT Y S P O T L I G H T Dr. Hazel Wagner is one of the experts who teach this course. She applies more than 25 years of expertise in education, technology, sales and marketing to her practical seminars. She was named by I-Street magazine as one of the top 25 women in technology in the Chicago area.

• Team advantages and disadvantages • The internal motivation theory • Developing SMART goals—specific, measurable, attainable, relevant, time-bound • Recruiting and interviewing • Creating for—and presenting information to—the salesperson • The Reinforcement Theory • Characteristics of appropriate delegation • Time management techniques • Coaching and counseling • Running team-based projects • Six steps to becoming a team leader NOTE: Sales managers with more experience should attend Advanced Sales Management, pg. 204.

The class was informative, interactive, and valuable to my “overall career. Would highly recommend! ” —Stephanie N.

1.8 CEUs $2,445/AMA Members $2,195 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Feb. 27-Mar. 1 . . Chicago, IL . . . . . . . . 5227-L3A-01183 April 3-5 . . . . . . . Boston, MA . . . . . . . . 5227-L3A-01187 May 20-22 . . . . . New York, NY . . . . . . 5227-L3A-01191

Register today! www.amatraining.org/5227 May 20-22 . . . . . San Francisco, CA . . . 5227-L3A-01189 June 10-12 . . . . . Chicago, IL . . . . . . . . 5227-L3A-01190 July 10-12 . . . . . . Atlanta, GA . . . . . . . . 5227-L3A-01188

Aug. 12-14 . . . . . Arlington, VA . . . . . . 5227-L3A-01192 Sept. 11-13 . . . . Chicago, IL . . . . . . . . 5227-L3A-01193

AMA seminars are GSA approved and all AMA programs can be delivered onsite

SALES

TABLE OF CONTENTS

Advanced Sales Management

FA C U LT Y S P O T L I G H T

Develop a sales team that achieves peak performance in every key area YOUR IMMEDIATE TAKEAWAY

• Analyze the players and put a plan in place • Motivate to achieve superior performance • Prepare a succession plan Know how to set results-oriented goals for today and tomorrow? Ready for advanced sales planning techniques? Want to build leadership skills to promote stars into management roles? In this advanced seminar, you’ll gain the skills to identify key players and their motivators… sharpen your coaching and counseling abilities…and recruit and hire in an effective and legal manner to ensure you’re staffed with winners. You’ll focus on implementing critical technology. Practice interviewing. Discuss the psychology behind motivation. And delve into a case study that generates discussion and learning.

WHO SHOULD ATTEND Seasoned sales managers who want to refine sales planning techniques, build leadership skills and become more powerful decision makers, motivators, coaches and counselors. HOW YOU WILL BENEFIT • Discover new skills and strategies to make it in today’s new and more competitive sales environment • Gain a better understanding of business realities and what’s expected of you • Create a strategy based on current and projected trends • Align your sales team’s goals with those of the organization • Build a strong and competitive team • Implement a compensation plan to drive desired behavior • Use forecasting tools to maximize sales results • Acquire the tools to succeed despite toughening competition

• Motivational compensation programs and performance-enhancing coaching skills • Evaluating market potential and forecasting sales results • Developing succession strategies and realistic career plans for your team members • Characteristics and competencies of great sales leaders

You may also be interested in:

Sales Success Utilizing Social Media (www.amatraining.org/76501)

WHAT WILL BE COVERED • The changing role of sales management in today’s business environment • Analyzing current business realities and developing objectives for the sales team • Aligning performance standards with corporate goals • Building the professional sales force: effective recruiting and hiring tactics • Strengthening the team: implementing developmental programs for individual sales team members

This hands-on class not only shows you how to effectively use social media tools, but teaches you how to harvest leads through Twitter, build relationships through Facebook and use LinkedIn as a power selling source. You’ll discover how to find the right platform to fit your sales needs and use these platforms to listen to your customers and nurture your leads. 3 days - $1,495 Credits: 12 CPE

1.8 CEUs $2,545/AMA Members $2,295 AMA Members save $250

3-DAY CLASSROOM SCHEDULE March 25-27 . . . Arlington, VA . . . . . . 5598-L3A-00752 April 15-17 . . . . . Chicago, IL . . . . . . . . 5598-L3A-00751

Register today! www.amatraining.org/5598 June 24-26 . . . . . San Francisco, CA . . . 5598-L3A-00753 Aug. 19-21 . . . . . Chicago, IL . . . . . . . . 5598-L3A-00754

American Management Association

11-800-854-4493 800-854-4493

Sept. 25-27 . . . . Atlanta, GA . . . . . . . . 5598-L3A-00755

www.amatraining.org

CLASSROOM SEMINARS

Jaye Hicks is one of the experts who teach this course .Jaye has more than 23 years of experience in global account management, strategic selling, marketing and performance development, including 12 years in sales and management with The Cola-Cola Company. She has in-depth knowledge and experience in developing, delivering and facilitating sales training, leadership development and diversity programs.

SEMINAR #5598

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is within your reach — wherever you are —

AMA is in

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Strategic Planning

Fundamentals of Strategic Planning

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Strategy Execution: Getting It Done

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Building Agility and Resilience: Winning Strategies for Leaders C Classroom

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1 1-Day Workshop

From a recent attendee of Fundamentals of Strategic Planning, page 214

“ This class was very helpful in defining strategy and what is included in strategic planning. I found this very useful to my role and understanding — Julie U. the larger organization.”

CLASSROOM SEMINARS

Strategic Planning

C Bestseller

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STRATEGIC PLANNING

Fundamentals of Strategic Planning SEMINAR #2565

Gain a perspective on how your company achieves success

YOUR IMMEDIATE TAKEAWAY

• Five key questions to ask when developing a strategic plan • Know how to measure your firm’s internal and external environments • Gain familiarity with classic strategic planning models Not involved in the planning process, but want to look into the minds of top management? Need to understand the impact of strategy on your work and the organization’s success? Wondering how to communicate strategy throughout the organization? This course gives you the vocabulary to expand your management perspective and interface with managers involved in strategic planning. Discover that if you answer the questions and utilize the models in the classic strategic planning process, an appropriate strategy for your organization will evolve. Plus, find out how to use communication, accountability, recognition and metrics to ensure a strategic plan is executed. WHO SHOULD ATTEND Managers and supervisors who want to expand their management perspective and anyone who must communicate with managers and leaders involved in the creation and implementation of strategy.

1.2 CEUs/12 PDUs/12 PHR/SPHR/ 12 CPUs/14 CPE/12 PDCs $2,345/AMA Members $2,095 AMA Members save $250

HOW YOU WILL BENEFIT • Grasp what strategic planning is and why companies use it • Gain exposure to several approaches to developing strategy • Learn the language of those involved in the planning process • See how strategy moves from concept through implementation to realization • Find out how companies assess their current and future environments • Incorporate customer feedback when creating a strategic plan • Contribute to your firm’s strategic success WHAT WILL BE COVERED • What strategy and strategic planning really mean • Components of a classic strategic planning process • Key stakeholders and participants • How strategy should set the stage for all business decisions and actions • Why companies create strategy • How companies develop strategy: seven strategic planning processes • The strategic planning process in action: five stages of a classic approach • Assessing the environments: tools and techniques • The 3 Ds of strategy: Discussions, Decisions and Development • How an organization creates strategic alignment by developing and comm unicating the vision, mission, goals, objectives and metrics • Implementing and reviewing strategy: resource allocation…roles, responsibilities and accountabilities of all parties involved • How strategy cascades through the organization

2-DAY CLASSROOM SCHEDULE March 4-5 . . . . . Arlington, VA . . . . . . 2565-L3A-00253 March 25-26 . . . San Francisco, CA . . . 2565-L3A-00254 April 25-26 . . . . . New York, NY . . . . . . 2565-L3A-00257

TABLE OF CONTENTS

FA C U LT Y S P O T L I G H T John J. (Pete) Tosh, Jr. is one of the experts who teach this course. Pete has over 30 years of experience both within and as a consultant to rapidly growing organizations. He frequently creates and facilitates management development programs in his areas of specialization, including organizational development processes, customer loyalty enhancement and recovery initiatives, and performance management processes.

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

12 Strategic PDUs See page 185 for more details. Reproduced with the permission of PMI.

This course qualifies for 12 CPUs toward your recertification as a CAP ® (Certified Analytics Professional).

The use of this seal confirms that this activity has met HR Certification Institute’s ® (HRCI) criteria for recertification credit pre-approval.

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

Recommended CPE Credit: 14 hours/Basic Prerequisites: None Advance Preparation: None Delivery Method: Group Live Field of Study: Technical—Management Services

Register today! www.amatraining.org/2565 May 2-3 . . . . . . . Chicago, IL . . . . . . . . 2565-L3A-00258 June 10-11 . . . . . Dallas, TX . . . . . . . . . 2565-L3A-00259 Aug. 22-23 . . . . . Arlington, VA . . . . . . 2565-L3A-00260

Sept. 9-10 . . . . . San Francisco, CA . . . 2565-L3A-002610

AMA seminars are GSA approved and all AMA programs can be delivered onsite

STRATEGIC PLANNING

Facilitating an Effective Strategic Planning Process

FA C U LT Y S P O T L I G H T David Moriah is one of the experts who teach this course. David has been a leader in the field of experienced-based training and development for more than 20 years. He has experience in leadership and team development, coaching and counseling, training the trainer, crisis intervention, conflict resolution, cross-cultural understanding, win-win negotiation, public speaking, business writing and other subjects.

SEMINAR #2009

Efficiently prepare and run strategic planning sessions that produce real results

YOUR IMMEDIATE TAKEAWAY

• Pre-plan correctly to get the right players and influencers involved • Choose the best process and facilitation tools for your goals • Generate better ideas and produce a workable strategic plan Regardless of goals, there’s one thing that can be said about all strategic planning sessions: the stakes are high. The pressure is especially great for executives who have been charged with planning and conducting this process for the department, division or organization. How do you make sure the goals you want to achieve are effectively defined and that you have all the right elements in place to accomplish those goals? The tools and techniques you must have to successfully prepare and conduct a productive, results-driven strategic planning session are thoroughly explored in this seminar. You’ll address upfront contracting within the organization, sponsorship, selecting the best approach and tools, as well as determining what data is required. You’ll then learn how to smoothly facilitate the process/session and implement an effective follow-up. Don’t let your strategic planning session turn into a missed opportunity—or a major misstep that can damage your organization’s future.

WHO SHOULD ATTEND Experienced executives, directors of OD, senior HR leaders, division leaders, strategic planners and others who must manage the strategic planning process for a department or organization, as well as those who would like to become an internal or independent strategic planning facilitator.

• Exploring style: the behaviors, priorities, decisions and symbolic aspects of an organization’s culture • Today’s most commonly used strategic planning processes/approaches/models • Designing your session: creating the storyboard/process flow • Techniques for enabling creativity and innovative thinking • Determining what information/data will be critical to discussions • Producing the expected results of the planning process • Facilitating the actual session: drawing people out, generating ideas and running the sessions efficiently • Establishing next steps and moving towards the execution phase • Conducting regular review sessions to check progress towards milestones

HOW YOU WILL BENEFIT • Gain a clear understanding of what role the “facilitator” plays in the process • Know which discussions and decisions should occur prior to the strategic planning session • Decide the best strategic planning approach/process to use and customize it • Create a committee of influencers to support you with assigned roles and accountabilities • Develop the right agenda, establish realistic meeting guidelines and gain agreement • Explore various scenarios that may occur and possible approaches to handling them • Ensure upfront clarity and agreement as to what results are expected of the process • Build in metrics and schedule meetings to assess milestones and progress towards goals WHAT WILL BE COVERED • Clarifying your specific role in the process • Preparing for strategic planning by contracting and getting buy-in from executive leadership • Defining the scope, goals and specific results that will be achieved • Finding your Strategic Planning Champions and defining accountabilities

Professional Accreditations This course qualifies for 18 CPUs toward your recertification as a CAP ® (Certified Analytics Professional).

This program is valid for 18 PDCs for the SHRM-CP or SHRM-SCP .

1.8 CEUs/18 CPUs/18 PDCs $2,645/AMA Members $2,395 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Feb. 11-13 . . . . . Chicago, IL . . . . . . . . 2009-L3A-00055 April 10-12 . . . . . Arlington, VA . . . . . . 2009-L3A-00060

Register today! www.amatraining.org/2009 June 3-5 . . . . . . . New York, NY . . . . . . 2009-L3A-00061 Aug. 12-14 . . . . . Arlington, VA . . . . . . 2009-L3A-00062

American Management Association

1- 800-854-4493

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Sept. 25-27 . . . . Chicago, IL . . . . . . . . 2009-L3A-00063

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

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STRATEGIC PLANNING BEST SELLER

Strategic Planning

TABLE OF CONTENTS

SEMINAR #2526

Develop the best strategies to support your company’s goals

YOUR IMMEDIATE TAKEAWAY

• Identify the best strategic planning process for your organization • Arrive at more intelligent, rational decisions • Ensure tactical actions, strategic initiatives and long-term goals are aligned This course is designed to combine proven-by-practice methods with new insights and ideas from a wide range of current strategic thinking. Gain a wider perspective of management practice through breakout sessions, exercises and case applications. Bring your strategic dilemmas to this program and get direction on analytical and organizational approaches. WHO SHOULD ATTEND Executives, division leaders and other senior managers involved in the formation and implementation of strategy.

HOW YOU WILL BENEFIT • Identify strategies in order to develop a unique competitive advantage • Learn key analytical and conceptual approaches to expand your understanding of the marketplace • Align your organization with your strategic planning goals by integrating strategy, objectives, metrics and performance

• Identify evolving strategic patterns and generate ideas on how they can be applied to your organization • Incorporate customer needs into the strategic plan • Use a case study to examine the strategic planning process • Determine the best approach to effectively implement your strategy

course. Really enjoyed the interaction with “the Fantastic instructor and fellow participants. I’m taking away

”

a lot of great insights that will undoubtedly help as I —Collin Z. progress in my career.

1.2 CEUs/12 PDUs/12 CPUs/14 CPE $2,645/AMA Members $2,395 AMA Members save $250

2-DAY CLASSROOM SCHEDULE JANUARY

MARCH

MAY

Jan. 16-17 . . . . . New York, NY . . . . . . 2526-L3A-01273 Jan. 28-29 . . . . . Los Angeles, CA . . . . 2526-L3A-01299

March 7-8 . . . . . Atlanta, GA . . . . . . . . 2526-L3A-01277 March 18-19 . . . New York, NY . . . . . . 2526-L3A-01278

May 9-10 . . . . . . New York, NY . . . . . . 2526-L3A-01289 May 20-21 . . . . . Arlington, VA . . . . . . 2526-L3A-01290

FEBRUARY

APRIL

JUNE

Feb. 4-5 . . . . . . . San Francisco, CA . . . 2526-L3A-01274 Feb. 13-14 . . . . . Chicago, IL . . . . . . . . 2526-L3A-01275 Feb. 20-21 . . . . . Arlington, VA . . . . . . 2526-L3A-01276

April 10-11 . . . . . Seattle, WA . . . . . . . . 2526-L3A-01286 April 29-30 . . . . . Chicago, IL . . . . . . . . 2526-L3A-01288

June 10-11 . . . . . Los Angeles, CA . . . . 2526-L3A-01294 June 24-25 . . . . . Dallas, TX . . . . . . . . . 2526-L3A-01287

AMA seminars are GSA approved and all AMA programs can be delivered onsite

STRATEGIC PLANNING

WHAT WILL BE COVERED Strategic Planning Principles • Recognizing the 50-year evolution of strategic thinking in management practice • Describing some key definitions of strategic planning terms • Identifying the most useful frame of reference for your analysis Strategic Planning Process Overview • Identifying the questions that strategic planning must address • Recognizing the analyses typically incorporated in strategic planning • Organizing and structuring your strategic planning process • Describing how your planning relates to planning at other levels of the organization Mission • Defining a mission statement • Examining core values of your own unit and other successful entities • Describing the value of purpose-driven organizations in achieving results • Developing a mission statement for your unit External Assessment, Part I—Macro Environment • Distinguishing between macro and market environments • Describing the importance of macroenvironmental factors in strategic planning • Describing how these trends will affect your organization as a whole and what that means for your unit’s strategy External Assessment, Part II—Market Environment • Describing the importance of market trends • Learning how to identify the needs and wants of customers

�

• Stating the role of market segmentation and the value proposition in strategic planning • Applying an importance/performance matrix • Assessing the adequacy of competitor information

FA C U LT Y S P O T L I G H T Janine Sergay is one of the experts who teach this course. Janine is an international strategist, speaker, facilitator, lecturer and organizational consultant with over 25 years of experience. She helps clients improve strategic thought, productivity, processes and working relationships for enhanced bottom-line results. Clients include The Society of Plastic Surgeons, American College of Healthcare, Foodservice Consultants Society International and others.

Internal Assessment • Explaining the components of an internal assessment • Describing the concept of core competencies • Recognizing the importance of “culture” in an internal assessment • Applying an internal assessment diagnostic • Identifying sensitivities in collecting internal data Strategic Issues and Decisions in Competitive Situations • Describing how interactions among competitors, and between competitors and customers, dictate marketplace winners and losers • Learning some of the ways competitive interactions affect the evolution of industries • Recognizing patterns that tend to recur across industries • Describing how those patterns shape the actions of your organization and the implications for your unit

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

12 Strategic PDUs See page 185 for more details.

Strategic Issues and Decisions— Formulating a Strategy • Identifying principles in data synthesis, insight and creativity • Describing how to conduct a SWOT analysis for your unit • Identifying strategic issues and strategic initiatives

Reproduced with the permission of PMI.

This course qualifies for 12 CPUs toward your recertification as a CAP ® (Certified Analytics Professional).

Recommended CPE Credit: 14 hours/Intermediate Prerequisites: None Advance Preparation: Online pre- and post-assessment Delivery Method: Group Live Field of Study: Technical—Management Services

VIEW CLASSROOM EXPERIENCE

SEPTEMBER

July 10-11 . . . . . . New York, NY . . . . . . 2526-L3A-01293

Sept. 5-6 . . . . . . Atlanta, GA . . . . . . . . 2526-L3A-01292 Sept. 9-10 . . . . . San Francisco, CA . . . 2526-L3A-01291 Sept. 26-27 . . . . New York, NY . . . . . . 2526-L3A-01298

AUGUST

Aug. 1-2 . . . . . . . Arlington, VA . . . . . . 2526-L3A-01295 Aug. 5-6 . . . . . . . Chicago, IL . . . . . . . . 2526-L3A-01296

American Management Association

1- 800-854-4493

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www.amatraining.org

CLASSROOM SEMINARS

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STRATEGIC PLANNING

Strategy Execution: Getting It Done SEMINAR #2209

Close the gap between strategic planning and implementation

YOUR IMMEDIATE TAKEAWAY

• Pinpoint the purpose and goals of a major initiative • Increase your ability to get buy-in • Anticipate challenges and apply creative problem solving In your role as leader of a strategic initiative, you must be architect, master planner, champion, taskmaster and motivator. Do you have what it takes? The ability to execute strategy is one of the most critical attributes for future senior executives. In this practical, hands-on 3-day seminar, you’ll discover a step-by-step process and model for executing strategic initiatives. Bring your actual initiatives and situation to the table. And gain the skills and talents that often lead to the executive suite. WHO SHOULD ATTEND Experienced leaders who need to successfully execute their part of larger-scope, mission-critical strategic initiatives. HOW YOU WILL BENEFIT • Apply basic elements of strategic execution to your initiatives • Recognize impediments to executing your organization’s strategy • Break large, long-term initiatives into smaller, achievable projects

• Map your strategic goals against vital points of success, failure, resistance • Gain and sustain support across boundaries • Align your strategy with departmental and organizational goals • Participate in a real-life Strategy Execution Plan exercise WHAT WILL BE COVERED • Using mind mapping to define and refine a strategic initiative • Developing a breakthrough project for a strategic initiative • Characteristics of a core team and elements of a strategic initiative • Defining and documenting a strategic initiative charter • Identifying key stakeholders and gaining input and support through interaction • Making any necessary adjustments to strategy • Designing a strategic execution goal for a successful outcome and preparing for results • Planning and leading an energizing launch for a strategic initiative-focused project • Using plans, schedules, budgets and controls to track the progress of your strategic initiative • Overcoming opposition and unforeseen obstacles using political skills and creative problem solving • Articulating expectations and holding people accountable • Managing the intense push to get the final result of the strategic initiative • Completing a post-execution analysis of a strategic initiative

FA C U LT Y S P O T L I G H T Denise Lalonde is one of the experts who teach this course. She specializes in improving individual and organizational performance. With over 20 years of business experience and 10 years consulting internationally with Fortune 500 companies in a variety of industries, Denise brings strong facilitation and project management skills to the design and management of planning, change, communication and development strategies. NOTE: Two weeks before your seminar, you will receive a pre-work assignment. You will need to identify a strategic initiative you have responsibility for executing, meet with your manager to clarify the project specifications and complete the Strategic Initiative Summary Worksheet. You will receive the Report highlights from The Keys to Strategy Execution: A Global Study of Current Trends and Future Possibilities.

