Training Seminars Booklets

WORLDCLASS TRAINING FOR BUSINESS PROFESSIONALS
DECEMBER 2011AUGUST 2012
AMA Seminars
NEW!
Essentials of
Enterprise Risk
Management
Live Online
Seminars
See pages 6-8 for details
140+ Seminars
in 40 cities nationwide
See page 102 for expanded locations
page 54
Succession
Planning:
Developing
Leaders
from
Within
page 64
Is the price
of multitasking
getting too high?
Doing
It
All
How to Stay
Focused
and Engaged
Page 13
DEVELOPMENT
www.amaseminars.org
SUPPORT
SOLUTIONS
Any
200 Off
Seminar
When you register by December 31, 2011
The more you can do

the further you can go
arning signs are everywhere todayup-and-down markets, grim job reports

and endless debates about how to fix the economy. Smart business people
know that keeping your skills sharp is the best way to navigate through the
uncertainty. Staying competitive as an organization always depends on having a
workforce with strong and diverse capabilities. Now, more than ever, the same
principle applies to individuals.
To increase your value to your company, you need to expand your skill set
You must bring greater value to your job every single day. Can you take on more
responsibility quickly? Wear different hats if theres another downsizing? Do you have the
right stuff to help keep your company competitive? You cant rise to those challenges
by toughing it out on your own. Being well-trained in multiple areas is the best job
insurance you can get. Thats why people turn to AMA.
AMA can give you the broad range of skills you need to stay competitive
amaseminars.org
American Management Association has been selected as one of

2011s TOP 20 LEADERSHIP TRAINING COMPANIES
by TrainingIndustry.com
All training
programs are NOT
created equal
Your company demands more from you,
and AMA seminars help you deliver it
You wont get a lasting boost in
performance from a one-hour
webcast or a five-minute podcast
or a training mill with dozens
of other participants. Our sessions
AMA OFFERS YOU PRECISELY

WHAT YOU NEED WITH
140+ CLASSROOM SEMINARS
CANT GET AWAY FROM

THE OFFICE? TRY AMAS LIVE
ONLINE SEMINARS
If you prefer classroom training, come to

one of our state-of-the-art facilities in
40 different cities, where youll be part
of a dynamic discovery process thats been
proven effective in adult learning. Our
wide range of courses will inspire and
engage you like few learning experiences
can. The interaction between you, your
instructor and the other attendees will
give you insights that might have taken
you years to discover on the job. Visit
amaseminars.org/seminars
We know travel budgets are tight, and

leaving your office to attend a seminar isnt
always an optionbut you can still
experience AMAs world-class training right
at your desktop in real time. These
interactive, instructor-led courses offer the
expert faculty and high-quality content
you expect from AMA. Youll find a full
listing of them on pages 6-8. For more
information about our Live Online Seminars
visit amaseminars.org/liveonline
GET ALL THE SKILLS

YOU NEED WITH
AMAS ANNUAL PASS

Our Annual Pass gives you the freedom to
take as many seminars as youd like for one
full yearat one low price. Were now
offering more flexibility with unlimited
access to our Classroom seminars, plus
3 Live Online seminars. That means you can
focus on getting all the skills you must
have in order to move your career ahead
right now. See page 2 for details or visit
amaseminars.org/annualpass
GSA PRICING
SHOW YOUR COMMITMENT TO LEARNING

WITH PROFESSIONAL CREDENTIALS
Regardless of how you take part in AMA training, you may earn Continuing Education
Units (CEUs) and related credits from many professional associations worldwide.
For complete details, visit www.amasuccess.org/credits
AMA Offers
are alive with discussions, brainstorming

and practical problem solving. Youll
learn new skills with a small group of
peers from various industries and
corporate cultures who face a lot of the
same challenges as you. Guided by your
expert course leader, youll try out
what youre learning in a supportive
environmentso youll be ready to
integrate new knowledge and ideas into
your workday the very next day.
All U.S. government employees and agencies

are eligible for special GSA pricing on any single
AMA seminar. For more information visit
amaseminars.org/government
More Skills In More Cities
See page 102 for details or visit amalearning.org/locations
Call
Scan with your smartphone to

view the AMA Experience video
or visit amalearning.org
1-800-262-9699
Our training advisors can help you analyze your job requirements
and develop a plan to give you the precise skills you need.
AMAs
ANNUAL PASS
One Year. One Price.
Your ticket to unlimited training
and unlimited possibilities.
If you want to broaden your expertise
and be viewed as the go to person
who can successfully take on any
assignment, AMAs Annual Pass can help
you do just that. In the past, when faced
with new responsibilities, you might
have been able to tough it out on your
own or participate in one training event
a year. That doesnt cut it any more.
You need to be proactive and prepared
to tap into your full potential. Annual
Pass is the perfect solutiongiving you
the freedom to take as many seminars
as youd like for one full yearat one
low price.
Were ready to help you assess new

challenges and map out the best
solution for getting you up to speed
fast. Every course you take allows you
to put new skills into practice in a safe
environment, so you can return to work
ready to make a difference.
You want to position yourself

to get ahead:
Critical Thinking Page 14
How to Communicate with Diplomacy,
Tact and Credibility Page 24

Getting Results Without Authority Page 36
Fundamentals of Finance and Accounting
for Non-Financial Managers Page 48
Youre a new manager and you want

to propel your team forward:
Management Skills for New Managers
Page 84
Take a look at the scenarios on the

right and the suggested learning
paths. These are some of the typical
challenges we know our customers face.
Although your situation may be unique,
our breadth of offerings allows us to
customize a curriculum to meet your
specific needs.
Enhanced Benefits
Coaching and Counseling for Outstanding
Job Performance Page 87

Mastering Organizational Politics,
Influence and Alliances Page 92

Managing Chaos: Tools to Set Priorities
and Make Decisions Under Pressure Page 12
Youre a leader and you want to

inspire passion and purpose:
Creativity and Innovation: Unleash Your
Because it can be tough to get away for training, weve expanded our Annual Pass
benefits to offer you maximum flexibility. In addition to unlimited Classroom
seminars, you can attend 3 Live Online seminarsbringing AMAs highly-interactive
training right to your desktop.
Potential for Greater Success Page 18

Expanding Your Influence: Understanding
the Psychology of Persuasion Page 39

Achieving Leadership Success
Through People Page 66
Effective Executive Speaking Page 47
AMAs ANNUAL PASS

One full year of unlimited
access to 140+ Classroom
seminars plus 3 Live Online
seminars of your choice.
$ 3,995
Call 1-800-262-9699 for more information. Mention offer code LDJQ.

Some restrictions apply. See Terms and Conditions for details.
Youre on a project management

fast track:
AMAs PMP Exam Prep Express Page 113
Best Practices for the Multi-Project
Manager Page 115

Project Team Leadership: Building
Commitment Through Superior

Communication Page 116
The 7 Habits of Highly Effective People
3-Day Signature Program Page 10
Visit us at www.amaseminars.org/annualpass
TERMS AND CONDITIONS: The purchase of AMAs Annual Pass entitles the owner to attend an unlimited number of AMA Classroom seminars and
3 AMA Live Online seminars for the twelve month period that begins on the start date of the first seminar the owner registers for using the pass. All seminar
attendance must occur within this twelve month time frame. If left entirely unused, the pass will expire twelve months from the purchase date.
Annual Pass purchasers may choose any AMA Classroom or Live Online seminar with a member price of $2,295 or less and nonmember price of $2,545
or less. Annual Passes are not applicable to webinars or Global Knowledge seminars offered by AMA. Payment must be received prior to attending the
first Annual Pass seminar. Fees are nonrefundable, regardless of attendance. The pass may only be used by the designated person and may not be sold,
transferred, or assigned in any manner. There are no other rights granted. Photo identification will be required when attending a seminar.
Call 1-800-262-9699 to speak

to an AMA Representative.
table of
contents:
BUSINESS ENHANCEMENT SKILLS
Time Management . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
3-Day Signature Program . . . . . . . . . . . . . . . . . . . . . . . . . . 10
Managing Chaos: Tools to Set Priorities and Make
Decisions Under Pressure . . . . . . . . . . . . . . . . . . . . . . . . . . 12
C:L Doing It All: How to Stay Focused and Engaged . . . . . . . . 13
Developing Your Emotional Intelligence . . . . . . . . . . . . . . . . . 13
Critical Thinking . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
Advanced Critical Thinking Applications Workshop . . . . . . . . 15
C:L Developing Your Collaborative Skills . . . . . . . . . . . . . . . . . 15
Developing Your Personal Brand and Professional Image . . . 16
High-Impact Decision Making: Reducing Risks,
Maximizing Results . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
Managing Emotions in the Workplace :
Strategies for Success . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17
Creativity and Innovation: Unleash Your Potential
for Greater Success. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
C:L Improve Your Analytical Skills: Making Information
Work for You . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
Taking On Greater Responsibility: Step-up Skills for
Non-Managers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19
Assertiveness Training for Women in Business . . . . . . . . . . . . 20
Assertiveness Training . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21
Assertiveness Training for Managers . . . . . . . . . . . . . . . . . . . . 21
AMAs 5-Day MBA Workshop . . . . . . . . . . . . . . . . . . . . . . . . 22
Writing for the Web . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 42

Effective Technical Writing . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43
Business Writing for the Multilingual Professional . . . . . . . . . 44
Presentation Skills
Strategies for Developing Effective Presentation Skills . . . . . 45
PowerPoint Unplugged . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46
C:LA>K:DCA>C:DCANHow to Present Online: A Skills-Based
Workshop . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46
Effective Executive Speaking . . . . . . . . . . . . . . . . . . . . . . . . . . . 47
FINANCIAL MANAGEMENT
Fundamentals of Finance and Accounting
for Non-Financial Managers . . . . . . . . . . . . . . . . . . . . . . . 48
AMAs Finance Workshop for Non-Financial Executives . . . . . 50
C:LA>K:DCA>C:DCANFundamentals of Business Math . . . . . . . 51
Debits & Credits: How Accounting Really Works . . . . . . . . . . . 51
AMAs Budgeting Workshop . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 52
Fundamentals of Cost Accounting . . . . . . . . . . . . . . . . . . . . . . 52
Fixed Asset Accounting . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 53
The Controllers Job in Todays Environment . . . . . . . . . . . . . . 53
C:L Essentials of Enterprise Risk Management . . . . . . . . . . . . . 54
AMAs Insurance and Risk Management Workshop . . . . . . . . 55
C:L Valuation Strategies for Both Sides of the Deal . . . . . . . . . 55
AMAs Course on Mergers and Acquisitions . . . . . . . . . . . . . . 56
AMAs Financial Statement Workshop . . . . . . . . . . . . . . . . . . . 56
C:L Fundamentals of Forecasting . . . . . . . . . . . . . . . . . . . . . . . . 57
AMAs Course on Financial Analysis . . . . . . . . . . . . . . . . . . . . . 58
AMAs Advanced Financial Modeling and
Forecasting Workshop . . . . . . . . . . . . . . . . . . . . . . . . . . . . 59
COMMUNICATION
HUMAN RESOURCES AND TRAINING
Interpersonal Skills
Fundamentals of Human Resources Management . . . . . . . . . 60

Recruiting, Interviewing and Selecting Employees . . . . . . . . . 60
Human Resources Measurement and Metrics . . . . . . . . . . . . . 61
How to Communicate with Diplomacy, Tact and Credibility . . 24

Communication and Interpersonal Skills:
A Seminar for IT and Technical Professionals . . . . . . . . . . 26
Moving Ahead: Breaking Behavior Patterns
That Hold You Back . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27
Interpersonal Skills for Managers . . . . . . . . . . . . . . . . . . . . . . . 27
Responding to Conflict: Strategies for
Improved Communication . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28
Dynamic Listening Skills for Successful Communication . . . . . 29
Communication Boot Camp . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29
Building Better Work Relationships: New Techniques
for Results-Oriented Communication . . . . . . . . . . . . . . . . 30
Developing Effective Business Conversation Skills . . . . . . . . . 32
Business Conversation Skills for the
Multilingual Professional . . . . . . . . . . . . . . . . . . . . . . . . . . 32
Communicating Up, Down and Across the Organization . . . 34
The Effective Facilitator: Maximizing
Involvement and Results . . . . . . . . . . . . . . . . . . . . . . . . . . 35
Inuencing and Negotiating

Getting Results Without Authority . . . . . . . . . . . . . . . . . . . . . . 36
Negotiating to Win . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38
Whoever Tells the Best Story Wins . . . . . . . . . . . . . . . . . . . . . . 39
Expanding Your Influence: Understanding the
Psychology of Persuasion . . . . . . . . . . . . . . . . . . . . . . . . . . 39
Business Writing
How to Sharpen Your Business Writing Skills . . . . . . . . . . . . . . 40
AMAs 2-Day Business Writing Workshop . . . . . . . . . . . . . . . . 41
The Grammar Course . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 42
SAVE $200
on any seminar in this catalog when

you register by December 31, 2011.
Additional benefits youll receive from an AMA seminar:
N
Practical solutions to critical management and business challenges
Expert guidance from a faculty of seasoned business professionals
Dynamic interaction with course leaders and colleagues
Convenient delivery in 40 cities nationwide
Certicate programs in 12 key business curriculum disciplines
REGISTER TODAY!
Visit www.amaseminars.org
or call 1-800-262-9699 and be sure to mention Offer
Code LDJU to save $200 off any AMA seminar.
This offer expires December 31, 2011 and cannot be combined with any other
promotional offer. It is valid only when applied to new registrations, and cannot
be applied to seminar transfers, cancellations, or to third party courses offered
by AMA, except for seminars #2601, #2602 and #2603. Individuals eligible for
GSA and contract pricing must choose between their contract price or this discount applied to the AMA member rate.
To register 1.800.262.9699 www.amaseminars.org
TA BLE O F CON TEN T S

AMAs Employment Law Course: Avoiding
the Pitfalls of EEO, FMLA and ADA . . . . . . . . . . . . . . . . . . 61
AMAs Myers-Briggs Type Indicator (MBTI )
Certification Program . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 62
C:L Succession Planning: Developing Leaders from Within. . . 64
Training the Trainer . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 64
Instructional Design for Trainers . . . . . . . . . . . . . . . . . . . . . . . . 65
C:L Human Resources Essentials for Non-HR Managers . . . . . 65
LEADERSHIP
Achieving Leadership Success Through People . . . . . . . . . . . . 66
Leadership Skills and Team Development for
IT and Technical Professionals . . . . . . . . . . . . . . . . . . . . . . 66
Leadership and Team Development for
Managerial Success . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 67
C:L The 8th Habit : From Effectiveness to Greatness . . . . . . . . 67
Preparing for Leadership: What It Takes to Take the Lead . . . 68
Leading Virtual and Remote Teams . . . . . . . . . . . . . . . . . . . . . 69
C:L Create a Respectful Workplace: Improve Morale,
Increase Productivity and Achieve Business Goals . . . . . . 70

Situational Leadership II Workshop . . . . . . . . . . . . . . . . . . . . 70
Coaching: A Strategic Tool for Effective Leadership . . . . . . . . 71
Strategic Agility and Resilience: Embracing
Change to Drive Growth . . . . . . . . . . . . . . . . . . . . . . . . . . 71
Developing Executive Leadership . . . . . . . . . . . . . . . . . . . . . . . 72
C:L What Got You Here Wont Get You There . . . . . . . . . . . . . . 73
Collaborative Leadership Skills for Managers . . . . . . . . . . . . . 73
Advanced Leadership Communication Strategies . . . . . . . . . . 74
C:L Bridging the Myers-Briggs Type Indicator (MBTI),
Temperament, and Situational Leadership II . . . . . . . . . 74
The Voice of Leadership: How Leaders Inspire,
Influence and Achieve Results . . . . . . . . . . . . . . . . . . . . . . 75
AMAs Advanced Executive Leadership Program. . . . . . . . . . . 76
C:L Play to Your Strengths: Harnessing
the Power of Your Personality . . . . . . . . . . . . . . . . . . . . . . 76
Leading with Emotional Intelligence . . . . . . . . . . . . . . . . . . . . 77
MANAGEMENT
Management Skills for New Supervisors . . . . . . . . . . . . . . . . . 78
Making the Transition from Staff Member to Supervisor. . . . 80
for Managers 2-Day Workshop . . . . . . . . . . . . . . . . . . . . . 81
Confronting the Tough Stuff: Management
Skills for Supervisors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 82
Leadership Skills for Supervisors . . . . . . . . . . . . . . . . . . . . . . . . 82
Making the Transition to Management . . . . . . . . . . . . . . . . . . 83
Management Skills for New Managers . . . . . . . . . . . . . . . . . . . 84
Managing a World-Class IT Department . . . . . . . . . . . . . . . . . 86
Managing Todays IT and Technical Professionals . . . . . . . . . . 86
Delegation Boot Camp . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 87

Coaching and Counseling for Outstanding
Job Performance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 87
Successfully Managing People . . . . . . . . . . . . . . . . . . . . . . . . . . 88
C:L Social Media for Managers: New Tools for
Communication, Innovation and Collaboration . . . . . . . . 90
Improving Your Managerial Effectiveness . . . . . . . . . . . . . . . . 91
Mastering Organizational Politics, Influence and Alliances . . . 92
Moving from an Operational Manager to a Strategic Thinker . . 93
MARKETING
Fundamentals of Marketing: Your Action Plan for Success . . 94
Market Research: How to Get the Right Data to
Make the Right Decisions . . . . . . . . . . . . . . . . . . . . . . . . . . 95
C:L How to Write a Killer Marketing Plan . . . . . . . . . . . . . . . . . 95
Measuring and Maximizing Marketing ROI . . . . . . . . . . . . . . 96
C:L Mobile Marketing: From Platforms to Profits . . . . . . . . . . 96
AMAs Advanced Course in Strategic Marketing . . . . . . . . . . . 97
Planning and Developing New Products . . . . . . . . . . . . . . . . . 97
Successful Product Management . . . . . . . . . . . . . . . . . . . . . . . 98
Leveraging Social Media to Engage Customers and
Build Your Brand . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 98
OFFICE AND ADMINISTRATIVE SUPPORT

Management Skills for Administrative Professionals . . . . . . . . . . 99
Partnering with Your Boss: Strategic Skills for
Administrative Professionals . . . . . . . . . . . . . . . . . . . . . . 100
Stepping Up to Leadership: A Course for
C:L Organizing Your Work: New Techniques for
Business Writing for Administrative Professionals . . . . . . . . 103
Project Management for Administrative Professionals. . . . . 103
Fundamentals of Finance and Accounting for
Managing Chaos: Dynamic Time Management,
Recall, Reading and Stress Management Skills
for Administrative Professionals . . . . . . . . . . . . . . . . . . . . 105
PROJECT MANAGEMENT
Improving Your Project Management Skills:
The Basics for Success . . . . . . . . . . . . . . . . . . . . . . . . . . . . 106
Technical Project Management . . . . . . . . . . . . . . . . . . . . . . . . 108
Information Technology Project Management . . . . . . . . . . . 109
AMAs Comprehensive Project Management Workshop . . . . 110
C:L How to Develop the Project Management Plan . . . . . . . . 111
C:L Managing Project Execution and Closing . . . . . . . . . . . . . 111
Essentials of Project Management for the
Non-Project Manager . . . . . . . . . . . . . . . . . . . . . . . . . . 112
AMAs PMP Exam Prep Express . . . . . . . . . . . . . . . . . . . . . . . 113
Look for these seminar specialty icons throughout our catalog offerings. Plus see page 129 for details on Continuing Education Accreditations.
Schedule 69 (GS-02F-0092R)
MOBIS (GS-10F-0083S)
An AMA
Blended
Learning
Seminar
AMA Blended Learninga 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.
AMAs Live Online Seminars

offer the same high-caliber
faculty and engaging content
as the classroom seminar
on your desktop.
All seminars are on the General Services

Administration Schedule
2011 American Management Association International. All rights reserved.
All of our seminars are GSA approved and can be delivered onsite 1.800.262.9699 www.amaseminars.org
TA BLE OF CON TEN T S

Project Scope and Requirements Management Workshop . . 114
C:L Project Risk Management: Practical Techniques for
Failure-Proofing Your Projects . . . . . . . . . . . . . . . . . . . . 114

Best Practices for the Multi-Project Manager . . . . . . . . . . . . 115
Managing Projects Using Microsoft Project . . . . . . . . . . . . . 116
Project Team Leadership: Building Commitment
Through Superior Communication . . . . . . . . . . . . . . . . . 116
Process Management: Applying Process Mapping to
Analyze and Improve Your Operation . . . . . . . . . . . . . . 117
PURCHASING/SUPPLY MANAGEMENT
Fundamentals of Purchasing for the New Buyer . . . . . . . . . . 118
Import/Export Procedures and Documentation . . . . . . . . . . 119
Inventory Management Techniques: Planning,
Replenishment and Activities Control . . . . . . . . . . . . . . 119
STRATEGIC PLANNING & ALLIANCE MANAGEMENT

Strategic Planning . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 125
Fundamentals of Strategic Planning . . . . . . . . . . . . . . . . . . . . 126
Strategy Execution: Getting It Done . . . . . . . . . . . . . . . . . . . . 126
Launching and Managing Strategic
Alliances and Partnerships . . . . . . . . . . . . . . . . . . . . . . . . 127
Essentials of Strategic Alliances and Partnerships . . . . . . . . . 127
BUSINESS ARTICLES
Power Up for Success: How to Increase Your
Professional Voltage . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 90
Law of Listening . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 92
Enhance Your Credibility; Grow Your Career . . . . . . . . . . . . 104
GENERAL INFORMATION
Fundamental Selling Techniques for the

New or Prospective Salesperson . . . . . . . . . . . . . . . . . . . 120
Professional Services and Capabilities . . . . . . . . . . . . . . . . . . . . 1

Annual Pass Offers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2
Live Online Seminars . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
Principles of Professional Selling . . . . . . . . . . . . . . . . . . . . . . . 121

Selling to Major Accounts: A Strategic Approach . . . . . . . . . 122
Territory and Time Management for Salespeople . . . . . . . . . 122
Strategic Sales Negotiations . . . . . . . . . . . . . . . . . . . . . . . . . . 123
Fundamentals of Sales Management for the
Newly Appointed Sales Manager . . . . . . . . . . . . . . . . . . 123
Advanced Sales Management . . . . . . . . . . . . . . . . . . . . . . . . . 124
Customer Service Excellence: How to Win
and Keep Customers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 124
New Seminars . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33
Webinar Programs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35
Seminar Savings Pass . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44
My AMA Account . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 54
AMA Enterprise . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 57
AMA Locations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 102
PMP Certification . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 117
Seminar Subject Index . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 128
Professional Credentials and Accreditations . . . . . . . . . . . . . 129
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A NTE
To register 1.800.262.9699 www.amaseminars.org
40 SEMINARS ./7
./7!6!),!",%
!6!),!",%
No time or budget for travel? AMAs Live Online Seminars let you tap into our worldclass training without ever leaving your desk. They offer the high-caliber faculty and quality
content AMA is known for in a live online formatdelivered in easy-to-manage lessons that
wont disrupt your work week. Learn new skills, sharpen existing ones and enhance your
career journey!
BUSINESS ENHANCEMENT SKILLS
Time Management
Seminar #2233, Page 9
Get the tools to find balance, achieve your objectives and be more effective and productive.
Managing Chaos Seminar #2261, Page 12

Acquire fast, easy-to-use tools and techniques to manage unproductive confusion
and disorder and transform them into
controllable challenges.
Critical Thinking Seminar #2533, Page 14

Learn this essential 21st-century business
skill and understand how to arrive at better
decisions and determine what matters most
in any business challenge.
Assertiveness Training for Women

in Business Seminar #2528, Page 20
Learn how to handle any situation without
seeming either shy or pushy.
COMMUNICATION
Communication and Interpersonal

Skills: A Seminar for IT and Technical
Professionals Seminar #2576, Page 26
To achieve success, technical professionals
must also have strong and flexible interpersonal and communication skills. Get the
tools you need to ensure mutual clarity and
understanding when dealing with others so
you can achieve your critical goals.
Responding to Conflict:
Strategies for Improved
Communication Seminar #2115, Page 28
Become more aware of your emotional triggers and prevent explosive situations. Learn
new strategies of conflict management to
improve your communication performance
and ultimately increase your success.
Building Better Work

Relationships: New Techniques for
Results-Oriented Communication
Negotiating to Win
Learn to develop an effective plan and strategy

for any negotiation to achieve desired results.
AMAs Business Writing

Workshop Seminar #2211, Page 41
Learn quick and easy methods for composing letters, emails, reports, proposals and
performance appraisals.
Writing for the Web
Discover the competencies critical to solid

work relationships and become more
accepting of the differences between
people. Better analyze situations and select
the most productive communication
strategies to use.
Create results-oriented online content and

learn how to connect with your target
audienceand achieve improved results.
Getting Results Without

Authority Seminar #2532, Page 36
Focus on the key elements of influencing
others when there is a lack of authority
personal power, persuasion and
negotiation.
Effective Technical Writing

Present complex technical information with

precision, clarity, impact and simplicity.
How to Present Online: A SkillsBased Workshop Seminar #2175, Page 46

Engage online audiences with dynamic
presentations theyll remember. Practice
applying online presentation techniques
that are based on experiential research.
Visit www.amaseminars.org/liveonline for specic lesson breakdowns for AMAs Live Online Seminars.
View our Live Online Demo at

www.amasemi
www.amaseminars.org/demo
Look for this icon throughout the

catalog for all Live Online Seminars.
Interactive, instructor-led courses in a user-friendly platform

Talk and text via chat and VoIP
Share files and work in breakout group activities
Access live, 24/7 customer support throughout your AMA learning experience
Free USB headset delivered to your door
FINANCE
HUMAN RESOURCES
Fundamentals of Finance and

Accounting for Non-Financial
Managers Seminar #2218, Page 48
Fundamentals of Human
Resources Management
From accruals and write-offs to receivables

and payables, get the concepts, tools and
techniques that can help you make each
decision pay off.
Quickly learn the essentials of key HR

functions and gain the confidence and
know-how you need to succeed.
LEADERSHIP
Fundamentals of Business Math

Live Online only. This course gives you

quick, essential math skills to overcome
math anxiety. Effectively analyze data
to make better business decisions, handle
expense accounts with ease.
AMAs Advanced Financial

Modeling and Forecasting
Create more powerful and accurate
financial models to predict revenues, costs
and risksand steer you to improved
decision-making.
Leadership Skills and Team

Development for IT and Technical
Gain the people skills you need to master
the art of leadership at this powerful Live
Online Seminar. Learn how to build and
lead a team, evaluate your teams performance and develop an action plan for
continued leadership success.
Leadership and Team

Development for Managerial
Success Seminar #2239, Page 67
Inspire your staff to be more independent and
to be better equipped to achieve team goals.
Preparing for Leadership:

What It Takes to Take the Lead
Understand how to get noticed and selected

for a leadership position and develop the
skills every confident leader needs.
3CANWITHYOURSMARTPHONE
FORA,IVE/NLINE$EMOORVISIT
WWWAMASEMINARSORGLIVEONLINE
Leading Virtual and Remote

Teams Seminar #2280, Page 69
Get the tools and methods you need to
manage and lead virtual and remote teams
with success and complete confidence.
Situational Leadership II
Specially developed for AMA by the Ken
Blanchard Companies (and delivered
by AMAs expert faculty), this live online
Situational Leadership II Workshop will
help you develop your employees competence, increase their commitment and challenge and retain talented individuals.
Developing Executive
Leadership Seminar #2501, Page 72
Build an executive leadership style that creates trust, sets a clear vision and guides your
team to greater performance and profit.
The Voice of Leadership: How

Leaders Inspire, Influence and
Achieve Results Seminar #2130, Page 75
No matter how compelling the vision or
brilliant the strategy, without leadership
communication there is no execution.
Gain practical techniques to shape your
leadership messages, hone an authentic
leadership voice and engage in powerful
conversations that achieve results.
A^kZDca^cZHZb^cVghXdci^cjZYdci]ZcZmieV\Z#
For customized Live Online solutions, call 1-800-262-9699.
40 SEMINARS ./7!6!),!",%
View our Live Online Demo at

www.amaseminars.org/demo
MANAGEMENT
MARKETING
PROJECT MANAGEMENT
Management Skills for New

Supervisors Seminar #2248, Page 78
Fundamentals of Marketing:
Your Action Plan for Success
Improving Your Project

Management Skills Seminar #6503,
Learn to plan, organize, communicate and

monitor with greater effectiveness and
handle challenges with increased confidence, respect and power.
Page 106
Get a thorough overview of the basics

behind successful marketing. In addition,
this course will help you begin to develop
the skills and techniques necessary to
become a skilled marketerand really
help your company build the bottom line.
Explore every aspect of managing projects

as you learn and practice the latest tools
and techniques necessary for project management success.
Leveraging Social Media to

Engage Customers and Build
Your Brand Seminar #5521, Page 98
Learn how to optimize development and

delivery processes so that you can bring
every IT project online more effectively
and on budget.
Making the Transition from

Staff Member to Supervisor
Establish your presence as a new boss,

build credibility and understand how to
adapt your style to every situation that
comes your way.
Management Skills for New

Managers Seminar #2238, Page 84
Get techniques, strategies, job aids,

templates and more for applying social
media strategies and tools to your
overall marketing portfolio.
Gain crucial skills to help you shift from

being an individual contributor to a
manager who can drive bottom-line
performance.
OFFICE AND
ADMINISTRATIVE SUPPORT
Managing Todays IT and

Technical Professionals
Examine your managerial role and practice specific skills for running meetings,
coaching and providing feedback to leverage the talents of your direct reports so
you and your team can reach your goals.
Successfully Managing People

Learn how you can resolve conflicts less

painfully, delegate critical tasks more
efficiently, energize your employees and
transform resistance into support.
Management Skills for

Administrative Professionals
Build your managerial skills, discuss pressing problems and brainstorm solutions by
interacting with other attendees and your
course leader.
Partnering with Your Boss:

Strategic Skills for Administrative
Keep your skills in sync with your bosss
demands, set priorities more easily, effectively represent your boss and position
yourself for upward mobility.
Moving from an Operational

Manager to a Strategic Thinker
Take away key insights, ideas and planned

actions so you can become an innovator,
a persuasive player and a champion of
strategic change.
Information Technology Project

Management Seminar #6515, Page 109
Essentials of Project
Management for the Non-Project
Manager Seminar #6548, Page 112
Develop an understanding of essential
project management terminology and
apply basic tools and techniquesboth
on your team and in your own functional
area.
AMAs PMP Exam Prep

Express Seminar #6590, Page 113
Get on track to achieving this prestigious
credential with the help of this fast,
flexible, comprehensive and expert-led
course that helps you prepare for todays
rigorous PMP exam.
Managing Projects Using

Microsoft Project Seminar #6550,
Page 116
Discover how this powerful tool can help

you master the relationships among work,
logic, time, cost and resources.
Look for this icon throughout the

catalog for all Live Online Seminars.
Visit www.amaseminars.org/liveonline for specic lesson breakdowns for AMAs Live

Online Seminars. For customized Live Online solutions, call 1-800-262-9699.
BUSINESS ENHANCEMEN T SKILL S
Also available as a
Live Online Seminar

See page 6 or visit www.amaseminars.org/liveonline
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Time Management
SEMINAR #2233
Get more of the right things done

Do you
s &INDYOURSELFOVERLOADEDWITHWORK
s &EELSOSTRETCHEDTOTHELIMITYOUCANTSETPRIORITIES
s %XHAUSTYOURSELFDAILYWITHOUTACCOMPLISHINGYOURGOALS
)FYOUREDOINGMOREANDENJOYINGITLESSITSTIMETOMAKEREALCHOICES
about how and when to spend your time. This seminar gives you the tools to find a
BALANCEACHIEVEYOURGOALSANDBEMOREEFFECTIVEANDPRODUCTIVE
HOW YOU WILL BENEFIT
N
N
N
N
N
N
N
Set and accomplish goals

Create priorities and establish realistic
boundaries
Recognize and deal with time-wasters
Improve concentration and efciency
Break indecision and procrastination habits
Use technology to help manage time
Create and recharge positive energy
WHAT YOU WILL COVER

Time Management. Self-Management
N
Shifting focus from managing time to
managing self
N
Identifying personal time-wasters
N
Creating personal Time Mastery Plan
Planning for Success
N
Using a robust planning process
N
Dening goals; establishing important
and valid priorities
N
Creating a realistic and productive
schedule
Concentration, Focus and Organization

N
Creating productive and efcient routines to
support core goals
N
Organizing and managing work environment
N
Identifying ways to deal with distractions
and interruptions
Managing Technology
N
Increasing productivity by using technology
efciently
N
Selecting the right form of communication
N
Identifying ways to manage email
Creating Boundaries and Balance
N
Prioritizing and choosing activities to
balance life and work
N
Creating personal no script
WHO SHOULD ATTEND

Business professionals who want greater control
OFTHEIRTIMEMANAGEMENTSTYLEANDLIFE
AMA SUCCESS STORY

Putting Training to Work
Meet Joan Paolucci,
AMA Success Story
Grand Prize Winner
(recipient of an AMA
Premium Annual
Pass). Joan, a
Human Resources
Compensation Partner at
ttamford
f d C
Connecticut
ti t
Stamford Hospital in Stamford,
Connecticut,
attended AMAs Time Management seminar.
See how her AMA experience enhanced her
performance when she returned to work.
h)CHOSE!-!STime Management seminar

BECAUSE)WORKFOURDAYSAWEEKANDITS
critical that I use my 30 hours for maximum
productivity.
h-ONTHSLATER)STILLUSETHESEPRINCIPLESINMY
work and I have seen concrete results:
I have reduced the turnaround time
for meeting clients requests from an
average of 5-7 days to 3-5 days.
I decreased the average time spent on a
client request from 4.5 hours to 2 hours.
I had a 38% increase in client requests,
while maintaining my 30-hour workweek.
h)CANTWAITTOCONTINUELEARNINGv
AMA has been reviewed and
approved as a provider of
project management training
by the Project Management
Institute (PMI).
Schedule
Nov. 7-8 .............. Chicago, IL ..........................2233-EC5-01375
Nov. 7-8 .............. Hartford, CT ........................2233-EC5-01378
Dec. 1-2............... Arlington, VA ......................2233-EC5-01377
Dec. 1-2............... San Francisco, CA ...............2233-EC5-01379
Dec. 5-6............... Cincinnati, OH ....................2233-EC5-01366
Dec. 8-9............... Atlanta, GA.........................2233-EC5-01383
Dec. 12-13........... Houston, TX ........................2233-EC5-01380
Dec. 15-16........... Boston, MA.........................2233-EC5-01374
Dec. 15-16........... New York, NY .....................2233-EC5-01382
Dec. 15-16........... Parsippany, NJ.....................2233-EC5-01370
Jan. 9-10 ............. Chicago, IL ..........................2233-EC5-01384
Jan. 12-13 ........... Arlington, VA ......................2233-EC5-01386
Jan. 19-20 ........... New York, NY .....................2233-EC5-01385
Feb. 13-14 ........... Atlanta, GA.........................2233-EC5-01395
Feb. 13-14 ........... Melville, NY ........................2233-EC5-01402
Feb. 13-14 ........... New York, NY .....................2233-EC5-01388
Feb. 16-17 ........... Arlington, VA ......................2233-EC5-01390
March 1-2 ........... Chicago, IL ..........................2233-EC5-01392
March 5-6 ........... New York, NY .....................2233-EC5-01393
March 8-9 ........... San Francisco, CA ...............2233-EC5-01394
March 19-20 ....... Philadelphia, PA .................2233-EC5-01413
March 22-23 ....... Indianapolis, IN...................2233-EC5-01414
March 22-23 ....... Kansas City, KS ...................2233-EC5-01381
April 2-3 .............. Boston, MA.........................2233-EC5-01415

April 9-10 ............ Atlanta, GA.........................2233-EC5-01417
April 9-10 ............ New York, NY .....................2233-EC5-01418
April 16-17 .......... Chicago, IL ..........................2233-EC5-01419
April 26-27 .......... Houston, TX ........................2233-EC5-01421
Apr. 30-May 1 ..... New York, NY .....................2233-EC5-01422
Apr. 30-May 1 ..... San Francisco, CA ...............2233-EC5-01423
May 14-15 .......... Arlington, VA ......................2233-EC5-01420
May 14-15 .......... Atlanta, GA.........................2233-EC5-01425
May 21-22 .......... Chicago, IL ..........................2233-EC5-01427
June 7-8 .............. New York, NY .....................2233-EC5-01430
June 11-12 .......... Durham, NC ........................2233-EC5-01431
June 18-19 .......... Arlington, VA ......................2233-EC5-01429
June 21-22 .......... Morristown, NJ ...................2233-EC5-01432
June 25-26 .......... Chicago, IL ..........................2233-EC5-01433
June 25-26 .......... Seattle, WA .........................2233-EC5-01434
July 9-10 ............. New York, NY .....................2233-EC5-01435
July 12-13 ........... Arlington, VA ......................2233-EC5-01436
July 19-20 ........... Atlanta, GA.........................2233-EC5-01437
July 23-24 ........... Pittsburgh, PA .....................2233-EC5-01438
July 30-31 ........... San Francisco, CA ...............2233-EC5-01440
Aug. 2-3 .............. Chicago, IL ..........................2233-EC5-01441
LIVE ONLINE SCHEDULE

-ONDAY PM%4s,ESSONS
Nov. 7-28, 2011 %#
Jan. 23-Feb. 13, 2012 %#
March 5-26, 2012 %#
Apr. 30-May 21, 2012 %#
Aug. 6-27, 2012 %#
1.2 CEUs/12 PDUs
$1,895/AMA Members $1,695
Aug. 9-10 ............ New York, NY .....................2233-EC5-01442
Aug. 16-17 .......... Arlington, VA ......................2233-EC5-01443
Aug. 16-17 .......... Minneapolis, MN ................2233-EC5-01444
Aug. 27-28 .......... Boston, MA.........................2233-EC5-01445
2 days/1.2 CEUs/12 PDUs

AMA Members save $200.
For additional dates and locations or to register 1.800.262.9699 www.amaseminars.org
The 7 Habits of Highly

3 - DAY SIGN ATU RE PROGR A M
SEMINAR #2601
Take the lead in making

By FranklinCoveynow available through AMA.
The 7 Habits of Highly Effective People courses are based on the
teachings of Dr. Stephen R. Covey.
Develop a new outlook and create dramatic change.

Problems caused by ineffectiveness cannot be solved with the
SAMEINEFFECTIVETHINKINGTHATCREATEDTHEM&ORMORETHAN
YEARSThe 7 Habits of Highly Effective People has provided
the ultimate in productivity training for thousands of people
and organizations worldwide. Learn the power of effectiveness
and feel more satisfied with what you accomplish each day.
+NOWWHEREYOUREGOINGANDDISCOVERTHESECRETSTOSUCCESS
and fulfillment within you.
Develop a clear denition of your top priorities and the results
you want and live each day with a greater sense of meaning
and purpose
N
&OCUSONYOURTOPPRIORITIESACHIEVEBALANCEANDINCREASE
organizational productivity through a weekly and daily
planning process
N
End self-defeating behavior and gain the necessary security
you need to change
N
Develop strong relationships based on mutual trust
N
Be prepared to deal with difcult circumstances before they happen
N
Surveys* of thousands of people across the United

States disclosed that while many people work hard,
they are worried about their lack of effectiveness.
s/NLYAREACCOMPLISHINGASMUCHASTHEY
believe they could
s/NLYPREPAREAPLANFORTHEDAY
s2EWARDSOFWORKINGARELOWONLYFEEL
satisfied and fulfilled with their work
WHAT YOU WILL COVER

N
Turn ineffectiveness to effectiveness with

The 7 Habits
N
*R ESULTS
OF X Q
S URVEYS
CONDUCTED BY
H ARRIS I NTERACTIVE
N
Stephen R. Covey is a globally respected leadership authority.

His international best-seller, The 7 Habits of Highly Effective
People, was named one of the 10 most influential management
books ever by Forbes magazine. It is the best-selling audio book
in history.
Habit 1: Be ProactiveRecognize how choices based on personal

EXPERIENCEORBELIEFSCANPROFOUNDLYIMPACTYOUREFFECTIVENESSBOTH
positively and negatively
Habit 2: Begin with the End in MindDevelop a clear denition
of what is and is not important to you by creating the most important
ROADMAPYOULLEVERHAVEYOUR0ERSONAL-ISSION3TATEMENT
Habit 3: Put First Things FirstIncrease the balance and fulllment
of your professional and personal life by investing a few minutes each
DAYINTHESAMEPLANNINGPROCESSUSEDBYMANYOFTHEWORLDSMOST
successful people
Habit 4: Think Win-WinBuild a team that nds faster and better
SOLUTIONSTHROUGHCLEAREXPECTATIONSSHAREDRESPONSIBILITIESANDAN
understanding of priorities
Habit 5: Seek First to Understand, Then Be UnderstoodDevelop
the skills of effective communication that lead to greater inuence and
faster problem solving
Habit 6: SynergizeValue and celebrate differences and understand
how they contribute to more innovative and intelligent solutions
Habit 7: Sharpen the SawMaintain and increase your newfound
effectiveness by continually renewing yourself mentally and physically
WHO SHOULD ATTEND

!NYONEWHOMANAGESMULTIPLEPROJECTSFACESEXPANDINGWORKLOADS
tight time lines and increased uncertainty.
10
Effective People
positive changes
Faculty
Spotlight*
PRE-WORK REQUIRED
N
The 7 Habits BenchmarkA questionnaire to help you consider your own

effectiveness and give you the opportunity to see the viewpoints of others.
This 78-question assessment gathers
FEEDBACKFROMYOURMANAGERDIRECT
reports and peers who work closely
enough with you to accurately assess
your individual effectiveness.
Randy Nelson has worked with thousands of people to help them create
balance in their personal and professional lives. His clients represent such
industries as energy, retail, insurance
and technology, as well as state, local
and federal government. Since working for FranklinCovey, he has been
awarded membership in its Presidents
Club four times and has also received a
Summit Award.
ATTENDEES WILL RECEIVE

N
The 7 Habits of Highly Effective

PeopleThis best-selling book
provides the basis for the concepts
taught in this seminar.
The 7 Habits Benchmark Report
A personalized report based on your
pre-work assessment.
The 7 Habits FranklinCovey

Planning System
Participant GuidebookA manual
lled with examples and exercises.
*All faculty are trained experts in FranklinCoveys

7 Habits of Highly Effective People curriculum.

Institute (PMI).
Schedule
NOVEMBER
Nov. 2-4 .............. Los Angeles, CA ..................2601-EC5-00289
Nov. 7-9 .............. Lake Buena Vista, FL ...........2601-EC5-00291
Nov. 7-9 .............. Richmond, VA .....................2601-EC5-00287
Nov. 9-11 ............ Houston, TX ........................2601-EC5-00292
Nov. 9-11 ............ Phoenix, AZ ........................2601-EC5-00293
Nov. 14-16 .......... New York, NY .....................2601-EC5-00294
Nov. 16-18 .......... Boston, MA.........................2601-EC5-00296
Nov. 16-18 .......... Chicago, IL ..........................2601-EC5-00297
Nov. 16-18 .......... San Francisco, CA ...............2601-EC5-00295
Nov. 30-Dec. 2 ..... Arlington, VA ......................2601-EC5-00299
Nov. 30-Dec. 2 ..... Kansas City, KS ...................2601-EC5-00298
Nov. 30-Dec. 2 ..... Las Vegas, NV .....................2601-EC5-00300
DECEMBER
Dec. 5-7............... New York, NY .....................2601-EC5-00301
Dec. 5-7............... Pittsburgh, PA .....................2601-EC5-00302
Dec. 7-9............... Denver, CO..........................2601-EC5-00303
Dec. 12-14........... Atlanta, GA.........................2601-EC5-00305
Dec. 14-16........... Dallas, TX ............................2601-EC5-00338
Dec. 19-21........... Chicago, IL ..........................2601-EC5-00307
Dec. 19-21........... San Francisco, CA ...............2601-EC5-00308
JANUARY
Jan. 9-11 ............. Arlington, VA ......................2601-EC5-00309
Jan. 18-20 ........... Chicago, IL ..........................2601-EC5-00313
Jan. 18-20 ........... Houston, TX ........................2601-EC5-00310
Jan. 18-20 ........... Minneapolis, MN ................2601-EC5-00314
Jan. 18-20 ........... New York, NY .....................2601-EC5-00312
Jan. 18-20 ........... Newport Beach, CA ............2601-EC5-00406
Jan. 18-20 ........... San Francisco, CA ...............2601-EC5-00315
Jan. 30-Feb. 1 ...... Dallas, TX ............................2601-EC5-00317
FEBRUARY
Feb. 6-8 ............... Anaheim, CA ......................2601-EC5-00319
Feb. 8-10 ............. Arlington, VA ......................2601-EC5-00321
Feb. 15-17 ........... Durham, NC ........................2601-EC5-00323
Feb. 15-17 ........... Hartford, CT ........................2601-EC5-00316
Feb. 15-17 ........... New York, NY .....................2601-EC5-00324
Feb. 22-24 ........... Chicago, IL ..........................2601-EC5-00325

Feb. 22-24 ........... San Francisco, CA ...............2601-EC5-00326
Feb. 27-29 ........... Morristown, NJ ...................2601-EC5-00342
Feb. 29-Mar. 2 ..... Boston, MA.........................2601-EC5-00327
Feb. 29-Mar. 2 ..... Denver, CO..........................2601-EC5-00328
MARCH
March 5-7 ........... Arlington, VA ......................2601-EC5-00329
March 7-9 ........... Atlanta, GA.........................2601-EC5-00322
March 12-14 ....... New York, NY .....................2601-EC5-00330
March 19-21 ....... Chicago, IL ..........................2601-EC5-00331
March 21-23 ....... Richmond, VA .....................2601-EC5-00311
March 21-23 ....... San Francisco, CA ...............2601-EC5-00333
March 26-28 ....... Houston, TX ........................2601-EC5-00334
March 26-28 ....... Las Vegas, NV .....................2601-EC5-00339
APRIL
April 2-4 .............. Seattle, WA .........................2601-EC5-00345
April 9-11 ............ Chicago, IL ..........................2601-EC5-00346
April 11-13 .......... New York, NY .....................2601-EC5-00349
April 11-13 .......... San Diego, CA .....................2601-EC5-00350
April 18-20 .......... Arlington, VA ......................2601-EC5-00351
April 16-18 .......... Fort Lauderdale, FL .............2601-EC5-00407
April 23-25 .......... San Francisco, CA ...............2601-EC5-00353
April 25-27 .......... Princeton, NJ ......................2601-EC5-00408
Apr. 30-May 2 ..... Arlington, VA ......................2601-EC5-00355
Apr. 30-May 2 ..... Pittsburgh, PA .....................2601-EC5-00356
MAY
May 2-4 .............. Denver, CO..........................2601-EC5-00357
May 2-4 .............. Memphis, TN.......................2601-EC5-00359
May 7-9 .............. San Jose, CA .......................2601-EC5-00409
May 14-16 .......... New York, NY .....................2601-EC5-00360
May 14-16 .......... San Francisco, CA ...............2601-EC5-00361
May 16-18 .......... Dallas, TX ............................2601-EC5-00344
May 21-23 .......... Atlanta, GA.........................2601-EC5-00352
May 21-23 .......... Chicago, IL ..........................2601-EC5-00362
May 30-June 1 .... Arlington, VA ......................2601-EC5-00364
May 30-June 1 .... Las Vegas, NV .....................2601-EC5-00365
JUNE
June 6-8 .............. Cincinnati, OH ....................2601-EC5-00367
June 11-13 .......... Boston, MA.........................2601-EC5-00368
June 13-15 .......... Austin, TX ...........................2601-EC5-00369
June 18-20 .......... San Francisco, CA ...............2601-EC5-00371
June 20-22 .......... Kansas City, KS ...................2601-EC5-00372
June 20-22 .......... New York, NY .....................2601-EC5-00373
JULY
July 9-11 ............. Salt Lake City, UT ................2601-EC5-00376
July 11-13 ........... Houston, TX ........................2601-EC5-00378
July 16-18 ........... Hartford, CT ........................2601-EC5-00379
July 18-20 ........... Chicago, IL ..........................2601-EC5-00380
July 25-27 ........... Myrtle Beach, SC ................2601-EC5-00382
July 25-27 ........... Richmond, VA .....................2601-EC5-00383
July 30-Aug. 1 ..... Anaheim, CA ......................2601-EC5-00384
AUGUST
Aug. 1-3 .............. Philadelphia, PA .................2601-EC5-00385
Aug. 8-10 ............ Arlington, VA ......................2601-EC5-00386
Aug. 8-10 ............ Durham, NC ........................2601-EC5-00387
Aug. 13-15 .......... New York, NY .....................2601-EC5-00388
Aug. 13-15 .......... San Francisco, CA ...............2601-EC5-00389
Aug. 15-17 .......... Atlanta, GA.........................2601-EC5-00390
Aug. 20-22 .......... Chicago, IL ..........................2601-EC5-00391
Aug. 22-24 .......... Denver, CO..........................2601-EC5-00392
Aug. 22-24 .......... Morristown, NJ ...................2601-EC5-00393

11
BUSINESS ENHA NCEMEN T SKILL S
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Also available as a
Managing Chaos
Live Online Seminar

Tools to Set Priorities and Make Decisions

Under Pressure SEMINAR #2261
Learn fast, easy-to-use tools and techniques to manage unproductive confusion and
disorder and transform chaos into controllable challenges. This seminar equips you with the most
EFFECTIVETOOLSTOPLANYOURDAYANDADJUSTTOSHIFTINGPRIORITIESANDDEMANDSWITHLESSSTRESSANDGREATER
CLARITY9OUWILLPRACTICEASSERTIVECOMMUNICATIONGIVINGYOUGREATEREASEWHENHANDLINGINTERRUPTIONSANDOBJECTIONS
2EDUCECLARIFYANDELIMINATECHAOSWITHIN
your control
N
)DENTIFYANALYZEANDDETERMINEPRIORITYOF
your workday
N
Use a daily action plan to allocate time
and energy
N
Remain focused and act more decisively
when priorities shift
N
Become more assertive and strategic
in your communication
N
Manage interruptions and conicts
with greater ease
N
Utilize the right tools to balance and
manage tough choices
N
WHAT YOU WILL COVER

Dene Chaos Within Your Control
N
Identify sources of workplace chaos
N
Understand organizational challenges on
managers and employees
N
Assess the impact your decisions have on
key stakeholders
Thinking and Decision Making
N
Identify real/root cause of a problem
or issue
N
(OWTOGENERATEMULTIPLECREATIVE
ideas quickly
N
Organize ideas in order to rmly grasp
critical components of a problem
N
Apply one identication tool for analysis
Priority Planning
N
SWOT analysis: determine priorities
N
GAP analysis: assess the current situation
vs. the desired outcome
N
Risk analysis: evaluate impact and
related risks
N
Priority matrix: use importance and urgency
model to determine and validate priorities
Plan Daily Work
N
Daily action plan: allocate time and energy
for the most important priorities
N
Time estimate: accurately estimate how
long it takes to complete your critical tasks
N
Interruption log: identify necessary vs.
unnecessary interruptions
Assertive Communication
N
Understand assertive vs. strategic
communication under pressure
N
Learn to respond assertively and
strategically when managing shifting
PRIORITIESINTERRUPTIONSANDCONmICT
N
Employ assertive responses no matter
how manipulated or provoked you feel
Action Plan: Identify and apply one or
two tools most applicable to manage
your workplace chaos
WHO SHOULD ATTEND

!NYONEWHOMANAGESMULTIPLEPROJECTS
FACESEXPANDINGWORKLOADSTIGHTTIME
lines and increased uncertainty.
Faculty
Spotlight*
Robert W. Fullers organizational
effectiveness and development
experience spans over 30 years
and three continents. He is a coach
for the C-level executives of DBM,
Philadelphia and his entrepreneurial
business development/consulting
experience includes such companies
as Nanolume, Global RainMaker,
CopperRoad and AVIC LLC. He holds
certications in DISC, Covey, Forte,
and Lominger assessment tools,
Blanchard (Team Building) and CCL:
Executive Coaching.
*This seminar is also taught by other
management experts.

Institute (PMI).
Tools: &ISHBONEMINDMAPSAFlNITY

diagrams
Schedule
Nov. 3-4 .............. San Francisco, CA ...............2261-EC5-00238
Nov. 10-11 .......... Arlington, VA ......................2261-EC5-00256
Nov. 17-18 .......... New York, NY .....................2261-EC5-00239
Dec. 5-6............... Chicago, IL ..........................2261-EC5-00240
Dec. 8-9............... New York, NY .....................2261-EC5-00241
Dec. 12-13........... Los Angeles, CA ..................2261-EC5-00257
Dec. 15-16........... Arlington, VA ......................2261-EC5-00242
Feb. 6-7 ............... New York, NY .....................2261-EC5-00246
Feb. 27-28 ........... Chicago, IL ..........................2261-EC5-00247
March 22-23 ....... Atlanta, GA.........................2261-EC5-00258
March 26-27 ....... Arlington, VA ......................2261-EC5-00249
April 2-3 .............. New York, NY .....................2261-EC5-00268
12
April 2-3 .............. San Francisco, CA ...............2261-EC5-00269

May 3-4 .............. Arlington, VA ......................2261-EC5-00272
May 3-4 .............. New York, NY .....................2261-EC5-00273
May 14-15 .......... Dallas, TX ............................2261-EC5-00274
June 7-8 .............. San Francisco, CA ...............2261-EC5-00275
July 9-10 ............. San Diego, CA .....................2261-EC5-00279
July 16-17 ........... New York, NY .....................2261-EC5-00280
Aug. 20-21 .......... Chicago, IL ..........................2261-EC5-00283
Aug. 20-21 .......... New York, NY .....................2261-EC5-00284

4HURSDAY PM%4s,ESSONS
March 1-22, 2012 %#
May 31-June 21, 2012 %#
Aug. 2-23, 2012 %#
1.2 CEUs/12 PDUs

NEW! Doing It All: How to Stay

Focused and Engaged
SEMINAR #2118
Develop self-direction skills to maximize your productivity regardless of distractions. &ORMANYOFUS

OURhNEWNORMALvJOBMEANSTHATWEVEINHERITEDWORKFROM
OTHERSAREMULTITASKINGANDMAYHAVERESPONSIBILITIESFOR
WHICHWEHAVELITTLETRAININGANDINTEREST)NADDITIONWERE
expected to produce positive results with fewer resources.
'IVENTHESECIRCUMSTANCESITSNOTSURPRISINGTHATMAINTAINING
FOCUSANDSTAYINGENGAGEDCANBEAMAJORHURDLE
7ITHSOMANYSIMULTANEOUSDEMANDSONYOURTIMESUSTAININGFOCUSEDENERGYISNOLONGERANOPTION)TSAhMUST HAVEv
SKILLFORDOINGYOURJOBWELLANDKEEPINGYOURPOSITIONVIABLE
This seminar will use your results on an executive skills
survey as the starting point to help you assess your hardwired ability to stay focused on a situation or task in spite of
DISTRACTIONSFATIGUEORBOREDOM9OULLTHENLEARNANDAPPLY
practical tools and techniques that can help you make the
BESTOFYOURINNATESTRENGTHSMITIGATEYOURCHALLENGESSTAY
focused and spend more time and energy on what you like
doing bestwhile still getting all your other work done.
Enhance your self-awareness and make emotions

work for you to build more productive relationshipsprofessionally and personally. Understanding and improving the connection between emotions and
actions is crucial to business and personal success. Without
SUCHINSIGHTSEVENSEEMINGLYSUCCESSFULRELATIONSHIPSMAYBE
courting disaster. Now you can actually develop and enhance
the skills that will positively impact your work.
N
N
N
Assess your own EI abilities

Learn strategies to manage counterproductive tendencies
Improve your sensitivity to corporate cultures and respond
appropriately to workplace social cues
Identify and apply the four key emotional skills to a broad variety
of workplace situations
Develop and use the EI Blueprint to manage difcult
professional challenges and enhance interactions
Create an action plan for continued EI self-development
WHAT YOU WILL COVER

Characteristics of the emotionally intelligent person
&OURKEYEMOTIONALSKILLSIDENTIFYINGUNDERSTANDINGLEVERAGING
and managing emotions
N
Connecting emotional expressions and underlying messages to
read people more accurately
N
Leveraging emotions to help you think
N
Emotional tasks: enhancing your skills
N
Developing a complex emotional vocabulary to describe emotions
N
Managing emotions effectively
N
Developing your personal emotional blueprint
N
,EARNTHESCIENCEBEHINDHARDWIREDSKILLSANDTHEIRLINKTOJOB
performance
N
Understand why you experience attention and focus challenges
N
Implement behaviors to help you stay energized and engaged
N
Identify the three most important factors for getting instant
clarity and focus
N
3ETUPYOURENVIRONMENTTOWORKFORYOUNOTAGAINSTYOU
N
Implement techniques for eliminating your worst interruptions
N
WHAT YOU WILL COVER

Assessing your hardwired strengths and weaknesses
N
Identifying the resistance in your systems that throw you
out of focus
N
Using anticipation tools to cut distractions
N
Minimizing negative energy that saps your strength
N
Utilizing snap back tools to immediately regain focus
N
3LOWINGDOWNSOYOUCANSPEEDTHROUGHYOURDAYSWORK
N
5TILIZINGTHERIGHTSENSORYTOOLSFORYOUAUDITORYVISUALORTACTILE
N
WHO SHOULD ATTEND

Anyone who is expected to deliver maximum productivity and
RESULTSATWORKDESPITEINTERRUPTIONSANEXCESSIVEWORKLOADAND
other obstacles.
Schedule
March 8-9 ......................... New York, NY ............................................2118-EC5-00001
April 9-10 .......................... Chicago, IL.................................................2118-EC5-00002
May 14-15 ........................ San Francisco, CA ......................................2118-EC5-00003
2 days/1.2 CEUs
Developing Your Emotional

Intelligence SEMINAR #2144
WHO SHOULD ATTEND

All business professionals who want to maximize performance
by developing their interpersonal skills in order to increase selfunderstanding and emotion-management.
Schedule
Nov. 3-4 ............................ Atlanta, GA ...............................................2144-EC5-00102
Nov. 17-18 ........................ New York, NY ............................................2144-EC5-00089
Dec. 1-2............................. Chicago, IL.................................................2144-EC5-00088
Dec. 15-16......................... Arlington, VA .............................................2144-EC5-00091
Jan. 30-31 ......................... San Francisco, CA ......................................2144-EC5-00090
Feb. 23-24 ......................... New York, NY ............................................2144-EC5-00092
March 29-30 ..................... Arlington, VA .............................................2144-EC5-00105
April 19-20 ........................ New York, NY ............................................2144-EC5-00106
April 26-27 ........................ Chicago, IL.................................................2144-EC5-00111
May 3-4 ............................ Atlanta, GA ...............................................2144-EC5-00108
May 17-18 ........................ Boston, MA ...............................................2144-EC5-00109
May 31-June 1 .................. New York, NY ............................................2144-EC5-00110
June 14-15 ........................ San Francisco, CA ......................................2144-EC5-00107
June 25-26 ........................ Arlington, VA .............................................2144-EC5-00112
July 23-24 ......................... Philadelphia, PA ........................................2144-EC5-00113
Aug. 9-10 .......................... New York, NY ............................................2144-EC5-00115
Aug. 20-21 ........................ Chicago, IL.................................................2144-EC5-00117
2 days/1.2 CEUs
13
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Also available as a
Critical Thinking
Live Online Seminar

SEMINAR #2533
To stay competitive, you must have this skill! #RITICALTHINKINGHELPSYOUSTEPBACKEXAMINEYOUR

THOUGHTPROCESSESANDMAKETHEMMOREEFFECTIVE9OULLASKTHERIGHTQUESTIONSCHALLENGEASSUMPTIONSAND
SEEOTHERSVIEWPOINTSWITHCLARITY"USINESSLEADERSAGREEITSTHEONLYWAY
to think at workbecause it helps you get the best possible results.
)NTHISCOURSEYOULLGETHANDS ONEXPERIENCE

with a battery of practical tools (including
the Watson-Glaser II Critical Thinking
Development Report) to help you make
critical thinking an indispensable part of your
SKILLSET9OULLlNDOUTTHINGSYOUDIDNT
know about yourself and make discoveries
that can literally change your life. Instead of
CONCENTRATINGONTHEORIESYOULLBEWORKING
with an expert instructor to get comfortable
WITHACONCRETESETOFTOOLS9OULLTHEN
be ready to benet from your new skills
IMMEDIATELYWHENYOURETURNTOYOURJOB

Explore real-world examples of why critical
thinking is so important in business
N
Learn to use critical thinking skills when
making business decisions
N
Choose the right techniques to recognize
assumptions and draw conclusions
N
Know how to translate an abstract idea into
something tangible
N
-INIMIZETHEIMPACTOFJOBPRESSURESON
your thinking processes
N
React with curiosity instead of emotion
N
Get a roadmap for developing your critical
thinking skills
N
WHAT YOU WILL COVER

Recognizing the Value of Using Critical
Thinking in Business
N
Dening critical thinking
N
Characteristics of effective critical thinkers
N
The role of critical thinking in meeting
business challenges
Understanding the Components of

Critical Thinking
N
Using the Agile Critical Thinking (ACT)
&RAMEWORKTORELATECRITICALTHINKINGTO
business challenges
N
Describing critical thinking using the
2%$2ECOGNIZEASSUMPTIONS%VALUATE
ARGUMENTS$RAWCONCLUSIONS -ODEL
N
Positioning the RED Model within the ACT
framework
N
Identifying practices and techniques in each
part of the framework
Obtaining Feedback on Critical
Thinking Skills
N
Recognizing the value of gaining insight
INTOONESCRITICALTHINKINGSKILLS
N
Relating critical thinking skills to other
business skills
N
The purpose of the Watson-Glaser II Critical
Thinking Appraisal
N
Identifying the contents of the WatsonGlaser II Critical Thinking Development
Report
N
Interpreting a sample Watson-Glaser Prole
N
Your personal Watson-Glaser Development
Report
Using Critical Thinking in Personal
Situations
N
Identifying personal situations where critical
thinking has been or could be used
N
Selecting techniques for using critical
thinking skills in the ACT framework and
RED model
N
Relating insight from Watson-Glaser feedback
to a personal critical thinking situation
Faculty
Spotlight*
Dr. Hazel Wagner 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.
management experts.
Applying Critical Thinking in Business

Situations
N
Practicing using critical thinking skills and
techniques in a real business situation
N
Creating an initial action plan for
development of critical thinking skills
WHO SHOULD ATTEND

All business professionals who want to
enhance their thinking processes to achieve
better results in business.
EXTRA
"EFOREATTENDINGTHISSESSIONYOUWILLRECEIVE
a link to the online Watson Glaser II Critical
Thinking Appraisal. You must complete the
assessment to fully participate in this seminar.