Professional Accreditations MA has been reviewed and A approved as a provider of project management training by the Project Management Institute (PMI).

18 Strategic PDUs See page 185 for more details. Reproduced with the permission of PMI.

This course qualifies for 18 CPUs toward your recertification as a CAP ® (Certified Analytics Professional).

Recommended CPE Credit: 21 hours/Advanced Prerequisites: None Advance Preparation: Online pre- and post-assessment Delivery Method: Group Live Field of Study: Non-technical—Business Management & Organization

1.8 CEUs/18 PDUs/18 CPUs/21 CPE $2,645/AMA Members $2,395 AMA Members save $250

3-DAY CLASSROOM SCHEDULE Feb. 6-8 . . . . . . . Arlington, VA . . . . . . 2209-L3A-00135 March 6-8 . . . . . New York, NY . . . . . . 2209-L3A-00134

TABLE OF CONTENTS

Register today! www.amatraining.org/2209 May 20-22 . . . . . Chicago, IL . . . . . . . . 2209-L3A-00136 July 17-19 . . . . . . New York, NY . . . . . . 2209-L3A-00137

Aug. 19-21 . . . . . Arlington, VA . . . . . . 2209-L3A-00138

AMA seminars are GSA approved and all AMA programs can be delivered onsite

STRATEGIC PLANNING

Building Agility and Resilience Winning Strategies for Leaders

FA C U LT Y S P O T L I G H T Karen Lindquist is one of the experts who teach this course. Karen is a trainer, consultant and author who previously worked on the leadership team of Management Centre Europe. Her accomplishments there included driving research on new content and capability development and analyzing global trends and their implications on management. She holds an MBA from Henley Business School.

SEMINAR #2546

Adapt to changing markets so you and your organization can thrive

YOUR IMMEDIATE TAKEAWAY

• Identify areas for employee and organizational improvement • Use a process to anticipate change, determine when to act • Develop guidelines to empower employees Whether it’s in economic conditions, customer expectations, core technologies, business regulations or more, change requires agile leaders who can anticipate it, adapt to it and use it to their competitive advantage. In this practical 2-day seminar, you’ll realize that increasing overall agility personally and as an organization is a process you can drive using the AMA roadmap and behavioral guidelines. You’ll learn how to explore customer and marketplace opportunities and capitalize on them by responding with appropriate products, services and initiatives. Lead with greater foresight and entrepreneurial thinking and measure results. Participate in exercises where you complete an agility profile. Plus, acquire skills to establish compelling communication strategies to build agile capabilities in your team and align your organization.

HOW YOU WILL BENEFIT • Understand how traditional organizations differ from agile ones • Assess where your firm falls on the continuum • Embrace change and articulate strategies to take advantage of it • Identify rapid response mechanisms to environmental shifts • Engage and empower employees to implement your vision

• People development: facilitating others’ learning and development • Influencing, inspiring and clarifying • Driving results: creating accountability • Characteristics of resilient leaders: confidence, flexibility, perseverance, optimism and the capacity to “bounce back” from mistakes or defeat • “Learned optimism”: the foundation for resilience

WHAT WILL BE COVERED • The different mindset and competencies required of today’s leaders • What is strategic agility, and why is it so important for today’s leaders? • Key influences that require leaders to be increasingly agile and resilient • The advantages of agile organizations • Characteristics of visionaries and strategists • Self-assessment, interpretation and discussion • Critical thinking and assumption-busting • Conceptual flexibility, creative thinking and innovation • Systems thinking around connections and interdependencies in organizations • Outside-in thinking process: from the external marketplace inward • How leading differs in agile organizations • Managing talent: the right people in the right jobs

NOTE: Before attending the session, you will receive three articles and a link to the online Leadership Agility Profile™ self-assessment. You must familiarize yourself with the articles and complete the assessment to fully participate in this seminar.

Professional Accreditations

This course qualifies for 12 CPUs toward your recertification as a CAP ® (Certified Analytics Professional).

The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval.

WHO SHOULD ATTEND Vice presidents, directors, senior managers, division managers and other executives with strategic leadership roles.

Recommended CPE Credit: 14 hours/Advanced Prerequisites: None Advance Preparation: Three articles and a link to the online Leadership Agility Profile™ self-assessment Delivery Method: Group Live Field of Study: Technical—Management Services

1.2 CEUs/12 CPUs/14 CPE/12 PHR/ 12 SPHR $2,545/AMA Members $2,295 AMA Members save $250

2-DAY CLASSROOM SCHEDULE April 1-2 . . . . . . . Chicago, IL . . . . . . . . 2546-L3A-00119

American Management Association

1- 800-854-4493

219

Sept. 16-17 . . . . Arlington, VA . . . . . . 2546-L3A-00121

www.amatraining.org

CLASSROOM SEMINARS

TABLE OF CONTENTS

The Dangers of a Misalignment Between CULTURE and STRATEGY BY REED DESHLER

From Apple to Zappos, every successful company has its own distinct corporate culture.

hether you’re observing the leaders’ strategic decision making, HR’s hiring practices, or the marketing team at work, this culture permeates everything the company does. When corporate culture does not align with the strategic goals of the company, optimal performance will be impossible to sustain. Just as a garden must be carefully tended to keep weeds from taking it over, culture must be consciously maintained to prevent it from morphing into something unintended. The consequences of culture-strategy misalignment If you follow business news, you may be aware that a large number of corporate snafus can be blamed on the misalignment of culture within an organization. Allowing culture and strategy to fall out of alignment can bring leaders face-to-face with farreaching consequences. These include:

• Lost sense of mission. When strategy and a strong culture are aligned, they create a compass effect that gives employees a sense of clarity and a mission that guides their actions and decisions. When that alignment fails, many employees default to self-serving behaviors, and the sense of mission is lost.

• Disoriented employees. When employees get mixed signals from leaders preaching one set of values but rewarding a different set of behaviors, they can feel confused, jaded, and out of touch with the organization’s goals. For example, a company may focus on individual performance reviews despite verbally praising the merits of teamwork. • Damaged public image. When culture and strategy are aligned, day-to-day operations tend to fall into sync with a company’s brand and image. Failure to maintain alignment can make the organization appear hypocritical to those observing it, especially customers. • Increased turnover. A strong culture that is well-aligned with strategy creates a sense of belonging to something greater than any individual. It inspires loyalty at all levels, from company leadership to entry-level hires. When that alignment fails, the sense of loyalty can be nearly impossible to maintain—and employees will tend to seek it elsewhere. 3 steps to realign corporate culture The problems described above are red flags that your culture and organizational strategy may be out of alignment. If you’re

experiencing those issues, take these steps to start the process of culture realignment: Examine your people. Take a hard look at the employees your organization is hiring and promoting. Are they a good fit with the organization’s strategy and purpose? (For instance, do you have a lot of “lone wolf” types in an organization that relies strongly on teamwork?) If you notice a disconnect in this area, your hiring and promotion policies and practices may be due for revision. Examine your systems. Do your organization’s systems support or conflict with your cultural values? For instance, if trust is one of your primary values, can you truly endorse an expense system that does not permit most of your senior executives to approve large expenditures? Examine your communications.

What words are your leaders using to communicate with your people? What principles are they talking about? What milestones and events are they choosing to commemorate? Are these communication choices supporting a culture that reinforces your strategy? We often hear companies such as Starbucks, Google, and Zappos praised for their outstanding corporate culture. There’s a reason for this. Their leaders have made the commitment to fully align culture with their strategies. With every organizational choice they make, they reinforce that commitment. By embracing the same level of dedication to alignment, any organization can conquer cultural problems to achieve stellar performance. Reed Deshler, principal of AlignOrg Solutions, specializes in developing strategic organization designs and helping companies bring them to fruition. He works with executive teams and HR teams to define winning strategies, align organization and business models, and mobilize people in the desired direction.

Take the Next Step • Seminar: Strategic Thinking, pg 22 • Seminar: Facilitating an Effective Strategic Planning Process, pg 215 • Seminar: Strategic Planning, pg 216

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Live Online Seminars Register at amatraining.org/liveonline ANALYTICAL SKILLS

LEADERSHIP

Developing Your Analytical Skills: How to Research and Present Information. . . . . . . . . . . . . . . . . . . . . . . . . . . . 225

Leading Virtual Teams. . . . . . . . . . . . . . . . . . . . . . . . . . . 236

Critical Thinking. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 225

BUSINESS ENHANCEMENT SKILLS Managing Chaos: Tools to Set Priorities and Make Decisions Under Pressure. . . . . . . . . . . . . . . . . . . . 226

Live Online Seminars

Time Management. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 226 The 7 Habits of Highly Effective People Signature Edition 4.0®. . . . . . . . . . . . . . . . . . . . . . . . . . . 227 The 5 Choices to Extraordinary Productivity™. . . . . . . . . . 227 The Successful Virtual Team Member. . . . . . . . . . . . . . . . 228

Preparing for Leadership: What It Takes to Take the Lead. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 237 Leadership Skills and Team Development for Technical Professionals . . . . . . . . . . . . . . . . . . . . . . . 237 Leading with Emotional Intelligence. . . . . . . . . . . . . . . . 238 Coaching from a Distance: Developing Your Team When You Can’t Be Face to Face. . . . . . . . . . . . . . . 238 Developing Executive Leadership. . . . . . . . . . . . . . . . . . . 239 The Voice of Leadership: How Leaders Inspire, Influence and Achieve Results. . . . . . . . . . . . . . . . . . . . . 239

Assertiveness Training for Women in Business. . . . . . . . . 228

MANAGEMENT

Developing Your Emotional Intelligence. . . . . . . . . . . . . 229

Making the Transition from Staff Member to Supervisor.. . 240

COMMUNICATION How to Communicate With Diplomacy, Tact and Credibility. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 229

Management Skills for New Supervisors. . . . . . . . . . . . . . 240 Management Skills for New Managers. . . . . . . . . . . . . . . 241 Managing Today’s Technical Professionals. . . . . . . . . . . . 241

Responding to Conflict: Strategies for Improved Communication.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 230

The 7 Habits for Managers®: Essential Skills and Tools for Leading Teams. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 242

Building Better Work Relationships: New Techniques for Results-Oriented Communication. . . . . . . . . . . . . . . . 230

AMA Business Boot Camp: Management and Leadership Essentials.. . . . . . . . . . . . . . . . . . . . . . . . 242

Communicating Up, Down and Across the Organization.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 231

Moving from an Operational Manager to a Strategic Leader. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 243

Getting Results Without Authority. . . . . . . . . . . . . . . . . . 231

Successfully Managing People. . . . . . . . . . . . . . . . . . . . . 243

Expanding Your Influence: Understanding the Psychology of Persuasion. . . . . . . . . . . . . . . . . . . . . . . . . 232

MARKETING AND SALES

AMA’s Business Grammar Workshop. . . . . . . . . . . . . . . . 232 Effective Technical Writing. . . . . . . . . . . . . . . . . . . . . . . 233

Fundamentals of Marketing: Your Action Plan for Success. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 244

AMA’s Business Writing Workshop. . . . . . . . . . . . . . . . . . 233

Fundamental Selling Techniques for the New or Prospective Salesperson. . . . . . . . . . . . . . . . . . . . . . . . . . 244

FINANCE AND ACCOUNTING

OFFICE AND ADMINISTRATIVE SUPPORT

Fundamentals of Finance and Accounting for Non-Financial Managers. . . . . . . . . . . . . . . . . . . . . . . . . 234

Management Skills for Administrative Professionals. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 245

AMA’s Advanced Financial Forecasting and Modeling Workshop. . . . . . . . . . . . . . . . . . . . . . . . . 235

PROJECT MANAGEMENT

HUMAN RESOURCES Fundamentals of Human Resources Management. . . . . . . 235

Essentials of Project Management for the Non-Project Manager. . . . . . . . . . . . . . . . . . . . . . . . . . . 246 Improving Your Project Management Skills: The Basics for Success. . . . . . . . . . . . . . . . . . . . . . . . . . . 246

ADDITIONAL LIVE ONLINE COURSES. . . . . . . . . . 247

AMA Live Online Seminars are GSA approved and can be delivered onsite

TABLE OF CONTENTS

Present Information

seminar #2162 (see page 16 for classroom seminar) Assess and synthesize information so it’s meaningful to you and your business. Every day there is new information creating new demands. How do you assess its credibility? How will knowing this information help you make pivotal decisions? How can you be sure of drawing valid conclusions? This seminar gives you basic analytical tools to assimilate, assess, organize and analyze new knowledge, so you can use it to your best advantage.

Critical Thinking seminar #2533 (see page 24 for classroom seminar) Critical thinking helps you step back, examine your thought processes and make them more effective. You’ll ask the right questions, challenge assumptions and see others’ viewpoints with clarity. In this seminar, you’ll get hands-on experience with a battery of practical tools to help you make critical thinking an indispensable part of your skill set. WHO SHOULD ATTEND All business professionals who want to enhance their thinking process to achieve better results in business.

WHO SHOULD ATTEND All business professionals who want to learn basic analytical skills that they can apply to their jobs to make more informed and successful business decisions.

LESSON 1 Critical Thinking in Business • The importance of critical thinking in today’s business environment • Identifying a model for using critical thinking • Characteristics of effective critical thinkers

LESSON 1 Identify Analytical Skills for the Business Professional • Analytics for problem solving and decision making • The analytical process

LESSON 2 The Critical Thinking Process • Learning the key skills associated with the critical thinking process • The value of gaining insight into your critical thinking skills • Introduction to Pearson’s “My Thinking StylesTM” assessment

LESSON 2 Plan Your Analytical Approach to a Business Problem • Using tools to clarify questions • Deciding on an approach to analyzing a problem • Creating a data collection plan LESSON 3 Using Analytic Techniques for Problem Solving and Decision Making • Analyzing the situation • Selecting the “best” tools for your specific problem • Collecting, organizing and evaluating data LESSON 4 Pull It All Together; Apply Analytic Tools and Techniques for Business Solutions • Drawing initial conclusions from the data you’ve collected • Fine-tuning the information into a story

Professional Accreditations

LESSON 3 Appraising Your Critical Thinking Skills • Relating your insight from your “My Thinking Styles” to critical thinking in business • Selecting tools for your critical thinking skills • Identifying personal situations where critical thinking can be used LESSON 4 Integrating and Developing Critical Thinking Skills • Using critical thinking skills and techniques in a real business situation • Creating an action plan for further development NOTE Before attending this session, you will receive a link to the online “My Thinking Styles” assessment. You must complete the assessment to fully participate in this seminar. My Thinking Styles is a trademark of Pearson Education, Inc.

AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Professional Accreditation AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

Visit www.amatraining.org/2533 for details about CPE and SHRM credits.

www.amatraining.org/2533

Visit www.amatraining.org/2162 for details about CPE credits.

www.amatraining.org/2162 4 LESSONS 1.2 CEUs/12 PDUs/12 PDCs • $2,095/AMA Members $1,895

Tuesday and Thursday 2-5 pm ET Jan. 15-24. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2162-L3A-00312 April 23-May 2. . . . . . . . . . . . . . . . . . . . . . . . . . 2162-L3A-00324 Aug. 6-15 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2162-L3A-00334

4 LESSONS 1.2 CEUs/12 PDUs/12 PDCs • $2,345/AMA Members $2,095

Monday and Wednesday 2-5 pm ET Jan. 7-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2533-L3A-01518 March 18-27. . . . . . . . . . . . . . . . . . . . . . . . . . . . 2533-L3A-01524 Apr. 29-May 8. . . . . . . . . . . . . . . . . . . . . . . . . . . 2533-L3A-01540 July 8-17. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2533-L3A-01548 Sept. 9-18. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2533-L3A-01554

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Developing Your Analytical Skills: How to Research and

225

226

TABLE OF CONTENTS

Managing Chaos: Tools to Set Priorities and Make Decisions Under Pressure

seminar #2261 (see page 36 for classroom seminar) From the convenience of your desktop, you can acquire fast, easy-to-use tools and techniques to manage unproductive confusion and disorder, and transform them into controllable challenges. Take this immediate opportunity to apply your knowledge so you can adjust your priorities and demands with less stress and greater clarity. WHO SHOULD ATTEND Anyone facing shifting priorities, expanding workloads, tight deadlines, organizational restructuring, multiple projects or increased uncertainty.

Live Online Seminars

LESSON 1 Welcome to Chaos; Problem Solving • Identifying the real/root cause of a problem or issue • Choosing a tool to address chaos LESSON 2 Priority Planning and Decision Making • Analyzing four aspects of a situation to determine priorities • Closing the gap between the current problem and the desired solution • Using the priority matrix to support your decision LESSON 3 Planning Daily Work • Establishing a daily plan for completion of the most important priorities • Accurately estimating how long it takes to do things • Differentiating between necessary vs. unnecessary interruptions LESSON 4 Communication Skills for Managing Chaos • Responding assertively and strategically when priorities shift • Developing an “I” statement to use when presented with a difficult situation • Choosing and practicing language to positively influence others • Assertively communicating with your manager while maintaining a respectful relationship • Completing a task despite changes, interruptions and chaos

Time Management seminar #2233 (see page 38 for classroom seminar) Do you find yourself overloaded with work? Feel so stretched you can’t set priorities? Exhaust yourself daily without accomplishing your goals? Every minute of your day impacts the business. Answering yes to one or more of the above means it’s time to make a choice about how to spend your time. This seminar gives you flexibility in learning so you can find balance, achieve your objectives and be more effective and productive. WHO SHOULD ATTEND Business professionals who want greater control of their time, management style and life.

LESSON 1 Time Management Is Self-Management • Identifying typical time wasters • Recognizing development opportunities Planning for Success • Effectively defining SMART goals LESSON 2 Setting Priorities • Establishing important and valid priorities • Guidelines for prioritizing Putting Priorities Into Action • Creating a realistic and productive schedule • Using a robust planning process LESSON 3 Increasing Productivity • Creating productive and efficient routines • Identifying ways to organize and manage your environment Controlling Interruptions and Managing Yourself • Identifying ways to deal with distractions LESSON 4 Managing Technology • Developing strategies to use technology more productively • Identifying ways to manage email Creating Boundaries • Choosing activities to balance work and life • Creating your own “no” script

Professional Accreditation AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Visit www.amatraining.org/2261 for details about CPE credits.

www.amatraining.org/2261 4 LESSONS 1.2 CEUs/12 PDUs • $1,895/AMA Members $1,695

Professional Accreditation AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Visit www.amatraining.org/2233 for details about CPE credits.

www.amatraining.org/2233

Monday and Wednesday 2-5 pm ET Jan. 7-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2261-L3A-00803 Feb. 25-Mar. 6 . . . . . . . . . . . . . . . . . . . . . . . . . . 2261-L3A-00811 April 15-24. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2261-L3A-00823 June 10-19 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2261-L3A-00831 Aug. 12-21 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2261-L3A-00839 Sept. 9-18. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2261-L3A-00850

4 LESSONS 1.2 CEUs/12 PDUs • $1,895/AMA Members $1,695

Monday-Thursday 2-5 pm ET March 11-14. . . . . . . . . . . . . . . . . . . . . . . . . . . . 2233-L3A-01975 June 10-13 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2233-L3A-01991 Sept. 9-12. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2233-L3A-02003

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227

The 7 Habits of Highly Effective People® Signature Edition 4.0

The 5 Choices to Extraordinary Productivity™

seminar #2601 (see page 32 for classroom seminar)

By FranklinCovey—available through AMA Career demands and information overload can hurt our ability to think clearly. This seminar combines current neuroscience research with proven productivity principles to better manage your decisions, attention and energy. Apply a process and maximize the use of Microsoft Outlook® to achieve life’s most important outcomes by consistently making choices that create extraordinary value.