Institute (PMI).
Schedule
Nov. 17-18 .......... Dallas, TX ............................2533-EC5-00873
Nov. 17-18 .......... New York, NY .....................2533-EC5-00867
Dec. 5-6............... Chicago, IL ..........................2533-EC5-00869
Dec. 5-6............... Morristown, NJ ...................2533-EC5-00864
Dec. 8-9............... Atlanta, GA.........................2533-EC5-00872
Jan. 26-27 ........... Scottsdale, AZ .....................2533-EC5-00883
Feb. 2-3 ............... San Francisco, CA ...............2533-EC5-00917
April 9-10 ............ Denver, CO..........................2533-EC5-00923
14

Apr. 30-May 1 ..... Durham, NC ........................2533-EC5-00927
May 3-4 .............. New York, NY .....................2533-EC5-00928
June 4-5 .............. Morristown, NJ ...................2533-EC5-00932
June 14-15 .......... Richmond, VA .....................2533-EC5-00939
June 18-19 .......... Dallas, TX ............................2533-EC5-00943
June 21-22 .......... Atlanta, GA.........................2533-EC5-00936
June 25-26 .......... Las Vegas, NV .....................2533-EC5-00937
July 9-10 ............. Arlington, VA ......................2533-EC5-00938
July 19-20 ........... Minneapolis, MN ................2533-EC5-00941
July 26-27 ........... Myrtle Beach, SC ................2533-EC5-00944
Aug. 6-7 .............. Newport Beach, CA ............2533-EC5-00947

7EDNESDAY PM%4s,ESSONS
Jan. 11-Feb. 1, 2012 %#
April 4-25, 2012 %#
July 11-Aug. 1, 2012 %#
1.2 CEUs/12 PDUs
Aug. 9-10 ............ Chicago, IL ..........................2533-EC5-00948
Aug. 16-17 .......... New York, NY .....................2533-EC5-00950

Advanced Critical Thinking

Applications Workshop
SEMINAR #2228
Take your critical thinking to the next level by

applying it to complex business situations. This
new course will give you two full days to practice applying
a critical thinking model to the situational challenges you
encounter in your own organization. Working through a
SERIESOFCASESTUDIESYOUWILLEXPLORETHEIMPACTTHATCORPORATECULTURECOMPETINGPRIORITIESGLOBALIZATIONTECHNOLOGY
and diverse communication styles have on critical thinking.
9OULLALSOHAVETHEOPPORTUNITYTOAPPLYTHECRITICALTHINKING
PROCESSYOUVELEARNEDTOASPECIFICCHALLENGEYOUREFACINGAT
work and receive feedback to improve your effectiveness.
NEW! Developing Your
Collaborative Skills SEMINAR #2185

Increase your success and improve your professional
relationships. Strong collaboration skills result in successFULPROBLEMSOLVINGIDEAGENERATIONANDPRODUCTIMPROVEMENTMAKINGTHEMESSENTIALFOREVERYTEAMMEMBER4HEY
AREESPECIALLYIMPORTANTINOURMULTICULTURALMULTIGENERATIONAL
workforce and for those trying to adapt to new teams and responsibilities brought about by restructurings and downsizings.
This seminar will give you hands-on practice mastering the
LANGUAGETECHNIQUESANDPROCESSESOFCOLLABORATION9OULL
develop your own action plan to use at work and be better
positioned to achieve recognition and success.
Identify a practical model for working through the critical

thinking process in complex situations at work
N
Select specic techniques to improve how you recognize
ASSUMPTIONSEVALUATEARGUMENTSANDDRAWCONCLUSIONS
N
Recognize mind tricks that can derail critical thinkingand
what you can do about them
N
)DENTIFYHOWCORPORATECULTURETIMEPRESSURESANDOTHERASPECTS
of organizational life impact critical thinking
N
Apply the critical thinking process to your individual work
SITUATIONTOBENElTYOURSELFYOURCOLLEAGUESANDYOURCOMPANY
N
WHAT YOU WILL COVER

Applying critical thinking in a business context and dealing
with challenges to it in the work environment
N
Using the interactive Critical Thinking Tool Kit: ten tools for
enhanced critical thinking
N
!PPLYINGTHE2%$-ODEL2ECOGNIZEASSUMPTIONS%VALUATE
arguments and Draw conclusions) and using the Critical
Thinking Tool Kit in a familiar business situation
N
Learning how situational factors impact critical thinking when
recommending a new product or policy
N
Analyzing a difcult issue requiring critical thinking in your
own work situation and developing an action plan
N
WHO SHOULD ATTEND

Business professionals who want to take their critical thinking
skills to the next level.
N
N
N
N
N
Reduce conict and solve problems in a cooperative environment

Understand how to stimulate creativity and innovation
Create high-trust relationships with colleagues and customers
Build and grow a stronger informal network
Use technology to enhance your collaborative efforts
Represent your own viewpoint and negotiate with greater success
WHAT YOU WILL COVER

Learning when and how to collaborate
Assessing how you are as a collaborator
N
Building a diversied network and collaborating with team
members both in person and virtually
N
Converting conict into collaboration
N
%NHANCINGDISCUSSIONSACQUIRINGINFORMATIONANDNETWORKING
through social media
N
Applying collaborative communication techniques
N
Building the trust you need to work collaboratively
N
N
WHO SHOULD ATTEND

"USINESSPROFESSIONALSWHOAREEXPECTEDTOMEETCRITICALGOALSTO
ENHANCETHEIRPERFORMANCESUPPORTTEAMOUTPUTANDWORKWITH
CUSTOMERSCONSULTANTSANDVENDORS
Supervisors and managers who are seeking to improve their collaborative
skills to create a more effective team should take Collaborative
Leadership Skills for Managers,3EMINARPAGE
Note:)TISRECOMMENDEDTHATYOUlRSTTAKE!-!S Critical Thinking,

3EMINARPAGE
Schedule
Schedule
Nov. 17-18 ........................ Chicago, IL.................................................2228-EC5-00008
March 19-20 ..................... San Francisco, CA ......................................2228-EC5-00009
Aug. 2-3 ............................ Atlanta, GA ...............................................2228-EC5-00012
Nov. 17-18 ........................ Chicago, IL.................................................2185-EC5-00002

Dec. 8-9............................. Arlington, VA .............................................2185-EC5-00003
Feb. 2-3 ............................. San Francisco, CA ......................................2185-EC5-00004
March 19-20 ..................... Atlanta, GA ...............................................2185-EC5-00005
July 30-31 ......................... Chicago, IL.................................................2185-EC5-00007
Aug. 20-21 ........................ Arlington, VA .............................................2185-EC5-00008
2 days/1.2 CEUs
2 days/1.2 CEUs
15
Developing Your Personal

Brand and Professional
Image SEMINAR #2274
Advance your career and differentiate yourself
with a distinctive presence. Making a strong and favorable impression in business is far more than following a list of
hDOSANDDONTSv9OUMUSTPERFECTANAUTHENTICPROFESSIONAL
IMAGEYOUROWNUNIQUEhBRANDvTHATSTRULYRIGHTFORYOU
and nobody else. Your image and brand need to benefit you
NOTONLYINYOURORGANIZATIONBUTALSOINTODAYSCULTURALLY
diverse world.
High-Impact Decision
Making: Reducing Risks,
Maximizing Results
SEMINAR #2564
Learn to make the right decision every time, no

matter how high the stakes. When faced with tough
DECISIONSDONTPROCRASTINATERELYONINTUITIONORALLOW
uncertainty to take control. This seminar gives you the tools
to achieve clarity that balances intuition and rational thinking.
You will be able to align outcomes to create buy-in and make
DECISIONSTHATARESMARTTIMELYANDEFFECTIVE
"EMOREDECISIVEELIMINATINGUNCERTAINTYWHENMAKINGRISKY
decisions
N
Learn a structured process for optimum timing and effectiveness
N
4HINKANDACTWITHINCREASEDCONlDENCEINACONTRADICTORY
ever-changing environment
N
%FFECTIVELYANALYZEARTICULATEANDDRAWCONCLUSIONSWITHGREATER
clarity
N
Commit to your decisions and create buy-in
N
"YATTENDINGTHISCOURSEYOULLHAVETHEOPPORTUNITYTOASSESS
your own image and see yourself as others see you. With
EXPERTCOACHINGYOULLBEGINTOENHANCEANDDEVELOPEVERY
aspect of your professional presenceone that will also
help you to pursue your career goals with greater self-esteem
and confidence.
N
N
N
N
N
Understand professional presence and its importance in business

Know how to apply the principles of personal branding
Assess and critique your own professional image
Identify and use the principles of global and cultural etiquette
Apply the principles of professionalism in a business and personal
environment
WHAT YOU WILL COVER

Developing your personal brand with condence and credibility
Knowing and creating the right look of professional presence
N
Practicing the tools for powerful in-person and electronic
communication
N
Exploring the social context of professional presence
N
Correcting a lack of cultural awareness to avoid compromising
business dealings
N
&ORMULATINGSTRATEGIESFORMAINTAININGYOURPROFESSIONALPRESENCE
N
N
WHO SHOULD ATTEND

"USINESSPROFESSIONALSWHOWANTTOPROJECTAPOSITIVEIMAGEAND
distinctive brand.
EXTRA
3EEYOURSELFASOTHERSSEEYOUINTHISCOURSEYOULLBERECORDED
ANDRECEIVESUPPORTIVEANDPOSITIVEFEEDBACKASWELLASHELPFUL
recommendations.
WHAT YOU WILL COVER

%LEMENTSOFASOLIDFOUNDATIONMENTALFOCUSDElNITION
EMOTIONALPERSPECTIVEANDSTRATEGICCLARITY
N
5TILIZETHE$ECISION-APTODElNEYOUROBJECTIVES
N
Risk vs. reward: examine early warning signs and assess your
tolerance
N
Identify quantiable and relevant success factors
N
Learn techniques in dealing with emotionally charged situations
N
Create what-if scenarios and evaluate uncertainty
N
%XAMINElNDANDSHIFTYOURPERSPECTIVETOSELECTTHEhBESTvDECISION
N
Practice putting together several decision maps
N
WHO SHOULD ATTEND

Managers whose decisions have long-term
EFFECTSSIGNIlCANTLYIMPACTINGlNANCIALS
PEOPLEPROCESSESANDREPUTATIONOF
department or company.
Note: Please bring your current high-impact business
issues to class and practice making tough decisions in a
safe environment.
EXTRA
'ETA&2%%COPYOFThe Right Decision Every Time
by Luda Kopeikina (a $27.99 value) when you attend this seminar.
Institute (PMI).
Schedule
Schedule
Dec. 5-6............................. Chicago, IL.................................................2274-EC5-00428
March 12-13 ..................... New York, NY ............................................2274-EC5-00429
May 3-4 ............................ Arlington, VA .............................................2274-EC5-00432
Nov. 7-8 ............................ Arlington, VA .............................................2564-EC5-00046

Dec. 5-6............................. Chicago, IL.................................................2564-EC5-00048
April 2-3 ............................ New York, NY ............................................2564-EC5-00052
May 31-June 1 .................. Atlanta, GA ...............................................2564-EC5-00053
Aug. 9-10 .......................... San Francisco, CA ......................................2564-EC5-00054
2 days/1.2 CEUs

16
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Managing Emotions in the Workplace

Strategies for Success
SEMINAR #2540
Understand how emotions affect your job performanceand learn practical techniques
to manage them. As you face the pressures of doing more work with more stressful deadlines and
WORKPLACEDEMANDSONPERSONALTIMEYOURELIKELYTOFINDYOURSELFINSITUATIONSWHEREITSCRITICALTOCONTROL
your emotions.

Understand the connection between
emotions and workplace stress
N
Maintain your emotional composure on the
JOBANDMAXIMIZEWORKRELATIONSHIPS
N
Effectively express your emotions through
assertiveness communication skills
N
Create work environments where emotional
honesty and emotional energy are accepted
N
,EARNHOWTOBALANCETHEPHYSICALMENTAL
and emotional aspects of life
N
Control your emotions and achieve positive
interaction in teams and groups
N
WHAT YOU WILL COVER

Understand More About Stress
N
Identify common causes of stress from
personal experiences
N
Categorize common stress symptoms
N
Discern the difference between positive
stress and negative stress
N
Determine your levels of personal and
work-related stress
N
Recognize the ways you may be
unintentionally contributing to your
own stress levels
N
Identify aspects of your personal and
professional lifestyles in relation to your
management of emotional well-being
A Closer Look at Feelings and Emotional

Well-Being
N
Dene personal mastery and its impact on
your work life
N
Differentiate between the two groups of
emotions to better understand how you
are feeling and why
N
)DENTIFYDIFFERENTFEELINGSINTHEPAST
present and future
N
Evaluate your emotional debt and discover
ways to pay it off
N
Analyze situations so that your emotions do
not sabotage the results you want
N
2ECOGNIZETHOUGHTSFEELINGSANDBEHAVIORS
associated with stressful situations
N
Analyze behavior patterns associated with
stressful events
Communicating or Controlling?
Balance or Ballistics?
N
Use your mirror listening skills to
understand how others are feeling
N
Identify feelings and the reasons why
people feel the way they do
N
Recognize when to be assertive in
interacting with others
N
Construct assertive messages using the
XYZ technique
RitualsManaging Emotions and Stress
N
Identify rituals that presently exist in your
life and classify rituals according to purpose
Personal Action Plans
N
Create a personal action plan to implement
your learning back at work
Faculty
Spotlight*
Donna Taylor specializes in
communication skills and human
resource management. For more
than 25 years, she has been involved
in the employment eld as well as
management. She has provided
training for companies including The
Home Depot, Georgia Pacic and
Sears. Ms. Taylors areas of knowledge
and experience include recruiting,
interviewing and retaining employees;
coaching and counseling; motivation
and situational leadership.
business communication experts.
WHO SHOULD ATTEND

Those who are experiencing intense
emotional and/or stressful situations at work.

Institute (PMI).
Schedule
Nov. 7-8 .............. Chicago, IL ..........................2540-EC5-00499
Nov. 17-18 .......... Atlanta, GA.........................2540-EC5-00500
Dec. 8-9............... New York, NY .....................2540-EC5-00501

May 10-11 .......... Atlanta, GA.........................2540-EC5-00510
May 31-June 1 .... New York, NY .....................2540-EC5-00509
July 9-10 ............. San Francisco, CA ...............2540-EC5-00511
Aug. 2-3 .............. New York, NY .....................2540-EC5-00513

17
Creativity and Innovation

Unleash Your Potential for
Greater Success SEMINAR #2208
Do you wish you could try things at work that have
never been done before? Do you doubt your own capacITYFORCREATIVITYANDINNOVATION$OYOUHAVETROUBLEGETTING
CREATIVESOLUTIONSFROMYOURTEAM
2ELYINGONYESTERDAYSIDEASPRODUCTSANDASSUMPTIONSCAN
spell failure to your company and be a detriment to your
career. Now you can get proven techniques for generating
NEWIDEASANDABLUEPRINTFORESTABLISHINGACLIMATEOFINNOVATIONINTHISLIVELYINTERACTIVEANDHANDS ONSEMINAR9OUWILL
DISCOVERNEWWAYSTOBREAKTHROUGHMENTALBARRIERSHO HUM
thinking and roadblocks in order to improve performance and
unleash the creative potential in yourself and your team.
Practice creative methods to generate ideas and solutions
Turn existing problems into opportunities for growth
N
Discover new techniques for securing enthusiasm for new
initiatives
N
Encourage out-of-the-box thinking
N
!PPLYINNOVATIONTECHNIQUESTOIMPROVESYSTEMSPRODUCTSAND
processes
N
%NHANCEMORALEGROUPPERFORMANCEANDCOLLABORATION
N
N
Improve Your Analytical

Skills: Making Information Work
for You
Every day there is new information creating new

demands. How do you assess the credibility of new inforMATION$ETERMINETHEKEYQUESTIONSYOUNEEDTOASK
&EELCONFIDENTYOUREMAKINGVALIDDECISIONS
4HROUGHADETAILEDANDINTERACTIVECASESTUDYYOUWILLEXPLORE
a common business scenario that challenges your analytiCALABILITIES7HETHERYOUREASKEDTOSUMMARIZEALENGTHY
reportcome up with a list of recommendationsor present
YOURFINDINGSONACOMPETITORSPRODUCT
4HISSEMINARWILLGIVEYOUBASICANALYTICALTOOLSTOASSIMILATE
ASSESSORGANIZEANDSYNTHESIZENEWKNOWLEDGESOYOUCAN
use the information to your best advantage.
N
N
N
N
N
N
WHAT YOU WILL COVER

Identify practices that help promote creativity and innovation
N
&OCUSINGONRESULTSVSFOCUSINGONGOODPROCESS
N
Maximize the connection between courage and creativity
N
Develop and leverage from your own creative strengths
N
Brainstorming techniques for generating ideas and solutions
N
0RODUCEEVALUATEANDSELECTNEWIDEASMODELSFOR
analyzing options
N
Practices and guidelines that create an innovative work
environment
N
Real-world practice in spotting opportunities and generating
solutions
N
WHO SHOULD ATTEND

Managers and business professionals who have inuence over the
CREATIONADOPTIONANDIMPLEMENTATIONOFNEWPRODUCTSSERVICES
and processes.
SEMINAR #2162
Organize information from multiple sources and in multiple formats

Put information into a format that can be analyzed
Apply techniques to determine what information is relevant
within a specic context
Learn to see contradictory information in the correct perspective
Analyze information in order to identify the best opportunity
Recognize information patterns and determine what they can
mean for your business
Communicate your ndings and suggestions with expediency
and clarity
WHAT YOU WILL COVER

%XPLORINGCHALLENGESINCOLLECTINGEVALUATINGANDPRESENTING
information
N
Describing the basic steps in the analytical process
N
$ECIDINGONANAPPROACHFORANANALYSISPROJECT
N
Applying specic analytic techniques to your work situation
N
Using interview techniques and clarifying questions
N
Describing the characteristics of valid conclusions
N
Explaining how to get from conclusions to recommendations
N
WHO SHOULD ATTEND

All business professionals who want to learn basic analytical skills
THATTHEYCANAPPLYTOTHEIRJOBSTOMAKEMOREINFORMEDAND
successful business decisions.
Schedule
Schedule
Nov. 14-15 ........................ New York, NY ............................................2208-EC5-00086
Dec. 8-9............................. Chicago, IL.................................................2208-EC5-00090
Feb. 9-10 ........................... Arlington, VA .............................................2208-EC5-00101
April 2-3 ............................ Houston, TX ...............................................2208-EC5-00102
June 14-15 ........................ New York, NY ............................................2208-EC5-00105
2 days/1.2 CEUs
18

Dec. 5-6............................. San Francisco, CA ......................................2162-EC5-00009
Feb. 13-14 ......................... New York, NY ............................................2162-EC5-00008
Feb. 23-24 ......................... Los Angeles, CA .........................................2162-EC5-00013
March 1-2 ......................... Chicago, IL.................................................2162-EC5-00014
April 9-10 .......................... Boston, MA ...............................................2162-EC5-00015
April 23-24 ........................ Atlanta, GA ...............................................2162-EC5-00016
May 17-18 ........................ Arlington, VA .............................................2162-EC5-00017
For a complete list of dates and locations, visit www.amaseminars.org
2 days/1.2 CEUs
Taking On Greater Responsibility

Step-up Skills for Non-Managers
SEMINAR #2132
Get ready to grow in your job and meet new demands.4ODAYYOUNEEDMORE
SKILLSTHANEVERBEFOREFROMUNDERSTANDINGYOURBUSINESSMANAGINGCHANGECOMMUNICATINGSTRATEGICALLYLEADINGANDWORKINGINTEAMSTOJUGGLINGYOURNEWASSIGNMENTSWITH
current responsibilities.
This seminar will give you the skills you need to make a difference and grow in your career
and your organization.
&EELCONlDENTWHENASKEDTOhSTEPUPTO
THEPLATEvWITHNEWPROJECTSOUTSIDEYOUR
regular work activities
N
Take your skills and potential to new
heights with proven-in-action get-ahead
strategies
N
5NDERSTANDYOURROLEINTODAYSNEW
workplace and gain the new skills and
competencies required for success
N
Meet the rising pressure of tight budgets
and lean organizations
N
Map out a plan of action to enhance your
efciency
N
WHAT YOU WILL COVER

Preparing for Greater Responsibility
N
Mastering competencies for performance
excellence
N
Coaching and feedback strategies
N
Relevant analytic thinking and
problem-solving skills
N
Completing the skill rating inventory
N
)DENTIFYINGYOURSTRENGTHSLIABILITIES
transferable skills and attitude
First Key to Success: Business Smarts and
Savvy
N
$ElNINGYOURORGANIZATIONSMISSIONVISION
and strategy
N
Articulating your role as a high-level
contributor to business results
N
Internal/external factors that impact your
business environment
N
Monitoring resources that enable you to
create value-added contributions
Faculty
Spotlight*
Second Key to Success: Managing

Change
N
#OMMONREASONSFORRESISTINGCHANGE
strategies for remaining resilient
N
Assessing reasonable risk using a ve-step
process
N
The value of maintaining a positive attitude
toward change
N
Applying creative idea generation to change
management situations
N
Leading others through change
Third Key to Success: Communicating
Strategically
N
How to ex your communication style to
OTHERSCOMMUNICATIONPREFERENCES
N
Persuasion strategies to help you inuence
THEWAYOTHERSFEELTHINKANDBEHAVE
N
Applying communication skills in a
context-specic situation
Fourth Key to Success: Juggling New and
Current Responsibilities
N
Taking responsibility for time management
N
Setting goals and priorities
N
Planning and organizing to avoid chaos
N
Using low- and high-tech solutions to get
more done in less time
N
Negotiating to build commitment and
creatively use time and resources
Fifth Key to Success: Leading and
Working with Teams
N
The roles you should bring into each team
encounter
N
Encouraging participation and idea sharing
Laura Jacob specializes in helping

organizations and employees get the
most out of their relationships with
each other. She has worked with
such organizations such as GE, Perot
Systems and UBS. She also serves as
adjunct faculty at the University of
Phoenix in Norwalk, Connecticut
and has a number of certications.
management experts.
Motivating teammates through

COMMUNICATIONCOOPERATIONAND
recognition
N
Stepping up to leadership within the team
N
5SINGANALYTICTHINKINGCOMMUNICATION
and decision-making skills with teams
N
Planning for Greater Responsibility

N
Synthesizing strategic development
and performance goals into a coherent
presentation
N
Overcoming potential barriers your
manager may present to your plan
WHO SHOULD ATTEND

Anyone interested in developing the skills
to improve their performance and growth
within their organization.

Institute (PMI).
Schedule
Nov. 10-11 .......... New York, NY .....................2132-EC5-00244
Nov. 14-15 .......... Atlanta, GA.........................2132-EC5-00245
Nov. 17-18 .......... Chicago, IL ..........................2132-EC5-00246
Dec. 1-2............... New York, NY .....................2132-EC5-00248

April 30-May 1 .... New York, NY .....................2132-EC5-00271
May 17-18 .......... Atlanta, GA.........................2132-EC5-00281
May 21-22 .......... Las Vegas, NV .....................2132-EC5-00273
July 9-10 ............. Los Angeles, CA ..................2132-EC5-00278
July 12-13 ........... Boston, MA.........................2132-EC5-00279

Aug. 20-21 .......... New York, NY .....................2132-EC5-00283

19
Also available as a
Live Online Seminar
Assertiveness
Training for Women in Business
An AMA
Blended
Learning
Seminar
SEMINAR #2528
3CANWITHYOURSMARTPHONETOSEEA
SHORTVIDEOFROMTHISSEMINARORVISIT
WWWAMASEMINARSORG
A Blend of Dynamic
Live Training
& Online Tools
Strengthen your leadership ability and image. .OWANDTHENYOUREGOINGTOOVERREACTORUNDERREACT9OU

MAYBLURTOUTSOMETHINGTHATYOUWISHYOUHADNTORHURTSOMEONEWHOSEOPINIONYOUVALUE4HEASSERTIVEPERSON
USUALLYSENDSTHERIGHTSIGNALSANDGETSTHERIGHTRESPONSES"YKNOWINGHOWTOHANDLEYOURSELFINJUSTABOUTANY
SITUATIONTHATCOMESUPWITHOUTSEEMINGEITHERSHYORPUSHYYOULLGETTHINGSDONEANDGETWHATYOUWANT9OULLCOMMAND
RESPECT(ERESASSERTIVENESSATITSBEST!SYOULEARNPRACTICEANDREFINETHISSKILLYOULLALSOSHAREYOURCONCERNSWITHOTHERWOMEN
INACOMFORTABLESUPPORTIVEANDINFORMALLEARNINGENVIRONMENT
Deal with conicts confronting women
Recognize your strengths and weaknesses
N
Practice assertive behaviors in challenging
situations
N
Overcome obstacles to assertiveness
N
"UILDANDPROJECTAPOSITIVESELF IMAGE
N
Assess your stress and adopt assertive
techniques to help manage it
N
Develop an assertive action plan
N
Use assertive communication techniques:
VERBALNONVERBALANDASSERTIVELISTENING
N
Develop an assertive delegation strategy
N
N
WHAT YOU WILL COVER

Assessing Yourself
N
Identify and own your strengths
N
Outline conicting roles and know how to
reduce role conict
Asserting Yourself
N
Dene and distinguish between the basic
RESPONSESTYLESOFNONASSERTIONASSERTION
and aggression
N
Avoid being manipulated by others
Practice Assertive Techniques
N
Use a successful formula for assertion
N
Say no and survive
N
5NDERSTANDASSERTIVETECHNIQUESOFFOGGING
BROKENRECORDNEGATIVEASSERTIONNEGATIVE
inquiry and compromise
N
5NDERSTANDTHEDIFFERENCESBETWEENVERBAL
nonverbal mantalk and womanspeak
N
Send harmonious messages
N
Listen assertively
Succeeding at the Bargaining Table

N
Identify assumptions about negotiation and
how these impact abilities
N
Discuss the effect of gender on negotiation
practices and experiences
N
Benet from seven suggestions for
negotiating more effectively
N
Develop a personal negotiation plan
Overcoming Obstacles to Assertiveness
N
Pinpoint internal obstacles to assertiveness
and practice control strategies
N
Discuss self-reliance and describe special
support systems
N
Recognize your specic anger buttons and
how to deal with them productively
N
Describe how men use anger and discuss
ways to face angry men
Schedule
Nov. 14-16 .......... Morristown, NJ ...................2528-EC5-00783
Nov. 30-Dec. 2 ..... San Francisco, CA ...............2528-EC5-00784
Dec. 5-7............... New York, NY .....................2528-EC5-00785
Dec. 12-14........... Atlanta, GA.........................2528-EC5-00786
Jan. 11-13 ........... Chicago, IL ..........................2528-EC5-00798
Jan. 23-25 ........... New York, NY .....................2528-EC5-00788
Feb. 13-15 ........... Hartford, CT ........................2528-EC5-00801
March 14-16 ....... Dallas, TX ............................2528-EC5-00800
20

April 25-27 .......... Los Angeles, CA ..................2528-EC5-00806
May 2-4 .............. New York, NY .....................2528-EC5-00807
May 30-June 1 .... Morristown, NJ ...................2528-EC5-00809
May 30-June 1 .... Atlanta, GA.........................2528-EC5-00811
July 9-11 ............. Chicago, IL ..........................2528-EC5-00812
Aug. 1-3 .............. Boston, MA.........................2528-EC5-00815
Demonstrate techniques for preventing and

coping with stress
Select new approaches to work/family puzzles
Assertive Action Planning

Describe and demonstrate 10 steps toward
continuing assertiveness
WHO SHOULD ATTEND

&EMALEBUSINESSPROFESSIONALSWHOWANT
TOBUILDTHEIRSTRENGTHSIMPROVETHEIR
COMMUNICATIONCONmICTRESOLUTION
delegation and action-planning skills.
Institute (PMI).

7EDNESDAY PM%4s4 Lessons
Oct. 26-Nov. 16, 2011 %#
March 7-28, 2012 %#
Aug. 8-29, 2012 %#
1.2 CEUs

An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Assertiveness
Training SEMINAR #2188
Assertiveness Training for

Managers SEMINAR #2527
Gain more confidence, decisiveness

and respect. Learn powerful tools to help
Learn how to channel assertiveness skills to

interact more effectively with people throughout
your organization. Mastering assertiveness skills can do
you deal with conflict at all levels in the orgaNIZATIONDISCOVERTECHNIQUESONHOWTOBEAN

ASSERTIVECOMMUNICATORACQUIREWAYSTOHANDLERECEIVINGAND
giving feedback and address business etiquette when profesSIONALISMANDASSERTIVENESSAREREQUIRED9OULLASSESSYOUR
AREASOFSTRENGTHANDGROWTHINTHISCRITICALSKILLUNDERSTAND
how social styles affect assertiveness behaviors and benefit by
learning steps for conflict resolution. Overall enhance your
ASSERTIVENESSSKILLSFORIMMEDIATEONTHEJOBUSE

Gain essentials of assertiveness
Practice assertiveness behaviors through verbal and visual techniques
N
Address assertive issues in both your personal life and business life
N
Learn the nuances of etiquette and how it relates to assertiveness
and self-esteem
N
!PPLYYOURNEWLYLEARNEDSKILLSTORELEVANTON THE JOBSITUATIONS
N
N
WHAT YOU WILL COVER

$IFFERENCESINBEHAVIORALSTYLESPASSIVEAGGRESSIVEANDASSERTIVE
Identify techniques for ways to improve self-esteem
N
Improve communication with different social styles
N
Risks and benets in becoming assertive
N
&ACTORSTHATINmUENCEYOURLEVELOFASSERTIVENESS
N
The role of social styles in assertive communication
N
A ve-step model for conict resolution
N
Appropriate assertiveness in common workplace situations
N
Achieving a healthy balance personally and professionally
N
N
ALOTMORETHANJUSTHELPYOUWINARGUMENTS)FYOUWANTTO
enhance your leadership stature and persuade others to help
YOUREACHYOURGOALSAssertiveness Training for Managers is
an important first step.
Learn how your behavior style impacts your overall performance as a manager. You'll take stock of your current
assertiveness skills and learn how you can improve them for
a more effective approach. Using the behavior modeling
APPROACHTOWARDASSERTIVENESSTRAININGTHISSEMINARTEACHES
you how to employ assertiveness skills to take control of a
situation without alienating others.
Improve communication by using assertive-responsive skills
Acquire a more polished and powerful communication style and
let your leadership ability emerge
N
4APOTHERPEOPLESRESOURCESTOGETTHEJOBDONE
N
Empower yourself and your staff
N
Exercise greater inuence on others
N
N
WHAT YOU WILL COVER
WHO SHOULD ATTEND
How your perceptions determine your reactions

Operate consciously vs. unconsciously
N
'UIDELINESFORACHIEVINGYOUROBJECTIVESTHROUGHASSERTIVE
responsive behavior
N
Develop your own self-improvement plan
N
Use assertive-responsive techniques to identify what you want
and then go after it
Business professionals who want to acquire essential

assertiveness skills.
WHO SHOULD ATTEND
N
N
Experienced managers and seasoned professionals with four or

MOREYEARSOFEXPERIENCEWHOWANTTOBUILDTHEIRSTRENGTHSRESOLVE
conicts smoothly and exercise greater inuence on others.
Schedule
Nov. 7-9 ............................ San Francisco, CA ......................................2188-EC5-00106
Nov. 14-16 ........................ Houston, TX ...............................................2188-EC5-00107
Dec. 7-9............................. Chicago, IL.................................................2188-EC5-00108
Dec. 14-16......................... Denver, CO ................................................2188-EC5-00115
Jan. 18-20 ......................... Arlington, VA .............................................2188-EC5-00109
March 5-7 ......................... Los Angeles, CA .........................................2188-EC5-00116
April 2-4 ............................ Chicago, IL.................................................2188-EC5-00117
April 25-27 ........................ Arlington, VA .............................................2188-EC5-00118
May 7-9 ............................ San Francisco, CA ......................................2188-EC5-00119
May 30-June 1 .................. Atlanta, GA ...............................................2188-EC5-00120
July 11-13 ......................... Arlington, VA .............................................2188-EC5-00122
July 23-25 ......................... San Francisco, CA ......................................2188-EC5-00123
Aug. 27-29 ........................ Chicago, IL.................................................2188-EC5-00124
3 days/1.8 CEUs
Schedule
Nov. 16-18 ........................ New York, NY ............................................2527-EC5-00828
Nov. 30-Dec. 2 ................... Chicago, IL.................................................2527-EC5-00829
Feb. 22-24 ......................... San Francisco, CA ......................................2527-EC5-00830
July 16-18 ......................... New York, NY ............................................2527-EC5-00834
3 days/1.8 CEUs
21
AMAs 5-Day MBA

Get grounded in the essential elements
Refresh your knowledge base, make more
informed decisions and develop successful
strategies to achieve your best potential.
This interactive learning experience will provide you with
a strong overall business foundation with a rm grasp
of modern management practices. It will equip you with
the ability to identify the most effective business tools
and strategies to help youand your companykeep
and hone your competitive edge.
This seminar is presented by a team of expert faculty
SPECIALIZINGINACCOUNTINGlNANCESTRATEGYMARKETING
ANDMANAGEMENT7ITHPRACTICALEXAMPLESCASESTUDIES
ANDPRACTICETHISISYOURSEMINARTOACCELERATETOTHE
next level of excellence.

Discover how all components of a business t together
Read and understand nancial statements and analyze
the nancial health of a business
N
Gain insights into the economy and its impact on
business
N
Develop a business strategy and a sustainable
competitive position
N
Learn the language of business and communicate
effectively on business matters to any audience level
N
Develop an effective organization and successfully
manage people
N
%NJOYANINVALUABLEPEER TO PEERLEARNINGEXPERIENCE
N
N
WHAT YOU WILL COVER
GAIN THE EDGE TO GET AHEAD

sPush past the boundaries of your current
responsibilities
sSee what really makes your organization protable
sForm teams that truly achieve your goals
22
Accounting Basics
N
Basic accounting and its impact on nancial reporting
N
&INANCIALSTATEMENTSINCOMESTATEMENTBALANCESHEET
RETAINEDEARNINGSSTATEMENTCASHmOWSTATEMENTS
N
The accounting process and annual report
N
How to evaluate nancial statements: understand
NON lNANCIALCONSIDERATIONSLIQUIDITYLEVERAGEAND
protability
Case study: Sara Lee
Finance Fundamentals
N
Performance measures and key indicators: Return on
.ET!SSETS2/.! %CONOMIC0ROlT%0 7EIGHTED
Average Cost of Capital (WACC)
N
How to improve business unit operating performance
N
&INANCETHEBUSINESSLEVERAGINGSHORT ANDLONG TERM
lNANCINGALTERNATIVESEQUITYlNANCING
Workshop
SEMINAR #2561
of high-level business courses in just one week

Cost Analysis and Prot Planning
N
&IXEDVARIABLEANDSEMI VARIABLECOSTS
N
Break-even analysis and contribution
margins
N
Cost allocations and reduce inefciencies
Capital Expenditures
N
Types of capital expenditure decisions
N
#ALCULATE.ET0RESENT6ALUE.06 )NTERNAL
Rate of Return (IRR) and Protability Index (PI)
N
%STIMATEPROJECTSCASHINmOWSANDOUTmOWS
Exercise: discount cash ow
Corporate Strategy
N
7HATISSTRATEGY5NDERSTANDRELATIONSHIP
BETWEENVISIONMISSIONANDSTRATEGY
N
Strategy formulationthe SWOT approach
N
Conceptual model for strategy
DEVELOPMENTCOSTLEADERSHIP
differentiation and cost focus strategy
N
Analysis phase of the strategy development:
EXAMINECOMPETITIVEADVANTAGEPREDICT
FUTURETRENDSEVALUATECOMPETITIVEPOSITION
N
The creation and selection process:
generate strategy alternatives
N
(OWTOUSEQUANTITATIVEANALYSISTOSCREEN
evaluate and select strategies
Marketing
N
The marketing mix and application:
POSITIONINGPRODUCTSERVICEPRICEPLACE
DISTRIBUTIONCHANNELSPROMOTION
N
Guiding principles for effective marketing
N
Product and market development
N
Commoditization and product innovation
Case study-ERCEDES#ADILLACAND
Sara Lee
Management
N
The basic functions of management
N
EI and leadership: lead employees toward
organizational goals
N
(OWTOMOTIVATEINCREASEMORALEAND
enhance productivity
N
Being a team leader and building effective
teams
N
Performance management and conduct
effective performance reviews
N
How to manage organizational change
N
4HE3-ODELALIGNSKILLSSHAREDVALUES
staff and other factors to support your
organizational strategy and change
The course agenda may be updated regularly
as required.
Note: This workshop does not award a degree.
Faculty
Spotlight*
Dr. Simon W. (Skip) Ulmer
specializes in marketing, strategic
business planning, new product
development and commercialization
and leadership. Dr. Ulmer has a
doctorate in chemistry from Cornell
University and has lectured at the
University of Delaware and Denver
University, and has published several
articles on business and leadership.
management experts.

Institute (PMI).
WHO SHOULD ATTEND

!NYONEINTERESTEDINOBTAININGANEFFECTIVE
broad-based overview of the functional
areas addressed in university-level MBA
programs.
Schedule
NOVEMBER
Nov. 7-11 ............ New York, NY .....................2561-EC5-00438
Nov. 14-18 .......... Boston, MA.........................2561-EC5-00439
Nov. 28-Dec. 2 ..... Chicago, IL ..........................2561-EC5-00441
DECEMBER
Dec. 5-9............... Atlanta, GA.........................2561-EC5-00442
Dec. 5-9............... New York, NY .....................2561-EC5-00443
JANUARY
Jan. 9-13 ............. New York, NY .....................2561-EC5-00445
FEBRUARY
Feb. 6-10 ............. Chicago, IL ..........................2561-EC5-00448
Feb. 6-10 ............. New York, NY .....................2561-EC5-00447
Feb. 13-17 ........... San Diego, CA .....................2561-EC5-00449
MARCH
March 19-23 ....... Boston, MA.........................2561-EC5-00453
APRIL
April 9-13 ............ San Francisco, CA ...............2561-EC5-00460
April 16-20 .......... Anaheim, CA ......................2561-EC5-00462
Apr. 30-May 4 ..... Lake Buena Vista, FL ...........2561-EC5-00467
MAY
May 7-11 ............ San Francisco, CA ...............2561-EC5-00465
May 21-25 .......... New York, NY .....................2561-EC5-00464
JUNE
June 4-8 .............. Chicago, IL ..........................2561-EC5-00468

JULY
July 23-27 ........... Boston, MA.........................2561-EC5-00475
July 30-Aug. 3 ..... Chicago, IL ..........................2561-EC5-00476
AUGUST
Aug. 6-10 ............ Hilton Head, SC ..................2561-EC5-00477
Aug. 13-17 .......... New York, NY .....................2561-EC5-00478
Aug. 20-24 .......... Denver, CO..........................2561-EC5-00479
Aug. 27-31 .......... San Diego, CA .....................2561-EC5-00480

23
How to Communicate
Tact and
Get your point across
When challenged, overwhelmed or on the spot,
can you hear others clearly and respond appropriately? When presenting ideas, do you seek
to gain cooperation or to seize control? Do you
avoid difficult situations and relationships or
collaborate through thoughtful and diplomatic
interactions?
How well you communicate can inuence how others view
YOURWORKYOURPERFORMANCEANDYOURPROSPECTSFORCAREER
mobility. Now you can learn how to choose and use the most
appropriate words and emotional tone for every business
SITUATION)NJUSTTWODAYSTHISSEMINAROFFERSINSIGHTSINTO
COMMUNICATIONSTYLESWHILEPROVIDINGYOUWITHSKILLSFOR
CLEARLYANDEFFECTIVELYRECEIVINGANDTRANSMITTINGINFORMATION
IDEASTHOUGHTSFEELINGSANDNEEDS

#OMMUNICATEEFlCIENTLYANDTACTFULLYWITHCLIENTSDIRECT
REPORTSCOLLEAGUESYOURBOSSANDSENIORMANAGEMENT
N
2ESPONDINAPROFESSIONALMANNEREVENWHENYOUREOUTOF
your comfort zone
N
Strengthen your communication effectiveness with active
listening
N
Elicit cooperation and respect by modeling
N
Improve your image through increased self-awareness
N
THE WORDS AND TONE YOU USE CAN MAKE

OR BREAK YOUR CAREER
Youre overwhelmed by pressure and stress. Do
you blow up at your co-workersor react with poise and
professionalism?
Youre criticized by a colleague. Do you hurl the
accusations backor respond confidently and with grace?
Youre frustrated with an underperformer. Do you

tell him or her exactly what you thinkor use listening
skills to get to the root of the problem?
Youre facing resistance from your team. Do you

tell them who the boss isor seek to establish rapport
and cooperation?
24
WHAT YOU WILL COVER

How Diplomacy, Tact and Credibility Inuence How
Others Perceive You
N
(OWhIMAGEvIMPACTSOTHERSPERCEPTIONOFYOUYOUR
CREDIBILITYANDYOURJOBPERFORMANCE
N
5SEDIPLOMACYTACTANDCREDIBILITYTOPOSITIVELYIMPACT
your image
N
Communication-based components of image
Communication Style Differences:
The Insight Inventory
N
Develop awareness of your communication style
N
How stress negatively impacts how you communicate
N
Read others so that you can communicate more effectively
N
Match your communication style with the communication
style of others
N
5TILIZEDIPLOMACYTACTANDCREDIBILITYWHENCOMMUNICATING
across styles
Effective and Powerful Communication Skills
N
(OWTOPOSITIVELYIMPACTTHEVISUALVERBALANDVOCAL
components of communication
N
4HEh+NOW &EEL $OvMODELOFCOMMUNICATING
with Diplomacy,
Credibility
SEMINAR #2206
with a positive professional image

Listening for Effective Communication
N
The barriers and obstacles to effective
listening
N
How good listening is critical as a receiver
of a communication message
N
Build rapport through good listening
N
How to use active listening skills
N
Use listening skills to build and improve
your image
Use Diplomacy, Tact and Credibility
N
Understand when and how to use diplomacy
N
How and when to be tactful
4HECONCEPTOFCREDIBILITYWHATITISHOWTO
use it when communicating
N
&IVEACTIONSFORCREDIBLECOMMUNICATION
N
How to handle difcult situations with
DIPLOMACYTACTANDCREDIBILITY
N
Your Communication Action Plan

N
Create an action plan to improve your
communication skills back at work
N
Sign a follow-up contract
COMMUNIC ATION
Faculty
Spotlight*
Barbara Biziou brings more than 25
years of business experience to her
work, which includes production,
marketing, product development,
communication skills development and
sales. She has worked in a variety of
industries, including fashion, television,
nancial services and not-for-prot.
Clients have included The Red Cross,
JP Morgan Chase, Morgan Stanley,
Barneys, Coca-Cola and Procter &
Gamble, among many others.
WHO SHOULD ATTEND

Business professionals who want to
advance their credibility with diplomatic
communication.

Institute (PMI).
Schedule
NOVEMBER
Nov. 3-4 .............. Chicago, IL ..........................2206-EC5-00741
Nov. 3-4 .............. Philadelphia, PA .................2206-EC5-00742
Nov. 7-8 .............. Atlanta, GA.........................2206-EC5-00798
Nov. 10-11 .......... Hartford, CT ........................2206-EC5-00745
Nov. 10-11 .......... Parsippany, NJ.....................2206-EC5-00732
Nov. 14-15 .......... Cincinnati, OH ....................2206-EC5-00748
Nov. 14-15 .......... Seattle, WA .........................2206-EC5-00746
Nov. 17-18 .......... Melville, NY ........................2206-EC5-00800
Nov. 28-29 .......... San Diego, CA .....................2206-EC5-00808
DECEMBER
Dec. 5-6............... Atlanta, GA.........................2206-EC5-00750
Dec. 5-6............... Boston, MA.........................2206-EC5-00752
Dec. 5-6............... Indianapolis, IN...................2206-EC5-00809
Dec. 8-9............... Minneapolis, MN ................2206-EC5-00753
Dec. 12-13........... Dallas, TX ............................2206-EC5-00755
Dec. 12-13........... Durham, NC ........................2206-EC5-00744
Dec. 12-13........... New York, NY .....................2206-EC5-00756
Dec. 15-16........... Denver, CO..........................2206-EC5-00743
Dec. 15-16........... Pittsburgh, PA .....................2206-EC5-00758
Dec. 19-20........... Chicago, IL ..........................2206-EC5-00754
JANUARY
Jan. 12-13 ........... New York, NY .....................2206-EC5-00760
Jan. 19-20 ........... Atlanta, GA.........................2206-EC5-00762
Jan. 19-20 ........... Chicago, IL ..........................2206-EC5-00763
Jan. 23-24 ........... Newport Beach, CA ............2206-EC5-00736
Jan. 26-27 ........... Houston, TX ........................2206-EC5-00766
Jan. 26-27 ........... Princeton, NJ ......................2206-EC5-00767
FEBRUARY
Feb. 2-3 ............... Cincinnati, OH ....................2206-EC5-00768
Feb. 6-7 ............... Boston, MA.........................2206-EC5-00769
Feb. 9-10 ............. Dallas, TX ............................2206-EC5-00771
Feb. 9-10 ............. New York, NY .....................2206-EC5-00772
Feb. 13-14 ........... Chicago, IL ..........................2206-EC5-00773

Feb. 16-17 ........... Parsippany, NJ.....................2206-EC5-00779
Feb. 16-17 ........... San Jose, CA .......................2206-EC5-00880
Feb. 23-24 ........... Minneapolis, MN ................2206-EC5-00778
MARCH
March 8-9 ........... Denver, CO..........................2206-EC5-00775
March 8-9 ........... Fort Lauderdale, FL .............2206-EC5-00784
March 12-13 ....... Seattle, WA .........................2206-EC5-00786
March 19-20 ....... San Diego, CA .....................2206-EC5-00789
March 26-27 ....... Pittsburgh, PA .....................2206-EC5-00790
APRIL
April 2-3 .............. Houston, TX ........................2206-EC5-00811
April 9-10 ............ San Francisco, CA ...............2206-EC5-00813
April 16-17 .......... Princeton, NJ ......................2206-EC5-00816
April 26-27 .......... Durham, NC ........................2206-EC5-00818
April 26-27 .......... Hartford, CT ........................2206-EC5-00819
Apr. 30-May 1 ..... Boston, MA.........................2206-EC5-00830
MAY
May 7-8 .............. Cincinnati, OH ....................2206-EC5-00820
May 10-11 .......... Dallas, TX ............................2206-EC5-00822
May 10-11 .......... New York, NY .....................2206-EC5-00823
May 14-15 .......... Atlanta, GA.........................2206-EC5-00825
May 14-15 .......... Newport Beach, CA ............2206-EC5-00826
May 17-18 .......... Minneapolis, MN ................2206-EC5-00827
May 21-22 .......... Chicago, IL ..........................2206-EC5-00828
May 21-22 .......... Parsippany, NJ.....................2206-EC5-00829
May 31-June 1 .... Houston, TX ........................2206-EC5-00831
JUNE
June 4-5 .............. Las Vegas, NV .....................2206-EC5-00832
June 7-8 .............. Atlanta, GA.........................2206-EC5-00833
June 11-12 .......... Pittsburgh, PA .....................2206-EC5-00837
June 25-26 .......... Denver, CO..........................2206-EC5-00840
June 28-29 .......... Richmond, VA .....................2206-EC5-00841
JULY
July 12-13 ........... Philadelphia, PA .................2206-EC5-00844
July 16-17 ........... Dallas, TX ............................2206-EC5-00847
July 23-24 ........... Seattle, WA .........................2206-EC5-00849
July 26-27 ........... Durham, NC ........................2206-EC5-00850
July 26-27 ........... Los Angeles, CA ..................2206-EC5-00851
AUGUST
Aug. 2-3 .............. Boston, MA.........................2206-EC5-00852
Aug. 2-3 .............. Phoenix, AZ ........................2206-EC5-00853
Aug. 6-7 .............. Atlanta, GA.........................2206-EC5-00854
Aug. 6-7 .............. Chicago, IL ..........................2206-EC5-00855
Aug. 9-10 ............ New York, NY .....................2206-EC5-00856
Aug. 9-10 ............ San Francisco, CA ...............2206-EC5-00857
Aug. 13-14 .......... Denver, CO..........................2206-EC5-00858
Aug. 16-17 .......... Austin, TX ...........................2206-EC5-00860
Aug. 20-21 .......... Minneapolis, MN ................2206-EC5-00862
Aug. 27-28 .......... Parsippany, NJ.....................2206-EC5-00863

25
COMMUNIC ATION
Also available as a
Live Online Seminar
Communication and
A Seminar for IT and Technical Professionals
SEMINAR #2576
To achieve success, technical professionals must have strong and flexible interpersonal and communication
skills in addition to their technical abilities. 7HETHERYOUREAN)4PROFESSIONALENGINEERSCIENTISTORRESEARCHERCOMMUNICATINGWITHOTHERSBOTHTECHNICALANDNONTECHNICALPROFESSIONALSISANESSENTIALPARTOFTHEJOB4HISSEMINARWILLGIVEYOUTHE
INTERPERSONALANDCOMMUNICATIONTOOLSYOUNEEDTOENSUREMUTUALCLARITYANDUNDERSTANDINGWHENDEALINGWITHOTHERSSOYOU
can maximize all your business interactions and achieve your critical goals.
Recognize and manage differences between
you and nontechnical professionals
N
Deliver clear messages to nontechnical
professionals
N
Apply verbal and nonverbal techniques to
build shared understanding
N
Strategically apply a communication system
to enhance relationships and achieve
performance goals
N
Develop active listening skills that promote
better work relationships
N
Get your points across in diverse
communication contexts
N
5SEINmUENCINGSKILLSTOCOMPLETEPROJECTS
faster and grow your reputation
N
Be able to productively manage conict
N
WHAT YOU WILL COVER

Identifying Differences Between
Technical and Nontechnical Professionals
N
Recognizing the differences in
communication needs/expectations of
technical vs. nontechnical professionals
N
Understanding the impact of generational
characteristics on communication within
and outside of technical areas
N
Analyzing your own work situation based
on communication needs and expectations
Interpersonal Strategies to Help You
Get Your Points Across in Diverse
Circumstances
N
Distinguishing communication style
preferences to better understand and
inuence others
N
Determining your personal communication
styles with the DiSC prole
Identifying the strengths and limitations of

your DiSC prole
N
5SINGBEHAVIORALCLUESTODETERMINEOTHERS
personal styles
N
Describing how to more effectively work
with other styles
N
Strategically Applying a Communication

System to Enhance Relationships
N
Differentiating between verbal and
nonverbal communications
N
Assessing your own nonverbal traits and
developing an improvement plan
N
Identifying criteria for establishing trust and
building credibility
N
Using a communication model to conduct
more effective conversations
Developing Active Listening Skills to
Promote Better Work Relationships
N
Recognizing the role of listening in effective
communications
N
Knowing when and how to acknowledge
emotions and ideas
N
Applying effective listening techniques
Communication Strategies to Help You
Achieve Your Goals
N
Constructing open and closed questions
N
Demonstrating and applying the effective
USEOFINFORMINGDIRECTINGANDCRITICIZING
Productively Managing Conict
N
Using and applying the AEIOU model to
assertively build shared expectations
N
Determining your own conict style
using the Thomas-Killman conict mode
instrument
N
Developing an action plan to apply these
techniques to your own work situations
Schedule
Nov. 14-15 .......... Atlanta, GA.........................2576-EC5-00706 June 4-5 .............. Chicago, IL ..........................2576-EC5-00720
Nov. 28-29 .......... Chicago, IL ..........................2576-EC5-00707 July 30-31 ........... New York, NY .....................2576-EC5-00721
Dec. 15-16........... New York, NY .....................2576-EC5-00708 Aug. 23-24 .......... San Francisco, CA ...............2576-EC5-00722
March 5-6 ........... Arlington, VA ......................2576-EC5-00709 2 days/1.2 CEUs/12 PDUs
May 21-22 .......... Dallas, TX ............................2576-EC5-00719 AMA Members save $200.
26
Faculty
Spotlight*
Ed Caldwell is the founding partner
of a training consulting group
and was a senior consultant and
director of training for the world
famous Evelyn Wood Reading
Dynamics Program. He specializes in
encouraging others to excel and lead
in reading, memory, comprehension
and listening skills. His clients
have included Ford, GM, Chrysler,
Hewlett-Packard, NCR, IBM and AT&T.
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.
Institute (PMI).

-ONDAY PM%4s,ESSONS
Jan. 23-Feb. 13, 2012 %#
April 2-23, 2012 %#
July 9-30, 2012 %#
1.2 CEUs
Moving Ahead
Breaking Behavior Patterns That Hold
You Back SEMINAR #2255
You may be your own worst enemy. Change your
professional image by overcoming destructive
workplace behavior. Do you steamroll over others in a
QUESTFORPOWERCONSTANTLYREBELAGAINSTAUTHORITYDISCUSS
OFFICEGOSSIPCRYATTHEDROPOFAHATINSTRESSFULSITUATIONS
4HESEAREJUSTAFEWEXAMPLESOFBADBEHAVIORTHATCANRESULT
in career suicideeven for the most capable employees.
Overcome and resolve workplace situations where ineffective
behavior is at play so that you can move forward and get
the rewards you deserve.
Improve your communication skillsand every

aspect of your working relationships. Success depends
UPONTHECOMBINEDCOOPERATIONCOMMITMENTANDACTIONOF
peopleboth face-to-face and across electronic and cyber
CHANNELS4HATSWHYYOURINTERPERSONALSKILLSARESOCRITICALTO
your own effectiveness as a manager. This seminar gives you
three days of solid learn-by-doing training to sharpen your
SKILLSWITHSUPERIORSPEERSANDSUBORDINATES
N
N
N
N
N
N
Identify people and situations that can elicit bad workplace

behavior
Successfully change or modify career-sabotaging habits
Understand how negative behaviors affect teamwork
Achieve better work relationships and change how you are
perceived
Manage feelings of frustration and anger in the workplace
Gain recognition for contributing to a more positive and happier
work environment
Positively impact your career path
WHAT YOU WILL COVER
N
N
N
N
N
N
N
N
WHO SHOULD ATTEND

Those whose negative behavior pattern has impeded their career
success and who wish to move forward.
Solve problems by clarifying the real issues

Make trade-offs without being a pushover on big issues
Gain support for implementing your plans
Generate enthusiasm for your ideas and proposals
Minimize conict and build group commitment
Inuence others and motivate them to protable action
Know when to give criticism and praise to produce results
Give direction without creating static
WHAT YOU WILL COVER
)MPROVEYOURIMAGEINTHEEYESOFCO WORKERSCUSTOMERSAND

senior management
N
Use positive self-talk for a more constructive attitude
N
A ve-step process for overcoming emotional triggers
N
Increase your emotional intelligence to better handle
interpersonal relationships
N
#ONTROLREACTIONSINSTEADOFBEINGCONTROLLEDBYTHEM
N
The role of empathy in becoming more productive
N
Accept responsibility for communicating effectively
COMMUNIC ATION
Interpersonal Skills for

Managers SEMINAR #2575
N
N
N
N
Communication and the new workplace

The power of trust
How perceptions inuence your interaction with others and their
responses to you
Nonverbal and verbal skills: developing and delivering clear
messages
Use listening and feedback skills to build high-performance work
relationships
Develop strategies for constructive performance feedback
Direct and motivate others
Assertively and productively manage conict
Be a team player: the synergistic impact of all your interpersonal
skills
WHO SHOULD ATTEND

-ANAGERSTEAMLEADERSANDSUPERVISORSWHOWANTTOMAXIMIZETHEIR
positive impact on others through effective interpersonal skills.
Institute (PMI).
Schedule
Schedule
Nov. 7-8 ............................ New York, NY ............................................2255-EC5-00131
Feb. 23-24 ......................... Chicago, IL.................................................2255-EC5-00133
April 30-May 1 .................. Arlington, VA .............................................2255-EC5-00138
June 21-22 ........................ Chicago, IL.................................................2255-EC5-00140
Nov. 14-16 ........................ New York, NY ............................................2575-EC5-99528

Dec. 19-21......................... San Francisco, CA ......................................2575-EC5-99527
May 14-16 ........................ Chicago, IL.................................................2575-EC5-99532
July 30-Aug. 1 ................... Myrtle Beach, SC .......................................2575-EC5-99534
2 days/1.2 CEUs

27
COMMUNIC ATION
Also available as a
Live Online Seminar
Responding to Conict
Strategies for Improved Communication
SEMINAR #2115
Learn how to manage conflict rather than have it manage you. Conflict is
ALLAROUNDUSANDMOSTPEOPLETRYTOAVOIDIT"UTCONFLICTISNOTALLBAD2ATHERTHAN
REACTTOITONAPURELYEMOTIONALLEVELGETTHEPROFESSIONALSKILLSTOMANAGEDISPUTES
and disagreements positively and proactively.
Discover how to recognize the causes of
interpersonal conict. Become aware of
your emotional triggers to prevent explosive
situations. Learn new strategies of conict
management that will improve your
COMMUNICATIONPERFORMANCEANDULTIMATELY
increase the success of your business initiatives.

N
N
N
Gain a new understanding of conict

Understand your own conict patterns
Improve your listening and communication
skills
Learn to read conicts by developing a
conict map
Practice effective methods of intervention
and conict management
WHAT YOU WILL COVER

Develop Conict Awareness
N
Conict vs. disagreement
N
The ve stages of conict development
N
Barriers to conict management
Respond to Conict
N
Identify and understand your own conict
behavior
N
Apply active listening skills for conict
management
Different Ways to Manage Conict
N
The ve-step conict map
N
What conict management strategy is right
FORYOU
N
Content vs. relationship conicts
N
7HENNOTTOASKhWHYv
Conict Strategies
N
4HE#S#OMPETENCE#REDIBILITY
#ARE#OMMUNICATION
N
How to reinstate trust
N
(OWTOBECOMESOLUTION FOCUSEDNOT
problem-focused
Move Beyond Conict
N
Difcult people vs. difcult behavior
N
Assert yourself
N
Cope with resistance
N
Say no assertively
Map the Conict
N
-APACONmICTINlVESTEPSFROMPOSITIONS
to solutions
N
Explore a conict from various viewpoints
N
Determine common ground in a conict
N
Generate and implement goal-oriented
alternatives
Trust in Minimizing Conict
N
Learn key fundamentals for building trust
N
$ISCOVERHOWTRUSTISLOSTANDHOWITS
reestablished
N
Develop win-win solutions: interests vs.
positions
Deal with Difcult Behavior
N
Differentiate between difcult people and
difcult behavior
N
Discover a two-step process for handling
passive and aggressive behaviors
N
Learn to create a viable alternative to
group conict
Faculty
Spotlight*
Larry Ray specializes in mediation,
negotiation, arbitration and
facilitation. Admitted to the bars
of the District of Columbia and
Ohio, Mr. Ray is senior lecturer on
mediation and negotiation at The
George Washington University Law
School and an online instructor
for Keller Graduate School/DeVry
University.
Thunderstorms
N
Address your own thunderstorms
(emotionally explosive tense conicts)
N
Apply appropriate conict strategies
through role-play
WHO SHOULD ATTEND

Business professionals who want to expand
THEIRCONmICTMANAGEMENTSKILLSUNDERSTAND
their own emotions and behaviors when
addressing conict and nd productive ways
to manage conict.
Institute (PMI).
You cannot shake hands with a clenched st.