WHO SHOULD ATTEND Anyone who wants to feel more satisfied with what they accomplish. LESSON 1 Habit 1: Be Proactive® • Understanding the Maturity Continuum • Examining your paradigms • Circle of Influence versus Circle of Concern LESSON 2 Habit 2: Begin with the End in Mind® • Envisioning outcomes before you act • Creating and living by your personal mission statement Habit 3: Put First Things First® • Eliminating the unimportant • Implementing an effective planning system • Going from private victory to public victory LESSON 3 Habit 4: Think Win-Win® • Six paradigms of human interaction • Balancing courage and consideration • Creating win-win agreements; building win-win systems Habit 5: Seek First to Understand, Then Be Understood® • Why you need to diagnose before prescribing • The elements of empathetic listening

WHO SHOULD ATTEND Those looking for the tools to maximize productivity. LESSON 1 Choice 1: Acting on the Important Instead of Reacting to the Urgent • Discerning the important from the urgent or less important •T he language and methodology of importance Choice 2: Going for Extraordinary Instead of Settling for Ordinary • Clarifying what extraordinary looks like in your roles • Executing measurable goals to achieve role outcomes Choice 3: Scheduling the Big Rocks Instead of Sorting Gravel • Mastering weekly planning processes to identify, schedule and execute high-impact priorities •M astering daily planning processes to ensure attention, energy, and execution LESSON 2 Choice 4: Ruling Your Technology Instead of Letting It Rule You • Designing a personalized system to manage appointments, tasks, contacts, notes and documents • Turning Outlook® into a productivity workflow engine Choice 5: Fueling Your Fire Instead of Burning Out • Understanding the impact of brain health on performance • Using the 5 Energy Drivers to sustain energy

LESSON 4 Habit 6: Synergize® • Valuing and celebrating differences • Practicing creative cooperation Habit 7: Sharpen the Saw® • Renewing in the 4 dimensions • Being strong in the hard moments • 7 Habits benchmark debrief and creating an action plan Visit www.amatraining.org/2601 for details about CPE credits.

Visit www.amatraining.org/2605 for details about CPE credits.

www.amatraining.org/2605

www.amatraining.org/2601 4 LESSONS 1.2 CEUs • $2,195/AMA Members $1,995

2 LESSONS 1.0 CEU • $2,095/AMA Members $1,895

Monday-Thursday 2-5 pm ET

Tues. 9-5 pm ET and Wed. 9 am-2 pm ET

Jan. 7-10. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2601-L3A-01237 Feb. 4-7. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2601-L3A-01245 March 4-7. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2601-L3A-01252 April 1-4 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2601-L3A-01267 May 6-9. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2601-L3A-01279 June 10-13 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2601-L3A-01290 July 8-11. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2601-L3A-01297 July 29-Aug. 1. . . . . . . . . . . . . . . . . . . . . . . . . . . 2601-L3A-01306 Sept. 9-12. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2601-L3A-01320

Jan. 22-23. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2605-L3A-00473 Feb. 19-20. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2605-L3A-00479 March 19-20. . . . . . . . . . . . . . . . . . . . . . . . . . . . 2605-L3A-00484 April 2-3 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2605-L3A-00516 Apr. 30-May 1. . . . . . . . . . . . . . . . . . . . . . . . . . . 2605-L3A-00492 June 18-19 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2605-L3A-00501 July 16-17. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2605-L3A-00515 Aug. 13-14 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2605-L3A-00508 Sept. 24-25. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2605-L3A-00514

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Live Online Seminars

By FranklinCovey—available through AMA. The 7 Habits of Highly Effective People® seminars are based on the teachings of Dr. Stephen R. Covey. Live the 7 Habits to create dramatic change in your life. The Signature 4.0 version of this program takes the 7 Habits to a whole new level, with even more tools and processes to help you live and apply the 7 Habits, including more than 30 videos; a powerful Living the 7 Habits mobile app; new Skill and Practice cards with 20 7 Habits practices, and much more.

seminar #2605 (see page 34 for classroom seminar)

228

TABLE OF CONTENTS Only Available Live Online

The Successful Virtual NEW Team Member seminar #2908 Apply specialized skills to be a value-added contributor in virtual teams It’s a paradox: as a member of a virtual team, you’re often more visible than you might be in person. Why? Because effective communications, trust and a strong virtual presence need to be quickly established when working with other team members. If this is done, you’ll stand out as a valued contributor. If not, you risk standing out as a non-contributor. Take this course to learn how to establish your presence and communicate effectively in a virtual realm, build strong virtual team relationships, and collaborate with success. In addition, you’ll gain tools and techniques to influence others, address differences before they become conflicts, foster trust and credibility, and much more.

Live Online Seminars

WHO SHOULD ATTEND Anyone who is part of or interacts with virtual, remote or mobile teams. LESSON 1 The Virtual Team Member: Challenges and Opportunities • Identifying the characteristics of effective teams and effective virtual team members • Knowing how you can make valued contributions to your team’s objectives • Recognizing that value is demonstrated differently in virtual vs. onsite work environments

Assertiveness Training for Women in Business seminar #2528 (see page 54 for classroom seminar) Command respect and strengthen your leadership ability by learning essential assertiveness skills for women. Knowing how to assert yourself is vital for getting what you want. Learn how to handle any situation without seeming either shy or pushy. You’ll practice and refine your assertiveness skills and share your concerns with other women via chat, VoIP and in breakout group activities. WHO SHOULD ATTEND Female business professionals who want to build their strengths, and improve their communication, conflict resolution, delegation and action-planning skills. LESSON 1 Assessing Yourself • Distinguishing between passive, assertive and aggressive verbal and nonverbal behaviors • Identifying personal work situations and obstacles that challenge assertive behavior • The Assertiveness Style Profile LESSON 2 Assertive Techniques • The AEIOU Communication Model • How to say no and survive • Responding to put-down sentences • Manipulation and manipulative ploys

LESSON 3 Key Communication Skills Necessary for Assertiveness • Three components of communication • Differentiating the communication styles of women vs. men • Listening assertively • Handling feedback and criticism effectively

LESSON 4 Achieving the Desired Personal and Professional Balance • Anger and its symptoms when unexpressed • The “Docs” Model • Stress-reducing techniques

LESSON 3 Building Relationships • Establishing a professional relationship with your virtual peers • Forging a strong relationship with your manager/supervisor • Asking for feedback and promoting collaboration • Making virtual team meetings more engaging and productive Cross Cultural Communication—Best Practices • Recognizing your organization’s culture and its accepted behaviors • Understanding and navigating cultural differences and language barriers www.amatraining.org/2908

Professional Accreditation AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Visit www.amatraining.org/2528 for details about CPE credits.

www.amatraining.org/2528

4 LESSONS 1.2 CEUs • $1,795/AMA Members $1,595

4 LESSONS 1.2 CEUs/12 PDUs • $2,345/AMA Members $2,095

Tuesday and Thursday 2-5 pm ET

Monday and Wednesday 2-5 pm ET

Jan. 22-29. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2908-L3A-00006 April 2-9 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2908-L3A-00007 July 9-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2908-L3A-00009 Sept. 17-24. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2908-L3A-00010

March 4-13. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2528-L3A-01147 May 6-15. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2528-L3A-01155 July 15-24. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2528-L3A-01162 Sept. 16-25. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2528-L3A-01169

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TABLE OF CONTENTS

I’ve taken a number of AMA courses and this one ranks very high. Content and — Bryan B.P. leader—fantastic.

”

Developing Your Emotional Intelligence seminar #2144 (see page 45 for classroom seminar) Today’s fast-paced, team-based and global work environments need strong and effective relationships for maximum results. Emotional Intelligence (EI) competencies are at the heart of workplace relationships and productivity. This live online seminar emphasizes the practical application of EI concepts rather than just focusing on theory. Learn and practice these skills to achieve greater personal awareness, connect with others, manage stress and more. WHO SHOULD ATTEND Anyone who wants to maximize their performance, as well as personal and business success, by increasing emotion management and self-understanding through EI skills. LESSON 1 Expanding EI Personal Awareness • Identifying and naming emotions and their levels of intensity • Analyzing emotions from their cognitive and physiological manifestations • Recognizing emotional igniters and applying emotionally intelligent regulation strategies LESSON 2 Engaging EI Relationships and Personal Impact • Identifying the impact our EI has on connecting with others • Applying emotionally intelligent communication skills to relationship building and maintenance • Practicing listening skills that build and maintain empathy Demonstrating Emotionally Intelligent Stress Management and Resilience • Recognizing stress as a complex set of emotional and physical responses that can have positive and/or limiting results • Practicing proactive stress management techniques to stay emotionally well-balanced • Defining resilience and how it impacts effectiveness at work LESSON 3 Leveraging Healthy, Emotionally Intelligent Conflict and Collaboration • Recognizing the central role of relationship development and maintenance in achieving healthy conflict • Demonstrating a collaborative attitude at work through the application of EI Bringing it All Together • Synthesizing emotionally intelligent competencies to address complex EI challenges and opportunities www.amatraining.org/2144 3 LESSONS 0.9 CEU • $2,195/AMA Members $1,995

Monday-Wednesday 2-5 pm ET Feb. 25-27. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2144-L3A-00400 May 6-8. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2144-L3A-00432 May 6-8. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2144-L3A-00432 Aug. 5-7 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2144-L3A-00441

How to Communicate With Diplomacy, Tact and Credibility seminar #2206 (see page 62 for classroom seminar) What you say and how you say it can determine your success. It takes a special set of skills to hear others clearly and respond appropriately when feeling challenged or overwhelmed. You’ll develop hands-on skills for productively receiving and transmitting information, ideas, thoughts, feelings and needs. WHO SHOULD ATTEND Those who want to advance their credibility with diplomatic communication.

LESSON 1 How Diplomacy, Tact and Credibility Affect How You’re Perceived • The PIE (Performance, Image, Exposure) model and perception • Unspoken contracts, nonverbal messages and coded messages • Dealing with passive/aggressive behaviors • Managing what you say and how you say it LESSON 2 Communication Style Differences • Understanding how style impacts your image • Reading others so you can communicate more effectively • Learning to flex your style to meet the situation LESSON 3 Effective and Powerful Communication Skills • Learning the Know-Feel-Do Model of Communication • Adjusting your communication style for generational and cultural differences • Identifying the 3 Vs: Visual, Verbal and Vocal components of communication • Identifying red-flag words and cultural faux pas that can hurt conversations LESSON 4 Better Communication Through Effective Listening Skills • Understanding the barriers and obstacles to effective listening • Using credibility to influence your audience and gain respect • Trust and other characteristics of credible people • Identifying and working on your own communication Visit www.amatraining.org/2206 for details about CPE and SHRM credits.

www.amatraining.org/2206 4 LESSONS 1.2 CEUs • $2,095/AMA Members $1,895

Monday-Thursday 2-5 pm ET Jan. 14-17. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2206-L3A-02047 Feb. 11-14. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2206-L3A-02057 March 25-28. . . . . . . . . . . . . . . . . . . . . . . . . . . . 2206-L3A-02073 April 8-11 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2206-L3A-02091 May 6-9. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2206-L3A-02101 June 3-6 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2206-L3A-02110 July 15-18. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2206-L3A-02127 July 29-Aug. 1. . . . . . . . . . . . . . . . . . . . . . . . . . . 2206-L3A-02131 Sept. 9-12. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2206-L3A-02145

www.amatraining.org/liveonline

1-800-854-4493

Live Online Seminars

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Responding to Conflict

Building Better Work Relationships: New Techniques

seminar #2115 (see page 66 for classroom seminar)

seminar #2235 (see page 68 for classroom seminar)

Learn to manage disputes and disagreements positively and proactively. This live online seminar will teach you to recognize the causes of interpersonal conflict. You’ll become aware of your emotional triggers to prevent explosive situations. The new strategies of conflict management you’ll acquire will improve your communication performance and ultimately increase the success of your business initiatives.

Build a more successful career by making your work relationships more successful. Discover the attributes critical to solid work relationships and become more accepting of the differences between people. Learn to use these differences as a positive force within your organization. This live online seminar will also help you become more skilled at analyzing situations and selecting the most productive communication strategies to use.

WHO SHOULD ATTEND Business professionals who want to expand their conflict management skills, understand their own emotions and behaviors when addressing conflict and find productive ways to manage conflict.

WHO SHOULD ATTEND Anyone who wants to build better work relationships, maximize impact, increase productivity and drive results by applying effective communication and relationship management.

Live Online Seminars

Strategies for Improved Communication

LESSON 1 Developing Conflict Awareness and Responses to Conflict • Five levels of conflict • Preventing relationships from deteriorating • Managing emotions during a conflict • The Conflict Response Model (PURR) LESSON 2 Conflict Strategies and the Role of Trust • Listening for understanding and to summarize and validate • Five strategies for handling conflict • Establishing or re-establishing trust LESSON 3 Moving Beyond Conflict; Dealing with Difficult Behavior • Reacting vs. responding • Being assertive: “I-Messages” and a model to disagree • Detoxifying language • Types of behavior that are most difficult to handle LESSON 4 Mapping the Conflict; Forecasting Potential Thunderstorms • Applying Conflict Mapping to a case study and individual situation • Creating an action plan to apply strategies to your own work situation

for Results-Oriented Communication

LESSON 1 Effective Workplace Relationships • Assessing your workplace relationships • Identifying effective workplace relationships • Understanding how your perceptions affect your relationships • Becoming a conscious communicator LESSON 2 Building Better Relationships with Ourselves and Others • Using Emotional Intelligence to improve work relationships • Using assertive verbal and nonverbal behaviors • Building rapport and trust LESSON 3 Expressing Needs Within Relationships • Using direct and indirect messages • Improving listening skills and removing listening barriers • Asking good questions LESSON 4 Addressing Relational Change and Conflict • Addressing and communicating change • Resolving conflicts without destroying relationships Professional Accreditations AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Professional Accreditations AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI). This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

Visit www.amatraining.org/2235 for details about CPE credits.

www.amatraining.org/2235 www.amatraining.org/2115 4 LESSONS 1.2 CEUs/12 PDUs/12 PDCs • $2,195/AMA Members $1,995

Monday and Wednesday 2-5 pm ET Feb. 4-13. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2115-L3A-00633 May 6-15. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2115-L3A-00645 Aug. 5-14 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2115-L3A-00654

4 LESSONS 1.2 CEUs/12 PDUs/12 PDCs • $2,345/AMA Members $2,095

Monday and Wednesday 2-5 pm ET March 11-20. . . . . . . . . . . . . . . . . . . . . . . . . . . . 2235-L3A-01532 April 15-24. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2235-L3A-01577 June 3-12 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2235-L3A-01557 Aug. 5-14 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2235-L3A-01566

AMA Live Online Seminars are GSA approved and can be delivered onsite

Communicating Up, Down and Across the Organization seminar #2203 (see page 73 for classroom seminar) Get heard—regardless of where you sit in the organization. Are you prepared to communicate with anyone in your company? Do you know how to analyze your audience? Can you frame your message so people feel connected to you? In this seminar, you’ll learn how to build mutual understanding and connectivity with others, discover influence strategies and get skills to critically evaluate each unique communication event. WHO SHOULD ATTEND Business professionals who want to be strong, passionate and effective communicators and speak to the hearts and minds of a variety of audiences across organizational boundaries.

LESSON 1 Putting the “Best” You Forward • Exploring your communication image • Getting and keeping trust • Building rapport through identification and mirroring LESSON 2 Targeting Your Message to the Audience and Situation • Exploring your audience, focusing on their needs and processing preferences. • Targeting your message to the mind and heart of your listener • Choosing the best channel for discussion to fit various situations LESSON 3 Framing the Message • Using indirect vs. direct messaging • Setting a clear purpose or result • Adapting to the audience and situation • Building content understanding • Achieving the desired emotional response • Identifying influencing strategies LESSON 4 Motivating and Influencing Throughout the Organization • Practicing various motivational, informational and influencing presentation formats • Applying influencing strategies for workplace situations

Great guidance. Each lesson “continued building to the end.

”

Great tips from a knowledgeable —Phil H. instructor.

Getting Results Without Authority seminar #2532 (see page 78 for classroom seminar) How do you get results from people who don’t work for you? Focus on the key elements of influencing others when there is a lack of authority—personal power, persuasion and negotiation. You will practice powerful influencing techniques and enhance your learning with assessment tools and group activities. WHO SHOULD ATTEND Business professionals who need to get work done through others or convince another person to buy into an idea.

LESSON 1 Building Your Personal Power Base • The personal power model • Fundamentals of exchange and reciprocity • A new mental model of influence LESSON 2 Relationships, Partnerships and Preferred Behavioral Styles • Building relationships up, down and across the organization • Avoiding the Negative Attribution Cycle LESSON 3 Persuasion • The keys to persuasion: discovery, preparation and dialogue • Credibility, logic and emotion in the persuasion process LESSON 4 Conflict and Negotiation • Five approaches to conflict management • Negotiation steps and process

Professional Accreditation AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Visit www.amatraining.org/2203 for details about CPE and SHRM credits.

231

Visit www.amatraining.org/2532 for details about CPE credits.

www.amatraining.org/2203

www.amatraining.org/2532

4 LESSONS 1.2 CEUs • $2,095/AMA Members $1,895

4 LESSONS 1.2 CEUs/12 PDUs • $2,345/AMA Members $2,095

Monday and Wednesday 2-5 pm ET

Tuesday and Thursday 2-5 pm ET

Mon. and Wed. 2-5 pm ET Jan. 7-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2203-L3A-00585 March 18-27. . . . . . . . . . . . . . . . . . . . . . . . . . . . 2203-L3A-00592 May 13-22. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2203-L3A-00604 Aug. 12-21 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2203-L3A-00614

Jan. 15-24. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2532-L3A-01540 March 19-28. . . . . . . . . . . . . . . . . . . . . . . . . . . . 2532-L3A-01551 May 7-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2532-L3A-01563 July 9-18. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2532-L3A-01577 Sept. 10-19. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2532-L3A-01589

www.amatraining.org/liveonline

1-800-854-4493

Live Online Seminars

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Expanding Your Influence Understanding the Psychology of Persuasion seminar #2204 (see page 81 for classroom seminar)

Live Online Seminars

Uncover persuasion techniques that most people don’t even know exist—and use them to build your influence. Now you can get insights into the psychology of what truly prompts us to say yes or no. This seminar explores these psychological triggers, and shows you how to apply persuasion principles to a wide variety of business interactions so you can achieve the outcomes you want. WHO SHOULD ATTEND Mid-level business professionals who need to understand how people are convinced to do something. LESSON 1 Appealing to Human Nature and Fulfilling Emotional Needs • The Law of Expectations: The impact of suggestions • The Law of Esteem: How praise releases energy • The Law of Connectivity: Contagious cooperation • The Law of Social Validation: The art of social pressure • The Law of Association: Create the climate • The Law of Contrast: How to create extra value LESSON 2 Involving to Persuade and Creating Discomfort • The Law of Involvement: Create and awaken curiosity • The Law of Dissonance: Internal pressure is the secret LESSON 3 Balancing Emotion and Logic • The Law of Scarcity: Get anyone to take immediate action • The Law of Obligation: Get anyone to do a favor

Professional Accreditation

TABLE OF CONTENTS

AMA’s Business Grammar Workshop seminar #2121 (see page 83 for classroom seminar) Avoid costly and embarrassing mistakes in all types of business writing. The perfect and painless way to refresh your knowledge of grammar and punctuation. Learn standard rules you must know for achieving proper usage and grammar, and then apply what you’ve learned in hands-on exercises and activities. You’ll increase your confidence and ability when writing emails, reports, proposals and all other types of business correspondence. WHO SHOULD ATTEND All professionals who want to improve their grammar skills and increase their confidence with all types of business writing.

LESSON 1 Words, Words, Words • Grammar overview and pre-workshop survey • Finding typical (and not-so-typical) errors in grammar • The parts of speech • Common verb mistakes: tense, mood, subject-verb agreement LESSON 2 More About Words • Adjective-adverb confusion • Picking the proper pronoun • Using workarounds for an awkward grammar rule • Wobbly words: using mnemonic devices to remember tricky word pairs • Capitalization, abbreviation, and number usage LESSON 3 Sentences • The basic units of a sentence • Building and deconstructing grammatically correct sentences • Running stop signs and stopping short: comma splices, run-on sentences, and sentence fragments • Placing the punctuation • Dazed by phrases, paused by clauses • Dangling and misplaced modifiers LESSON 4 More About Sentences • Unclear pronoun references: clarifying your meaning • A delicate balance: parallel structure • Active and passive voice • Working with “exceptions to the rule” • Scavenger hunt: course review • Post-course survey: an “open book” test

AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Visit www.amatraining.org/2204 for details about CPE credits.

www.amatraining.org/2204

Visit www.amatraining.org/2121 for details about CPE credits.

www.amatraining.org/2121

3 LESSONS 0.9 CEU/9 PDUs • $2,095/AMA Members $1,895

Tuesday-Thursday 2-5 pm ET Feb. 19-21. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2204-L3A-00384 May 7-9. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2204-L3A-00404 Aug. 6-8 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2204-L3A-00413

4 LESSONS 1.2 CEUs • $1,795/AMA Members $1,595

Monday-Thursday 2-5 pm ET Feb. 11-14. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2121-L3A-00164 May 13-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2121-L3A-00170

AMA Live Online Seminars are GSA approved and can be delivered onsite

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Effective Technical Writing

“

I learned new skills and was able to apply that learning immediately to email communications I sent out. I am eager to continue using the skills and experiencing the benefits. —Amy F.

”

AMA’s Business Writing Workshop

seminar #2216 (see page 86 for classroom seminar)

seminar #2211 (see page 84 for classroom seminar)

Present complex technical information with precision, clarity, impact and simplicity. Take this live online seminar to learn proven approaches for conveying technical information in emails, letters, reports, manuals, instructions, documentation and proposals. You’ll also gain insights to help you better recognize the needs of your audience, be able to organize your information to make the best possible impression—and get valuable instructor feedback on your writing.

Get hands-on business writing guidance without ever leaving your computer. You’ll learn quick and easy methods for composing letters, emails, reports, proposals and performance appraisals—and save time by focusing on what to write instead of how to write it. Gain basic formats and formulas for tackling any kind of writing task and communicating to your readers.

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

LESSON 1 The Territory • Aspects of technical writing • Technical report elements • Writing abstracts • Preparing technical reports and proposals LESSON 2 The Task • Understanding reader needs • Writing the first draft LESSON 3 The Techniques • Patterns of technical writing • Organizing technical information • Using illustrations LESSON 4 The Tweaks/Tweets • Achieving sentence clarity • Editing and proofreading

WHO SHOULD ATTEND Business professionals at any level who need to save time by streamlining their writing process.

LESSON 1 Standards—Principles of Excellent Business Writing • Applying the principles of effective business writing • Establishing a clear purpose in all your writing • Meeting the reader’s needs by providing sufficient detail LESSON 2 Structure—Organizing Messages for Maximum Effect • Techniques for overcoming writer’s block • Employing patterns of organizing information • Connecting sentences and paragraphs like a pro LESSON 3 Style—Using Language Professionally • Achieving clarity and precision in daily business writing • Choosing concise, direct language • Determining the best tone for a variety of situations LESSON 4 Strategies—Techniques for Ensuring Quality Messages • Revising first drafts for purposefulness, detail and organization • Editing language effectively and efficiently • Proofreading messages for the most common errors Professional Accreditation AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Professional Accreditation AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

www.amatraining.org/2216 4 LESSONS 1.2 CEUs/12 PDUs • $2,195/AMA Members $1,995

Tuesday and Thursday 2-5 pm ET Feb. 12-21. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2216-L3A-00563 June 4-13 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2216-L3A-00576

Visit www.amatraining.org/2211 for details about CPE credits.

www.amatraining.org/2211 4 LESSONS 1.2 CEUs/12 PDUs • $1,995/AMA Members $1,795

Tuesday and Thursday 2-5 pm ET Jan. 15-24. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2211-L3A-00824 April 2-11 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2211-L3A-00836 July 9-18. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2211-L3A-00845 Sept. 17-26. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2211-L3A-00851

www.amatraining.org/liveonline

1-800-854-4493

Live Online Seminars

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Fundamentals of Finance and Accounting for Non-Financial Managers seminar #2218 (see page 98 for classroom seminar) Overcome your fear of finance and learn the financial impact of your decisions— without leaving your office. Finance...for nonfinancial managers. It’s a topic you must understand—especially during challenging economic times when financial acumen is expected at every organizational level. You’ve got to know how to justify a request, quantify your contributions to the company and spot profit drains immediately. Because whether you’re a wizard of finance or a nonfinancial manager, performance is measured the same way—in dollars and cents! Offering an accessible overview of finance for nonfinancial managers, this seminar features exactly what you need to further your career and build your future. From accruals and write-offs to receivables and payables, this workshop shows nonfinancial managers the concepts, tools and techniques that can help make each decision pay off—on the job and on the bottom line. WHO SHOULD ATTEND This program is designed for non-financial managers in every functional area of responsibility, in all industries.

Live Online Seminars

HOW YOU WILL BENEFIT • Get a firm grasp of the numbers side of your job • Gain greater confidence with a working knowledge of business financials • Learn how to “think finance” and translate performance into financial terms • Cultivate proactive working relationships with finance professionals and enhance your value to the organization • Understand the business dynamics of dollars and cents—and take initiatives that meet your short- and long-term goals • Take the guesswork out of your decision making and deliver a better bottom line • Expand your professional expertise—and your career opportunities WHAT WILL BE COVERED LESSON 1 Basic Accounting Concepts and Financial Statements • Generally Accepted Accounting Principles (GAAP) • Terminology associated with financial statements • Cash vs. Accrual Basis Accounting

Professional Accreditations

LESSON 2 Evaluating an Annual Report and Calculating Financial Ratios • The key components of an annual report • Using the DuPont formula LESSON 3 Calculating Financial Ratios (cont’d), Cost Analysis and Profit Planning • Evaluating an organization’s performance compared with its budgeted goals • Helping your organization explore ways to improve profitability

AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI). The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

LESSON 4 Analyzing Capital Expenditures and Budgeting More Effectively • Distinguishing between capital expenditure budgets and operating budgets • Applying different methods of evaluating capital expenditures • Identifying different types of budgeting systems in use today • Analyzing budgets for different purposes • Using different methods of evaluating and monitoring operating performance www.amatraining.org/2218

4 LESSONS 1 .2 CEUs/12 PDUs/12 PHR/SPHR/12 PDCs $2,345/AMA Members $2,095

Tuesday and Thursday 2-5 pm ET Jan. 8-17. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2218-L3A-02749 Feb. 19-28. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2218-L3A-02760 April 9-18 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2218-L3A-02787 May 7-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2218-L3A-02836

June 4-13 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2218-L3A-02801 Aug. 6-15 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2218-L3A-02818 Sept. 10-19. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2218-L3A-02824

AMA Live Online Seminars are GSA approved and can be delivered onsite

AMA’s Advanced Financial Forecasting and Modeling Workshop seminar #1276 (see page 107 for classroom seminar) Create more powerful and accurate financial models that steer you to improved decision making. This highly interactive seminar shows you how to build effective models to better analyze financial data, forecast revenues and costs, assess risks and justify critical business decisions. WHO SHOULD ATTEND Analysts and executive-level managers who work with financial models, need a refresher course on modeling methods—as well as experienced financial professionals who have not built models on a regular basis. Note: Please bring a laptop equipped with Excel® 2007 or 2010 to this seminar.

LESSON 1 Finance Theory As Used in Modeling • Using various interest and risk measures Creating Financial Models in Microsoft Excel® • Developing a set of guidelines for preparing financial models in Excel LESSON 2 Creating Financial Models in Microsoft Excel (cont’d): • Applying the Pyramid Structure The Art of Building Models • Creating new models to solve complex business problems LESSON 3 Model Statistics and Forecasting • Presenting and analyzing data using statistical techniques LESSON 4 Modeling Risk and Uncertainty • Developing simple techniques to handle uncertainty Professional Accreditations

Approved for up to 13.6 FP&A recertification credits by the Association for Financial Professionals at the rate of one credit for each 50 minutes of attendance.

Recommended CPE Credit: 14 hours/Advanced Recommended for optimum learning benefit: Familiarity with fundamentals of financial analysis (seminar #1552) Advance Preparation: Online pre- and post-seminar assessments Instructional Method: Group-Internet-Based Field of Study: Technical—Accounting, Finance, Management Services, Specialized Knowledge

www.amatraining.org/1276

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Interactive modules create a dynamic learning experience

Fundamentals of Human Resources Management seminar #8506 (see page 113 for classroom seminar) This intensive, live online seminar will give you a solid overview of all aspects of HR. Whether you’re a recently appointed HR manager, are new to HR or have a non-HR job with HR responsibilities, this seminar can give you the capabilities you need. Understand essential HR functions and learn to develop an action plan to put to work in your organization—all right at your desktop. WHO SHOULD ATTEND New HR practitioners; non-HR practitioners with HR responsibilities; experienced HR professionals seeking a fast review of HR’s role in today’s workplace. LESSON 1 The Changing Role of HR and the HR Function • The role of HR in today’s workplace and beyond • Primary components of the HR function • HR, non-HR and shared employee-related functional activities LESSON 2 Legal Responsibilities and the Employment Process • HR and managerial legal responsibilities • Key federal employment-related legislation • Workplace sexual harassment • Matching applicants with job requirements and responsibilities LESSON 3 Information Processing; Benefits • Human Resources Information System (HRIS) • Policies and Procedures manuals • Mandated and voluntary benefits LESSON 4 Compensation; Performance Management; Organizational and Employee Development • Characteristics of an effective compensation system • Elements of an effective performance management system • Respective responsibilities in training • Employee retention strategies Visit www.amatraining.org/8506 for details about SHRM credits.

www.amatraining.org/8506 4 LESSONS 1 .2 CEUs/14 CPE/13.6 CCM/CTP/13.6 FP&A $2,545/AMA Members $2,295

4 LESSONS 1.2 CEUs • $2,195/AMA Members $1,995

Monday and Wednesday 2-5 pm ET

Jan. 7-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1276-L3A-00604 May 6-15. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1276-L3A-00611 Sept. 9-18. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1276-L3A-00615

Jan. 7-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8506-L3A-00957 April 8-17 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8506-L3A-00965 Aug. 12-21 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8506-L3A-00973

www.amatraining.org/liveonline

1-800-854-4493

Live Online Seminars

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Leading Virtual Teams

Why are AMA’s Live Online Seminars so popular?

seminar #2280 (see page 129 for classroom seminar)

Here’s what our customers say… class was better than I expected it “toThe be because it was interactive, interesting, relevant. We stayed on point and all of the lessons were comprehensible and worthwhile.

”

— Nick S. (How to Communicate with Diplomacy, Tact and Credibility)

Live Online Seminars

much enjoyed this program. “ II very felt the information was provided in a succinct manner that made sense, and the instructor gave tangible tools that I can use in my place of work. I enjoyed the online learning atmosphere as well.

”

— Joanna M. (Improving Your Project Management Skills: The Basics for Success)

course was jam-packed with great “ This information, wonderful discussion and breakout sessions. I left feeling much better equipped to handle work relationships—building positive ones from the beginning and handling challenges that inevitably get in the way.

”

— Elaine C. (Building Better Work Relationships: New Techniques for Results-Oriented Communication)

Maximize the synergy and productivity of your virtual or remote team. This powerful and interactive course can help you build and maintain truly synergistic and effective long-distance teams. You’ll acquire the tools and methods you need to manage and lead virtual and remote teams with success and complete confidence WHO SHOULD ATTEND Managers, senior managers, directors, and project leaders of global and/or geographically dispersed teams.

LESSON 1 Define Your Role as a Virtual Leader • Discussing challenges unique to virtual leaders • Assessing virtual leadership competencies • Understanding your personality style and its impact others and your work as a virtual leader Build the Virtual Team • Discovering what team members need most in order to be high functioning and performing • Recognizing the unique differences between the stages of building a virtual vs. co-located team • Creating and sustaining trust on a virtual team LESSON 2 Lead Virtual Communication • Selecting appropriate technology for communication goals • Evaluating team member engagement during audio-only virtual communication • Pre-empt conflict on your team by learning to bridge differences and creating team agreements. LESSON 3 Building Team Member Skills Through Coaching • Coaching effectively to build trust, relationship, engagement and productivity on your team. • Demonstrating ability to apply coaching model in a virtual work situation Facilitating Virtual Meetings • Evaluating your meetings against team member and stakeholder needs. • Generating solutions to address issues specific to virtual team meetings • Viewing “meetings culture” and practices as the engine that drives engagement, performance and results on a virtual team.

here was a lot of material that was “ Tcovered, which our instructor presented

in a way that was engaging and helped make difficult concepts relatable.

”

— Kelly S. (Fundamentals of Finance and Accounting for Non-Financial Managers)

www.amatraining.org/2280 3 LESSONS 0.9 CEU • $2,195/AMA Members $1,995

Monday-Wednesday 2-5 pm ET Jan. 14-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2280-L3A-00356 April 8-10 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2280-L3A-00368 July 31-Aug. 2. . . . . . . . . . . . . . . . . . . . . . . . . . . 2280-L3A-00365

AMA Live Online Seminars are GSA approved and can be delivered onsite

TABLE OF CONTENTS

What It Takes to Take the Lead

seminar #2536 (see page 124 for classroom seminar) Learn how to get noticed—and develop the skills every confident leader needs. This leadership training course is uniquely designed to help leaders-to-be get ready for their new challenges and responsibilities. You’ll discover the heart and mind of true leadership. Through self-assessments and other leadership scenarios, explore roles as strategist, change agent, coach, manager, communicator, mentor, and team member—and learn to develop your unique leadership style for maximum impact. WHO SHOULD ATTEND Any manager who is a potential candidate for a leadership role or who is about to take on a new leadership assignment.

LESSON 1 Is There a Leader in You? • Describe the qualities senior management looks for in candidates for leadership positions • Identify your major strengths and areas for improvement as a leader • Explore the critical success factors in becoming a leader, and how to see that there is a leader in you LESSON 2 What Do Leaders Talk About? • Identify the four leadership styles • Assess your leadership style What Is Your Leadership Image? • Project the positive professional image of a leader • Develop a powerful vision, mission, and values statement • Critical actions to becoming an effective leader, and how to adapt your leadership style for the situation LESSON 3 How Can You Build Your Influence and Power? • Describe ways that leaders can build their power and influence • Expand your power networks by developing key relationships • List the traps to avoid in using power How Can You Handle Organizational Politics? • Explain why leaders must understand and participate in organizational politics • Explain strategies for getting others to support your agenda • Cope with and survive the agendas of adversaries

Leadership Skills and Team Development for Technical Professionals seminar #2569 (see page 126 for classroom seminar) Master the art of technical leadership with these essential people skills. Helping technical professionals successfully complete tasks through positive work relationships is a key leadership responsibility. Learn how to build and lead an effective team and evaluate your team’s performance. You will also develop a practical action plan for continued leadership success. WHO SHOULD ATTEND Technical professionals, including team leaders, managers, directors and others who want to enhance their team-building and leadership skills.

LESSON 1 Forming • Using your understanding of technical professionals to lead teams • Determining your leadership style and using it effectively • Using the Team Meeting Success Tool to improve team performance LESSON 2 Storming • Establishing the basic necessities of team building • Taking effective action with changing team dynamics • Preventing or minimizing destructive conflict LESSON 3 Norming • Applying planning, discipline and problem solving, and delegating responsibility • Coaching and providing feedback to individuals and the team • Leading the team using motivation, communication and leadership without authority LESSON 4 Performing • Monitoring and measuring performance • Improving your individual leadership skills • Moving a team toward high performance

How Can You Motivate People? • Explain what really motivates people Professional Accreditation AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Professional Accreditation AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

www.amatraining.org/2536 3 LESSONS 0.9 CEU/9 PDUs • $2,095/AMA Members $1,895

www.amatraining.org/2569

Monday-Wednesday 2-5 pm ET Feb. 6-8. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2536-L3A-00949 May 13-15. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2536-L3A-00964 July 8-10. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2536-L3A-00975 Sept. 16-18. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2536-L3A-00988

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

Tuesday and Thursday 2-5 pm ET April 30-May 9. . . . . . . . . . . . . . . . . . . . . . . . . . 2569-L3A-00465

www.amatraining.org/liveonline

1-800-854-4493

Live Online Seminars

Preparing for Leadership

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Leading with Emotional Intelligence seminar #2133 (see page 134 for more information) At the core of successful leadership are the best practices and attributes of Emotional Intelligence (EI). It’s this skill that sets you apart as an innovative, effective and impactful leader. This course uses an integrated competency approach to help you develop this crucial skill. Also practice and apply methods for consistently using EI. WHO SHOULD ATTEND Senior managers and leaders who need to create a healthy, productive workplace and organizational culture by enhancing their overall effectiveness through EI.

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Live personal feedback from your instructor and peers

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Only Available Live Online

Coaching from a Distance Developing Your Team When You Can’t Be Face to Face seminar #2559 (visit www.amatraining.org/2559 for more information)

Live Online Seminars

LESSON 1 Integrating EI and Leading Competencies • Recognizing the impact your emotionally intelligent interpersonal communication skill has on your colleagues • Applying emotionally intelligent speaking and listening skills to leadership LESSON 2 Achieving Emotionally Intelligent Influence and Inspiration • Analyzing resistance through the lens of EI • Applying skills to inspire using emotionally intelligent leadership stories Encouraging Emotionally Intelligent Collaboration Practices • Sharing effective approaches for EI collaboration • Allowing opportunities to practice effective inquiry LESSON 3 Managing Change with EI • Recognizing how emotions affect attitudes toward change • Helping colleagues move beyond their resistance to change Attaining Healthy Conflict with EI • Applying strategies for cultural and communication awareness when leading and managing healthy conflict LESSON 4 Leading Emotionally Intelligent Teams • Analyzing a team’s social and emotional intelligence • Utilizing mindfulness practices when team members encounter stress Your EI Leadership Journey • Synthesizing emotionally intelligent competencies to address complex leadership challenges and opportunities

Professional Accreditation The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

Successful coaching is challenging and rewarding—but coaching remotely or in a virtual environment demands all-new rules. To coach effectively in a remote or virtual environment, you need to develop innovative ways of listening, apply new measures of coaching success and much more. Focus on skill-building and modeling techniques that will enable coaches to move their teams to the next level of professional development regardless of distance. WHO SHOULD ATTEND Managers, team leaders, senior managers and project managers of global and geographically dispersed teams.

LESSON 1 Virtual Coaching Skills for Increased Effectiveness • Assessing strengths and weaknesses as a virtual coach • Flexing your style to increase effectiveness • Blending coaching tasks, emotional intelligence and coaching skills LESSON 2 Building Employee Loyalty, Trust and Connection Through Coaching • Identifying the strengths to develop in others • Skills and behaviors needed for performance coaching LESSON 3 Preparation and Planning for Virtual Coaching • Identifying coachable moments • Probing questioning • Emotional intelligence behaviors that require coaching LESSON 4 Team Coaching • Characteristics of effective virtual teams • Building trust at each stage of virtual team development • Applying team coaching principles to real situations/challenges

www.amatraining.org/2133 4 LESSONS 1.2 CEUs/12 PHR/SPHR • $2,545/AMA Members $2,295

Monday and Wednesday 2-5 pm ET May 6-15. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2133-L3A-00726 Aug. 12-21 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2133-L3A-00741

www.amatraining.org/2559 4 LESSONS 1.2 CEUs • $2,195/AMA Members $1,995

Tuesday and Thursday 2-5 pm ET Jan. 8-17. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2559-L3A-00057 March 12-21. . . . . . . . . . . . . . . . . . . . . . . . . . . . 2559-L3A-00058 April 30-May 9. . . . . . . . . . . . . . . . . . . . . . . . . . 2559-L3A-00060 July 16-25. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2559-L3A-00061

AMA Live Online Seminars are GSA approved and can be delivered onsite

TABLE OF CONTENTS

seminar #2501 (see page 140 for classroom seminar) Create trust, set a clear vision and guide your team to greater performance and profit. This intensive program combines proven-in-action techniques with online peer interaction and insights from the latest research to help you master the competencies of effective executive leadership—right in your office, where you can apply them as you learn. WHO SHOULD ATTEND Midlevel managers or executives who lead others with managerial responsibility. It will help executives who want strong decision-making, leadership and motivational skills.