Indira Gandhi
Schedule
Nov. 2-4 .............. Boston, MA.........................2115-EC5-00392
Nov. 7-9 .............. Chicago, IL ..........................2115-EC5-00379
Dec. 5-7............... New York, NY .....................2115-EC5-00381
Feb. 1-3 ............... New York, NY .....................2115-EC5-00384
Feb. 29-Mar. 2 ..... Arlington, VA ......................2115-EC5-00386
April 23-25 .......... Atlanta, GA.........................2115-EC5-00399
28
Apr. 30-May 2 ..... San Diego, CA .....................2115-EC5-00402

May 21-23 .......... New York, NY .....................2115-EC5-00401
Aug. 15-17 .......... Chicago, IL ..........................2115-EC5-00407


-ONDAY PM%4s,ESSONS
March 5-26, 2012 %#
June 4-25, 2012 %#
Aug. 6-27, 2012 %#
1.2 CEUs/12 PDUs
Dynamic Listening
Skills for Successful
Communication SEMINAR #2271
Effective communication is the secret ingredient to
your organizations bottom-line demands. When was
THELASTTIMEYOUWANTEDTOSCREAMh)SANYONELISTENINGv
7ELLYOURENOTALONE!LTHOUGHALLOFUSTALKANDLISTENTO
ONEANOTHERWEMAYNOTBECOMMUNICATING)NAWORKING
ENVIRONMENTDEFINEDBYDIVERSITYSTRESSANDUNCERTAINTYIT
is not surprising that misunderstandings abound. But help
is on the way. This powerful seminar delivers The Strategic
Verbal Communication Systeman easy-to-learn process
that enhances communication and encourages productive
interactions.
Text messaging, emails, the BlackBerrytheres

no shortage of ways to communicate quickly in the
Digital Age. But what happens face-to-face when you need
to find the right words and communicate them in the right
WAY4HERESNOSUBSTITUTEFORIN PERSONONE ON ONECOMMUNICATION4HISINTENSIVESKILLS BUILDINGhBOOTCAMPvWILLGIVE
YOUAPRACTICALHANDS ONEXPERIENCEINBUSINESSCOMMUNICATION9OULLBEWELLONYOURWAYTODEVELOPINGTHECONFIDENCE
and capabilities you need to establish yourself in the business
worldand keep moving ahead throughout your career.
N

Discover powerful communication models to turn interactions
into productive outcomes
N
Provide constructive information by addressing the
performancenot the person
N
Coach and counsel employees to build productivity and future
employee development
N
Listen actively and show interest and concern
N
Clarify meaning and verify information to minimize
misunderstandings and wasted time
N
&OSTERPOSITIVEATTITUDESBYPROVIDINGEFFECTIVEFEEDBACK
COMMUNIC ATION
Communication
Boot Camp SEMINAR #2210
N
N
N
Understand why effective communication is vital to your success

Identify the choices that drive the success or failure of any
communication
Optimize existing skills while overcoming your limitations
Improve work relationships by reducing misunderstandings
Choose the most effective language to handle even the most
difcult circumstances
Connect with people whose communication styles are different
WHAT YOU WILL COVER
Acknowledge the emotions and ideas of others to build trust and

improve communication in team situations
N
!DJUSTBEHAVIORSTOCOMMUNICATEWITHDIFFERENTSTYLES
N
Listen actively to separate message content from feeling
N
Ask questions to expand knowledge and bring out new ideas
N
Direct others by giving clear instructions and delegating
)DENTIFYINGYOURCOMMUNICATIONSTYLESTRENGTHSANDLIMITATIONS
Dening the characteristics of effective and ineffective
communication and listening skills
N
Empathizing to defuse emotionally charged situations
N
The four primary communication styles and accommodating the
needs of each style
N
Using nonverbal communication proactively
N
Structuring your message
N
Managing an interaction so that the discussion goals are achieved
N
Knowing the cause and effect of common communication
breakdown
WHO SHOULD ATTEND
WHO SHOULD ATTEND
This seminar is designed for anyone who wants to develop their

listening skills to ensure effective and successful communication.
Early career professionals or anyone interested in enhancing their

FUNDAMENTALVERBALCOMMUNICATIONSKILLSINCLUDINGCOORDINATORS
SPECIALISTSANALYSTSCONSULTANTSASSOCIATEMANAGERSPROJECT
managers and leadership-track administrative professionals.
WHAT YOU WILL COVER

N

Institute (PMI).
N
N

Institute (PMI).
Schedule
Dec. 15-16......................... New York, NY ............................................2271-EC5-00194
March 22-23 ..................... Chicago, IL.................................................2271-EC5-00195
Aug. 2-3 ............................ San Francisco, CA ......................................2271-EC5-00198

Schedule

29
Building Better Work

New Techniques for
SEMINAR #2235
In todays complex business environment,

you have to learn to work with people in a
positive way to achieve your organizational
goals..OWDISCOVERTHEBASICCOMPETENCIESCRITICAL
to solid work relationshipsand career success.
The rst step is to become aware of the differences among
peopleand be willing to accept these differences as a
positive force within an organization. And it all starts with
you. This seminar will prepare you to become a conscious
COMMUNICATORv9OULLRETURNTOWORKBETTERABLETOBUILD
constructive and benecial workplace relationships by
learning how to analyze situations and consciously select
and use productive communication strategies.

Build better rapport and gain the trust of a colleague
Discover competencies critical to work relationships
N
$EVELOPmEXIBILITYINACTIONSTHOUGHTSANDFEELINGSTO
better handle any situation
N
Avoid mistakes and conicts that may result from
misinterpreting others or ineffective listening
N
Inuence and motivate to rst-rate performance
N
Learn how to use direct and indirect messages
N
Build your self-esteem and new self-awareness
N
)DENTIFYSTRENGTHSWEAKNESSESANDOPPORTUNITIES
in your workplace relationships
N
5NDERSTANDVALUESBELIEFSATTITUDESANDPERCEPTIONS
N
Understand emotions and emotional intelligence
N
-ASTERTHEKEYSTOEXCELLENTCOMMUNICATIONOBSERVE
LISTENANALYZEPLANCOMMUNICATE
N
N
ARE YOUR WORK RELATIONSHIPS WORKING

FOR OR AGAINST YOU?
Can you work with a colleague who has an aggressive
communication style and not set each other offor
manage team members whose attitude to work is vastly
different from yours?
Are you equipped to settle a conict between two

employees without alienating either oneor confident
enough to gain the respect and trust of a team youve just
been promoted to manage?
Do you sometimes misinterpret statements that result

in misunderstandings and conflictsor know how to handle
anger and emotion in the workplace?
30
WHAT YOU WILL COVER

Effective Workplace Relationships
N
(OWDOYOUBUILDWORKPLACERELATIONSHIPS
N
Behaviors that support or undermine these relationships
N
Assessing your relationships
Communication and Perceptions
N
7HATISWORLDVIEW
N
7ORLDVIEWPERCEPTIONANDWORKPLACERELATIONSHIPS
N
Trustbusters and how to x them
N
The ve axioms of conscious communication
N
Mirroring and rapport
Investigate Emotions and Emotional Intelligence
N
Social intelligence and multiple intelligences
N
Assess your multiple intelligences
N
&IVEDOMAINSOFEMOTIONALINTELLIGENCE
N
Improve work relationships through emotional
intelligence
Relationships
COMMUNIC ATION
Also available as a
Live Online Seminar

See page 6 or visit
www.amaseminars.org/liveonline
Results-Oriented Communication
Build Better Relationships with
Ourselves and Others
N
0ERCEPTIONWORLDVIEWEMOTIONAL
intelligenceand you
N
3ELF AWARENESSSELF ESTEEMAND
self-concept
N
Case study to understand your styles
and how to ex them
Relationship Building
N
Managing assumptions in order to build
trusting relationships
N
Consciously build trust at work
N
Develop and show a positive attitude
N
Case studies on how to eliminate the
attitude virus
Express Needs Within Relationships
N
Express needs and inuence others
N
Perform an interpersonal needs inventory
N
The shape and sound of assertiveness
N
#OMPLETEANINmUENTIAL37/43TRENGTHS
7EAKNESSES/PPORTUNITIES4HREATS 0ROlLE
Relational Communication
N
Identify your communication style: how you
relate most often
N
Sharpen verbal and nonverbal behaviors
and skills
N
Apply direct and indirect messages for more
exible communication
Use feedback and questioning skills to

better understand others
Relational Listening
N
Listening barriers and their impact
on effective workplace relationships
N
A listening improvement map
N
Improve listening by asking
good questions
N
Apply active and reective listening skills
in various situations
N
Best practices for giving or seeking
feedback
Address Relational Change
and Conict
N
Practice relational change
N
Address conict
N
Select your conict-resolution style
N
Plan to resolve conicts assertively
N
Resolve conicts with the relationship
in mind
N
Develop and practice a conictresolution plan
WHO SHOULD ATTEND

People who want to use effective
communication and relationship
MANAGEMENTTOMAXIMIZEIMPACT
productivity and results.
Faculty
Spotlight*
Stephanie L. Twin, Ph.D., a management and training consultant,
employs interactive training sessions
on a broad variety of management,
supervisory, communication and
leadership topics designed to improve
productivity. Dr. Twin holds a Doctorate from Rutgers University and has
written books, articles and reports on
a wide range of subjects.

Institute (PMI).
Schedule
NOVEMBER
Nov. 2-4 .............. New York, NY .....................2235-EC5-00902
Nov. 2-4 .............. Newport Beach, CA ............2235-EC5-00903
Nov. 14-16 .......... Chicago, IL ..........................2235-EC5-00904
Nov. 30-Dec. 2 ..... New York, NY .....................2235-EC5-00905
DECEMBER
Dec. 5-7............... Dallas, TX ............................2235-EC5-00930
Dec. 12-14........... Chicago, IL ..........................2235-EC5-00908
JANUARY
Jan. 9-11 ............. New York, NY .....................2235-EC5-00909
Jan. 25-27 ........... Los Angeles, CA ..................2235-EC5-00976
FEBRUARY
Feb. 1-3 ............... Atlanta, GA.........................2235-EC5-00911
Feb. 6-8 ............... Boston, MA.........................2235-EC5-00932
Feb. 6-8 ............... Chicago, IL ..........................2235-EC5-00977
Feb. 15-17 ........... New York, NY .....................2235-EC5-00913
Feb. 29-Mar. 2 ..... Dallas, TX ............................2235-EC5-00915
MARCH

March 19-21 ....... Phoenix, AZ ........................2235-EC5-00917
APRIL
MAY
May 2-4 .............. Chicago, IL ..........................2235-EC5-00943
May 7-9 .............. New York, NY .....................2235-EC5-00944
May 9-11 ............ Anaheim, CA ......................2235-EC5-00945
May 21-23 .......... Houston, TX ........................2235-EC5-00946
JUNE
June 6-8 .............. Arlington, VA ......................2235-EC5-00947
June 13-15 .......... Boston, MA.........................2235-EC5-00949
JULY
July 9-11 ............. Hilton Head, SC ..................2235-EC5-00953

-ONDAY PM%4s,ESSONS
Jan. 23-Feb. 13, 2012 %#
Apr. 30-May 21, 2012 %#
Aug. 6-27, 2012 %#
1.2 CEUs
July 23-25 ........... Dallas, TX ............................2235-EC5-00958
AUGUST
Aug. 1-3 .............. Chicago, IL ..........................2235-EC5-00959
Aug. 6-8 .............. Arlington, VA ......................2235-EC5-00960
Aug. 15-17 .......... Denver, CO..........................2235-EC5-00961
Aug. 15-17 .......... New York, NY .....................2235-EC5-00962

31
COMMUNIC ATION
Developing Effective
Business Conversation
Skills SEMINAR #2109
Business Conversation
Skills for the Multilingual
Professional SEMINAR #2150
Master conversational skills to get attention and

gain credibility. Are your spoken messages organized and
Express your ideas directly and clearly using the

conventions of American verbal and nonverbal
communication. &ORMULTILINGUALPROFESSIONALSOPPORTUNI-
COHERENTORRAMBLINGANDUNFOCUSED$OYOUPUTOFFDIFFICULT
conversations or are you able to work through issues with
CONFIDENCEANDEMPATHY$OYOUKNOWWHENTOTALKWHEN
TOLISTENANDWHENTOASKQUESTIONS
N
N
N
N
N
N
Express your ideas completely and succinctly to build rapport

Leverage conversational dynamics to get results
Avoid leaving others in mind-reader mode
Use conversation as a coaching and performance tool
Overcome resistance without defensiveness
Come out a winner in any business conversation
WHAT YOU WILL COVER

Create a focused and results-oriented conversation goal
N
2EDIRECTCONVERSATIONSTHATHAVEGONEOFF TRACKEXITTHOSETHAT
are dragging
N
Calibrate language to avoid becoming too specic or too abstract
N
Integrate condence and competence into your conversations
N
Listening strategies to gain information and create conversational
bridges
N
Choose the right verbal and nonverbal language to create
CONSISTENTCOHERENTANDTARGETEDMESSAGES
N
Tools and strategies to plan and demonstrate a specic
conversation type
N
!SSESSCONVERSATIONALSTYLEPREFERENCESSTRENGTHSAND
weaknesses and exibility
N
Master verbal and nonverbal language skills
ties lie in expressing your ideas correctly and confidently. This

2-day workshop will improve your conversation skills on all
levels through discussions and case studies. You will gain the
confidence you need to speak your mind at work and create
a style of business conversation that will help you achieve
your professional and organizational goals.
N
N
N
N
N
WHAT YOU WILL COVER

N
N
N
N
N
N
N
WHO SHOULD ATTEND

-ANAGERSSUPERVISORSTEAMLEADERSANDBUSINESSPROFESSIONALSAT
all levels who wish to have more effective conversations.
Express yourself in a way that will increase self-condence

Recognize business conversational pitfalls and how to avoid them
Recognize different styles in business conversations
Gain the ability to become assertive and focus on the issues
Increase your knowledge of body language and other nonverbal
communication
Select effective business language and patterns of delivery
Apply cultural factors to conduct audience analyses

Recognize the elements of American nonverbal behaviors
Choose vocabulary that is clear and culturally appropriate
Apply fundamental American grammar rules correctly
Assemble messages to deliver proper emphasis and meaning
Apply multisensory listening skills to reduce misunderstandings
Evaluate how to inuence others through an analysis of the
SITUATIONANDOFYOURCONVERSATIONPARTNERSPOSITIONNEEDSAND
responsibilities
Recognize that American business communication is about
selling ideas both inside and outside the organization
Action planning
WHO SHOULD ATTEND

Multilingual business professionals who nd difculty in verbal and
nonverbal aspects of business conversation in U.S. companies.
Polished writing and conversation skills are critical to success. See Business
Writing for the Multilingual Professional3EMINARPAGE
Schedule
Nov. 17-18 ........................ Atlanta, GA ...............................................2109-EC5-00166
Dec. 1-2............................. Chicago, IL.................................................2109-EC5-00165
Dec. 12-13......................... New York, NY ............................................2109-EC5-00167
May 17-18 ........................ New York, NY ............................................2109-EC5-00177
May 31-June 1 .................. San Francisco, CA ......................................2109-EC5-00179
June 7-8 ............................ Arlington, VA .............................................2109-EC5-00178
Aug. 27-28 ........................ New York, NY ............................................2109-EC5-00181
2 days/1.2 CEUs
32
Schedule
Nov. 28-29 ........................ New York, NY ............................................2150-EC5-00108
Feb. 27-28 ......................... New York, NY ............................................2150-EC5-00112
2 days/1.2 CEUs
Introducing
AMAs 18 Newest Seminars

Find out what AMAs
A newest courses can do for you
you.
Doing It All: How to Stay Focused and

Engaged Page 13
4HEhNEWNORMALvATWORKMEANSCONSTANTLYMULTI
TASKING4HISSEMINARWILLGIVEYOUPRACTICALTOOLSTO
HELPYOUMAKETHEBESTOFYOURINNATESTRENGTHSSTAY
FOCUSEDANDSPENDMORETIMEONWHATYOULIKEDOING
BESTWHILESTILLGETTINGYOUROTHERWORKDONE
Developing Your Collaborative Skills
Page 15
4HISCOURSEISESPECIALLYHELPFULFORINDIVIDUALSTRYING
TOADAPTTONEWTEAMSANDADDITIONALRESPONSIBILITIES,EARNTHELANGUAGEANDTECHNIQUESOFCOLLABORATIONWITHCO WORKERSTOENHANCEPROBLEMSOLVING
IDEAGENERATIONANDPRODUCTIMPROVEMENTWITHIN
YOUROWNTEAMCROSS FUNCTIONALLYANDWITHGLOBAL
TEAMMEMBERS
How to Present Online: A Skills-Based
Workshop (Live Online Only) 0AGE
,EARNANDPRACTICEONLINEPRESENTATIONTECHNIQUES
THENCREATEANDPRESENTYOUROWNMATERIALAND
RECEIVEEXPERTFEEDBACK&URTHERDEVELOPYOURSKILLS
BETWEENLESSONSTOINCREASEYOURCONlDENCEAND
SKILL!VAILABLEEXCLUSIVELYASA,IVE/NLINE3EMINAR
Fundamentals of Business Math
(Live Online Only) Page 51
!VAILABLEEXCLUSIVELYASA,IVE/NLINE3EMINARTHIS
COURSEGIVESYOUQUICKESSENTIALMATHSKILLS%FFECTIVELY
ANALYZEDATATOMAKEBETTERBUSINESSDECISIONSHANDLE
EXPENSEREPORTSWITHEASEANDUNDERSTANDHOWALLTHE
NUMBERSAFFECTTHEBOTTOMLINE
Essentials of Enterprise Risk
Management 0AGE
Fundamentals of Forecasting Page 57
Bridging the Myers-Briggs Type
$ISCOVERTHEBASICSYOUNEEDTOASSEMBLEDATAAND
BUILDFORECASTSTHATHELPPOWERTHEOPERATIONSlNANCE
PRODUCTIONANDPLANNINGFUNCTIONSINYOURORGANIZATION)NTERPRETTHEMEANINGOFANYFORECASTYOUROWN
COMPANYSORTHATOFTHECOMPETITION
Indicator (MBTI), Temperament, and

Situational Leadership II 0AGE
Succession Planning: Developing

Leaders from Within 0AGE
%NSUREYOURORGANIZATIONALWAYSHASWELL TRAINED
EXPERIENCEDPEOPLEINKEYPOSITIONS,EARNHOWTO
DESIGNANDIMPLEMENTANEFFECTIVEmEXIBLESUCCESSION
PLANTHATWILLHELPYOURCOMPANYCONTINUETOGROW
ANDACHIEVEITSBUSINESSGOALS
Human Resources Essentials for
Non-HR Managers Page 65
%VENMANAGERSINNON (2FUNCTIONSMUSTKNOWHOWTO
AVOID(2 RELATEDPITFALLS4HISCOURSEOFFERSCOMPREHENSIVE(2SKILLSTOHELPYOUPROTECTBOTHYOURCAREERAND
COMPANY
The 8th Habit : From Effectiveness to
Greatness Page 67
!CCORDINGTO$R3TEPHEN2#OVEYAUTHOROFI]Z
,=VW^ihd[=^\]an:[[ZXi^kZEZdeaZ SURVIVALIN
THE+NOWLEDGE7ORKER!GEMEANSMOVINGBEYOND
EFFECTIVENESSTOGREATNESS4HISGROUND BREAKINGNEW
SEMINARHELPSYOUACHIEVEYOURFULLPOTENTIALAND
INSPIREOTHERSTODOTHESAME
Create a Respectful Workplace:
Improve Morale, Increase Productivity

and Achieve Business Goals Page 70
,EARNHOWTOIDENTIFYQUALIFYANDMITIGATETHE
SIGNIlCANTRISKSYOURBUSINESSFACESINCLUDINGTHE
UNINSURABLEONESBYEXPLORINGTHETOOLSANDTECHNIQUES
OF%NTERPRISE2ISK-ANAGEMENT%2-
7HENEMPLOYEESTREATONEANOTHERWITHRESPECTPRODUCTIVITYISFARMORELIKELYTOINCREASE'ETSTRATEGIES
FORRECOGNIZINGANDHANDLINGOFFENSIVEDISRESPECTFUL
ANDINAPPROPRIATEBEHAVIORS4HENEXPLOREHOWTO
IMPROVEPRODUCTIVITYBYMODELINGBETTERBEHAVIOR
ANDFOSTERINGMUTUALRESPECT
Valuation Strategies for Both Sides

of the Deal Page 55
What Got You Here Wont Get You

There Page 73
$ISCOVERHOWTOUNCOVERASSEMBLEANDAPPLYCRITICAL
INFORMATIONTOESTABLISHTHEWORTHOFANYCOMPANY)F
YOUREPARTOFTHEDECISION MAKINGPROCESSINBUYING
ORSELLINGABUSINESSTHISISTHECOURSETOTAKETO
AVOIDCOSTLYANDCAREERTHREATENINGMISTAKES
7ORKINGHARDGOTYOUWHEREYOUAREBUTITSOFTEN
NECESSARYTOSHIFTYOURFOCUSTOOTHERAREASOF
IMPROVEMENTTOCONTINUETHATSUCCESS"ASEDON
-ARSHALL'OLDSMITHSBESTSELLEROFTHESAMENAME
THISWORKSHOPGIVESYOUSOLIDTECHNIQUESFORSTAYING
ONTHESUCCESSTRACKASLONGASYOUWANT
,EADERSHIPISTHEKEYFACTORFORINmUENCINGEMPLOYEE
PASSIONCUSTOMERDEVOTIONANDOVERALLORGANIZATIONAL
VITALITY4HISUNIQUECOURSESHOWSYOUHOWTOMATCH
YOURLEADERSHIPSTYLETOANINDIVIDUALSDEVELOPMENT
LEVELPOSITIVELYINmUENCETHEMANDBUILDTHEIRCOMMITMENTTOACHIEVEBETTERLONG TERMRESULTS
Play to Your Strengths: Harnessing
the Power of Your Personality Page 76
2ECOGNIZEANDMAXIMIZETHEIMPACTYOUMAKEWHEN
USINGDIFFERENTBEHAVIORSANDSKILLSINAVARIETYOF
LEADERSHIPSITUATIONS5NDERSTANDTHEFULLIMPLICATIONS
OFYOURPERSONALITYINCLUDINGBOTHSTRENGTHSAND
WEAKNESSESTOACHIEVEYOURFULLLEADERSHIPPOTENTIAL
Mobile Marketing: From Platforms to
Prots 0AGE
9OUCANREACHMORECUSTOMERSWITHANEFFECTIVE
MOBILEMARKETINGSTRATEGY,EARNHOWTOLAYTHE
GROUNDWORKANDGETAMOBILEMARKETINGPROGRAMUP
ANDRUNNINGTODRIVECUSTOMERINTERESTANDRESPONSE
Organizing Your Work: New Techniques
for Administrative Professionals Page 101
4ACKLETHETOUGHERJOBCHALLENGESOFTODAYS
WORKPLACEWITHNEWORGANIZATIONALSKILLS9OULLGET
HANDS ONPRACTICECUSTOMIZINGANDAPPLYINGSYSTEMS
ANDTEMPLATESTOIMPROVEWORKmOWANDMAKEYOUR
LIFEEASIERWHILEBEINGMOREEFFECTIVEONTHEJOB
How to Develop the Project
Management Plan Page 111
4HIS DAYSEMINARSHOWSYOUHOWTOASSEMBLE
ANALYZEANDEVALUATETHELISTOFESSENTIALCONTENTS
FORAPRACTICALANDSPECIlC0-PLANBASEDONBOTH
I]ZEB7D@<j^YZANDYOUROWNEXPERIENCE
Managing Project Execution and
Closing Page 111
!TTENDTHIS DAYCOURSEANDLEARNHOWTOUNDERTAKE
ANEFFECTIVEPROJECTKICKOFFMANAGETHEPROJECTTEAM
DEALWITHCHANGESTOTHEPROJECTSSCOPESCHEDULE
ANDBUDGETANDCLOSEYOURPROJECT
COMMUNIC ATION
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Communicating Up, Down and

Across the Organization
SEMINAR #2203
Gain recognition, build stronger work relationships and deliver high-value results for
yourself and your organization! Leaders appreciate it when employees practice upward communi-
CATIONTAKINGTHERESPONSIBILITYTOCOMMUNICATENEWIDEASINNOVATIONSANDBETTERWAYSTOGETTHEWORK
ACCOMPLISHED4HISABILITYISESPECIALLYCRUCIALDURINGTIMESOFUNCERTAINTYWHERERESPONSIBILITIESCANCHANGE
unexpectedly and fresh ideas and input are essential at all organizational levels. This seminar offers practical and adaptive
strategies for upward communicationas well as across and downward communicationto inform and influence others
no matter where they fit in the organizational chart.
N
Gain recognition by showing managerial

EFFECTIVENESSLEADERSHIPANDCREATIVITY
Use upward communication and downward
communication to create new opportunities
within your organization
Break down the barriers that stand between
team cooperation and organizational
effectiveness
Reduce frustration through upward
communication and downward
communication to build cooperation
between different silos
Enhance productivity by gaining support
and commitment
Build esprit de corps and productive
workplace relationships
WHAT YOU WILL COVER

Communication Basics
N
!CQUIRINGCONlDENCESELF ESTEEMANDSELF
CONCEPTTOPROJECTAPOSITIVEEXTERNALIMAGE
N
Establishing trust and credibility for stronger
work relationships
N
Using rapport to shape effective messages
and enhance your inuence
Targeting Your Message

Audience analysis: creating messages
THATADDRESSLISTENERSNEEDSWANTSAND
priorities
N
Using listening skills to get the information
needed for creating high-impact messages
N
Communicating ideas in terms listeners
care about
N
Sharing information with others that leads
to mutually benecial results
N
4REND WATCHINGSKILLSTOPROJECTLEADERSHIP
and proactive communication competency
N
#REATINGMESSAGESTHATSPEAKTOLISTENERS
hearts and minds
N
!DAPTINGMESSAGESTOOTHERS
communication and learning style
preferences
N
Interpersonal InuenceUp, Down and

Across the Organization
N
3HAPINGOTHERSRESPONSESUSINGDIRECTAND
indirect messages
N
Using assertiveness in ways that allow
others to understand and support you
One-to-Many PresentationsUp, Down
and Across the Organization
N
Practicing various presentation formats
TOCOMMUNICATEACLEARPLANOFACTION
MOTIVATEOTHERSGAINRECOGNITIONORBUILDA
business case
Faculty
Spotlight*
Donna M. Festa-Zereconski is a
human resources specialist in the eld
of professional development. She has
extensive experience in designing
and facilitating professional and
management development programs in
a variety of service-oriented industries
at all employee levels. Her areas
of expertise include interpersonal
skills, management development,
communication skills and employee
productivity.
WHO SHOULD ATTEND

All business professionals who want to build
the communication skills that encourage
dialogue throughout the organization and
among different departments and levels.

Institute (PMI).
Schedule
Nov. 17-18 .......... New York, NY .....................2203-EC5-00210
Dec. 12-13........... New York, NY .....................2203-EC5-00191
Feb. 2-3 ............... Chicago, IL ..........................2203-EC5-00192
April 2-3 .............. Arlington, VA ......................2203-EC5-00226
34
May 10-11 .......... Chicago, IL ..........................2203-EC5-00215

May 31-June 1 .... San Francisco, CA ...............2203-EC5-00219
Aug. 16-17 .......... New York, NY .....................2203-EC5-00220

COMMUNIC ATION
The Effective Facilitator

Maximizing Involvement and Results
Pressed for
time?
SEMINAR
SEM
MI
#2578
Bring
Bri
ng out the best in individual and team performance.
4HEE F
4HEFACILITATORISCATALYSTCOACHCOORDINATORANDMORE4HE
facilitator
fac
cilit
must bring out the best in individual players and
ORC
CHE
ORCHESTRATESUCCESSFULGROUPEFFORTS)TSAROLETHATDEMANDS
EXC
CEP
EXCEPTIONALINTERPERSONALSKILLSKEENOBSERVATIONINSIGHTAND
tac
ct. It can be learned only by doing.
tact.
Make life easier and all meetings more productive
Set up meetings for success
N
Spark and enhance critical synergy and creative energy
N
&OCUSONTHEKEYFACILITATIONSKILLSOFOBSERVATIONDIAGNOSISAND
intervention
N
"UILDCONSENSUSHANDLECONmICTANDKEEPMEETINGSONTRACK
N
Gain knowledge and skills you can apply to all group and
meeting situations
N
+EEPCONTENTPROCESSANDSTRUCTUREONTRACKTOPRODUCEPOSITIVE
outcomes
N
N
"UILDESSENTIALSKILLS
in 90MINUTESWITH
!-!7EBINARS
WHAT YOU WILL COVER

The effective facilitator dened
4HEFACILITATORSMOSTBASICINFORMATION
N
Self-knowledge of the facilitator
N
&ACILITATORSKILLSHOWTHEFACILITATORFACILITATES
N
State of group development
N
Levels of group dynamics
N
&ACILITATORSTOOLBOX
N
%NHANCEMENTSADVANCEMENTSANDREENTRY
N
N
s Practical know-how you can use right away

s Structured online learning for step-by-step
skill-building
s Expert instructors share their real-world
experience
s Knowledge, tools and valuable job aids
s Interactivehave a question, get an answer
s Cost-effectiveparticipate in this engaging
learning experience without leaving your desk
POPULAR WEBINAR TOPICS:
s Difficult Performance Reviews
WHO SHOULD ATTEND

This program is a basic course for managers who must facilitate
RESULTS IN MEETINGS GROUP WORK OR PROJECT TEAMS AS WELL AS
managers who have groups under their direction or work as
internal consultants.
This program has been approved for 18 recertication credit hours
toward PHR, SPHR and GPHR recertication through the Human
Resource Certication Institute (HRCI). For more information about
certication or recertication, please visit the HRCI homepage at
www.hrci.org.
s Project Management Skills

s Dealing with Workplace Stress
Schedule
AMAs fast-track training

delivered to your
desktop for
$149
View our calendar of upcoming webinars at
www.amaseminars.org/webinars
Nov. 7-9 ............................ New York, NY ............................................2578-EC5-00317

Feb. 15-17 ......................... New York, NY ............................................2578-EC5-00319
Feb. 29-Mar. 2 ................... Chicago, IL.................................................2578-EC5-00330
May 9-11 .......................... Arlington, VA .............................................2578-EC5-00327
3 days/1.8 CEUs
35
Getting Results Without

Win friends and inuence
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Whether youre dealing with bosses,

colleagues, staff members or senior
management, winning respect and
cultivating influence and cooperation are absolutely essential to
career success. !TTHISSEMINARYOULL
focus on the key elements of influencing

others when there is lack of authority
PERSONALPOWERPERSUASIONANDNEGOTIATION
Learn how to build your power base using the Personal Power
-ODELUNDERSTANDEXCHANGEANDRECIPROCITYTHElRSTSTEPSINTHE
INmUENCEPROCESS ADAPTBEHAVIORPATTERNSTHATBUILDCREDIBILITY
PERSUADEWITHAFRAMEWORKOFDISCOVERYPREPARATIONANDDIALOGUE
and master the key components of negotiation.
9OULLPRACTICEINmUENCINGTECHNIQUESRIGHTFROMDAYONE
through the nal activity on day three of this informationPACKEDPROGRAMANDENHANCEYOURLEARNINGWITHVIDEOS
EXERCISESASSESSMENTTOOLSANDGROUPDISCUSSIONS

Establish or regain credibility so you can begin to inuence
Effectively use your power base to persuade others
N
5NDERSTANDTHEPERSONYOURETRYINGTOINmUENCEAND
persuade through give-and-take
N
Develop and grow relationships within your organization
and beyond
N
#REATEACOLLABORATIVEWORKENVIRONMENTFORFASTERBETTERRESULTS
N
,ETWORKSTYLESANDCOMMUNICATIONDIFFERENCESWORKFOR
NOTAGAINSTYOU
N
Successfully sell your ideas and implement change
N
!CHIEVETRUSTANDGIVE AND TAKERELATIONSHIPSUPDOWNAND
across the organization
N
0ROJECTSELF CONlDENCEWITHOUTBEINGPUSHY
N
!DAPTYOURSTYLETOTHEPERSONORSITUATIONYOUREDEALINGWITH
N
Identify various negotiating techniques that promote
win-win outcomes
N
N
HOW DO YOU GET RESULTS FROM PEOPLE