LESSON 1 Understanding Today’s Executive Leadership Expectations • Fundamental concepts of executive leadership • The four-factor model of effective executive leadership • Executive leadership requirements for the 21st century Leadership with the Head: Exploring the Strategic Elements of Executive Leadership • Defining mission, vision and values • Focusing on the “big picture” when building the culture LESSON 2 Leadership with the Hands: Examining Your Leadership Style • Effectively influencing the performance of others • Applying your style in coaching situations • Giving positive and constructive feedback LESSON 3 Leadership with the Feet: Personal Values and Ethics at Work • Creating a culture of trusting relationships • How individualized “passionate purpose” provides consistency and credibility LESSON 4 Leadership with the Heart: Practicing Ways to Communicate • Three elements that ensure a motivated workforce • Assessing your “emotional intelligence” Creating an Executive Leadership Development Plan • Developing a plan based on your goals and your organization’s strategy

The Voice of Leadership

How Leaders Inspire, Influence and Achieve Results seminar #2130 (see page 138 for classroom seminar) People need to hear what you have to say. No matter how compelling the vision or ingenious the strategy, without leadership communication there is no execution. This results-oriented seminar offers practical techniques to shape your leadership messages, hone an authentic leadership voice and engage in powerful conversations that achieve results. WHO SHOULD ATTEND Experienced managers and executives and anyone who aspires to a leadership position or who is expected to provide leadership.

LESSON 1 The Voices of Effective Leaders • Five traits of effective leaders as communicators Finding Your Leadership Voice • Discovering, developing and adapting your leadership style LESSON 2 Crafting Messages That Inspire Action and Results • Pinpointing the desired results of your leadership message • Shaping your message using information packaging Powerful and Understandable Communication • Generating presence and charisma that command respect LESSON 3 Setting Direction • Communicating a clear mission and inspiring vision and values Influencing and Inspiring Others into Action • Applying nine different influence strategies • Overcoming resistance and initiating change LESSON 4 Coaching, Counseling, and Mentoring • Applying the appreciative-inquiry technique Addressing Tough Topics in Ways That Defuse Tension • Delivering bad news and unpopular change to win acceptance Professional Accreditations AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI). This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

Professional Accreditation

AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Visit www.amatraining.org/2130 for details about CPE credits.

www.amatraining.org/2130

Visit www.amatraining.org/2501 for details about CPE and SHRM credits.

www.amatraining.org/2501 4 LESSONS 1.2 CEUs • $2,545/AMA Members $2,295

Monday and Wednesday 2-5 pm ET April 15-24. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2501-L3A-01764 Aug. 5-14 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2501-L3A-01785

4 LESSONS 1.2 CEUs/12 PDUs/12 PDCs • $2,545/AMA Members $2,295

Tuesday and Thursday 2-5 pm ET Jan. 8-17. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2130-L3A-00945 March 12-21. . . . . . . . . . . . . . . . . . . . . . . . . . . . 2130-L3A-00950 May 7-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2130-L3A-00969 July 16-25. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2130-L3A-00980 Sept. 10-19. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2130-L3A-00989

www.amatraining.org/liveonline

1-800-854-4493

Live Online Seminars

Developing Executive Leadership

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TABLE OF CONTENTS

“

The instructor was very knowledgeable and well-prepared for the course. I was impressed with the interactive learning achievable through a live online course. — Matt H.

”

Making the Transition from Staff Member to Supervisor seminar #2243 (see page 148 for classroom seminar) Establish your presence as a new boss, build credibility and adapt your style to every situation. This seminar gives you techniques and strategies for setting goals, tackling difficult conflicts, motivating, delegating and much more. Through interactive practice and feedback, you’ll be ready to apply your new knowledge on the job and get more work done through your team.

Live Online Seminars

WHO SHOULD ATTEND Newly promoted supervisors with less than one year of experience in this position; process and production supervisors who want to enhance their effectiveness. LESSON 1 Letting Go Of Your Former Role • Determining expectations from your boss, employees, peers and senior management Setting Goals; Project Delegation • Writing SMART goals for yourself and others • Delegating in five steps LESSON 2 Managing Your Time • A tool to help you clarify your priorities Defining Your Personal Behavioral Style • Identifying your own behavioral style preferences • Communicating with bosses, employees or peers LESSON 3 Motivating Others • Employee motivators and supervisor actions

Management Skills for New Supervisors seminar #2248 (see page 150 for classroom seminar) Take your management skills to a higher level of proficiency. If you’re crunched for time and juggling multiple deadlines, give yourself the flexibility to learn the tools and proven techniques straight from your desktop. You’ll learn to plan, organize, communicate and monitor with greater effectiveness and be better equipped to handle your new responsibilities and challenges with increased confidence, respect and power. WHO SHOULD ATTEND New supervisors with fewer than five years of supervisory experience. LESSON 1 New Expectations and Responsibilities • Different supervisory styles • Understanding your role in motivating • Feedback and delegation as motivators • Four basic management functions LESSON 2 Becoming a Great Communicator; Coaching for Development and Performance • Listening and questioning skills • Nonverbal and other methods of communication • Coaching for high-quality performance LESSON 3 Conducting Performance Appraisals; Managing Workforce Challenges • Effective and valuable performance appraisals • Recordkeeping and compliance issues • Supervisory challenges and how to address them • Diversity in the workplace LESSON 4 Making the Best Use of Time; Planning for Continued Growth • Time management and how to avoid time wasters • The Priority Matrix • How to manage effective meetings

Understanding Adult Learners • Understanding different learning styles • The five-step model for training people on the job LESSON 4 Giving and Receiving Constructive Feedback • Delivering supportive/corrective feedback using the instant feedback device Developing Legal Awareness • The basic laws governing all aspects of the performance cycle www.amatraining.org/2243 4 LESSONS 1.2 CEUs • $1,895/AMA Members $1,695

Tuesday and Thursday 2-5 pm ET Jan. 15-24. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2243-L3A-01356 March 12-21. . . . . . . . . . . . . . . . . . . . . . . . . . . . 2243-L3A-01368 May 7-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2243-L3A-01381 July 16-25. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2243-L3A-01391 Sept. 17-26. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2243-L3A-01402

Professional Accreditation AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Visit www.amatraining.org/2248 for details about CPE credits.

www.amatraining.org/2248 4 LESSONS 1.2 CEUs/12 PDUs • $2,095/AMA Members $1,895

Tuesday and Thursday 2-5 pm ET Feb. 12-21. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2248-L3A-02416 April 9-18 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2248-L3A-02443 June 11-20 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2248-L3A-02453 Aug. 6-15 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2248-L3A-02466

AMA Live Online Seminars are GSA approved and can be delivered onsite

Management Skills for New Managers seminar #2238 (see page 156 for classroom seminar) Be the boss you’d like to work for. In this course, interactive exercises and skill-practice sessions will take you through the paces of motivation, delegation, coaching, communication, performance management and Ken Blanchard’s Situational Leadership® II model. You’ll identify ways to build upon your strengths, see opportunities for improvement and get the results you want with and through other people. WHO SHOULD ATTEND Managers with one to three years of experience who are seeking additional management training.

LESSON 1 Your Role as a Manager • The roles and responsibilities managers perform • The Manager Effectiveness Formula Performance Management • The goal of performance management • A process for effective performance management LESSON 2 Effective Communication • The building blocks of effective communication • Communicating with virtual teams Motivation; Creating a Climate for Engagement • The cost of demotivation • Creating a motivational work climate LESSON 3 The Art of Influencing Others • Understanding and appreciating Situational Leadership® II • The three skills of a situational leader • Understanding your perceived leadership style LESSON 4 Coaching for Performance • The AMA Guide coaching model • Coaching for behavioral challenges Delegation for Growth and Development • Barriers to effective delegation • Conducting a delegation discussion Professional Accreditation AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Visit www.amatraining.org/2238 for details about CPE credits.

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Live Tech Support

Managing Today’s Technical Professionals seminar #2285 (see page 158 for classroom seminar) How do you get people who typically work alone to function as a team unit? Managing information technology professionals demands a whole new set of skills. You will examine your role and practice specific skills for running meetings, coaching and providing feedback. This seminar will better equip you to leverage the talents of your direct reports so you and your team can reach your goals. WHO SHOULD ATTEND Technical professionals who have been (or expect to be) promoted to a management position, as well as experienced managers who are new to the technical environment.

LESSON 1 The Management of Technical Professionals • Transitioning from technical professional to manager • Mastering the critical roles of the technical manager LESSON 2 Applying Personality Type to Technical Professionals • Psychological type and communication • Mapping the communication process LESSON 3 SMART Objectives and Decision Making • Setting objectives • Making decisions and building teams • Choosing talented technical professionals LESSON 4 Performance and Development • Delegating for development and productivity • Motivating, coaching and feedback • Managing progress and evaluating performance

Professional Accreditation

www.amatraining.org/2238

AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

4 LESSONS 1.2 CEUs/12 PDUs • $2,345/AMA Members $2,095

Tuesday and Thursday 2-5 pm ET Feb. 5-14. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2238-L3A-03007 March 19-28. . . . . . . . . . . . . . . . . . . . . . . . . . . . 2238-L3A-03015 May 7-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2238-L3A-03104 June 11-20 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2238-L3A-03058 July 9-18. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2238-L3A-03066 Aug. 13-22 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2238-L3A-03078 Sept. 17-26. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2238-L3A-03091

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www.amatraining.org/2285 4 LESSONS 1.2 CEUs/12 PDUs • $2,345/AMA Members $2,095

Monday-Thursday 2-5 pm ET April 1-4 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2285-L3A-00573 Aug. 5-8 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2285-L3A-00576

www.amatraining.org/liveonline

1-800-854-4493

Live Online Seminars

TABLE OF CONTENTS

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TABLE OF CONTENTS

The 7 Habits for Managers®: Essential Skills

AMA Business Boot Camp

and Tools for Leading Teams

Management and Leadership Essentials

seminar #2602 (see page 164 for classroom seminar)

seminar #2172 (visit www.amatraining.org/2172 for more information)

By FranklinCovey—now available through AMA Cultivate effectiveness, lead with excellence and transform your team for breakthrough results. Employees increasingly find themselves with too many assigned tasks and too many competing priorities, making it nearly impossible to be completely effective. People and entire departments still lack open communication, and “crises” are reacted to with fast, ineffectual decisions. But this seminar can help you change old, ineffective behaviors to effective ones. You’ll not only learn to better manage yourself, but become better equipped to lead others and unleash team potential.

Get a quick, intensive drill in the skills every manager needs. Based on the book AMA Business Boot Camp by Edward T. Reilly, former President and CEO of American Management Association, this seminar encompasses AMA’s years of trusted wisdom and training expertise. You’ll complete the Myers-Briggs® (MBTI®) assessment prior to class to gain a deeper understanding of yourself and others. Then, as you work through each lesson in the seminar, you’ll refer back to the results to pinpoint development opportunities and discover the best way to apply the skills you learn.

WHO SHOULD ATTEND Managers who are seeking to become more effective, build better relationships and help their organization succeed.

Live Online Seminars

Only Available Live Online

LESSON 1 Habit 1: Be Proactive® • Become a resourceful, innovative manager who quickly accomplishes goals and motivates team members Habit 2: Begin with the End in Mind® • Have a clear vision of what you want your contribution as a manager to be and shape your own future Habit 3: Put First Things First® • Focus on top priorities and be regarded for follow-through and organizational skills; eliminate the unimportant LESSON 2 Habit 4: Think Win-Win® • Cultivate enthusiasm with performance measurements that satisfy both employee and employer goals; share recognition and success Habit 5: Seek First to Understand, Then Be Understood® • Give honest, accurate feedback that develops trust and understand the physical components of communication and how they impact the message Habit 6: Synergize® • Understand how differences can contribute to innovative solutions; maximize opinions, perspectives and backgrounds Habit 7: Sharpen the Saw® • Maintain and increase effectiveness by renewing yourself mentally and physically BONUS Attendees will receive a download of the Participant Guidebook, filled with examples and exercises.

Return to your job rejuvenated—a better manager and communicator with renewed skills and confidence. WHO SHOULD ATTEND All functional managers looking to revisit and reinvigorate their competence and skills in areas crucial to their success. LESSON 1 The Role of a Manager • Understanding the MBTI® assessment as a tool to understand personality types and their impact at work • The eight roles of a manager • Selecting the best communication techniques • Creating a motivational workplace LESSON 2 Performance Management • Hiring and selecting people • Coaching to boost performance • Delegating for growth and development LESSON 3 Project Management • Balancing time, cost, scope, risk, resources, and quality • Understanding the human side of project management • Project’s scope, constraints and deliverables • Best practices to execute and complete your projects LESSON 4 Dealing with Difficult Customers • Developing a mindset to succeed despite continual change • Applying the Strategic Frame of Reference to move forward • Creating a clear vision and compelling vision • Applying SWOT analysis to create a strategic advantage BONUS Receive a complimentary copy of AMA Business Boot Camp (a $25.00 value) when you attend this seminar.

Visit www.amatraining.org/2602 for details about CPE credits.

www.amatraining.org/2602

www.amatraining.org/2172

2 LESSONS 0.8 CEU • $2,195/AMA Members $1,995

4 LESSONS 1.2 CEUs • $1,995/AMA Members $1,795

Wednesday and Thursday 12-5:30 pm ET

Monday-Thursday 2-5 pm ET

Jan. 16-17. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2602-L3A-00517 April 24-25. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2602-L3A-00534 June 19-20 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2602-L3A-00546 Aug. 21-22 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2602-L3A-00562

Feb. 11-14. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2172-L3A-00034 April 8-11 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2172-L3A-00035 June 17-20 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2172-L3A-00036 Sept. 16-19. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2172-L3A-00037

AMA Live Online Seminars are GSA approved and can be delivered onsite

Moving from an Operational Manager to a Strategic Leader seminar #2242 (see page 169 for classroom seminar) Become an innovator, a persuasive player and a champion of strategic change. Gain the practical skills to add value to your organization and lead the pack to positive results. You’ll learn to conduct SWOT analysis, leverage key prospects for strategic opportunities and inspire risk taking and innovation to move yourself and your team decisively forward. WHO SHOULD ATTEND Managers with five years or less of management experience who want to move into a more strategic role.

LESSON 1 Developing Your Operational and Strategic Management Skills • Identifying new core competencies • Evolving expectations of managers LESSON 2 Creating a Strategic Frame of Reference; Understanding Your Current Operational Mission • Elements of the strategic frame of reference • Thinking strategically about your customers and competitors • Creating a SWOT for your team LESSON 3 Developing a Strategic Vision: Moving from What Is to What If • Leading toward an uncertain future • Identifying priority issues to create strategic advantage • Constructing the Importance/ Performance (I/P) Matrix • Creating visions with competitive advantage LESSON 4 Making Your Vision a Reality; Developing Your Personal Plan • Developing action, involvement and improvement • Creating your strategic frame of reference • Communicating your strategic thinking

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Beneficial items that will improve my new position with my company. Should benefit my direct reports most of all.

”

— Scott D.

Successfully Managing People seminar #2295 (see page 166 for classroom seminar) How can you resolve conflicts less painfully, delegate critical tasks more efficiently, energize your employees and transform resistance into support? Here are opportunities to practice and fine-tune your skills. Each lesson helps you become well versed in the most effective methods for dealing with difficult people, winning cooperation and trust and ensuring that your people’s values and your organization’s goals are in sync. WHO SHOULD ATTEND Managers and individuals with management responsibilities whose success depends on clear communication, a cooperative attitude and commitment to shared goals. LESSON 1 The Experience of Being a Manager; Values and Motivation • Identifying the value conflicts • What motivates and demotivates employees LESSON 2 Personal Styles–DiSC®; Delegation • Determining your personal profile (DiSC profile) • Using behavioral clues to determine others’ personal styles • Different delegation styles and how and when to use them LESSON 3 Listening, Giving Feedback, Dealing with Difficult People and Conflict • Different conflict resolution styles for different situations • Understanding the impact of culture/subculture LESSON 4 Emotional Intelligence; Ethical Leadership • Improving your emotional intelligence • Identifying ethical standards appropriate to your work

Professional Accreditation Professional Accreditation The use of this seal confirms that this activity has met HR Certification Institute’s (HRCI ) criteria for recertification credit pre-approval. ®

www.amatraining.org/2242 4 LESSONS 1.2 CEUs/12 PHR/SPHR • $2,095/AMA Members $1,895

AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Visit www.amatraining.org/2295 for details about CPE credits.

www.amatraining.org/2295 4 LESSONS 1.2 CEUs/12 PDUs • $2,345/AMA Members $2,095

Monday and Wednesday 2-5 pm ET Wednesday 2-5 pm ET Jan. 7-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2242-L3A-00885 May 6-15. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2242-L3A-00897 Sept. 9-18. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2242-L3A-00900

March 4-13. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2295-L3A-02410 April 15-24. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2295-L3A-02464 June 3-12 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2295-L3A-02433 Aug. 5-14 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2295-L3A-02447

www.amatraining.org/liveonline

1-800-854-4493

Live Online Seminars

TABLE OF CONTENTS

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TABLE OF CONTENTS

Fundamentals of Marketing: Your Action Plan for Success seminar #5512 (see page 172 for classroom seminar) A powerful, 4-lesson online seminar that delivers all the essentials for a breakout marketing career. Master the basic skills and techniques necessary to become the marketer your company needs—a professional with the expertise to position your organization’s image, products and reputation ahead of the competition. WHO SHOULD ATTEND Newly appointed marketers; product, brand and advertising managers; non-marketers who need to understand marketing’s organizational role; and marketers in need of a refresher.

Live Online Seminars

LESSON 1 Marketing Overview • Strategic business plans vs. annual marketing plans • Portfolio analysis • Effective marketing management process • Your role in developing the annual marketing plan LESSON 2 Market Analysis • Management information/market research • Consumers—B2C and B2B • Competitive analysis • SWOT analysis LESSON 3 Segmentation, Targeting and Positioning • SMART marketing goals and objectives • Mass marketing vs. segmentation marketing • Targeting selection strategies • Classic positioning LESSON 4 Marketing Mix • The 4 Ps of marketing: Product, Price, Place, Promotion • Managing the channels of distribution Creating Customer Value • Lifetime value • Marketing budgets • Marketing controls and tracking

Professional Accreditation

Fundamental Selling Techniques for the New or Prospective Salesperson seminar #5510 (see page 204 for classroom seminar) With this intensive introduction to selling, you can begin your sales career with confidence. Many new sales professionals lack a strong understanding of the fundamentals of selling, making it highly unlikely they’ll close as many sales as they need to. With ever-increasing competition, they face the unfortunate prospect of a short-lived sales career. This highly interactive live online introduction to the art of selling will equip you with the tools and techniques necessary to improve your performance and achieve sales success. WHO SHOULD ATTEND Salespeople, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills. LESSON 1 The Importance of Sales • Your role in the sales organization • Exploring selling models • The AMA Sales Framework • Planning for the business LESSON 2 Finding and Qualifying the Business • Prospecting and generating leads • Understanding how to get referrals • Qualifying the prospect • Setting appointments LESSON 3 Earn the Business • Opening the sales call • The discovery phase • Questioning techniques to discover needs • From discovery to presenting LESSON 4 After the Sale • Communicating and confirming • Gauging customer satisfaction • Managing the relationship

Professional Accreditation

AMA is approved by the Society for Marketing Professional Services (SMPS) to offer SMPS CEUs. This course qualifies for 12 CEUs toward your recertification as a Certified Professional Services Marketer (CPSM). For more information please visit www.cpsmnow.org

Visit www.amatraining.org/5512 for details about CPE credits.

www.amatraining.org/5512

Visit www.amatraining.org/5510 for details about CPE credits.

www.amatraining.org/5510

4 LESSONS 1.2 CEUs/12 SMPS CEUs • $1,895/AMA Members $1,695

Tuesday and Thursday 2-5 pm ET Feb. 5-14. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5512-L3A-01249 June 18-27 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5512-L3A-01259

4 LESSONS 1.2 CEUs/12 SMPS CEUs • $1,995/AMA Members $1,795

Monday-Thursday 2-5 pm ET June 3-6 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5510-L3A-01407

AMA Live Online Seminars are GSA approved and can be delivered onsite

{

Easy-to-manage 3-hour lessons

}

245

Management Skills for Administrative Professionals seminar #2294 (see page 182 for classroom seminar)

WHO SHOULD ATTEND Experienced administrative professionals who are striving to refine their managerial skills in order to enhance their careers and add to their organization’s effectiveness.

LESSON 1 Taking the Role of Mission Control • Empowering yourself to achieve growth • Discovering change-mastery skills

Harness the Power of SharePoint ®

Successful companies everywhere are using Microsoft SharePoint® to drive projects and initiatives with greater efficiency, speed and focus. AMA brings you SharePoint courses delivered by ASPE to help you master the specific features that will help you do your job with greater effectiveness and ease. Don’t have time to be away from the office to train?

Blending Leadership and Management Skills • Creating a blueprint for leading change with and through others • Handling resistance to change from others

All SharePoint courses are available in both instructorled Classroom training and Virtual formats!

LESSON 2 Fine-Tuning Your Team Skills • Accommodating diverse team-player skill sets • Increasing administrative effectiveness to meet priorities

Now available through AMA (delivered by ASPE):

Controlling Your Workday • Planning using The SMART Method LESSON 3 Communicating a Professional You • Managing verbal and nonverbal behaviors • Building mutual respect and trust with others Listening Effectively • Strengthening your active listening skills • Managing your emotions and detaching from others’ emotions

>> S harePoint Site Owner and

Power User Boot Camp (#76013)

>> S harePoint for Business Intelligence (#76012)

>> U sing SharePoint for Project Management (#76011)

LESSON 4 Dealing Productively with Conflict SharePoint® is a registered trademark of Microsoft®

www.amatraining.org/2294 4 LESSONS 1.2 CEUs • $1,795/AMA Members $1,595

Learn more at

Tuesday and Thursday 2-5 pm ET Jan. 15-24. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2294-L3A-01023 July 9-18. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2294-L3A-01032

www.amatraining.org/liveonline

www.amatraining.org/Microsoft

1-800-854-4493

Live Online Seminars

With tighter budgets and staff reductions, you have even more responsibilities than before. Chances are you don’t have time to get away to acquire the skills you need to face new challenges with confidence. This live online seminar lets you do just that. Build your managerial skills, discuss pressing problems and brainstorm solutions by interacting with other attendees and your course leader via chat panels and VoIP—right from your desktop.

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Essentials of Project Management for the Non-Project Manager

The Basics for Success

seminar #6548 (see page 184 for classroom seminar)

seminar #6503 (see page 186 for classroom seminar)

Learn and apply basic elements of PM to your job to support project success. In just four 3-hour lessons, this seminar will help you develop an understanding of essential project management terminology and apply basic tools and techniques to increase your effectiveness—both on your team and in your own functional area.

Build a solid foundation of project management knowledge that covers the entire project lifecycle. In this seminar, you will learn and practice the critical tools and techniques that have been proven necessary for consistent project management success. You’ll explore every aspect of managing projects.

WHO SHOULD ATTEND Those who are involved in projects but do not manage them, such as subject-matter experts, team members, project sponsors, contributors, facilitators and coordinators. LESSON 1 Getting Your Hands Around Project Management • Distinguishing between projects and operations • Identifying the framework for project management • Knowing why/how a project is important to you and the organization

Live Online Seminars

Improving Your Project Management Skills

LESSON 2 Getting the Project Off the Ground; Planning the Work • Identifying the elements of a charter and its relevance to initiating a project • Identifying stakeholders and their role(s) on a project • Defining the scope of the project: project scope statement • Identifying the work to be done; work breakdown structure; activity list • Scheduling; estimating resources, cost and hours for the project LESSON 3 Planning the Work (cont’d) and Working the Plan • Identifying roles and responsibilities for the project • Planning for potential risks to the project LESSON 4 Putting the Project to Bed • Contributing to the “lessons learned” database • Using a project closure checklist • Comparing closing out successfully vs. unsuccessful or cancelled projects

WHO SHOULD ATTEND Individuals new to project management, experienced project managers looking to review current tools, techniques and processes, and all others who contribute to projects.

LESSON 1 The Framework of Project Management; Initiating the Process • Key concepts, terminology and roles • Defining a “project” • The project management process framework LESSON 2 Initiating the Process (cont’d); Identifying, Estimating and Scheduling the Work • Writing well-defined requirements • Creating a Work Breakdown Structure (WBS) LESSON 3 Scheduling the Work (cont’d); Creating the Budget; Completing the Plan • Cost planning and ensuring resource availability • Communication, risk management and procurement planning LESSON 4 Executing the Plan; Closing the Project • Reporting on project status • Change management • Project closure and lessons learned Professional Accreditations AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI). This program is valid for 12 PDCs for the SHRM-CP or SHRM-SCP .

Live Online Demo www.amatraining.org/6503

www.amatraining.org/liveonline

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

Monday-Thursday 2-5 pm ET Visit www.amatraining.org/6548 for details about CPE credits.

www.amatraining.org/6548 4 LESSONS 1.2 CEUs • $2,095/AMA Members $1,895

Monday-Thursday 2-5 pm ET Jan. 14-17. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6548-L3A-00481 April 8-11 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6548-L3A-00503 July 15-18. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6548-L3A-00514

Jan. 7-10. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6503-L3A-03037 Feb. 4-7. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6503-L3A-03045 March 4-7. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6503-L3A-03052 April 15-18. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6503-L3A-03071 May 13-16. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6503-L3A-03073 June 17-20 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6503-L3A-03084 July 22-25. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6503-L3A-03095 Aug. 19-22 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6503-L3A-03103 Sept. 9-12. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6503-L3A-03108

AMA Live Online Seminars are GSA approved and can be delivered onsite

247

ADDITIONAL

LIVE ONLINE TRAINING Seminars delivered by

Seminars delivered by

Global Knowledge

ASPE

4 Business Analysis and Quality

4 Agile Project Management

4 ITIL® Service Capability Skills • ITIL® Service Capability: Operational Support and Analysis seminar #72727 pg 121 • ITIL® Service Capability: Release, Control, and Validation seminar #72726 pg 121

4 ITIL® Foundational Skills • ITIL® Foundation

seminar #76002

• Agile Testing (ICP-TST) seminar #76003 • Collaborating and Communicating Agile Requirements seminar #76004 • DevOps Implementation Boot Camp (ICP-FDO) seminar #76601 pg 196

• PMI Agile Certified Practitioner (PMI-ACP)® Boot Camp seminar #76001 pg 195 • PMI PBA Boot Camp seminar #76603

4 Business Analysis and Quality

seminar #72975 pg 120

• Business Analysis in Agile Projects (ICP-BVA) seminar #76602

4 ITIL Service Lifecycle Skills ®

• ITIL® Service Lifecycle: Continual Service Improvement seminar #72723 • ITIL® Service Lifecycle: Service Design seminar #72720 • ITIL® Service Lifecycle: Service Operation seminar #72722

• ITIL® Service Lifecycle: Service Strategy seminar #72719 • ITIL® Service Lifecycle: Service Transition seminar #72721

4 Managing Across the Lifecycle • ITIL® Managing Across the Lifecycle

• Agile Boot Camp: ICP Fundamentals Certification

• CBAP®/CCBA™ Certification Prep Boot Camp seminar #76005

4 Marketing • Agile Marketing Boot Camp seminar #76511 pg 175 • Content Marketing Boot Camp seminar #76505 pg 175 • Google Marketing Boot Camp seminar #76509 • High-Impact Email Marketing seminar #76503 • Mastering Google AdWords seminar #76510 • S earch Engine Optimization (SEO) Boot Camp seminar #76506

seminar #72779

4 Microsoft Training • SharePoint Site Owner and Power User Boot Camp seminar #76013 • SharePoint for Business Intelligence seminar #76012 • Using SharePoint for Project Management seminar #76011

For more information, visit www.amatraining.org or call 1-800-854-4493

Live Online Seminars

•B usiness Analysis Essentials seminar #72919 pg 28 •R equirements Development, Documentation, and Management seminar #72964

TABLE OF CONTENTS

248

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TABLE OF CONTENTS

3 Steps to Exceptional Critical Thinking www.amatraining.org/7827 Critical thinking is one of the most soughtafter business skills. How do you measure up? Assess your critical thinking capabilities. Then get up to speed using the RED Model— Recognize assumptions, Evaluate arguments, Draw conclusions. Discover the link between your thinking styles and how you approach business challenges.

BUSINESS ENHANCEMENT

Secrets to Boosting Productivity www.amatraining.org/7824 You’re getting things done, right? All but the big, important stuff! It’s time to overcome bad habits. It’s not about how much you get done, it’s about how many high-priority tasks you complete. And it’s time to learn how to overcome your avoidance behaviors so you stay focused on your core objectives. Feel productive and efficient, in control and in charge.

BUSINESS EXCELLENCE FOR WOMEN

Confidence-Building Skills for Women www.amatraining.org/7822 Learn how to handle yourself in just about any situation! Afraid to speak up in meetings? Unsure of how to express your ideas with confidence? Don’t miss this opportunity to discover powerful assertiveness techniques you can use every day, everywhere. You’ll learn how to send the right signals so you get the right responses.

COMMUNICATION

Powerful Communication Techniques www.amatraining.org/7828 Don’t hem and haw! Communicate effectively throughout the organization. Your ability to communicate can make or break your career. Here is your chance to increase your effectiveness and find your best voice— even when you’re under pressure.

How to Flex Your Communication Style www.amatraining.org/7826 Do people hear what you’re saying— or only how you’re saying it? To become a

better communicator and gain commitment from others, you need to understand your own style first—and then how to flex it. Evaluate the opportunities and challenges of your preferred style. Learn how to adapt your style while under stress—when confronted with someone of an opposite style, a different gender or generation.

FINANCE

How to Speak Accounting www.amatraining.org/7811 Where are they getting those numbers? If you’ve ever asked that question, you need Accounting 101! Become familiar with common accounting concepts and buzzwords used by accounting insiders, all in just a few hours. You’ll develop a baseline of financial understanding... clear up any confusion between different kinds of financial statements...and identify their purpose and relation to each other.

LEADERSHIP

How to Coach a Virtual Team www.amatraining.org/7825 Building relationships over hundreds—or thousands—of miles? Trying to set goals that are understood around the globe? These special circumstances require special skills. Workplaces around the world are now linked virtually though technology. To get results, the leader of a virtual team must approach employees differently from co-located teams. Get tools and techniques to quickly increase your effectiveness in a virtual arena.

Leading Your Team Through Change www.amatraining.org/7836 Build trust and commitment, and use agility to meet every business challenge. During times of uncertainty and change, only properly prepared and motivated teams are successful in navigating the shifting environment. In this workshop, you’ll gain practical tools that will enable you to manage reactions to change and to communicate in a manner that inspires followers and ensures optimal productivity through any change initiative.

Tips for Giving and Receiving Feedback www.amatraining.org/7831 Giving feedback can be difficult and sometimes hurtful. Often stressful. How do you even begin? This is a critical skill that doesn’t come easily. Especially when the words, timing, moods and emotions of both parties collide. Discover the most effective techniques for building trust and creating viable paths for growth.

How to Manage Time, Meetings and Stress www.amatraining.org/7823 Imprisoned in unproductive and unnecessary meetings? What about the mountain of work on your desk and the voicemails and emails that await you? Panicking because you’re running out of time? Welcome to the daily life of a manager. It’s a balancing act, where managing yourself, your time and how you react to events outside your control are critical to your success. Learn how to take charge and get the best results in the least amount of time.

PROJECT MANAGEMENT

How to Start a Project Right www.amatraining.org/7867 Don’t jeopardize your project’s objectives by starting off with inaccurate and unrealistic baselines for scope, timeline, costs and quality. You have no chance of meeting project objectives and coming in on time and under budget unless you invest in creating a well-thought-out project management framework. In less than 3 hours get tools to successfully initiate a project with realistic objectives and accurate baselines for scope, timeline, costs and quality.

How to Create a Project Schedule that Works www.amatraining.org/7866 Don’t know where to start? Not sure where you’ll end up? When you map out the start and finish of your project, you’ve created a blueprint for success. Having a well-defined project schedule is a key part of successfully managing projects. Learn key scheduling tips by estimating and predicting how the project will map out. And create a roadmap of your project to prepare for all the uncertainty that is ahead.

How to Successfully Execute a Project Plan www.amatraining.org/7868 Don’t let your project get derailed! Take steps NOW to get your project off the ground the right way. It’s so easy for a project to get bogged down. What you need is a strong dose of preventive medicine to ensure your project is not hopelessly stalemated due to issues that could have been avoided. Learn how to deliver results no matter what comes up. Gain techniques to manage change requests and negotiate with stakeholders to prevent costly delays.

For complete course descriptions and schedule visit www.amatraining.org/express

Express Skills Courses

ANALYTICAL SKILLS

249

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Some of our most popular titles—available now! ANALYTICAL SKILLS Mastering Excel Dashboard Reports www.amatraining.org/w82095 Explore a powerful way to monitor key performance indicators.

Mastering Excel® Formulas and Functions www.amatraining.org/w82064 Learn to quickly use a host of built-in functions to get accurate results in a snap.

Mastering Excel® PivotTables®: How to Crunch Numbers Like an Expert www.amatraining.org/w82056 Use this powerful built-in tool to simplify your data analysis chores.

BUSINESS ENHANCEMENT Building Your Resilience: Mental Toughness in the Face of Chaos www.amatraining.org/w82089 Keep yourself and your team motivated through periods of change and shifting priorities.

Creating Friction-Free Relationships: Tools for Working with Anyone www.amatraining.org/w82039 Discover tactics for getting others to cooperate and help accomplish your objectives.

How to Project Confidence with Demanding People www.amatraining.org/w82059 Learn powerful tips to help you better present yourself and communicate naturally yet assertively.

Managing Your Workload: How to Prioritize When Everything Is Important www.amatraining.org/w82008 Find out how you can juggle the multiple priorities competing for your time, attention and energy.

Mastering Microsoft® OneNote® for Notetaking and Team Collaboration www.amatraining.org/w82097 Use this powerful tool to quickly and easily take notes and manage the volumes of information you handle each day.

COMMUNICATION

How to Write a Darn Good Email www.amatraining.org/w82007 Sharpen your email writing skills now—avoid bloopers, gotchas and mistakes that make you look bad.

Secrets of Successful Public Speaking www.amatraining.org/w82099 Get tips and tactics for speaking confidently in group settings, with specific methods to reduce your jitters.

MANAGEMENT AND LEADERSHIP Crash Course for New Managers www.amatraining.org/w82083 Learn valuable steps for getting your management career off on the right foot.

Difficult Performance Reviews: How to Turn Painful Conversations into Positive Results www.amatraining.org/w82025 Find out how to deliver positive feedback in your toughest conversations of the year.

How to Motivate and Engage Your Employees Without Spending a Dime www.amatraining.org/w82030 Acquire powerful insights for getting your people excited about coming to work and working hard.

HR 101 for New Managers www.amatraining.org/w82093 See how to avoid manager mistakes that can spark lawsuits.

OFFICE AND ADMINISTRATIVE SUPPORT Taking Effective and Accurate Meeting Minutes www.amatraining.org/w82090 Learn specific tips and ideas for taking spot-on notes and creating a precise meeting report.

PROJECT MANAGEMENT Project Management for the Accidental Project Manager— A Basic “How-to” Approach www.amatraining.org/w82041 Hear practical advice and a simple process for successfully planning and keeping your projects on track.

Creating Visual Presentations www.amatraining.org/w82091 Discover the secrets of becoming a masterful visual storyteller.

For complete program descriptions and schedule visit www.amatraining.org/webinars

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INDEX A Accounting Fixed Asset Management . . . . . . . . . 104 Fundamentals of Cost Accounting . . 102 Fundamentals of Finance and Accounting for Non-Financial Managers . . 98, 234 How to Speak Accounting . . . . . . . . 249 “MBA” Workshop, 5-Day . . . . . . . . . .48 Strategic Controller: Adding Value to Your Organization . . . . . . . . . . . . 106 see also Finance and Accounting . . . . . . Achieving Leadership Success Through People . . . . . . . . . . . . . . . . . . . . . . . 133 Administrative Professionals see also Office and Administrative Support Advanced Course in Strategic Marketing . . . . . . . . . . . . . . . . . . . . 174 Advanced Executive Leadership Program . . . . . . . . . . . . . . . . . . . . . 146 Advanced Financial Forecasting and Modeling Workshop . . . . . . . . . 107, 235 Advanced Leadership Communication Strategies . . . . . . . . . . . . . . . . . . . . 143 Advanced Sales Management . . . . . . . 211 Advanced Tools and Techniques for Data Analysis . . . . . . . . . . . . . . . . . . . 18

Tips for Giving and Receiving Annual Pass . . . . . . . . . . . . . . . . . . 122 Collaboration Feedback . . . . . . . . . . . . . . . . . . . 249 Achieving Leadership Success Through ASPE Seminars . . . . . . . 195, 175, 245 People . . . . . . . . . . . . . . . . . . . . . 133 Voice of Leadership, The . . . . . 138, 239 Assertiveness Collaborative Leadership Skills . . . . . 130 “Write” Way To Lead, The: Powerful Assertiveness Training . . . . . . . . . . . . 46 Tools to Create Impact and Inspire Developing Your Emotional Intelligence . Assertiveness Training for Managers . .47 Performance . . . . . . . . . . . . . . . . . . 87 45, 229 Assertiveness Training for Women in Leadership Development for Women . 55 see also Business Writing; Influencing Business . . . . . . . . . . . . . . . . . 54, 228 and Negotiating; Interpersonal Skills; Leading in a Diverse and Inclusive Business Boot Camp . . . . . . . . . . . . 242 Persuasion; Presentation Skills Culture . . . . . . . . . . . . . . . . . . . . . . 94 Executive Presence for Women . . . . . . 56 Comprehensive Project Management Communication Leadership Development for Women . 55 Workshop . . . . . . . . . . . . . . . . . . . . 189 Advanced Leadership Communication Taking On Greater Responsibility . . . . 40 Strategies . . . . . . . . . . . . . . . . . . . 143 Confidence-Building Skills for Women . 249

B Becoming Indispensable: Transforming into a Game Changer . . . . . . . . . . . . . . . . 42 Best Practices for the Multi-Project Manager . . . . . . . . . . . . . . . . . . . . . 193 Budgeting Comprehensive Budgeting Workshop 101 Building Agility and Resilience: Winning Strategies for Leaders . . . . . . . . . . . .219 Building Better Work Relationships 68, 230 Developing a Culture of Respect: How to Cultivate a Harassment-Free Organization . . . . . . . . . . . . . . . . . . . 92