WHO DONT WORK FOR YOU?
You are asked to lead a task force and one of the
members just happens to be a VP. Do you have the
confidence to handle this?
Youre on a tight deadline. Can you get another

managers assistant to set aside his/her tasksand help
you with yours?
You have to stand in for your boss. Can you direct

your colleagues without generating animosity?
WHAT YOU WILL COVER

Personal Power
N
Understand your personal power
N
Personal power behaviors
N
Attributes of effective/ineffective inuencers
N
Your power relative to the other person
N
Inuence strategies
N
Commitment Model: why commitment from others
DOESNTHAPPENBYCHANCE
Reciprocity and Relationships:
The First Step in the Inuence Process
N
Mental model of inuence
N
Reciprocity assessment and case study
N
Principles of reciprocity
36
Authority
COMMUNIC ATION
Also available as a
SEMINAR #2532
Live Online Seminar

See page 6 or visit
people throughout the organization

N
N
Build relationships
Create partnerships
Personal Preferences
N
Linkages between personal styles and
RECIPROCITYRELATIONSHIPPARTNERSHIP
N
Style indicator and interpretation tool
N
Blind spots in your self-knowledge
N
The negative attribution cycle
Persuasion
N
+EYCOMPONENTSOFPERSUASIONDISCOVERY
PREPARATIONDIALOGUE
N
4HENEEDTOADJUSTTODIFFERENTAUDIENCES
N
Understand the world of the other person
N
The role of investment and risk in persuasion
N
Achieve credibility
N
Manage stakeholders
N
Reach a common goal
N
Sell your position by providing evidence
N
Connect emotionally
N
"ESTFORMOFCOMMUNICATIONLISTENING
questioning
N
Practice persuasion techniques
When Conict Comes Between You and

Your Desired Results
N
Approaches to conict resolution
N
Conict activity
N
Give and receive feedback
N
Use a win-win mindset
Get Better Results from Negotiation
N
0OWERINFORMATIONTIMINGANDAPPROACH
N
Basic principles of negotiation
N
Various steps in negotiation
N
&INALNEGOTIATIONACTIVITY
Develop an Action Plan
WHO SHOULD ATTEND

Those who need to get work done through
othersor who need to convince another
person to buy into an idea or follow up on
a request.
Institute (PMI).
Faculty
Spotlight*
Betty A. Kildow, a Certied Business
Continuity Professional (CBCP) and
a Fellow of the Business Continuity
Institute (FBCI), provides comprehensive emergency management and
business continuity planning for a
wide range of organizations throughout the country. Recent clients
include Cummins Engine, Inc., Bank
of America, Troika Design Group,
Teledyne Tekmar, International
Specialty Products, International
Truck and Engine, and Pioneer.
Schedule
NOVEMBER
Nov. 2-4 .............. Arlington, VA ......................2532-EC5-00800
Nov. 7-9 .............. New York, NY .....................2532-EC5-00801
Nov. 9-11 ............ Chicago, IL ..........................2532-EC5-00803
Nov. 14-16 .......... Durham, NC ........................2532-EC5-00804
Nov. 28-30 .......... Boston, MA.........................2532-EC5-00806
Nov. 30-Dec. 2 ..... Morristown, NJ ...................2532-EC5-00809
DECEMBER
Dec. 7-9............... Atlanta, GA.........................2532-EC5-00813
Dec. 7-9............... Denver, CO..........................2532-EC5-00811
Dec. 7-9............... Hartford, CT ........................2532-EC5-00812
Dec. 12-14........... New York, NY .....................2532-EC5-00814
JANUARY
Jan. 16-18 ........... Las Vegas, NV .....................2532-EC5-00836
Jan. 25-27 ........... Kansas City, KS ...................2532-EC5-00817
FEBRUARY
Feb. 6-8 ............... New York, NY .....................2532-EC5-00819
Feb. 8-10 ............. Princeton, NJ ......................2532-EC5-00820
Feb. 8-10 ............. San Francisco, CA ...............2532-EC5-00837
Feb. 13-15 ........... Dallas, TX ............................2532-EC5-00821
Feb. 22-24 ........... Atlanta, GA.........................2532-EC5-00849
Feb. 29-Mar. 2 ..... Chicago, IL ..........................2532-EC5-00823
MARCH

March 19-21 ....... Cincinnati, OH ....................2532-EC5-00826
APRIL
April 2-4 .............. Denver, CO..........................2532-EC5-00853
April 9-11 ............ Pittsburgh, PA .....................2532-EC5-00854
April 25-27 .......... Morristown, NJ ...................2532-EC5-00858
MAY
May 2-4 .............. San Francisco, CA ...............2532-EC5-00861
May 21-23 .......... Atlanta, GA.........................2532-EC5-00856
JUNE
June 18-20 .......... Hartford, CT ........................2532-EC5-00870
June 18-20 .......... Minneapolis, MN ................2532-EC5-00871
June 25-27 .......... Durham, NC ........................2532-EC5-00872
JULY
July 16-18 ........... Boston, MA.........................2532-EC5-00883
July 16-18 ........... Kansas City, KS ...................2532-EC5-00877

4UESDAY PM%4s,ESSONS
March 6-27, 2012 %#
July 10-31, 2012 %#
1.2 CEUs/12 PDUs

July 23-25 ........... Princeton, NJ ......................2532-EC5-00879
AUGUST
Aug. 1-3 .............. Morristown, NJ ...................2532-EC5-00880
Aug. 6-8 .............. Chicago, IL ..........................2532-EC5-00881
Aug. 6-8 .............. San Francisco, CA ...............2532-EC5-00884
Aug. 22-24 .......... Dallas, TX ............................2532-EC5-00885
Aug. 22-24 .......... Denver, CO..........................2532-EC5-00886
Aug. 22-24 .......... Myrtle Beach, SC ................2532-EC5-00887
Aug. 27-29 .......... New York, NY .....................2532-EC5-00888

37
COMMUNIC ATION
Also available as a
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Negotiating to Win
Live Online Seminar

SEMINAR #2513
Gain the skills, insights and competencies required in all negotiationsin every organization
at every level. 7HETHERITSALLOCATINGRESOURCESFORAPROJECTFUNDINGANEWINITIATIVEORESTABLISHINGA
SUPPLYCHAINFORANEWPRODUCTORSERVICENEGOTIATIONISINEVITABLYATTHEHEARTOFTHEPROCESS"UTFEWPEOPLE
UNDERSTANDTHESTRUCTURETECHNIQUESANDAPPROACHESAVAILABLETOTHEM
as they seek to positively influence an outcome.
This hands-on seminar gives you a step-bystep guide to effective negotiation. You must
IDENTIFYTHEPROBLEMUNDERSTANDITFROM
THEOTHERSPERSPECTIVEGENERATEALTERNATIVE
solutions and select a solution that benets
both sides. All parties need each other to
achieve their goals. Negotiation focuses on
solving the problem and closing the gap
between what both parties want.

Know whenand when notto negotiate
Develop an effective plan and strategy for
any negotiation
N
Know what behavior to adapt at each stage
of the negotiation
N
!DJUSTYOURCOMMUNICATIONSTYLETOACHIEVE
desired results
N
Successfully apply the principles of
persuasion to any negotiation situation
N
%FFECTIVELYNEGOTIATEFACE TO FACEONTHE
phone or through email and other media
N
N
WHAT YOU WILL COVER

What Is Negotiation?
N
The basic concepts of negotiation
N
What is negotiable in typical business situations
N
Identify approaches to negotiation
Negotiation Stages
N
Identify the six stages of negotiation
N
Use appropriate behaviors in each stage
N
Dene the inuences on the negotiation
process
Planning Your Negotiation

N
Plan a negotiation
N
Determine a settlement range
N
Apply the planning framework in
practice negotiation
Persuasion
N
Apply the persuasion process
N
Use the frame/reframe process to
understand the other party
N
Examine possible approaches to use when
there is confrontation
N
Use listening skills in the negotiation process
Communication
N
Explain the four dimensions of the DiSC
assessment and the style tendencies of each
N
Describe the characteristics of dual styles
and their impact on negotiations
N
Describe how to adapt style to maximize
the results of negotiations
N
Identify why negotiations become derailed
and how to avoid negotiation traps
Crafting a Strategy for Your Negotiation
N
Plan a strategy to apply your negotiations
N
Describe the process of identifying a
problem or issue for negotiation
N
Identify steps and techniques for choosing
appropriate communication methods
N
Create and apply a strategy for a business
negotiation simulation
Action Plan
N
!PPLYWHATYOUVELEARNEDTOPLANA
NEGOTIATIONFORBACKONTHEJOB
Faculty
Spotlight*
Sam Blank is certied as a conict
resolution specialist by the International Center for Cooperation and
Conict Resolution and the State of
New York. An instructional designer
and senior trainer for over 30 years,
he has been involved nationally
and internationally in the areas of
negotiation and mediation, conict resolution, communications,
crisis management and leadership
development.
WHO SHOULD ATTEND

Those responsible for negotiating the best
possible terms of an agreement for their
organization.
Note: This program is not intended for labor union
negotiators on either side.
EXTRA
,EAVEWITH!-!S.EGOTIATION0LANNERTO
help you prepare your negotiations every step
of the way and effectively apply your newly
learned know-how.
Institute (PMI).
Schedule
Nov. 7-9 .............. Atlanta, GA.........................2513-EC5-01066
Nov. 14-16 .......... New York, NY .....................2513-EC5-01067
Dec. 5-7............... New York, NY .....................2513-EC5-01070
Dec. 14-16........... Houston, TX ........................2513-EC5-01061
Feb. 8-10 ............. New York, NY .....................2513-EC5-01073
Feb. 22-24 ........... Chicago, IL ..........................2513-EC5-01077
Feb. 29-Mar. 2 ..... Atlanta, GA.........................2513-EC5-01075
38

May 16-18 .......... San Diego, CA .....................2513-EC5-01099
June 11-13 .......... Lake Buena Vista, FL ...........2513-EC5-01101
Aug. 8-10 ............ San Francisco, CA ...............2513-EC5-01108
Aug. 20-22 .......... Dallas, TX ............................2513-EC5-01109
Aug. 27-29 .......... New York, NY .....................2513-EC5-01107

Jan. 5-26, 2012 %#
May 3-24, 2012 %#
1.2 CEUs/12 PDUs

Whoever Tells the Best

Story Wins SEMINAR #2102
Engage and convince others to be passionate about
your ideas. The very best stories inspire people to take action. Many consider a powerful story to be a surefire way to
persuade other people to get behind an idea or goal and give
ITTHEIRTOTALSUPPORT9ETTHEABILITYTORELATEASTORYTHATPEOPLECANCONNECTWITHAREPERSUADEDBYANDFEELPASSIONATELY
about is a rare skill. This seminar will show you how to craft
engaging and motivating stories that can inspire commitment
ANDPASSIONTHROUGHOUTYOURORGANIZATIONASWELLASEXPAND
your professional influence. Learn how to communicate with
greater energy and enthusiasm as you discover how to apply
THISTIME PROVENMETHODOFBUILDINGCOOPERATIONUNDERSTANDing and excitement.
Understanding the Psychology of

Persuasion SEMINAR #2204
How can one person get someone to do something
with ease, while its an uphill battle for someone
else? Bringing about the reaction you want from others and
expanding your influence require insights that go beyond the
actual process of influencingand into the psychology of
WHATTRULYPROMPTSUSTOSAYhYESvORhNOv9OULLUNCOVER
PERSUASIONTECHNIQUESTHATMOSTPEOPLEDONTEVENKNOW
exist and learn how to build your influence by applying these
principles to any number of business interactions.
N
N
WHAT YOU WILL COVER

$EVELOPINGTHEMENTALAGILITYTOALTERNATEBETWEENOBJECTIVEFACTS
ANDSUBJECTIVESTORYTELLING ANDWHICHANDWHENTOCHOOSE
N
"UILDINGABRIDGEOFTRUSTWITHYOURLISTENERSTOCARRYYOURFACTS
proof and benet messages
N
,EARNINGSIXKINDSOFSTORIESWHO)AMWHY)AMHEREMYVISION
MYVALUES IN ACTIONTEACHING)KNOWWHATYOURETHINKING
N
Practicing the six principles of how to construct a story:
DEVELOPMENTALLOGICORALLANGUAGEINTENTIONIMAGERY
PARTICIPATIONVSCONTROLPOINTOFVIEW
N
$EVELOPINGTESTINGANDTELLINGSTORIESTHATSUITTHESITUATIONS
N
N
N
Explore the psychology behind persuasion

Understand the psychological/subconscious triggers that inuence
APERSONSDECISION MAKINGPROCESSBEHAVIORSANDREACTIONS
Select and apply the appropriate law(s) of persuasion to any situation
Recognize the implications of unethical approaches to inuencing
Prepare by using the Pre-Persuasion Checklist
WHAT YOU WILL COVER

The psychological foundation to the laws of persuasion
Differentiating the psychology of persuasion from the process of
inuencing
N
The relationship of triggers to the laws of persuasion/inuence
N
Dening the two paths of persuasionconscious and subconscious
N
Using the Pre-Persuasion Checklist to determine the appropriate
law(s) of persuasion for a given business situation
N
!PPLYINGTHELAWSOFPERSUASIONBACKONTHEJOB
N
N
WHO SHOULD ATTEND

Business professionals at a mid-level position and above who need
to understand the psychological principles behind how people are
convinced to do something.
EXTRA
Receive a complimentary copy of Maximum Inuence: The
12 Universal Laws of Power Persuasion by Kurt W. Mortensen.
approved as a provider of project
management training by the Project
Management Institute (PMI).
WHO SHOULD ATTEND

"USINESSPROFESSIONALSATALLLEVELSINCLUDINGSALESPERSONSMARKETERS
and others who are looking for an innovative and fresh way to
STIMULATEANDENGAGEOTHERSINORDERTOGETTHEOUTCOMESTHEYWANT
EXTRA
Receive a complimentary copy of the book Whoever Tells the Best
Story WinsWHENYOUATTENDASWELLASANAUDIO#$OFTHESIX
kinds of stories identied during your seminar.
COMMUNIC ATION
Expanding Your Inuence
5SECOMPELLINGSTORIESTOAPPEALTOLISTENERSEMOTIONSANDDRIVE
your points home
N
Relay information in an experiential manner for greater impact
and understanding
N
Make a more powerful impression in meetings and presentations
N
7INOVERINmUENCEANDGAINTHETRUSTOFCLIENTSCUSTOMERSAND
colleagues
N
Engage listeners with stories that naturally lead them to reach the
conclusions you want them to reach
Schedule
Dec. 1-2............................. New York, NY ............................................2102-EC5-00054

Aug. 16-17 ........................ San Francisco, CA ......................................2102-EC5-00061
Nov. 10-11 ........................ San Francisco, CA ......................................2204-EC5-00044

Nov. 17-18 ........................ Arlington, VA .............................................2204-EC5-00045
Dec. 1-2............................. New York, NY ............................................2204-EC5-00046
Dec. 8-9............................. Chicago, IL.................................................2204-EC5-00047
Feb. 9-10 ........................... San Francisco, CA ......................................2204-EC5-00048
Feb. 23-24 ......................... New York, NY ............................................2204-EC5-00049
March 5-6 ......................... Arlington, VA .............................................2204-EC5-00050
March 22-23 ..................... Boston, MA ...............................................2204-EC5-00070
Apr. 30-May 1 ................... Atlanta, GA ...............................................2204-EC5-00059
June 7-8 ............................ Chicago, IL.................................................2204-EC5-00061
2 days/1.2 CEUs

Schedule
39
COMMUNIC ATION
Business Writing
How to Sharpen Your Business Writing Skills

SEMINAR #2516
Compose powerful, professional documents that get attention and prompt action. To attract the attention of toDAYSBUSYREADERSYOUMUSTRESPONDTOTHEIRNEEDFORCLARITYANDCONCISENESSINWRITTENCOMMUNICATION)NTHIS DAYWORKSHOP
YOUWILLOVERCOMEhWRITERSBLOCKvLEARNTORECOGNIZEANDAVOIDCOMMONMISTAKESANDRECEIVEATOOLKITOFPROVENTECHNIQUES
FORDELIVERINGINFORMATIONPOWERFULLYPERSUASIVELYANDPROFESSIONALLY
N
N
N
Update and improve your writing style

FORMOREEFFECTIVEANDPERSUASIVEEMAILS
MEMOSLETTERSANDREPORTS
Organize your documents with your
READERSNEEDSINMIND
Create reader-friendly layouts to highlight
important information
Craft sentences that get and hold your
READERSATTENTION
Edit your writing for clarity
Avoid archaic expressions and common
GRAMMARPUNCTUATIONANDUSAGEERRORS
WHAT YOU WILL COVER

Seven General Concepts
N
State your purpose quickly
N
Separate details from actions
N
Write conversationally to engage readers
N
5PDATEYOURWRITINGSTYLEFORTODAYS
business environment
N
Be specic and concrete
N
Be personal and positive
N
Avoid overworked words and phrases
Organizing Information
N
How to start writing quickly
N
Organize information to help your readers
N
Data dumping and mind mapping as
organizational tools
Be Concise and Clear
N
Measure your writing efciency
N
Recognize and eliminate unnecessary
WORDSPHRASESANDREPETITION
N
Understand what motivates people to read
N
3UBSTITUTEHEAVYCONFUSINGPHRASESWITH
simple language
N
Techniques for writing concretely
Use Strong Verbs

N
Learn how strong verbs improve writing
N
Identify and avoid passive verbs
Writing Letters
N
Salutations and openings that get attention
N
Effective transitional sentences and closings
N
Personalize your letters to create interest
and establish credibility
N
How to be positive and convey sincerity
N
Write refusal letters with clarity and tact
Reviewing Mechanics
N
#ORRECTGRAMMARPUNCTUATIONANDUSAGE
N
Using parallel construction
N
Proofreading techniques
Showing Emphasis
N
Structure sentences for greater impact
N
Reduce unnecessary story details
N
Design your page effectively
Writing Emails, Memos and Reports
N
7RITESIMPLETO THE POINTEMAILS
N
#REATEATTENTION GETTINGSUBJECTLINES
N
How to write a strong lead sentence
N
Use a reader-friendly layout
N
Best practices of email etiquette
N
/RGANIZEYOURlNDINGSINTOACONCISE
effective format
N
Design strong and powerful paragraphs
N
Add graphic elements to organize and
support your ideas
N
Use an effective format for proposals
Faculty
Spotlight*
Lisa Valkenaar, a corporate communications consultant and writer, has
more than 20 years experience in
every aspect of corporate communications, including strategy, concept
development, focus group moderating, copywriting and analysis. Ms.
Valkenaar works with clients on a
wide range of writing projectsfrom
marketing materials to technical documents to websites. She received her
B.A. from Northwestern University.
WHO SHOULD ATTEND

All business professionals who are required
to present ideas in writing and who wish to
sharpen their business writing skills.
Recommended: Bring a sample writing
piece for one-on-one feedback from your
seminar leader.
Note: This course focuses on business writing skills.
Participants interested in improving grammar should
register for The Grammar Course3EMINAR
page 42.
Schedule
Nov. 7-10 ............ New York, NY .....................2516-EC5-00975
Nov. 14-17 .......... Atlanta, GA.........................2516-EC5-00973
Feb. 27-Mar. 1 ..... San Francisco, CA ...............2516-EC5-00979
40

April 9-12 ............ Arlington, VA ......................2516-EC5-00989
May 7-10 ............ New York, NY .....................2516-EC5-00991

Aug. 20-23 .......... New York, NY .....................2516-EC5-00998
4 days/2.4 CEUs
Business Writing
Also available as a
COMMUNIC ATION
Live Online Seminar

AMAs 2-Day Business Writing Workshop

SEMINAR #2211
Take the strain out of composing any kind of document. Would you like a
QUICKEASYANDPAINLESSMETHODFORCOMPOSINGDOCUMENTSLETTERSMEMOSREPORTS
PROPOSALSANDPERFORMANCEAPPRAISALSINANORGANIZEDFORMAT.OWYOUCANSTREAMline the writing process and save time by focusing on what to writeinstead of how
to write it.
N
N
N
Start and nish documents quickly and

painlessly
Write with greater clarity so your reader
always understands you
Arrange your ideas in a logical pattern
Get rid of uff and produce more concise
content
Approach writing tasks with condence
WHAT YOU WILL COVER

Guidelines for Effective Business Writing
N
Principles that ensure effective business
writing
N
The need for planning and establishing
purpose
N
(OWTOMEETTHEREADERSNEEDSAND
expectations
N
How to use techniques for overcoming
WRITERSBLOCK
Writing the First Draft
N
Achieve clarity and precision in daily
business writing
N
The role of word choice
N
How to construct sentences that are clear
and direct
N
N
How to use linking words and phrases in

sentences and paragraphs
Active and passive voice and parallelism
How to employ various patterns of
organizing information
Memos and Letters

N
Guidelines for writing effectively
N
The importance of opening sentences
N
(OWANDWHENTOUSEPERSUASIVEPOSITIVE
and negative words
N
How to use appropriate tone
Composing Email
N
Guidelines for writing effective email
N
4HEIMPORTANCEOFSUBJECTLINES
Editing and Proofreading the Final
Version
N
How to recognize common proofreading
errors
N
Techniques for effective editing and
proofreading
N
Methods for revising the rst draft
N
How to avoid sexist or offensive language
N
Understanding often-confused words
The art of communication is the language

of leadership.
James Humes
Schedule
Faculty
Spotlight*
Philip Vassallo, Ph.D. has developed,
delivered and supervised communication training programs for a
wide range of administrative and
technical professionals in corporate,
government and academic environments. Dr. Vassallo is a columnist
on effective writing and education
issues and is the author and coauthor of many books including
The Art of On-the-Job Writing.
WHO SHOULD ATTEND

"USINESSPROFESSIONALSATANYLEVELWHO
need to save time by streamlining their
writing process.
EXTRA
"RINGACURRENTPROJECTANDGETONE ON ONE
feedback from your course leader.

Institute (PMI).

Nov. 3-4 .............. Chicago, IL ..........................2211-EC5-00331

Nov. 3-4 .............. New York, NY .....................2211-EC5-00328
Dec. 5-6............... Los Angeles, CA ..................2211-EC5-00351
Dec. 15-16........... New York, NY .....................2211-EC5-00333
Feb. 9-10 ............. New York, NY .....................2211-EC5-00334
Feb. 13-14 ........... Chicago, IL ..........................2211-EC5-00338
April 2-3 .............. Chicago, IL ..........................2211-EC5-00363

May 7-8 .............. New York, NY .....................2211-EC5-00367
June 25-26 .......... Hartford, CT ........................2211-EC5-00371
Aug. 6-7 .............. New York, NY .....................2211-EC5-00376
Aug. 20-21 .......... Dallas, TX ............................2211-EC5-00377
Nov. 1-22, 2011 %#

Jan. 24-Feb. 14, 2012 %#
May 1-22, 2012 %#
July 24-Aug. 14, 2012 %#
1.2 CEUs

41
COMMUNIC ATION
Business Writing
Also available as a
Live Online Seminar
The Grammar Course
SEMINAR #2236
Success in business demands clear, concise, as

well as correct and professional emails, letters and
reports. It all starts with the knowledge of punctuation
and grammar. Attend this refresher course to overcome usAGEANDPUNCTUATIONCHALLENGESCATCHUPWITHTODAYSNEW
WRITINGSTYLESLEARNTOPOLISHDOCUMENTSTOPERFECTIONAND
confidently proofread and critique written communication.
Plus pinpoint your strengths and weaknesses with self-graded
quizzes during class.
Writing for the Web SEMINAR #2182

Create online content that connects with readers to
achieve better results. The need for web-specific writing
SKILLSISINCREASINGBUTMANYE VENUESSUCHASINTRANETSBLOGS
eNewsletters and even company websites are being written
incorrectly or with minimal and often adverse effectiveness.
4HISPROGRAMOFFERSSKILLSTOOLSANDPROFESSIONALINSTRUCTOR
FEEDBACKTOHELPANYONEWHOCREATESREVISESORMAINTAINS
online content connect with their target audience.

7RITELIKEAPROCLEARLYCONCISELYANDGRAMMATICALLYCORRECT
0RODUCEERROR FREEDOCUMENTSTHATPROJECTPROFESSIONALISM
N
2EVISITTHERULESOFGRAMMARWITHOUTALLTHEJARGON
N
Use the right words and correct punctuation every time
N
+NOWTHEDOSANDDONTSOFEFFECTIVEBUSINESSEMAIL
N
Improve your ability to critique your writing and that of others
N
N
WHAT YOU WILL COVER

Proofread: identifying and correcting faulty sentences
Usage: effect or affect, who or whom, that or which
N
3UBJECT VERBAGREEMENT
N
When and where to use commas and other punctuation
N
Write correct and effective email according to netiquette
GUIDELINESWHATSPELLCHECKSDONTCATCH
N
Insure, ensure and other troublesome words
N
Practical grammar rules you can apply immediately
N

Understand the unique challenges of writing for online
readers and how to connect with them
N
,EARNTOWRITERELEVANTCONCISECONTENTANDTOSTRUCTUREITEFFECTIVELY
N
Become procient in the art of blogging for business
N
Understand fundamental principles of web optimization
N
Know basic graphic design principles
N
,EARNBASICWEB BUILDINGTERMS(4-,META TAGS3%/ETC
N
Enhance usability and access to reach a broader audience
N
WHAT YOU WILL COVER

N
N
N
WHO SHOULD ATTEND
Web content fundamentals: writing and organizing for

maximum effectiveness
Rules of web writing and how it differs from other forms of
promotional writing
Structuring your content for optimum usability and impact
Search engine optimization for writers and how it must affect
content
Best practices and tested approaches to online business writing
Connecting with your audience and writing copy that resonates
!NYONEWHOHANDLESCORRESPONDENCEWRITESTOCUSTOMERS
DEVELOPSCOMPANYPUBLICATIONSPREPARESREPORTSORDOESANYJOB
that requires proofreading and critiquing written communication.
EXTRA
4AKEHOMEASIX PARTREVIEWSECTIONTOREINFORCEWHATYOUVEJUST
learned.
!LLBUSINESSPROFESSIONALSWHOWRITEONLINECONTENTINCLUDING
CONTENTMANAGERSANDEDITORSONLINEHELPWRITERSBUSINESSANALYSTS
ANDADMINISTRATORSPROGRAMMERSWEBMASTERSCOPYWRITERSWEB
CONTENTWRITERSDESIGNERSANDDEVELOPERSASWELLASMARKETING
MANAGERSBRANDMANAGERSANDCOORDINATORS
WHO SHOULD ATTEND
Note: Participants must bring a laptop computer with a recent

version of MS Word.
Schedule
Dec. 1-2............................. New York, NY ............................................2236-EC5-00402
Dec. 8-9............................. Seattle, WA................................................2236-EC5-00406
May 21-22 ........................ New York, NY ............................................2121-EC5-00411
Aug. 20-21 ........................ New York, NY ............................................2121-EC5-00414
2 days/1.2 CEUs
42
Schedule
2 days/1.2 CEUs
$1,895/AMA
Members $1,695
AMA Members
save $200.

-ONDAY PM%4s,ESSONS
Nov. 28-Dec. 19, 2011 %#
March 5-26, 2012 %#
June 4-25, 2012 %#
1.2 CEUs
Business Writing
COMMUNIC ATION
Also available as a
Live Online Seminar

Effective Technical Writing
SEMINAR #2216
Improve your technical writingwithout compromising your technical message. If writing technical
INFORMATIONANDEFFECTIVEMEMOSLETTERSREPORTSMANUALSINSTRUCTIONSDOCUMENTATIONSPECIFICATIONSORPROPOSALS
is a tough propositionthis program is for you. This intensive 3-day seminar will show you proven approaches and
TECHNIQUESTHATYOUCANAPPLYBACKONTHEJOBTOWRITECRISPCLEARACCESSIBLETECHNICALCOMMUNICATIONS
N
N
N
N
Organize your material by purpose and

audience
Write with greater clarity and precisionin
less time
Present complex technical information
simply
Know the purpose of your writing before
you begin
Recognize the needs of your audience
Learn how to use illustrations
Produce nal drafts to make the write
impression with your superiors
WHAT YOU WILL COVER

Aspects of Technical Writing
N
0ITFALLSSTYLEANDCHARACTERISTICSOFTECHNICAL
writing
N
Samples of technical writing
N
5NDERSTANDINGTHEREADERSNEEDS
N
Convey technical information clearly to
nontechnical readers
Various Patterns of Technical Writing
N
Denitions
N
Narration
N
Process description
N
Physical description
N
Instructions
Organizing Technical Information
N
How to organize and evaluate technical
data
N
Structuring the physical format to enhance
presentations of ideas
N
Using linking words and phrases in
sentences and paragraphs
Writing the First Draft

N
The writing process
N
Importance of determining and focusing on
your purpose and goals
N
4ECHNIQUESFOROVERCOMINGWRITERSBLOCK
N
Proven techniques for ensuring clarity and
precision
N
Avoiding wordiness and confusing sentence
constructions
Technical Report Elements and Formats
N
Informal vs. formal reports
N
Nature of technical report formats
N
Various elements of technical reports
N
Specic organizational formats for different
reports
Writing Abstracts
N
&UNCTIONANDCHARACTERISTICSOFABSTRACTS
N
Guidelines for preparing abstracts
N
Descriptive vs. informative abstracts
N
Using illustrations
N
When to use illustrations in technical
writing
N
Characteristics and uses of illustrations
N
Various illustrations useful in technical
writing
Preparing Technical Manuals and
Proposals
N
Characteristics of technical manuals
N
Components that comprise technical
manuals
N
Principles of technical manual writing style
N
Elements of proposals
Editing and Proofreading Techniques
N
Guidelines for editing and polishing
technical writing
N
(OWTOWRITEFORANOTHERPERSONSREVIEW
and critical commentary
Faculty
Spotlight*
Pat Nickerson writes and conducts
seminars for hundreds of business,
military and government entities
worldwide. Quoted in publications
from Nations Business to Redbook
to Londons Financial Times, she is
the author of Managing Multiple
Bosses, which was named one of
the years 10 best career books by
the Los Angeles Times and Chicago
Sun-Times. She also serves on the
faculty of the University of Phoenix.
WHO SHOULD ATTEND

%NGINEERSSCIENTISTS)4COMPUTERPERSONNEL
ANDPEOPLEIN2$ANDOTHERTECHNICALAREAS
who are required to present ideas in writing.
EXTRA
Bring a sample writing piece and get one-onone feedback from your course leader.
Institute (PMI).
Schedule
Nov. 9-11 ............ Dallas, TX ............................2216-EC5-00304
Nov. 16-18 .......... San Diego, CA .....................2216-EC5-00320
Nov. 28-30 .......... New York, NY .....................2216-EC5-00305
Dec. 7-9............... Denver, CO..........................2216-EC5-00327
Jan. 23-25 ........... Chicago, IL ..........................2216-EC5-00308
Feb. 27-29 ........... New York, NY .....................2216-EC5-00321
May 2-4 .............. New York, NY .....................2216-EC5-00331

May 14-16 .......... Chicago, IL ..........................2216-EC5-00334
Aug. 1-3 .............. Chicago, IL ..........................2216-EC5-00336
Aug. 22-24 .......... New York, NY .....................2216-EC5-00337


Dec. 1-22, 2011 %#
Feb. 2-23, 2012 %#
June 7-28, 2012 %#
1.2 CEUs/12 PDUs
43
COMMUNIC ATION
Business Writing
Business Writing for the

Multilingual Professional
SEMINAR #2266
Produce English-language documents that any

reader can easily understand, and that achieve your
intended results. This seminar is specifically designed for
MULTILINGUALBUSINESSPROFESSIONALS)NTHREEDAYSYOULLLEARN
an overall approach to and practical techniques for creating
EFFECTIVEBUSINESSDOCUMENTSWHILEFOCUSINGONAPPLYING
CORRECT%NGLISHGRAMMARUSAGEANDSYNTAX!STHELANGUAGE
OFGLOBALCOMMERCETHEABILITYTOWRITEIN%NGLISHISESSENTIAL
to success in business today.
N
N
N
N
N
N
Assert your purpose using appropriate tone and style

Write and organize effective paragraphs
Recognize and write effective English sentences
Distinguish and apply correct English grammar and usage
Revise and edit documents professionally
Differentiate commonly confused words and terms
WHAT YOU WILL COVER

Select the elements appropriate for each type of document
Describe the importance of knowing your audience
N
Dene and apply the qualities of a good paragraph
N
Recognize various principles for ordering paragraphs and select
the best one for a specic purpose
N
Apply basic parts of sentences for better style
N
!PPLYBASICPRINCIPLESOF%NGLISHGRAMMARUSAGEANDVOCABULARY
N
5SECORRECTPUNCTUATIONCAPITALIZATIONABBREVIATIONSAND
number formats
N
N
!-!S
3EMINAR
3AVINGS0ASS
3 seminars in 6 months
for only $4,995.*
WHO SHOULD ATTEND

Multilingual business professionals who would like to improve
their fundamental business writing skills.
EXTRA
4HROUGHOUTTHETHREEDAYSYOUWILLPRACTICEWHATYOULEARNBY
writing your own well-structured work-related documents and
CRITIQUEEDITANALYZEANDIMPROVEONYOURWRITINGATEACHLEVEL
of the process.
Polished writing and conversation skills are critical to success.
See Business Conversation Skills for the Multilingual
Professional3EMINARPAGE
Schedule
Jan. 30-Feb. 1 .................... New York, NY ............................................2266-EC5-00227
3 days/1.8 CEUs
44
Share the learning

and save up to
32%
If your organization will be sending 3 people to

AMA seminars in a 6-month period, take advantage
of our Seminar Savings Pass. As many as 3 people
can benet from one pass.
Call 1-800-262-9699 to register now.