Business Analysis Business Analysis Essentials . . . . . . . . 28 Business Analysis in Agile Projects Agile (ICP-BVA) . . . . . . . . . . . . . . . . . . . 196 Agile Project Management . . . . . . . 196 LEAN Process Improvement . . . . . . . . 30 Business Analysis in Agile Projects Process Management . . . . . . . . . . . . . 29 (ICP-BVA) . . . . . . . . . . . . . . . . . . . 196 see also Analytics; Analytical Skills; PMI Agile Certified Practitioner Project Management (PMI-ACP)® Boot Camp . . . . . . . . 195 Business Boot Camp . . . . . . . . . . . . . . 242 AMA Conference Centers . . . . . . . . 170 AMA Corporate Learning Solutions . 2 Business Conversations Developing Effective Business AMA Playbook . . . . . . . . . . . . . . . . . 136 Conversation Skills . . . . . . . . . . . . . 75 SM AMA Total Professional . . . . . . . . . . 3 see also Communication Analytical Skills Business Grammar Workshop . . . . 83, 232 Analytical Thinking, Problem Solving and Decision Making . . . . . . . . . . . . . . . 20 Business Writing Workshop, 2-Day . . . . 84, 233 Critical Thinking . . . . . . . . . 24, 225, 249 C Data Analysis Fundamentals: A Hands-on Certificate Programs . . . . . . . . . 159 Workshop . . . . . . . . . . . . . . . . . . . .17 Chaos Design Thinking: A Customer-Centric Managing Chaos . . . . . . . . 36, 180, 226 Process for Rapid Innovation . . . . . . 26 Managing Chaos, for Administrative Developing Your Analytical Skills: Professionals . . . . . . . . . . . . . . . . 180 How to Research and Present Information . . . . . . . . . . . . . . 16, 225 Coaching How to Turn Data Into Compelling Coaching and Counseling for Visual Presentations . . . . . . . . . . . . 19 Outstanding Job Performance . . . . 162 Strategic Thinking . . . . . . . . . . . . . . . 22 Coaching for Effective Leadership . . . 132 3 Steps to Exceptional Critical Coaching from a Distance . . . . . . . . 238 Thinking . . . . . . . . . . . . . . . . . . . . 249 Leadership and Team Development for Managerial Success . . . . . . . . . . . 127 Analytics Advanced Tools and Techniques for Data Leadership Strategies for Creating a Analysis . . . . . . . . . . . . . . . . . . . . . 18 Respectful Workplace . . . . . . . . . . . 95 Data Analysis Fundamentals: A Hands-on Leading Virtual Teams . . . . . . . 129, 236 Workshop . . . . . . . . . . . . . . . . . . . .17 Managing the Unmanageable: Tough Financial Forecasting . . . . . . . . . . . . 105 People, Tough Situations . . . . . . 161 All-Access Pass . . . . . . . . . . . . . . . 122

Assertiveness Training . . . . . . . . . . . . 46 Assertiveness Training for Managers . .47 Assertiveness Training for Women in Business . . . . . . . . . . . . . . . . . 54, 228 Building Better Work Relationships . . . . . . . . . . . . . 68, 230 Business Grammar Workshop . . . 83, 232 Business Writing Made Simple . . . . . . 85 Business Writing Workshop, 2-Day . . . . . . . . . . . . . . . . . . . 84, 233 Communicating Across Generations: Bridging the Gap . . . . . . . . . . . . . . 74 Communicating Up, Down and Across the Organization . . . . . . . . . . .73, 231 Communicating with Confidence . . . . 77 Communication and Interpersonal Skills for Technical Professionals . . . . . . . 65 Conflict Management Workshop . . . 160 Developing Effective Business Conversation Skills . . . . . . . . . . . . . 75 Effective Executive Speaking . . . . . . . . 90 Effective Facilitator, The . . . . . . . . . . . 80 Effective Technical Writing . . . . . 86, 233 Effectively Communicating in the Moment . . . . . . . . . . . . . . . . . . . . . 76 Executive Presence for Women . . . . . . 56 Expanding Your Influence . . . . . . 81, 232 Getting Results Without Authority . . . . . . . . . . . . . . . . 78, 231 How to Communicate with Diplomacy, Tact and Credibility . . . . . . . . . 62, 229 How to Flex Your Communication Style . . . . . . . . . . . . . . . . . . . . . . . 249 Interpersonal Skills for Managers . . . . 64 Mastering the Art of Critical Conversations . . . . . . . . . . . . . . . . . 67 Moving Ahead: Breaking Behavior Patterns that Hold You Back . . . . . . 70 Negotiating to Win . . . . . . . . . . . . . . 82 Negotiation for Women: Adding Value to Your Organization . . . . . . . . . . . . . 57 Powerful Communication Techniques 249 Presentation Skills Workshop . . . . . . . 88 Responding to Conflict . . . . . . . . 66, 230 Storytelling Power: Secrets for Exceptional Communication . . . . . . 71 Strategies for Developing Effective Presentation Skills . . . . . . . . . . . . . 89

Conflict Management Conflict Management Workshop . . . 160 Managing the Unmanageable: Tough People, Tough Situations . . . . . . 161 Mastering the Art of Critical Conversations . . . . . . . . . . . . . . . . . 67 Responding to Conflict . . . . . . . . 66, 230 Successfully Managing People . 166, 243 Content Marketing Boot Camp . . . . . . 175 Corporate Learning Solutions . . . . . . . . . . 2 Covey, Stephen R. . . . . . 32, 164, 227, 242 CPE Credits for Financial Professionals . . . . . . . . . . . . . . . 103 Creative Thinking in Business . . . . . . . . 21 Critical Thinking . . . . . . . . . . 24, 225, 249 Customer Service Customer Service Excellence . . . . . . . 176 Fierce Customer Loyalty: Achieve It With Passionate Employees . . . . . . . . . . 128

D Data Analysis Advanced Tools and Techniques for Data Analysis . . . . . . . . . . . . . . 18 Data Analysis Fundamentals: A Hands-on Workshop . . . . . . . . . . 17 Developing Your Analytical Skills: How to Research and Present Information . . . . . . . . . . . . . . 16, 225 see also Analytics; Business Analysis Data Analysis Fundamentals: A Hands-on Workshop . . . . . . . . . . . . . . . . . . . . . 17 Decision Making Analytical Thinking, Problem Solving and Decision Making . . . . . . . . . . . . . . . 20 Critical Thinking . . . . . . . . . 24, 225, 249 5 Choices to Extraordinary Productivity™, The . . . . . . . . . 34, 227 Managing Chaos . . . . . . . . 36, 180, 226 Strategic Planning . . . . . . . . . . . . . . 216 Strategic Thinking . . . . . . . . . . . . . . . 22 see also Forecasting Delegation Delegation Boot Camp . . . . . . . . . . . 153 Design Thinking: A Customer-Centric Process for Rapid Innovation . . . . . . . 26 Developing a Culture of Respect: How to Cultivate a Harassment-Free Organization . . . . . . . . . . . . . . . . . . . 92

AMA seminars are GSA approved and all AMA programs can be delivered onsite

INDEX Developing Effective Business Conversation Leading Disruptive Change and Skills . . . . . . . . . . . . . . . . . . . . . . . . . 75 Innovation: Your Plan for Breakthrough Growth . . . . . . . . . . . . . . . . . . . . .145 Developing Executive Leadership . 140, 239 7 Habits of Highly Effective People®, Developing Your Analytical Skills: How to The . . . . . . . . . . . . 32, 164, 227, 242 Research and Present Information16, 225 Transformational Leadership: How to Developing Your Emotional Inspire Extraordinary Performance . 144 Intelligence . . . . . . . . . . . . . . . . 45, 229 Essentials of Project Management for the Developing Your Personal Brand and Non-Project Manager . . . . . . . . 184, 246 Professional Image . . . . . . . . . . . . . . . 50 Executive Presence for Women . . . . . . . 56 Diplomacy and Tact Expanding Your Influence . . . . . . . 81, 232 Building Better Work

Innovation Creative Thinking in Business . . . . . . . 21 Getting Results Without Leading Disruptive Change and Authority . . . . . . . . . . . . . . . . . . 78, 231 Innovation: Your Plan for Breakthrough ® Global Knowledge Growth . . . . . . . . . . . . . . . . . . . . .145 seminars . . . . . . . . . . . . . . 28, 120, 247 Moving from an Operational Manager to Global Management a Strategic Leader . . . . . . . . . 169, 243 Coaching from a Distance . . . . . . . . 238 Instructional Design for Trainers . . . . . 118 Leading Virtual Teams . . . . . . . 129, 236 Interpersonal Skills Global Supply Chain Management: Building Better Work Best Practices in Import and Export Relationships . . . . . . . . . . . . . 68, 230 Operations . . . . . . . . . . . . . . . . . . . . 202 Relationships . . . . . . . . . . . . . 68, 230 Express Skills Courses . . . . . . . . . . 248 Communicating Across Generations: Goleman, Dr. Daniel . . . 45, 134, 229, 238 Bridging the Gap . . . . . . . . . . . . . . 74 Communicating Across Generations: F Government Solutions . . . . . . . . 258 Bridging the Gap . . . . . . . . . . . . . . 74 Communicating Up, Down and Across the Organization . . . . . . . . . . .73, 231 Effectively Communicating in the Facilitation H Moment . . . . . . . . . . . . . . . . . . . . . 76 Communication and Interpersonal Skills Effective Facilitator, The . . . . . . . . . . . 80 Hiring for Technical Professionals . . . . . . . 65 How to Communicate with Diplomacy, Facilitating an Effective Strategic Employment Law Course . . . . . . . . . 114 Tact and Credibility . . . . . . . . . 62, 229 Conflict Management Workshop . . . 160 Planning Process . . . . . . . . . . . . . 215 Fundamentals of Human Resources How to Flex Your Communication Developing Effective Business Training the Trainer . . . . . . . . . . . . . 117 Management . . . . . . . . . . . . 113, 235 Style . . . . . . . . . . . . . . . . . . . . . . . 249 Fierce Customer Loyalty: Achieve It With Conversation Skills . . . . . . . . . . . . . 75 Recruiting, Interviewing and Selecting Managing Emotions in the Effective Facilitator, The . . . . . . . . . . . 80 Passionate Employees . . . . . . . . . . . 128 Employees . . . . . . . . . . . . . . . . . . 112 Workplace® . . . . . . . . . . . . . . . . . . 44 Effectively Communicating in the Finance and Accounting How to Be a Successful Manager as an Moment . . . . . . . . . . . . . . . . . . . . . 76 Diversity & Inclusion Advanced Financial Forecasting and Introvert . . . . . . . . . . . . . . . . . . . . . . 41 Executive Presence for Women . . . . . . 56 Developing a Culture of Respect: How Modeling Workshop . . . . . . . 107, 235 How to Coach a Virtual Team . . . . . . . 249 to Cultivate a Harassment-Free How to Communicate with Diplomacy, Comprehensive Budgeting Workshop 101 How to Communicate with Diplomacy, Tact Organization . . . . . . . . . . . . . . . . . 92 Tact and Credibility . . . . . . . . . 62, 229 Finance Workshop for Non-Financial and Credibility . . . . . . . . . . . . . . 62, 229 Finding Common Ground . . . . . . . . . . 96 How to Flex Your Communication Executives . . . . . . . . . . . . . . . . . . 100 How to Create a Project Schedule that Style . . . . . . . . . . . . . . . . . . . . . . . 249 Leadership Strategies for Creating a Financial Analysis . . . . . . . . . . . . . . . 108 Works . . . . . . . . . . . . . . . . . . . . . . . 249 Respectful Workplace . . . . . . . . . . . 95 Interpersonal Skills for Managers . . . . 64 Fixed Asset Management . . . . . . . . . 104 How to Flex Your Communication Style 249 Leading in a Diverse and Inclusive Moving Ahead: Breaking Behavior Fundamentals of Cost Accounting . . 102 How to Manage Time, Meetings and Culture . . . . . . . . . . . . . . . . . . . . . . 94 Patterns that Hold You Back . . . . . . 70 Fundamentals of Finance and Accounting Stress . . . . . . . . . . . . . . . . . . . . . . . 249 Sexual Harassment Prevention Powerful Communication Techniques 249 for Non-Financial Managers . . 98, 234 How to Speak Accounting . . . . . . . . . . 249 Workshop . . . . . . . . . . . . . . . . . . . 93 Responding to Conflict . . . . . . . . 66, 230 How to Speak Accounting . . . . . . . . 249 How to Start a Project Right . . . . . . . . 249 Doing It All . . . . . . . . . . . . . . . . . . . . . . 39 Storytelling Power: Secrets for “MBA” Workshop, 5-Day . . . . . . . . 48 How to Successfully Execute a Exceptional Communication . . . . . . 71 Mergers and Acquisitions . . . . . . . . . 109 E Project Plan . . . . . . . . . . . . . . . . . . . 249 Interviewing, Recruiting . . . . . . . . . . . . 112 Strategic Controller: Adding Value to Effective Executive Speaking . . . . . . . . . 90 How to Turn Data Into Compelling Visual Inventory Management Techniques . . . 201 Your Organization . . . . . . . . . . . . 106 Effective Facilitator, The . . . . . . . . . . . . 80 Presentations . . . . . . . . . . . . . . . . . . . 19 ITIL® Foundation . . . . . . . . . . . . . . . . . 120 Finding Common Ground . . . . . . . . . . . 96 Effective Technical Writing . . . . . . . 86, 233 Human Resources ITIL Service Capability: Operational Support 5 Choices to Extraordinary Productivity™, Effectively Communicating in Developing a Culture of Respect: How and Analysis . . . . . . . . . . . . . . . . . . 121 The . . . . . . . . . . . . . . . . . . . . . . 34, 227 the Moment . . . . . . . . . . . . . . . . . . . . 76 to Cultivate a Harassment-Free ITIL Service Capability: Release, Control and Forecasting Organization . . . . . . . . . . . . . . . . . 92 Emotional Intelligence Validation . . . . . . . . . . . . . . . . . . . . 121 Advanced Financial Forecasting and Developing Your Emotional Employment Law Course . . . . . . . . . 114 Modeling Workshop . . . . . . . 107, 235 K Intelligence . . . . . . . . . . . . . . . 45, 229 Fundamentals of Human Resources Financial Forecasting . . . . . . . . . . . . 105 Leading with Emotional Management . . . . . . . . . . . . 113, 235 Ken Blanchard Companies, Strategic Controller: Adding Value to Intelligence . . . . . . . . . . . . . . 134, 238 The . . . . . . . . . . . . . . . . . 131, 156, 241 Instructional Design for Trainers . . . . 118 Your Organization . . . . . . . . . . . . 106 Managing Emotions in the Workplace®44 Recruiting, Interviewing and Selecting L FranklinCovey . . . . . . . . . . . . . . . . . . . . . . Mastering the Art of Critical Employees . . . . . . . . . . . . . . . . . . 112 32, 34, 128, 142, 164, 227, 242 Conversations . . . . . . . . . . . . . . . . . 67 Sexual Harassment Prevention Workshop Leadership Achieving Leadership Success Through Free Resources . . . . . . . . . . . . . . 252 Mindful Leadership: Cultivating 93 People . . . . . . . . . . . . . . . . . . . . . 133 Excellence from Within . . . . . . . . . 137 Fundamental Selling Techniques for the Succession Planning . . . . . . . . . . . . . 116 New or Prospective Salesperson 204, 244 Advanced Executive Leadership Successfully Managing People . 166, 243 Training the Trainer . . . . . . . . . . . . . 117 Program . . . . . . . . . . . . . . . . . . . . 146 Fundamentals of Human Resources see also Facilitation; Training Empowerment Management . . . . . . . . . . . . . . 113, 235 Advanced Leadership Communication Achieving Leadership Success Through Strategies . . . . . . . . . . . . . . . . . . . 143 I People . . . . . . . . . . . . . . . . . . . . . 133 Fundamentals of Marketing . . . . . 172, 244 Business Boot Camp . . . . . . . . . . . . 242 Fundamentals of Purchasing for the Improving Your Managerial Coaching and Counseling for New Buyer . . . . . . . . . . . . . . . . . . . . 198 Coaching for Effective Leadership . . 132 Effectiveness . . . . . . . . . . . . . . . . . . 168 Outstanding Job Performance . . . . 162 Coaching from a Distance . . . . . . . . 238 Collaborative Leadership Skills . . . . . 130 Fundamentals of Sales Management for the Improving Your Project Management Newly Appointed Sales Manager . . . 210 Skills . . . . . . . . . . . . . . . . . . . . 186, 246 Collaborative Leadership Skills . . . . . 130 Confidence-Building Skills for Women249 Fundamentals of Strategic Planning . . . 214 Developing Executive 5 Choices to Extraordinary Leadership . . . . . . . . . . . . . . 140, 239 Productivity™, The . . . . . . . . . 34, 227

American Management Association

1- 800-854-4493

www.amatraining.org

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INDEX

256

Executive Presence for Women . . . . . . 56 How to Coach a Virtual Team . . . . . 249 Leadership and Team Development for Managerial Success . . . . . . . . . . . 127 Leadership Development for Women . 55 Leadership Skills and Team Development for Technical Professionals . . 126, 237 Leadership Skills for Supervisors . . . . 152 Leadership Strategies for Creating a Respectful Workplace . . . . . . . . . . . 95 Leading Disruptive Change and Innovation: Your Plan for Breakthrough Growth . . . . . . . . . . . . . . . . . . . . .145 Leading in a Diverse and Inclusive Culture . . . . . . . . . . . . . . . . . . . . . . 94 Leading Virtual Teams . . . . . . . 129, 236 Leading with Emotional Intelligence . . . . . . . . . . . . . . 134, 238 Leading Your Team Through Change 249 Mindful Leadership: Cultivating Excellence from Within . . . . . . . . . 137 Moving from an Operational Manager to a Strategic Leader . . . . . . . . . 169, 243 Preparing for Leadership . . . . . 124, 237 Project Team Leadership . . . . . . . . . 190 7 Habits® for Managers, The: Essential Skills and Tools for Leading Teams . . . . . . . . . . . 164, 242 Situational Leadership® II Workshop . 131 Succession Planning . . . . . . . . . . . . . 116 13 Behaviors of High-Trust Leaders, The . . . . . . . . . . . . . . . . . . . . . . . 142 Transformational Leadership: How to Inspire Extraordinary Performance . 144 Voice of Leadership, The . . . . . 138, 239 Women’s Leadership Certificate Program . . . . . . . . . . . . . . . . . . . . . 59 “Write” Way To Lead, The: Powerful Tools to Create Impact and Inspire Performance . . . . . . . . . . . . . . . . . . 87 LEAN Process Improvement . . . . . . . . . . 30 Live Online Seminars . . . . . . . . 224 Locations for AMA Classroom Seminars . . . . . . . . . . . . . . . . . . 212

M Making the Transition from Staff Member to Supervisor . . . . . . . . . . . . . . 148, 240 Making the Transition to Management 154

Improving Your Managerial Effectiveness . . . . . . . . . . . . . . . . .168 Interpersonal Skills for Managers . . . . 64 Leadership Skills for Supervisors . . . . 152 Making the Transition from Staff Member to Supervisor . . . . . . . . . . . . 148, 240 Making the Transition to Management . . . . . . . . . . . . . . . . 154 Management Skills for New Managers . . . . . . . . . . . . . . . 156, 241 Management Skills for New Supervisors . . . . . . . . . . . . . . 150, 240 Managing the Unmanageable: Tough People, Tough Situations . . . . . . 161 Managing Today’s Technical Professionals . . . . . . . . . . . . 158, 241 Moving from an Operational Manager to a Strategic Leader . . . . . . . . . 169, 243 7 Habits® for Managers, The: Essential Skills and Tools for Leading Teams . . . . . . . . . . . 164, 242 Successfully Managing People . 166, 243 Tips for Giving and Receiving Feedback . . . . . . . . . . . . . . . . . . . 249 Managing Chaos . . . . . . . . . . 36, 180, 226 Managing Emotions in the Workplace® . 44 Marketing Content Marketing Boot Camp . . . . . 175 Fundamentals of Marketing . . . 172, 244 “MBA” Workshop, 5-Day . . . . . . . . . .48 Strategic Marketing . . . . . . . . . . . . . 174 Successful Product Management . . . 173 Membership . . . . . . . . . . . . . 60, 110 Mergers and Acquisitions . . . . . . . . . . 109 Moving Ahead: Breaking Behavior Patterns that Hold You Back . . . . . . . . . . . . . . 70 Moving from an Operational Manager to a Strategic Leader . . . . . . . . . . . . 169, 243 Multitasking Best Practices for the Multi-Project Manager . . . . . . . . . . . . . . . . . . . 193 Doing It All . . . . . . . . . . . . . . . . . . . . 39 How to Manage Time, Meetings and Stress . . . . . . . . . . . . . . . . . . 249 Managing Chaos . . . . . . . . 36, 180, 226 Organizing Your Work, for Administrative Professionals . . . . . . . . . . . . . . . . 179 Secrets to Boosting Productivity . . . . 249 Time Management . . . . . . . 38, 226, 249

Management Assertiveness Training for Managers . .47 N Business Boot Camp . . . . . . . . . . . . 242 Negotiating Coaching and Counseling for Negotiating to Win . . . . . . . . . . . . . . 82 Outstanding Job Performance . . . . 162 Negotiation for Women: Adding Value to Conflict Management Workshop . . . 160 your Organization . . . . . . . . . . . . . . 57 Delegation Boot Camp . . . . . . . . . . . 153 Strategic Sales Negotiations . . . . . . . 208 How to Be a Successful Manager as an New Seminars at AMA . . . . . . . . 12 Introvert . . . . . . . . . . . . . . . . . . . . . 41 How to Manage Time, Meetings and Stress . . . . . . . . . . . . . . . . . . . . . . 249

Presentation Skills Workshop . . . . . . . 88 Strategies for Developing Effective Presentation Skills . . . . . . . . . . . . . 89 Principles of Professional Selling . . . . . 206

Office and Administrative Support Management Skills for Administrative Professionals . . . . . . . . . . . . 182, 245 Managing Chaos . . . . . . . . 36, 180, 226 Prioritizing Best Practices for the Multi-Project Organizing Your Work, for Administrative Manager . . . . . . . . . . . . . . . . . . . 193 Professionals . . . . . . . . . . . . . . . . 179 How to Manage Time, Meetings and Partnering with Your Boss . . . . . . . . 178 Stress . . . . . . . . . . . . . . . . . . . . . . 249 Project Management for Administrative Management Skills for Administrative Professionals . . . . . . . . . . . . . . . . 181 Professionals . . . . . . . . . . . . 182, 245 Online Learning, Live . . . . . . . . 224 Managing Chaos . . . . . . . . 36, 180, 226 Online Learning, Live Express . 249 Time Management . . . . . . . 38, 226, 249 Corporate Learning Solutions . . . 4 Problem Solving Analytical Thinking, Problem Solving and Organization Change Decision Making . . . . . . . . . . . . . . . 20 Leading Disruptive Change and Innovation: Your Plan for Breakthrough Critical Thinking . . . . . . . . . 24, 225, 249 Growth . . . . . . . . . . . . . . . . . . . . .145 Strategic Thinking . . . . . . . . . . . . . . . 22 Organizing Your Work, for Administrative Process Management . . . . . . . . . . . . . . 29 Professionals . . . . . . . . . . . . . . . . . . 179 Productivity Doing It All . . . . . . . . . . . . . . . . . . . . 39 P 5 Choices to Extraordinary Partnering with Your Boss . . . . . . . . . . 178 Productivity™, The . . . . . . . . . 34, 227 PDUs for Project Management Organizing Your Work, for Administrative ® Professionals (PMP ) . . . . . . . 185 Professionals . . . . . . . . . . . . . . . . 179 Performance Management Secrets to Boosting Productivity . . . . 249 Advanced Sales Management . . . . . . 211 7 Habits® for Managers, The: Coaching and Counseling for Essential Skills and Tools for Leading Outstanding Job Performance . . . . 162 Teams . . . . . . . . . . . . . . . . . 164, 242 ® Situational Leadership II Workshop . 131 7 Habits of Highly Effective People® Persuasion Signature Edition 4.0, The . . . 32, 227 Advanced Leadership Communication Situational Leadership® II Workshop . 131 Strategies . . . . . . . . . . . . . . . . . . . 143 Time Management . . . . . . . 38, 226, 249 Expanding Your Influence . . . . . . 81, 232 Professional Credentials and Getting Results Without Accreditations . . . . . . . . . . . . . 259 Authority . . . . . . . . . . . . . . . . 78, 231 Professional Effectiveness Mastering the Art of Critical Becoming Indispensable: Transforming Conversations . . . . . . . . . . . . . . . . . 67 into a Game Changer . . . . . . . . . . . 42 Negotiating to Win . . . . . . . . . . . . . . 82 Creative Thinking in Business . . . . . . . 21 Voice of Leadership, The . . . . . 138, 239 Doing It All . . . . . . . . . . . . . . . . . . . . 39 “Write” Way To Lead, The: Powerful 5 Choices to Extraordinary Tools to Create Impact and Inspire Productivity™, The . . . . . . . . . 34, 227 Performance . . . . . . . . . . . . . . . . . . 87 How to Manage Time, Meetings and PMI Talent Triangle™ . . . . . . . 185 Stress . . . . . . . . . . . . . . . . . . . . . . 249 PMI-ACP® certification . . . . . . . . . . . . 195 7 Habits of Highly Effective People® PMP® Preparation Signature Edition 4.0, The . . . 32, 227 Comprehensive Project Management Taking On Greater Responsibility . . . . 40 Workshop . . . . . . . . . . . . . . . . . . .189 Time Management . . . . . . . 38, 226, 249 Improving Your Project Management Program Management . . . . . . . . . . . . . 194 Skills . . . . . . . . . . . . . . . . . . 186, 246 Project Management PMP® Exam Prep Express . . . . . . . . . 191 Agile Project Management . . . . . . . 196 Technical Project Management . . . . . 188 Best Practices for the Multi-Project Powerful Communication Techniques . . 249 Manager . . . . . . . . . . . . . . . . . . . 193 Preparing for Leadership . . . . . . . 124, 237 Comprehensive Project Management Presentation Skills Workshop . . . . . . . . . . . . . . . . . . .189 Effective Executive Speaking . . . . . . . . 90 Essentials of Project Management for the Executive Presence for Women . . . . . . 56 Non-Project Manager . . . . . . 184, 246 How to Turn Data Into Compelling Visual How to Create a Project Schedule that Presentations . . . . . . . . . . . . . . . . . 19 Works . . . . . . . . . . . . . . . . . . . . . 249

AMA seminars are GSA approved and all AMA programs can be delivered onsite

INDEX

How to Start a Project Right . . . . . . . 249 Secrets to Boosting Productivity . . . . . . 249 How to Successfully Execute a Project Self-Development Plan . . . . . . . . . . . . . . . . . . . . . . . 249 Assertiveness Training . . . . . . . . . . . . 46 Improving Your Project Management Assertiveness Training for Managers . .47 Skills . . . . . . . . . . . . . . . . . . 186, 246 Assertiveness Training for Women in ITIL® Foundation . . . . . . . . . . . . . . . 120 Business . . . . . . . . . . . . . . . . . 54, 228 ITIL Service Capability: Operational Becoming Indispensable: Transforming Support and Analysis . . . . . . . . . . 121 into a Game Changer . . . . . . . . . . . 42 ITIL Service Capability: Release, Control Confidence-Building Skills for Women249 and Validation . . . . . . . . . . . . . . . 121 Creative Thinking in Business . . . . . . . 21 PMI Agile Certified Practitioner Developing Your Emotional ® (PMI-ACP) Boot Camp . . . . . . . . 195 Intelligence . . . . . . . . . . . . . . . 45, 229 PMP® Exam Prep Express . . . . . . . . . 191 Developing Your Personal Brand and Process Management . . . . . . . . . . . . . 29 Professional Image . . . . . . . . . . . . . 50 Program Management . . . . . . . . . . . 194 Executive Presence for Women . . . . . . 56 Project Management for Administrative How to Be a Successful Manager as an Professionals . . . . . . . . . . . . . . . . 181 Introvert . . . . . . . . . . . . . . . . . . . . . 41 Project Team Leadership . . . . . . . . . 190 Leadership Development for Women . 55 Technical Project Management . . . . . 188 Managing Emotions in the Workplace®44 Public Speaking Mindful Leadership: Cultivating Effective Executive Speaking . . . . . . . . 90 Excellence from Within . . . . . . . . . 137 Presentation Skills Workshop . . . . . . . 88 Negotiation for Women: Adding Value to Your Organization . . . . . . . . . . . . . 57 Strategies for Developing Effective Presentation Skills . . . . . . . . . . . . . 89 Taking On Greater Responsibility . . . . 40 Selling to Major Accounts . . . . . . . . . . 209 Purchasing/Supply Management Fundamentals of Purchasing for the New Buyer . . . . . . . . . . . . . . . . . . . . . . 198 Global Supply Chain Management: Best Practices in Import and Export Operations . . . . . . . . . . . . . . . . . . 202 Inventory Management Techniques . 201 Purchasing Management . . . . . . . . 199R Recruiting, Interviewing and Selecting Employees . . . . . . . . . . . . . . . . . . . . 112

Seminar Savings Pass . . . . . . . . . 14 7 Habits® for Managers, The: Essential Skills and Tools for Leading Teams . . . . . . . . . . . . . . . . . . . 164, 242 7 Habits of Highly Effective People® Signature Edition 4.0, The . . . . . 32, 227 Sexual Harassment Prevention Workshop . . . . . . . . . . . . . . . . . . . . . 93

Situational Leadership® II Remote or Virtual Teams Developing Executive Coaching from a Distance . . . . . . . . 238 Leadership . . . . . . . . . . . . . . 140, 239 How to Coach a Virtual Team . . . . . 249 Management Skills for New Managers . . . . . . . . . . . . . . . 156, 241 Leading Virtual Teams . . . . . . . 129, 236 Situational Leadership® II Workshop . 131 Successful Virtual Team Member, The . . . . . . . . . . . . . . . . . . . . 43, 228 Speaking Effectively, for Executives . . . . 90 Respectful Workplace, Leadership Storytelling Power: Secrets for Exceptional Strategies for Creating a . . . . . . . . . . 95 Communication . . . . . . . . . . . . . . . . . 71 Responding to Conflict . . . . . . . . . 66, 230 Strategic Controller: Adding Value to Your Organization . . . . . . . . . . . . . . . . . . 106 S Strategies for Developing Effective Presentation Skills . . . . . . . . . . . . . . . 89 Sales Advanced Sales Management . . . . . . 211 Strategy/Strategic Planning Customer Service Excellence . . . . . . . 176 Building Agility and Resilience: Winning Fundamental Selling Techniques for Strategies for Leaders . . . . . . . . . . 219 the New or Prospective Facilitating an Effective Strategic Salesperson . . . . . . . . . . . . . 204, 244 Planning Process . . . . . . . . . . . . . 215 Fundamentals of Sales Management Fundamentals of Strategic Planning . 214 for the Newly Appointed Sales Leading Disruptive Change and Manager . . . . . . . . . . . . . . . . . . . 210 Innovation: Your Plan for Breakthrough Principles of Professional Selling . . . . 206 Growth . . . . . . . . . . . . . . . . . . . . .145 Selling to Major Accounts . . . . . . . . 209 Strategic Planning . . . . . . . . . . . . . . 216 Strategic Sales Negotiations . . . . . . . 208 Strategic Sales Negotiations . . . . . . . 208 Territory and Time Management for Strategic Thinking . . . . . . . . . . . . . . . 22 Salespeople . . . . . . . . . . . . . . . . . 207 Strategy Execution . . . . . . . . . . . . . . 218

American Management Association

Organizing Your Work, for Administrative Stress Management Professionals . . . . . . . . . . . . . . . . 179 How to Manage Time, Meetings and Stress . . . . . . . . . . . . . . . . . . . . . . 249 Territory and Time Management for Salespeople . . . . . . . . . . . . . . . . . 207 Managing Chaos . . . . . . . . 36, 180, 226 Time Management . . . . . . . 38, 226, 249 Managing Emotions in the Workplace®44 Mindful Leadership: Cultivating Training Excellence from Within . . . . . . . . . 137 Instructional Design for Trainers . . . . 118 Secrets to Boosting Productivity . . . . 249 Training the Trainer . . . . . . . . . . . . . 117 Successful Product Management . . . . . 173 Transformational Leadership: How to Successful Virtual Team Member, The . . 43 Inspire Extraordinary Performance . . 144 Successfully Managing People . . . 166, 243 Trust Succession Planning . . . . . . . . . . . . . . 116 Achieving Leadership Success Through People . . . . . . . . . . . . . . . . . . . . . 133 Supervision Collaborative Leadership Skills . . . . . 130 Leadership Skills for Supervisors . . . . 152 Making the Transition from Staff Member V to Supervisor . . . . . . . . . . . . 148, 240 Virtual Teams: see Remote or Management Skills for New Supervisors . . . . . . . . . . . . . . 150, 240 Virtual Teams Virtual Training: see Online Supply Management Seminars see Purchasing/Supply Management Voice of Leadership, The . . . . . . . 138, 239

Team Development Coaching from a Distance . . . . . . . . 238 Fierce Customer Loyalty: Achieve It With Passionate Employees . . . . . . . . . . 128 Leadership and Team Development for Managerial Success . . . . . . . . . . . 127 Leadership Skills and Team Development for Technical Professionals . . 126, 237 Leading in a Diverse and Inclusive Culture . . . . . . . . . . . . . . . . . . . . . . 94, Leading Virtual Teams . . . . . . . 129, 236 Leading Your Team Through Change 249 Project Team Leadership . . . . . . . . . 190 Transformational Leadership: How to Inspire Extraordinary Performance . 144

Webcasts . . . . . . . . . . . . . . . . 60, 221 Webinars . . . . . . . . . . . . . . . . . . . 250 Women Assertiveness Training for Women in Business . . . . . . . . . . . . . . . 54, 228 Confidence-Building Skills for Women249 Executive Presence for Women . . . . . . 56 Leadership Development for Women . 55 Negotiation for Women: Adding Value to Your Organization . . . . . . . . . . . . . 57 Women’s Leadership Certificate Program . . . . . . . . . . . . . . . . . . . . . 59 Women’s Leadership Center . . . . . . . . . . . . . . . . . . 52, 60 Women’s Leadership Certificate Program 59

Technical Professionals Communication and Interpersonal Skills Writing for Technical Professionals . . . . . . . 65 Business Grammar Workshop . . . 83, 232 Effective Technical Writing . . . . . 86, 233 Business Writing Made Simple . . . . . . 85 Leadership Skills and Team Development Business Writing Workshop, for Technical Professionals . . 126, 237 2-Day . . . . . . . . . . . . . . . . . . 84, 233 Managing Today’s Technical Effective Technical Writing . . . . . 86, 233 Professionals . . . . . . . . . . . . 158, 241 “Write” Way To Lead, The: Powerful Tools to Create Impact and Inspire Technical Project Management . . . . . 188 Performance . . . . . . . . . . . . . . . . . . 87 Territory and Time Management for Salespeople . . . . . . . . . . . . . . . . . . . 207 13 Behaviors of High-Trust Leaders, The142 3 Steps to Exceptional Critical Thinking . . . . . . . . . . . . . . . . . . . . . 249 Time Management Doing It All . . . . . . . . . . . . . . . . . . . . 39 5 Choices to Extraordinary Productivity™, The . . . . . . . . . 34, 227 How to Manage Time, Meetings and Stress . . . . . . . . . . . . . . . . . . . . . . 249 Managing Chaos . . . . . . . . 36, 180, 226

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Goverment

Challenges Are Unique. So Are Our Solutions. We provide our federal clients with the individualized attention to implement learning solutions for their agency, leveraging the breadth and depth of AMA’s content, best practices and learning experiences to enable their workforce to build the knowledge, skills and behaviors to enhance performance, increase productivity and improve results in an uncertain and complex world.

The AMA Difference Seamless and Consistent Delivery Modalities Across Platforms. AMA learning experiences can be delivered in multiple modalities, including classroom and virtual instructorled training, webinars and on demand solutions.

Federal Government agencies and individuals may purchase our products and services through our GSA Multiple Award Schedule Contract with preferred pricing.

All AMA Modalities Can Be Delivered As: Public (open enrollment) offerings—intended for individuals from both the public and private sector to learn from one another and experience other perspectives in an autonomous environment. Government learning solutions—either standard programs or custom deliverables aligned to the agency’s learning needs and culture and delivered at the agency location or one of AMA’s global offices.

Satisfy the requirements of OMB Memorandum M-17-22: Comprehensive Plan for Reforming the Federal Government. nhance your overall qualifications for the Senior E Executive Service (SES) with solutions that have been mapped to the Executive Core Qualifications (ECQs). As a solutions provider to the federal government, AMA Government Solutions Advisors understand the regulations and requirements that affect your training and are prepared to address the needs of

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Professional Credentials

American Management Association is an authorized provider of Continuing Education Units (CEUs) and related credits from professional associations worldwide, including the Project Management Institute (PMI)®, the National Association of State Boards of Accountancy (NASBA) and the Human Resource Certification Institute (HRCI), among many others. If you’re looking to accumulate credits, complete certification requirements, or prepare for your certification exam—look to AMA seminars to help you reach your goals.

For more information, visit www.amatraining.org/credits and click on the accreditation icon that interests you. You’ll find a complete list of the AMA seminars that will earn the credits you’re looking for.

American Management is accredited by the International Association for Continuing Education and Training (IACET). American Management Association complies with the ANSI/IACET Standard, which is recognized internationally as a standard of excellence in instructional practices. As a result of this accreditation, American Management is authorized to issue the IACET CEU.

American Management Association is recognized by SHRM to offer Professional Development Credits (PDCs) for the SHRM-CP® or SHRM-SCP®.

SMPS (The Society for Marketing Professional Services) was created in 1973 by a small group of professional services firm leaders who recognized the need to sharpen skills, pool resources and work together to create business opportunities. Today, the association has a membership of 7,000 marketing and business development professionals from architectural, engineering, planning, interior design, construction and specialty consulting firms located throughout the United States and Canada.

IMA (Institute of Management Accountants) recognizes AMA as a provider of CPE credits for CMAs (Certified Management Accountants). IMA will accept all courses approved by NASBA (National Association of State Boards of Accountancy) for continuing professional education. AFP (Association for Financial Professionals) is the sponsor of the Certified Treasury Professional (CTP) and the Certified Corporate FP&A Professional (FP&A) designations. These credentials serve as benchmarks of competency within the finance profession. The CTP is recognized as the leading credential in corporate treasury worldwide. The FP&A Professional is defining the field of corporate financial planning & analysis across the globe by setting the standard for best practice. AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI)®.

AMA is an HRCI approved provider. Many of our seminars have been approved for recertification credit hours toward PHR, SPHR and GPHR recertification through the HR Certification Institute (HRCI). The use of this seal is not an endorsement by HRCI of the quality of the activity. It means that this activity has met HRCI’s criteria to be pre-approved for recertification credit.

AMA has been accepted as a Continuing Education Provider for CPUs (Certified Professional Units) for CAP® (Certified Analytics Professional) by the Institute for Operations Research and the Management Sciences (INFORMS). Informs is an international society for practitioners in the fields of operations research (OR), management science and analytics. It was established in 1995 with the merger of the Operations Research Society of America (ORSA) and The Institute of Management Sciences (TIMS). ISA. Founded in 1945, ISA (www.isa.org) is a leading, global, nonprofit organization that is setting the standard for automation by helping over 30,000 worldwide members and other professionals solve difficult technical problems, while enhancing their leadership and personal career capabilities. Based in Research Triangle Park, North Carolina, ISA develops standards; certifies industry professionals; provides education and training; publishes books and technical articles; and hosts the largest conference and exhibition for automation professionals in the Western Hemisphere. ISA is the founding sponsor of the Automation Federation (www.automationfederation.org). ASAE: The Center for Association Leadership. American Management Association is a Certified Association Executive (CAE) Approved Provider. Programs in this catalog with the CAE logo meet the requirements for fulfilling the professional development requirements to earn or maintain the CAE credential. Every program that we offer that qualifies for CAE credit will clearly identify the number of CAE credits granted for full participation, and we will maintain records of your participation in accord with CAE policies. For more information about CAE credentials or the Approved Provider program, please visit www.whatiscae.org Let your CEUs work for you. Turn them into college credit on undergraduate degree programs at the University of Phoenix. Learn more at phoenix.edu/ama

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