Mention offer code LDJT
*This offer is applicable to all U.S. seminars with a member price of
$2,295 or less, or nonmember price of $2,545 or less. This offer may
not be combined with other offers, or to third party courses offered by
AMA, except for seminars #2601, #2602 and #2603. Attendance at the
seminars must be completed within six months of the purchase date.
Prices are subject to change and fees are not refundable.
Presentation Skills
COMMUNIC ATION
Strategies for Developing Effective

Presentation Skills
SEMINAR #2519
Transform yourself from inexperienced speaker to skilled presenter. !TTHIS DAYSEMINARYOULLLEARNHOWTOPRESENT
YOURIDEASWITHCONVICTIONCONTROLANDSELF CONFIDENCEANDWITHOUTFEAR9OULLGAINTHESPECIFICSKILLSANDDIRECTIONYOUNEEDTO
BECOMECOMFORTABLEWITHYOUROWNPRESENTATIONSTYLE!NDYOULLRECEIVEEXPERTADVICEONHOWTOHANDLEESPECIALLYCHALLENGING
SITUATIONS-OSTIMPORTANTLYYOULLLEARNHOWTOPRESENTBYPRESENTING
Tailor your presentation to your audience
N
Use relaxation techniques to overcome
nervousness
N
,EARNHOWTOPROJECTYOURVOICEANDUSE
pauses to dramatize your point
N
Expertly handle difcult questions and
situations
N
Communicate with clarity and conviction
N
WHAT YOU WILL COVER

Balance Verbal and Nonverbal Messages
N
Practice nonverbal impact skills to reduce
nervousness and to engage the attention of
your listeners
N
Make your content clearer and more
memorable
Develop and Organize Presentation
Content
N
Create an audience prole and set
presentation parameters
N
Condense a speech outline into notes you
can speak from
Prepare to Give the Presentation
N
,EARNTHEBENElTSOFREHEARSINGADHERING
to a time frame and speaking from notes
N
2EDUCESTRESSANDSPEAKERSANXIETY
Use Visual Aids and Support Materials

N
Describe the purpose of visual aids and
support materials
N
Identify tips for effective composition of
visual content and speaker aids
Handle Questions from the Audience
N
Explain the importance of the questionand-answer session
N
Respond professionally to questions from
the audience
Faculty
Spotlight*
Manage the Presentation Environment

N
Describe the advantages and disadvantages
of different room setups
N
"EABLETOANTICIPATEAVOIDANDHANDLE
equipment problems
Bonnie Laird has amassed more

than 25 years of experience in
management and employee
development with a vast number
of clients including Merrill Lynch,
CIGNA, J.P. Morgan and Dreyfus
Corp.
WHO SHOULD ATTEND

!NYONEWHONEEDSTOGIVEPRESENTATIONS
speak in front of groups or sell ideas to
others and has little or no presentation
experience.
EXTRA
Your presentations will be recorded for
playback and review. See for yourself what
COMESACROSSTOANAUDIENCE)TSAGREAT
way to get instant feedback and helpful
recommendations. This recording is yours
to keep.

Institute (PMI).
Schedule
Nov. 16-18 .......... Chicago, IL ..........................2519-EC5-01263
Nov. 30-Dec. 2 ..... Atlanta, GA.........................2519-EC5-01265
Dec. 7-9............... New York, NY .....................2519-EC5-01266
Dec. 12-14........... Chicago, IL ..........................2519-EC5-01268
Jan. 9-11 ............. New York, NY .....................2519-EC5-01270

April 2-4 .............. Atlanta, GA.........................2519-EC5-01295
May 2-4 .............. Chicago, IL ..........................2519-EC5-01299
May 9-11 ............ New York, NY .....................2519-EC5-01301
July 9-11 ............. Atlanta, GA.........................2519-EC5-01308

July 30-Aug. 1 ..... New York, NY .....................2519-EC5-01311
Aug. 6-8 .............. Chicago, IL ..........................2519-EC5-01312

45
COMMUNIC ATION
Presentation Skills
PowerPoint Unplugged
Available ONLY as a Live Online Seminar
SEMINAR #2170
Bring more professionalism and self-assurance to

your presentations. Giving a truly polished and memorable presentation with PowerPoint starts with pulling the
plug on PowerPoint: setting the laptop aside and focusing
FIRSTONWHATYOUWANTTOSAYANDHOWYOULLSAYITAND
THENONTHETOOLSYOUREGOINGTOUSE9OULLBEENCOURAGED
to rethink and sharpen your presenting skills to achieve an
OPTIMALEXPERIENCEFORYOURAUDIENCEANDGREATERPOLISH
poise and self-confidence for yourself.
Understand when to use (and not use) PowerPoint
3TAYFOCUSEDONYOURMESSAGENOTTHEMEDIUM
N
Get practical tips for effective interaction between the presenter
AND THE SCREEN COMPUTER AND PROJECTOR
N
Achieve simplicity in PowerPoint slides while still holding your
AUDIENCES INTERESTEVEN WHEN DEALING WITH TECHNICAL JARGON
N
Learn graphic design basics to create effective visuals
N
Practice in class with presentation equipment
How to
t Present
P
tO
Online
li
NEW! H
A Skills-Based Workshop
SEMINAR #2175
Engage online audiences with dynamic presentations

theyll remember. This highly visual and interactive seminar
takes a fresh approach that goes beyond conventional presenTATIONCOURSESGIVINGYOUPLENTYOFHANDS ONPRACTICEAPPLYING
online presentation techniques that are based on experiential
RESEARCH9OULLCREATEANDPRESENTYOURMATERIALINASAFEPRACTICEENVIRONMENTRECEIVEFEEDBACKANDTHENSHAREINSIGHTSWITH
fellow attendees.
N
N
WHAT YOU WILL COVER

YoureTHEPRESENTATIONNOTTHE0OWER0OINT
Best practices when creating slides
N
#HOOSINGAFOCUSINFORMATIVEORPERSUASIVE
N
When you have to cut down from 20 slides (40-50 minutes) to
4 slides (10 minutes)
N
/PENINGSTRANSITIONINGINTOTHESUBJECTANDCLOSINGS
N
Bringing all components together for a successful nish
N
Four 3-hour lessons over a 4-week period.
LESSON 1
Presenting Online: Making the Paradigm Shift
N
Understanding and becoming comfortable with presenting online
N
Similarities and differences between presenting online and in-person
N
Overcoming common fears people have about presenting online
Planning for High-Impact Content
N
Determining the goal and content of your presentation
N
Understanding what moves your audience
N
Creating a good beginning and ending
WHO SHOULD ATTEND

All business professionals with some prior presenting experience
WHO MUST SPEAK IN FRONT OF AN AUDIENCE MAKE PRESENTATIONS OR SELL
ideas to others with the use of PowerPoint. Attendees should have
the ability to create basic slides.
Note: Participants must bring a laptop computer with a recent
version of PowerPoint installed.
PowerPoint is a registered trademark of Microsoft.
EXTRA
9OULLRECEIVEAmASHDRIVEWITHDEMOSANDTOOLSFORYOURUSEBOTH
during the course and to take with you for handy reference.
&ORBASICPRESENTATIONSKILLSPLEASESEEStrategies for Developing Effective
Presentation Skills, SEMINARPAGE
Schedule
Nov. 7-8 ............................ New York, NY ............................................2170-EC5-00037
Dec. 12-13......................... Chicago, IL.................................................2170-EC5-00043
Feb. 27-28 ......................... Atlanta, GA ...............................................2170-EC5-00038
April 9-10 .......................... Arlington, VA .............................................2170-EC5-00044
Aug. 2-3 ............................ Atlanta, GA ...............................................2170-EC5-00047
1.5 days/.9 CEU

46
LESSON 2
Designing the Experience for Maximum Effectiveness
N
Designing and improving online presentation slides
N
Creating a more visual presentation to increase engagement
N
Using interactivity to involve the audience in the presentation
LESSON 3
Delivering to Optimize Engagement
N
Leveraging the power of voice for online presentations
N
Practicing voice techniques for greater delivery impact
N
Getting and keeping attention
LESSON 4
Enhancing the Execution of Your Presentation
N
Giving the presentation and receiving feedback from peers
N
Increasing delivery effectiveness through preparation and planning
N
Discussing ways to prepare for the unexpected
WHO SHOULD ATTEND

Anyone who wants to deliver effective and engaging online
PRESENTATIONSINCLUDINGTRAINERSFACILITATORSSALESANDMARKETING
PROFESSIONALSCONSULTANTSANDALLOTHERSWHOPRESENTCONTENTTO
an online audience.
Note: It is highly recommended that participants bring a presentation
they are currently delivering online or plan to present in the future.
-ONDAY PM%4s,ESSONS
Nov. 28-Dec. 19, 2011 %#
Jan. 23-Feb. 13, 2012 %#
April 2-23, 2012 %#
June 4-25, 2012 %#
July 30-Aug. 20, 2012 %#
1.2 CEUs
Presentation Skills
Effective Executive Speaking
COMMUNIC ATION
SEMINAR #2522
Speak, present and communicate with poise, power and persuasion. 4ODAYPRESENTATIONSANDPUBLICSPEECHESAREVERY
MUCHAPARTOFEVERYEXECUTIVESRESPONSIBILITIES%FFECTIVEEXECUTIVESPEAKINGISWHATDISTINGUISHESTHESUCCESSFULPROFESSIONALFROM
everyone else. This skill is most critical to your successand to your individual and corporate image. You will learn to use powerful
tools and techniques to turn every speech or presentation into a rewarding experience.
Speak and think with greater clarity and
PURPOSESTRESSINGKEYIDEAS
N
&ACEANAUDIENCEORCAMERAWITH
condence and control and make the
most of your natural speaking style
N
Shape and organize your speech or
presentation to persuade listeners and
get the response and results you want
N
Conquer fear and negative stress
N
-AKEYOURPERFORMANCESKILLSYOURSENSE
of humor and your own personality work
for you
N
Give impromptu and prepared speeches to
the class and receive personalized feedback
N
WHAT YOU WILL COVER

Fundamentals of Executive
Speaking Skills
N
Identify the elements of a good
presentation
N
Create an individualized speaking skills
prole
N
Set personal goals for the development of
speaking skills
Preparation
N
The importance of research and
organization in preparing an effective
presentation
N
Illustrate how to plan and prepare strong
beginnings and endings
N
Select and design effective visuals
Delivery Skills
N
4HEEFFECTIVEUSEOFVOICEACTIONIMAGE
and language in speech making
N
Apply strategies for positively addressing
speech anxiety
N
Practice articulation methods
Essentials for Winning Presentations
and Speeches
N
Choose appropriate strategies for reaching
RELUCTANTUNCOMMITTEDANDINACTIVE
audiences
N
$ESIGNSUCCESSFULINFORMATIVEPERSUASIVE
ENTERTAININGMOTIVATIONALANDSPECIAL EVENT
presentations
N
Respond in a focused and controlled
fashion to questions and answers
N
Impromptu speech making
WHO SHOULD ATTEND

Executives with some prior public speaking
experience who must speak in front of
GROUPSMAKEPRESENTATIONSSELLIDEASTO
others or face cameras and microphones.
Faculty
Spotlight*
Nadine Grant is a professional speaker,
consultant, business trainer, educator
and author, incorporating more than 30
years of expertise into her interactive
workshops, seminars and keynote
speeches for individuals in sales, service
and leadership positions. She is the
co-developer of Toolkit Connection
programs that combine theory and
practice to help clients consistently
manage change, communicate
effectively, work as a team and lead
with success.
EXTRA
Your presentation will be recorded for
playback and review with feedback from
your course leader. You will see yourself
IMPROVERELAXANDRElNEYOURPUBLIC
speaking techniques with each performance.
This recording is yours to keep.
3CANWITHYOURSMARTPHONETOSEE
ASHORTVIDEOFROMTHISSEMINAROR
VISITWWWAMASEMINARSORG
Schedule
Nov. 16-18 .......... New York, NY .....................2522-EC5-01252
Dec. 5-7............... Chicago, IL ..........................2522-EC5-01254
Dec. 12-14........... New York, NY .....................2522-EC5-01253
Jan. 18-20 ........... New York, NY .....................2522-EC5-01256
Feb. 8-10 ............. New York, NY .....................2522-EC5-01268
Feb. 22-24 ........... Atlanta, GA.........................2522-EC5-01258
Feb. 29-Mar. 2 ..... New York, NY .....................2522-EC5-01261

April 18-20 .......... Boston, MA.........................2522-EC5-01277
May 16-18 .......... Chicago, IL ..........................2522-EC5-01276

Aug. 20-22 .......... Chicago, IL ..........................2522-EC5-01290
Aug. 27-29 .......... New York, NY .....................2522-EC5-01291
3 days/1.8 CEUs
47
Fundamentals of Finance
Non-Financial
Give us three days and well help
An AMA
Blended
Learning
Seminar
In todays uncertain economy,

when every manager is being held
accountable for the bottom line, you
have to be finance-savvy.9OUVE
GOTTOKNOWHOWTOJUSTIFYAREQUESTx
quantify your contributions to the companyspot profit drains immediately. Because
no matter how effective your management
STYLEORHOWINNOVATIVEYOURIDEASYOURPERFORMANCEWILLBE
measured in dollars and cents.
A Blend of Dynamic
Live Training
& Online Tools
This seminar offers exactly what you need to further your

CAREERANDBUILDYOURFUTURE&ROMACCRUALSTOWRITE OFFSTO
RECEIVABLESANDPAYABLESTHISCOURSESHOWSYOUTHECONCEPTS
tools and techniques that can help you make each decision
PAYOFFONTHEJOBANDONTHEBOTTOMLINE
'ETAlRMGRASPOFTHENUMBERSSIDEOFYOURJOB
Gain greater condence with a working knowledge of business
nancials
N
Learn how to think nance and translate performance into
nancial terms
N
Cultivate proactive working relationships with nance
professionals and enhance your value to your organization
N
Understand the business dynamics of dollars-and-centsand
take initiatives that meet short- and long-term goals
N
Take the guesswork out of your decision making and deliver a
better bottom line
N
Expand your professional expertiseand your career
opportunities
N
N
DONT LET FEAR OF FINANCE SET YOU BACK

Can you speak the language? Assets. Accruals.
Capitalization. Debt and equity financing. Financial ratios.
Present value index. When you hear these words tossed
about by co-workers, do you cringe and feel totally out of
their league?
Do your eyes glaze over? Your boss shares the P&L

and balance sheet with you. Do you understand what the
numbers are saying? Do you know what to look for to
evaluate the financial health of your operations? Can you use
the data to develop future strategies? Or are the numbers all
but meaningless to you?
Do you feel condent asking for money? You need

more money for your department and youre meeting with
the finance people. Do you feel secure enough to deal with
the professionals? Can you give them a well-thought-out
budget or quantify your teams contributions to the company
to justify the increase?
48
WHAT YOU WILL COVER

+EYlNANCETERMSASSETSLIABILITIESCAPITALDEPRECIATIONCURRENT
ratio and others
N
Master the mindset: see business in terms of dollars-and-cents
decision options that pay offover the short and long terms
N
Basic accounting principles
N
Applying accounting conventions and guidelines
N
Developing working rules regarding your corporate
nancial statements
N
Using the balance sheet to examine assets and liabilities
N
Analyzing the income statement to assess revenues
and expenses
N
The statement of cash ow: sources and uses of funds
N
Content and format of the annual report
N
Debt vs. equity nancing
N
How leverage can increase return to shareholders
N
Keeping your plan on target with budgetary controls
N
and Accounting for

Managers
Also available as a
Live Online Seminar

See page 6 or visit
SEMINAR #2218
you conquer your fear of nance

5SINGPROlT PLANNINGTOOLSBREAK EVEN
ANALYSISlNANCIALFORECASTING
N
Cash ow: where cash comes from and
HOWITSAPPLIED
N
Elements of cost accounting
N
!NALYZINGPAYBACKMETHODDISCOUNTED
CASHmOWPRESENTVALUEANDPRESENT
value index in making protable capital
investment decisions
N
Criteria for examining the performance
of divisions and product lines
N
Understanding the cost of capital
N
WHO SHOULD ATTEND

Non-nancial managers in every functional
AREAOFRESPONSIBILITYINALLINDUSTRIES
Note: Please bring a calculator and copy of your
annual report (if available).
This program has been approved for 18

recertication credit hours toward PHR,
SPHR and GPHR recertication through the
Human Resource Certication Institute (HRCI).
For more information about certication or recertication,
please visit the HRCI homepage at www.hrci.org.
Institute (PMI).
Faculty
Spotlight*
Edward Zaik has held positions as
CFO or senior vice president of major
corporations and has worked as an
auditor and tax accountant with
PricewaterhouseCoopers. A former
treasurer for a local congresspersons
campaign, Mr. Zaik has been a guest
lecturer at various domestic and
international conferences, speaking
on nance, accounting and credit
topics. He also has been published
in the Journal of Applied Corporate
Finance.
nance and accounting experts.
Schedule
NOVEMBER
Nov. 2-4 .............. Atlanta, GA.........................2218-EC5-01897
Nov. 2-4 .............. Houston, TX ........................2218-EC5-01907
Nov. 9-11 ............ Chicago, IL ..........................2218-EC5-01900
Nov. 14-16 .......... Las Vegas, NV .....................2218-EC5-01901
Nov. 28-30 .......... Morristown, NJ ...................2218-EC5-01902
Nov. 30-Dec. 2 ..... Pittsburgh, PA .....................2218-EC5-01899
DECEMBER
Dec. 5-7............... Chicago, IL ..........................2218-EC5-01906
Dec. 5-7............... Melville, NY ........................2218-EC5-01957
Dec. 7-9............... Boston, MA.........................2218-EC5-01955
Dec. 12-14........... New York, NY .....................2218-EC5-01909
Dec. 14-16........... Dallas, TX ............................2218-EC5-01958
Dec. 14-16........... Denver, CO..........................2218-EC5-01956
JANUARY
Jan. 9-11 ............. Phoenix, AZ ........................2218-EC5-01959
Jan. 23-25 ........... Chicago, IL ..........................2218-EC5-01913
Jan. 25-27 ........... San Jose, CA .......................2218-EC5-02034
FEBRUARY
Feb. 8-10 ............. Atlanta, GA.........................2218-EC5-01919
Feb. 15-17 ........... Chicago, IL ..........................2218-EC5-01922
Feb. 22-24 ........... Houston, TX ........................2218-EC5-01924
MARCH
March 12-14 ....... Los Angeles, CA ..................2218-EC5-01961
March 12-14 ....... Pittsburgh, PA .....................2218-EC5-01928

APRIL
April 11-13 .......... Cincinnati, OH ....................2218-EC5-01978
April 23-25 .......... Denver, CO..........................2218-EC5-01988
Apr. 30-May 2 ..... Houston, TX ........................2218-EC5-01982
MAY
May 2-4 .............. New York, NY .....................2218-EC5-01983
May 7-9 .............. Durham, NC ........................2218-EC5-01984
May 9-11 ............ Chicago, IL ..........................2218-EC5-01986
May 14-16 .......... Garden Grove, CA...............2218-EC5-01987
May 16-18 .......... Morristown, NJ ...................2218-EC5-01990
JUNE
June 6-8 .............. Dearborn, MI ......................2218-EC5-01991
June 11-13 .......... Dallas, TX ............................2218-EC5-01993
JULY
July 16-18 ........... Pittsburgh, PA .....................2218-EC5-02002
July 18-20 ........... Boston, MA.........................2218-EC5-02004

Nov. 1-22, 2011 %#
Nov. 29-Dec. 20, 2011 %#
Jan. 10-31, 2012 %#
Feb. 7-28, 2012 %#
March 6-27, 2012 %#
May 1-22, 2012 %#
June 5-26, 2012 %#
Aug. 7-28, 2012 %#
#%5S0$5Ss0(230(2
AUGUST
Aug. 1-3 .............. Denver, CO..........................2218-EC5-02007
Aug. 6-8 .............. Houston, TX ........................2218-EC5-02008
Aug. 6-8 .............. New York, NY .....................2218-EC5-02009
Aug. 8-10 ............ Chicago, IL ..........................2218-EC5-02011
Aug. 22-24 .......... Atlanta, GA.........................2218-EC5-02013

49
AMAs Finance Workshop for

Non-Financial Executives
SEMINAR #1104
Get a complete financial education in just four daysand be prepared to make more powerful, informed business
decisions.&ROMFINANCEBASICSTOUNDERSTANDINGTHEESSENCEOFCASHFLOWTOLEARNINGHOWTOCREATEVALUEONACORPORATELEVELTHIS
COMPREHENSIVEPROGRAMCOVERSITALL4HROUGHTHEEFFECTIVEUSEOFACTUALCASESTUDIESANDTHEANNUALREPORTSOFMAJOR53PUBLIC
COMPANIESYOULLCOMEAWAYBETTEREQUIPPEDTOSPEAKANDINTERACTINTELLIGENTLYWITHYOUR
finance colleaguesmake more informed business decisionsanalyze financial statements
with new clarityknow the workings of the financial marketsand understand that the
core purpose of your firm is to increase shareholder value.
Reduce the risk of nancial errors in
managerial decision making
N
Learn how accounting and bookkeeping
work
N
Discover the ins and outs of nancial
statementsand what can and cannot be
learned from them
N
Understand how budgeting ts into the
world of accounting and the primacy of
cash ow
N
Gain greater insight into all the concepts of
lNANCEINCLUDINGINTERESTAND2/)
N
&INDOUTHOWAlRMALLOCATESITSFUNDSTO
investment opportunities
N
Gain the skills that will help you make the
right buy/lease decisions
N
Learn how to take advantage of cash
discounts offered by vendors
N
Make more protable sales by
understanding xed vs. variable costs
N
Monitor operating results to achieve
long-term nancial goals
WHAT YOU WILL COVER

Accounting Essentials
N
The basics of booking transactions and
how to use them to construct nancial
statements
N
Differentiating between the cash and
accrual methods of accounting
N
#ATEGORIZINGASSETSLIABILITIESANDCAPITAL
Reading Annual Reports
Reading and understanding the nancial
STATEMENTSOFA&ORTUNECORPORATION
N
The roles of external accountants and
internal auditors
N
Recognizing and interpreting the portions
of the annual report required by the
Securities and Exchange Commission
N
The different forms and meanings of the

!UDITORS/PINION
The importance of footnotes in evaluating
nancial statements
The Firm from a Finance Perspective

N
Viewing the organization as an investment
tool
N
The different classes of investors
N
Understanding the concepts of Weighted
Average Cost of Capital (WACC) and
Economic Value Added (EVA)
N
The importance of cash and the timing of
cash ow
N
How nancial leverage creates a degree of
risk for the company
Evaluating Financial Statements
N
Calculating nancial ratios used by nancial
ANALYSTSTOASSESSLIQUIDITYPROlTABILITY
leverage and risk
N
Computing the DuPont formula and
analyzing its meaning
N
The merits and pitfalls of nancial ratios
Operational Budgeting
N
How to construct and efciently use a
budgetavoid budgeting pitfallsand
work with different budgeting techniques
N
Identifying and investigating variances
N
Understanding the hierarchy of budgeting
Time Value of Money
N
Computing a time value for money
N
Applying the simple mathematics of
compound interest and present value
Capital Budgeting
N
How to prepare and use capital budgets
N
How to apply time value of money to
capital budgeting
N
Using various mathematical techniques in
capital budgeting
Faculty
Spotlight*
Jerrold Gregory specializes in nancial
and management education. He has
over 30 years experience in a Fortune
5 telecommunications company
in various nancial and training
positions. A committee member
of the Institute of Management
Accounting, Mr. Gregory has an
M.B.A. from the University of Tampa
and is a Certied Management
Accountant (C.M.A.).
How the Financial Markets Value a Business

N
Different models of how the market values
a business
N
How to use nancial concepts to enhance
shareholder value in your organization
Cost Analysis, Prot Planning and
Exposures to Volume/Price Risks
N
Categorizing costs to make better decisions
N
Using a model that determines break-even
LEVELSOFQUANTITYPRICEANDCOST
N
Understanding the meaning of operating
leverage
WHO SHOULD ATTEND

%XPERIENCEDMANAGERSGENERALMANAGERS
DIRECTORSVICEPRESIDENTSANDTOPEXECUTIVESIN
SALESMARKETINGPRODUCTIONANDMANUFACTURingas well as those in managerial positions
(and up) throughout the organization.
Institute (PMI).
Schedule
Dec. 13-16........... Chicago, IL ..........................1104-EC5-00156
Feb. 13-16 ........... New York, NY .....................1104-EC5-00158
50

May 14-17 .......... Hilton Head, SC ..................1104-EC5-00168
Aug. 6-9 .............. New York, NY .....................1104-EC5-00171
Aug. 27-30 .......... Chicago, IL ..........................1104-EC5-00172

Available ONLY as a Live Online Seminar
Fundamentals
d
t l off
NEW!
EW! F
Business Math
SEMINAR #1811
Get quick, essential skills that every business

professional needs, right at your computer. Increase
your numbers and finance confidence by getting a firm
GRASPOFMATHCALCULATIONSINTHEWORKPLACE9OULLOVERCOME
math anxiety as you learn how to quickly analyze data more
EFFECTIVELYTOMAKETHERIGHTBUSINESSDECISIONSHANDLE
expense reports with ease and understand how all the
numbers affect the bottom line.
Debits & Credits

How Accounting Really Works
SEMINAR #1210
Master the essentials of accounting and put yourself in a position to succeed. The language of business
in every industry around the globe is rooted in the accounting equation. Here's how to speak that language.
Two 3-hour lessons over a 2-week period.
Developed for business professionals who have no work

EXPERIENCEINACCOUNTINGTHISSEMINARWALKSYOUTHROUGHTHE
basics and gives you the skills and confidence to speak the
language of business like a pro. Keep your accountants
on their toes and make sure your books are sound. Uncover
ANDCORRECTPROBLEMSQUICKLYBYDOUBLE CHECKINGHOWSALES
EXPENSESEQUITYANDDEBTARERECORDED
LESSON 1
Introduction to Business Math

N
Business math as the basis for better decisions
Whole Numbers, Fractions, Decimals and Equations

N
Differentiating whole and mixed numbers
N
!DDINGSUBTRACTINGMULTIPLYINGANDDIVIDINGWHOLENUMBERS
N
!DDINGSUBTRACTINGMULTIPLYINGANDDIVIDINGFRACTIONS
N
Working with decimals
N
Word problems and solving equations
Make more informed decisions and save money

Reduce costly errors caused by misunderstanding reports
N
Understand how and when sales and expenses are recorded
N
Impact the bottom line
N
#ONTROLHOWYOUROPERATIONSRESULTSAREREPORTED
N
Evaluate the nancial results of another division or company
N
WHAT YOU WILL COVER

Accounting terms and concepts
!CCOUNTINGPROCESSESANDWHATTHEYMEANCASHACCOUNTING
ACCRUALS ALLOCATIONS PREPAIDS RECEIVABLES DEPRECIATION
AMORTIZATIONGOODWILLINVENTORYDEFERRALSRESERVES
N
How transactions are entered into nancial records
N
&INANCIALREPORTSINCLUDINGBALANCESHEETINCOMESTATEMENTAND
changes in equity
N
Month-end closings: what to expect
N
LESSON 2
Working with Percentages

N
Utilizing percentages for nancial calculations:
INTERESTYIELD
Communicating with Ratios and Averages
N
%MPLOYINGRATIOSTOEVALUATEPROlTABILITYEFlCIENCYAND
leverage
N
3IMPLEWEIGHTEDANDMOVINGAVERAGES
N
Median and mode
Interest Rates and the Time Value of Money
N
Interest calculations and compounding
N
Loan types and effective interest rates
N
How the time value of money works
WHO SHOULD ATTEND

-ANAGERSANDSUPERVISORSWHODONOTWORKINACCOUNTINGBUTWHO
need to know how it works; anyone who has recently assumed
accounting responsibilities.
Institute (PMI).
WHO SHOULD ATTEND

!NYONEWHOMAKESBUSINESSDECISIONSORUSESMATHONTHEJOB
INCLUDINGMANAGERSANDEXECUTIVESINANYFUNCTIONASWELLAS
administrative staff at any level in every function.

Nov. 3-10, 2011 %#
Jan. 19-26, 2012 %#
March 15-22, 2012 %#
May 10-17, 2012 %#
July 19-26, 2012 %#
.6 CEU
$995/AMA Members $895
Schedule
Dec. 8-9............................. New York, NY ............................................1210-EC5-00137
March 8-9 ......................... Atlanta, GA ...............................................1210-EC5-00139
June 7-8 ............................ New York, NY ............................................1210-EC5-00143

51
AMAs Budgeting
Workshop SEMINAR #2259
Fundamentals of Cost
Accounting SEMINAR #1201
Learn how your managerial decisions translate into

dollars and cents. ,IKEITORNOTTOPMANAGEMENTUSESTHE
Use cost accounting to effectively control operations. Top management is keeping a sharp eye on where
BUDGETTOMEASUREYOURPERFORMANCE!NDINTODAYSTIGHT
ECONOMYTHEMANAGERWHOKNOWSHOWTOPLANANDUSE
the budget effectively wins hands-down over the one who
DOESNT
every dollar goes. This seminar provides you with all the tools
ANDINFORMATIONTOPUTCOSTACCOUNTINGSBESTPRACTICESTO
work for your company.
3OIFYOUREANEWMANAGERWHOShALITTLENERVOUSvABOUT
budgetingor an experienced one who wants to get a lot
MOREOUTOFTHEYEARLYCHORExORYOUJUSTWANTTOhHOLDYOUR
own with financial managers come to the seminar that can
boost your numbers and your career.
N
N
N
N
N
Examine the purpose and use of a budget

Learn how to develop a revenue budget
Be able to translate managerial decisions into dollars
Set monthly targets and prepare for contingencies
Get successful reviews and approvals
WHAT YOU WILL COVER

+EYSTOTHEBUDGETINGPROCESSINTEGRATINGMANAGEMENTSGOALS
WORKINGWITHOPERATINGBUDGETSCOSTSANDEXPENSESCONTROLLING
cash and structuring a capital budget
N
Budgeting administrative expenses
N
Measuring performance: analyzing budget variancesactions to
take after analysis
N
#ASESTUDYCALCULATINGSALESMATERIALSCOSTDIRECTLABOR
OVERHEADCOSTSCOSTOFSALES
N

Apply cost accounting methods to identify protable
products and services
N
Analyze reports to make sound pricing decisions
N
#OMPARECOSTSYSTEMSANDCHOOSETHEONETHATSRIGHTFOR
your company
N
Evaluate results against budgets with greater accuracy
N
5SECOSTACCOUNTINGMETHODSTOOPTIMIZETHEUSEOFPEOPLE
resources and materials
N
WHAT YOU WILL COVER

Relating cost accounting to nancial accounting and the planning
and control process
N
Budgets as a tool within both traditional and ABC cost systems
N
Enhancing budgeting accuracy
N
Product costing systems and accounting for overhead
N
Activity-based costing for management control
N
Standard costing and variance analysis
N
6ARIANCEANALYSISFORMATERIALLABORANDOVERHEADVARIANCES
N
Requirements for establishing a direct costing system
N
WHO SHOULD ATTEND

!CCOUNTANTSACCOUNTINGMANAGERSCOSTACCOUNTANTSCOSTANALYSTS
BUDGETANALYSTSSYSTEMSANALYSTSAUDITORSANDlNANCIALPLANNERS
WHO SHOULD ATTEND
Note:9OULLNEEDACALCULATORINTHISSEMINAR
Every manager with budget responsibilities.
Recommended CPE Credit: 18 hours/Basic

Recommended for optimum learning benet:
&AMILIARITYWITHFUNDAMENTALSOFACCOUNTING
SEE!-!SEMINARPAGE
Advance Preparation: None
Instructional Method: Group Live
Note: Please bring your laptop or calculator to this meeting.

Institute (PMI).
Approved for up to 17.6 CTP/CCM

recertication credit(s) by the Association
for Financial Professionals.
Institute (PMI).
Schedule
Schedule
Oct. 31-Nov. 1 ................... Chicago, IL.................................................2259-EC5-00443

Feb. 13-14 ......................... New York, NY ............................................2259-EC5-00444
May 7-8 ............................ Atlanta, GA ...............................................2259-EC5-00453
Aug. 2-3 ............................ New York, NY ............................................2259-EC5-00451
Nov. 2-4 ............................ Chicago, IL.................................................1201-EC5-00545

Dec. 19-21......................... New York, NY ............................................1201-EC5-00547
Feb. 13-15 ......................... Atlanta, GA ...............................................1201-EC5-00548

2.5 days/1.5 CEUs/15 PDUs

52
Fixed Asset Accounting

SEMINAR #1224
Maximize your assets and protect your organizations investments. In this seminar you will learn to maximize your bottom line by discovering everything you need to
KNOWABOUTYOURCOMPANYSASSETSWHATASSETSYOUHAVE
ANDWHERETHEYARELOCATEDHOWTOMAKESURETHEYAREFULLY
UTILIZEDHOWTOREAPTHEMAXIMUMTAXBENEFITSANDHOWTO
ACCURATELYASSESSTHEIRCURRENTVALUEINTODAYSECONOMY
Evaluate and improve the tax benets from your xed assets
)DENTIFYTHEAVAILABLEOPTIONSOFPOPULAR&!SOFTWARESYSTEMS
N
!PPRAISETHEVALUEOFYOURASSETSINTODAYSECONOMY
N
3ETUPSYSTEMSTOGETTIMELYACCURATEINFORMATION
N
The Controllers Job in

Todays Environment
SEMINAR #1206
Volatile times require a far greater contribution to

your companys financial policy. Heres how to do it.
9OURACCOUNTINGSKILLSHARDWORKANDABILITYTODELIVERFAST
ACCURATEANSWERSHAVEPOWEREDYOUTOTHECONTROLLERSSLOT
Now the questions are going to be a lot different and a whole
LOTTOUGHER-ASTERTHETECHNICALACCOUNTINGAUTOMATIONAND
MANAGEMENTSKILLSYOUNEEDTOPLANORGANIZEANDCARRYOUT
your work more efficiently.

Predict the needs and questions of corporate decision-makers
Overcome obstacles to accurate reporting and successful
presentations
N
'OBEYONDREPORTINGNUMBERSxTOPREDICTTHEmOWSTRENDSAND
cycles of business
N
Manage the people who report to you for effectiveness
N
)DENTIFYYOURDEPARTMENTSSUCCESSESSOTHEYCANBERECOGNIZED
by upper management
N
N
WHAT YOU WILL COVER

(OWTOMEETALLACCOUNTINGTAXINSURANCEANDOTHER
requirements
N
Capturing xed asset data
N
Value concepts
N
Establishing the xed asset accounting record
N
4AKINGINVENTORIESPHYSICALPERPETUALRECONCILIATION
N
Property controls: classicationtagsresponsibility
accounting applied to xed assets
N
Perpetuating the property accounting system
N
WHO SHOULD ATTEND

!CCOUNTANTSCONTROLLERSMANAGERSOFlXEDASSETSDIVISIONALPLANT
MANAGERSANDALLEXECUTIVESWITHFEWERTHANTWOYEARSEXPERIENCE
in xed asset accounting.
&AMILIARITYWITHFUNDAMENTALSOFACCOUNTING
SEE!-!SEMINARPAGE

WHAT YOU WILL COVER

4HECONTROLLERSFUNCTIONSORGANIZATIONALRELATIONSHIPSANDROLEIN
management
N
Developing effective long-range plans
N
Techniques for cash forecastingcontrolling and administering
operating budgets
N
Setting up an effective reporting system
N
WHO SHOULD ATTEND

.EWLYAPPOINTEDCORPORATEDIVISIONANDPLANTCONTROLLERSASSISTANT
controllers and their staffs.
Recommended CPE Credit: 21 hours/Intermediate
4HREETOlVEYEARSEXPERIENCEINCORPORATElNANCE

Schedule
Schedule
Dec. 12-13......................... Chicago, IL.................................................1224-EC5-00392
Aug. 13-14 ........................ New York, NY ............................................1224-EC5-00397
Nov. 28-30 ........................ Atlanta, GA ...............................................1206-EC5-00524

June 13-15 ........................ Atlanta, GA ...............................................1206-EC5-00530
2 days/1.2 CEUs
3 days/1.8 CEUs
53
NEW! Essentials of Enterprise
Risk Management SEMINAR #1115

Manage risks to your organization by developing
and applying an effective ERM program. While every
KINDOFBUSINESSDEALSINRISKMANYDONTUNDERSTANDTHEEXtent to which their survival depends on external factors such
ASOILPRICESMARKETDOWNTURNSORTHEOPERATIONSOFOTHER
companies. Their vulnerability to risk is further impacted by
internal factors such as bad business decisions and ill-advised
risk appetiteeither taking too few risks or taking too many.
This seminar will show you how to look at the big picture
OFHOWRISKAFFECTSYOURORGANIZATION9OULLLEARNTOIDENTIFY
qualify and mitigate the significant risks your business faces
BYEXPLORINGTHETOOLSTECHNIQUESANDMETHODOLOGIESOF
Enterprise Risk Management (ERM). This course offers you
a solid way of managing risks so your organization has the
best possible chance for continued success.
Guard against wide-scale risk potential in your organization
Know how to formulate an integrated contingency plan for
multiple risk situations
N
Understand how a new Enterprise Risk Management system
WORKS AND AFFECTS YOUR JOB
N
Assess all operational threats to your business
N
Be able to customize any ERM system to your business specialty
N
+NOWHOWTOEXPLAIN%2-ANDITSBENElTSANDHOWTOOVERCOME
stakeholder resistance
N
N
WHAT YOU WILL COVER

$ElNINGANDUNDERSTANDINGTHESCOPEGOALSANDDRIVERSOF%2Exploring the opportunities and techniques of risk identication
N
!LIGNING%2-WITHYOURORGANIZATIONSBUSINESSMODEL
N
Recognizing why a risk hierarchy is more valuable than prioritizing risk
N
Operational risk managementthe weak link in the ERM system
N
ERM and the emerging Cloud Technology: identifying the right
ERM high-tech platform
N
N
WHO SHOULD ATTEND

4REASURERSCONTROLLERSGENERALMANAGERSRISKMANAGERS
CONSULTANTS BUSINESS OWNERS AND OTHER MID LEVEL TO SENIOR LEVEL
personnel who need to be knowledgeable about effective ERM
initiatives and their importance to an organization.
EXTRA
Get a free copy of Fundamentals of Enterprise Risk Management
by John J. Hampton (a $79.95 value) when you attend this seminar.
Schedule
Dec. 15-16......................... New York, NY ............................................1115-EC5-00001
Feb. 27-28 ........................ Chicago, IL.................................................1115-EC5-00002
May 21-22 ........................ New York, NY ............................................1115-EC5-00004
2 days/1.2 CEUs
54
3IGNUPFORAFREE
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Get instant access to AMAs free
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innovative strategies, insights and solutions you need to stay
competitive.
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practices, research ndings, business strategies and market
trends.
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leadership-focused. Every week a new podcast is available
via iTunes and the AMA website.
Recommended FREE webcasts

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www.amaseminars.org/myama
AMAs Insurance and Risk

Management Workshop
NEW! Valuation Strategies
for Both Sides of the Deal
SEMINAR #1290
SEMINAR #1109
Are your insurance costs too high? This powerful

WORKSHOPPUTSYOUINCONTROL)NJUSTTWODAYSYOULLGETA
complete insurance and risk educationeverything you must
KNOWABOUTCOVERAGECOSTLIABILITYLIMITSRETENTIONAND
broker services/compensation. Be sure to bring your company
policyand your questionsfor discussion.
Discover how to establish the real value of any

companywith real-world strategies and tactics.

N
Create a practical risk management plan that aligns with your

corporate strategy
Assess the positives and negatives of your current insurance
program
Identify whether state-of-the-art alternative risk-nancing tools
are right for your company
$ESCRIBEHOWTOSELECTCOMPENSATEANDMANAGEBROKERS
agentsand how to choose an insurance company or TPA
$ISCOVERHOW!MERICASLARGESTCOMPANIESREDUCECOSTAND
improve coverage without competitive bidding
Compare your own coverage specications with the actual policy
WORDINGS OF &ORTUNE COMPANIES
%VALUATEHOWTOSPENDYOURCOMPANYSPREMIUMDOLLARSMOST
effectively
WHAT YOU WILL COVER
&EWACTIONSCANIMPACTABUSINESSANDABUSINESSCAREER
more than the decision to buy a target company or sell one
YOUALREADYOWN/NCETHEDEALISEXECUTEDYOURECOMmitted to a long-term strategy that must succeed. And no
MATTERWHICHSIDEOFTHEDEALYOUREONEITHERBUYEROR
SELLERYOUMUSTBEABLETOASSESSTHETRUEVALUEOFACOMPANY
BEFOREREACHINGASUCCESSFULSIGNOFF4HISNEWHANDS ON
SEMINARSHOWSYOUINSTEP BY STEPDETAILHOWTOUNCOVER
assemble and apply all the critical information you need to
establish the bottom-line worth of any company in play.
'ETSKILL BUILDINGPRACTICEINVALUATIONTOOLSTECHNIQUESANDMETHODS
%STABLISHTHETARGETSWORTHANDTHEPAYOUTNEEDEDTOHIT
required ROI
N
Determine the optimum price for a deal in any situation
N
Analyze quoted pricing multiples and cost of capital in a
turbulent economy
N
1UANTIFYATARGETCOMPANYSCUSTOMERSMARKETSHARE
COMPETITORS INTELLECTUAL PROPERTY AND REPUTATION
N
N
WHAT YOU WILL COVER
Why risk management and insurance are crucial

&INANCIALOVERVIEWOFTHEINSURANCEINDUSTRY
N
Principles of risk management
N
The role of the broker/agent
N
Selecting an insurance company/TPA
N
Property and casualty insurance coverages
N
%XECUTIVEPROFESSIONALANDSPECIALTYCOVERAGES
N
Alternative risk nancing
N
N
N
N
WHO SHOULD ATTEND
Non-insurance executives and professionals responsible for

THEIRlRMSINSURANCEANDRISKMANAGEMENTPROGRAMSINCLUDING
#%/S#&/S60SOFlNANCECONTROLLERSANDTREASURERSLEGAL
administrative or HR executives.
Recommended for optimum learning benet: &AMILIARITYWITH
FUNDAMENTALSOFCONTROLLERSHIPSEE!-!SEMINARPAGE
Approved for up to 15 CTP/CCM

Obtaining the necessary information to initiate a valuation

Discovering how to approach valuation from both sidesas seller
or buyer
Uncovering the most damaging risks to the transaction
Identifying and quantifying important synergies and their effect
on the deal
Pinpointing the accuracy of nancial analysis and forecasts
Calculating cash ow and economic value-added with precision
Analyzing nancial statements and ratios
WHO SHOULD ATTEND

!NYMANAGEREXECUTIVEORADVISORINVOLVEDINBUYINGORSELLINGA
BUSINESS #%/S #&/S OWNERS PRESIDENTS VICE PRESIDENTS OF lNANCE
CONTROLLERSTREASURERSPLANNINGDIRECTORSDIRECTORSOFBUSINESS
DEVELOPMENTAND-!lNANCIALANALYSTSANDPLANNERSACCOUNTANTS
Recommended CPE Credit: 14 hours/Advanced
Recommended for optimum learning benet: &AMILIARITYWITHFUND
AMENTALSOFlNANCEANDACCOUNTINGSEE!-!SEMINARPAGE
Schedule
Feb. 9-10 ........................... Las Vegas, NV ............................................1290-EC5-00505

June 14-15 ........................ Fort Lauderdale, FL ....................................1290-EC5-00509
Nov. 14-15 ........................ New York, NY ............................................1109-EC5-00005

Dec. 15-16......................... Chicago, IL.................................................1109-EC5-00007
April 2-3 ............................ Dallas, TX...................................................1109-EC5-00008
May 14-15 ........................ New York, NY ............................................1109-EC5-00009
2 days/1.2 CEUs
2 days/1.2 CEUs
Schedule
55
AMAs Course on Mergers

and Acquisitions SEMINAR #1521
AMAs Financial Statement

Thousands of executives achieved the negotiation

edge they needed right here. 9OULLCOVERALLTHECRUCIAL
Drill downand discover what the numbers on

those financial statements really mean. Gain compel-
ELEMENTSTHATCANMAKEORBREAKAMERGERORACQUISITION
vPREVIEWvTHETYPEOFPROBLEMSYOURELIKELYTOENCOUNTER
and learn how to avoid the common pitfalls.
LINGINSIGHTSINTOTHEANALYSISTECHNIQUESTHATINVESTORSCREDITORSBANKERSANALYSTSTHEENTIREFINANCIALSECTOREMPLOYTO

evaluate companies. See how to apply sophisticated analytical
tools with the help of ExcelTOEVALUATECURRENTOPERATIONS
and anticipate future corporate performance.
9OULLLEARNABOUTPLANNINGTHE-!FUNCTIONINYOURCOMPANYPUTTINGCORPORATEGROWTHSTRATEGIESINPERSPECTIVE
UNDERSTANDINGTHEROLEOFTHEINVESTMENTBANKERIMPLEMENTing the due diligence process and evaluating international
issues in cross-border mergers and acquisitions. Plus, top
experts in the field will be on hand to share their insights.
Evaluate candidates and identify bona de prospects
N
Analyze synergies and how much a company is really worth
N
$ESCRIBELEGALTAXANDACCOUNTINGIMPLICATIONSOFMERGERSAND
acquisitions
N
Set appropriate offering prices
N
Explain how to structure the best deal and negotiate to your
advantage

N
WHAT YOU WILL COVER

The critical differences between prot and cash ow
Recognizing potential problems revealed in statements
N
5SINGCOMPARATIVEBENCHMARKINGTODETERMINEYOURCOMPANYS
place in the industry
N
(OWLENDERSCREDITORSANDSHAREHOLDERSVIEWYOURBUSINESS
N
!NALYZINGHOWSPREADSHEETSCANSIMPLIFYCOMPARISONSOFDIVISIONS
business units and companies
WHAT YOU WILL COVER
The rationale for diversication strategies

N
Organizing the mergers and acquisitions function
N
4HESEARCHSCREENINGANDEVALUATIONPROCESS
N
&INANCIALANALYSIS
N
!CCOUNTINGANTI TRUSTTAXANDLEGALASPECTS
N
Negotiating techniques
N
Analyzing the acquisition contract
N
Conducting due diligence
WHO SHOULD ATTEND

4OP LEVELMANAGEMENTINCLUDING#%/S#&/SOWNERSOF
COMPANIESPRESIDENTSVICEPRESIDENTSOFlNANCETREASURERS
CONTROLLERSCORPORATEPLANNINGDIRECTORSlNANCIALPLANNERSAND
ANALYSTSDIRECTORSOFNEWBUSINESSDEVELOPMENTDIRECTORSOF
mergers and acquisitions and accountants.
Recommended for optimum learning benet: &AMILIARITYWITH
FUNDAMENTALSOFFINANCEANDACCOUNTINGSEE!-!SEMINARPAGE

)DENTIFYKEYRELATIONSHIPSAMONGMAJORlNANCIALSTATEMENTS
BALANCESHEETINCOMESTATEMENTANDSTATEMENTOFCASHmOWS
Analyze how business decisions affect the critical interrelationship
among the statement components
Evaluate which pivotal business operations are driving these
nancial statement movements
%XPLAINHOWTOACCESSINFORMATIONABOUTACOMPANYSPAST
present and future
!PPLYlNANCIALRATIOSTOANALYZETRENDSCOMPETITORSANDFUTURE
economic decisions
Use advanced spreadsheet tools to perform statement interpretation
WHO SHOULD ATTEND

Every member of the nance teamplus any manager or executive
in any functional area who wants an incisive understanding of
lNANCIALSTATEMENTSANDTHEIRESSENTIALROLEINTHEBUDGETING
operations and strategic plan.
Note: Basic knowledge of Excel
is required. Please bring a laptop
EQUIPPEDWITH%XCELAWIRELESS
connection and a working USB port.
Recommended CPE Credit:
14 hours/Advanced
Recommended for optimum
learning benet: Basic familiarity
with nancial statements.
Instructional Method:
Group Live
Schedule
Approved for up to 14.9 CTP/

CCM recertication credit(s) by the
Association for Financial Professionals.
AMA has been reviewed and approved as

a provider of project management training
by the Project Management Institute (PMI).
Nov. 16-18 ........................ Scottsdale, AZ ............................................1521-EC5-00403

Dec. 5-7............................. New York, NY ............................................1521-EC5-00401
March 14-16 ..................... Las Vegas, NV ............................................1521-EC5-00402
June 27-29 ........................ Hilton Head, SC .........................................1521-EC5-00406
Nov. 7-8 ............................ New York, NY ............................................1216-EC5-00036

Feb. 9-10 ........................... Chicago, IL.................................................1216-EC5-00044
April 2-3 ............................ San Francisco, CA ......................................1216-EC5-00039
Aug. 16-17 ........................ Chicago, IL.................................................1216-EC5-00042
3 days/1.8 CEUs
2 days/1.2 CEUs /12 PDUs

Schedule
56
NEW! Fundamentals of
Forecasting SEMINAR #1110

Get the basic skills you need to accurately predict
revenues and costs.&ORECASTINGISCRITICALTOTHEFUNCTION-
KDB;7I>C?D:I$
79>?;L;H;IKBJI$
INGANDSUCCESSOFEVERYBUSINESS)NTHISHANDS ONSEMINAR
YOULLDISCOVERTHEBASICSYOUNEEDTOASSEMBLEDATAAND
BUILDFORECASTSTHATHELPPOWERTHEOPERATIONSFINANCE
production and planning functions in your organization.
9OULLMASTERTHEFOUNDATIONALVOCABULARYANDSKILLSTOCREATE
forecasts on your own and learn to translate and appraise
THEFORECASTSOFOTHERS)NADDITIONYOULLUNDERSTANDHOWTO
INTERPRETTHEMEANINGOFANYFORECASTWHETHERITSYOUROWN
COMPANYSORTHATOFTHECOMPETITION
N
N
N
N
N
N
N
Gather the basic facts necessary to start building a forecast

Limitationswhat 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 toolswith uses transferable to other
disciplines
Master and use regression tools to make better forecasts
Use Excel tools to present forecast data to executive management
WHAT YOU WILL COVER

Basic statistical techniques
&ORECASTINGTECHNIQUESANDMETHODS
N
Getting started: making underlying assumptions
N
Identifying data patterns: exploratory analysis concepts
N
Time series and their components
N
The use of Excel as your forecasting tool
N
&ORECASTINGPERFORMANCEMEASUREMENTS
N
Simple and multivariate linear regression
N
Summarizing and displaying data in Excel
N
N
WHO SHOULD ATTEND

!NYlNANCIALPROFESSIONALWHONEEDSTOCREATEMAINTAINAND
IMPROVE THE FORECASTING PROCESS AT THEIR COMPANY AS WELL AS
PROFESSIONALSINANYFUNCTIONWHOMUSTINTERPRETANALYZEAND
make decisions based on forecasts created by others.
IVaZci^hVhXg^i^XVaVhiZX]cdad\n[dgWjh^cZhhZh
idYVn#7ji]dlYdndj^YZci^[n!bdi^kViZVcY

Recommended for optimum learning benet: An understanding of
Excel and a familiarity with fundamentals of nance and accounting.
\gdli]ZiVaZcindjgXdbeVcncZZYhidi]g^kZ4
6B6:ciZgeg^hZhiVaZciigVch[dgbVi^dcegdXZhh
]Vhi]ZedlZgidjcaZVh]]^YYZcediZci^VaVcY
WddhieZg[dgbVcXZWVX`ZYWni]ZgZhdjgXZhd[
i]Z6bZg^XVcBVcV\ZbZci6hhdX^Vi^dc#
9WbbkiWj.--$..&$&(,*mmm$WcW[dj[hfh_i[$eh]
Schedule
Oct. 31-Nov. 2 ................... San Francisco, CA ......................................1110-EC5-00004
Dec. 14-16......................... New York, NY ............................................1110-EC5-00005
Aug. 13-15 ........................ Chicago, IL.................................................1110-EC5-00010
3 days/1.8 CEUs
57
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
AMAs Course on Financial Analysis
SEMINAR #1552
Make the best decisions for your companys future using expert financial analysis
techniques.5NDERTHESKILLEDGUIDANCEOFYOURSEMINARLEADERYOULLLEARNHOWTOCONFRONT
TODAYSMAJORPLANNINGANDPERFORMANCECHALLENGESWITHNEW
confidenceand successfully apply financial analysis techniques to
ENHANCETOPMANAGEMENTSPLANNINGANDDECISION MAKINGCAPABILITIES

Identify current vital nancial indicators that
are important to your organization
N
Comprehend nancial forecasting
techniques that can enable management to
make informed decisions
N
Apply methods that can improve your
COMPANYSPROlTPICTUREANDYOUR
STOCKHOLDERSINVESTMENT
N
+NOWYOURlRMSlNANCESANDWHATTHAT
means for the present and future
N
WHAT YOU WILL COVER

Your Role in the Corporate Planning
Cycle
N
Strategic planning
N
Capital budgeting
N
&INANCIALFORECASTING
N
Operational budgeting and prot planning
Key Ideas in the Income Statement and
Balance Sheet
N
The accrual concept
N
Use of estimates
N
Contrast with cash ow
N
Why a balance sheet is necessary
N
Common size analysis
How to Measure Enterprise Performance
N
Balance sheet analysissolvency and
liquidity metrics
N
Income statement analysisprotability
and performance metrics
N
Growth rates and their importance
How to Use Cash Flow Analysis to Help
Manage Your Company
N
#ASH&LOWFROM/PERATIONS#&/ INVESTING
and nancing
N
The direct and indirect method of display
Ratios and metrics you can use for cash

evaluation
N
Identifying patterns of value in cash ow
analysis
N
4HEDIFFERENCEBETWEEN#&/AND.ET
Income
N
Creating Shareholder Value

N
WACC and the capital asset pricing model
N
The cost of debt
N
The cost of equity
N
&UNDAMENTALDRIVERSOFSHAREHOLDERVALUE
creation
N
The management of debt and equity
N
Bond ratings
N
Analyzing capital structure
The Time Value of Money
N
Master the use of a nancial calculator
N
The theory of interest and its calculation
N
Present value and its business meaning
N
Net Present Value (NPV)
N
Internal Rate of Return (IRR)
N
Calculation of compound growth rates
N
Payback and terminal value
Analyzing Enterprise Investments
N
Key steps in the process
N
Creating a valid spreadsheet
N
Choosing a hurdle rate
N
Choosing the appropriate metrics
N
#HOOSINGTHEINVESTMENTSTIMEFRAME
N
Terminal values
N
Pricing an acquisition
WHO SHOULD ATTEND

Managers with nancial responsibility or
seeking a refresher in analysisincluding
lNANCIALANALYSTSACCOUNTANTSBUDGET
ANALYSTSVICEPRESIDENTSOFlNANCE
controllers and treasurers.
Faculty
Spotlight*
Mernoush Banton, Ph.D. is an independent consultant who currently
works with several dot.com startups
as an interim chief executive ofcer,
controlling all nancial aspects of
the organization. She has also been
working as a corporate controller for
the past eight years. Dr. Banton has
taught graduate and undergraduate
courses for the University of Phoenix,
Florida International University and
American Intercontinental University.
Note:0LEASEBRINGYOURORGANIZATIONSlNANCIAL
STATEMENTANDAlNANCIALCALCULATOR(0#OR
equivalent.
&AMILIARITYWITHFUNDAMENTALSOFlNANCEAND
ACCOUNTINGSEESEMINARPAGEORSEMINAR
PAGE
Advance Preparation: Online pre- and
post-seminar assessments

recertication credit(s) by the
Association for Financial
Professionals.
Institute (PMI).
Schedule
Nov. 9-11 ............ San Francisco, CA ...............1552-EC5-01143
Dec. 5-7............... Atlanta, GA.........................1552-EC5-01141
Dec. 14-16........... San Diego, CA .....................1552-EC5-01149
Jan. 25-27 ........... Chicago, IL ..........................1552-EC5-01140
Feb. 8-10 ............. New York, NY .....................1552-EC5-01142
58

May 21-23 .......... Chicago, IL ..........................1552-EC5-01157
Aug. 1-3 .............. Atlanta, GA.........................1552-EC5-01159

Also available as a
Live Online Seminar

An AMA
Blended
Learning
Seminar
AMAs Advanced Financial Modeling and

Forecasting Workshop
SEMINAR #1276
Improve decision making with advanced modeling techniques.

A Blend of Dynamic
Live Training
& Online Tools
Build more powerful and more accurate forecasting models to better analyze
FINANCIALDATAPREDICTREVENUESANDCOSTSASSESSRISKSANDJUSTIFYCRITICAL
business decisions.

N
N
N
Create effective nancial models that can

meet your business needs
Quantify the uncertainty inherent in forecasting
models with specic risk analysis techniques
Use advanced nancial modeling methods
to make more informed business decisions
Evaluate patterns in your historical data
Identify and utilize key business drivers and
integrate them into your forecast
Explain the results of your models to team
members and senior management
WHAT YOU WILL COVER

Finance Theory as Used in Financial
Modeling
N
Introduction to nance
&INANCEHISTORY
Modern nance
N
The key principles in nance
&REECASHmOW
Time value of money
How rates are determined
N
Creating net present value and internal rate
of return models
Application of net present value: the
capital budgeting model
N
The relationship between risk and return
Risk versus reward paradigm
N
&INANCIALMARKETS
Time horizon
Liquidity
Direct fundraising
Market structure
Security types
Locations
Creating Financial Models in Microsoft

Excel
N
Spreadsheet design and structure
N
Spreadsheet auditing tools
N
Excel functions
Basic nance functions
Lookup functions
Goal seek
Solver
Scenario manager
Sensitivity analysis
Data validation
Building your own functions in Excel
N
Individual practice exercisebuild a
valuation model
Model Statistics and Forecasting
N
Basic statistical descriptors
N
Analyzing time series data
Types of patterns in data time series
N
The use of distributions
N
Exploratory data analysis
N
Basic regression analysis
N
Team exercisepredicting prot and revenue
The Art of Modeling
N
The art of problem solving
N
Problem identication and model building
N
Group Case Study Adeveloping a
shopping plaza
Modeling Risk and Uncertainty
N
Uncertainty and net present value
N
Scenario building
N
Descriptions of Monte Carlo
N
Option pricing models
Putting It All Together
N
Presenting nancial models
N
Class exercisepresentation of case studies
Faculty
Spotlight*
Miles Hutchinson, CPA has 28 years of
business experience, including serving
as CFO of a billion-dollar real estate
development rm and as a controller for a software company. His books
include The Job of the Corporate Controller and Customerizing for Success.
WHO SHOULD ATTEND

Analysts and executive-level managers who
WORKWITHlNANCIALMODELSNEEDAREFRESHER
course on modeling methodsas well as
experienced nancial professionals who
have not built models on a regular basis.
Note:0LEASEBRINGALAPTOPEQUIPPEDWITH%XCELA
wireless connection and a working USB port.
Note: Those with minimal nance experience
SHOULDATTEND!-!SFundamentals of Finance and
Accounting for Non-Financial Managers.
Recommended CPE Credit: 21 hours/Intermediate
&AMILIARITYWITHFUNDAMENTALSOFlNANCIALANALYSIS
SEE!-!SEMINARPAGE /RTHECONCEPTS
covered in Fundamentals of Forecasting, seminar
PAGE
Advance Preparation: Online pre- and
post-seminar assessment

recertication credit(s) by the
Association for Financial
Professionals.
Institute (PMI).
Schedule
Nov. 28-30 .......... Boston, MA.........................1276-EC5-00447
Dec. 7-9............... Chicago, IL ..........................1276-EC5-00448
Dec. 14-16........... New York, NY .....................1276-EC5-00449
April 30-May 2 .... Arlington, VA ......................1276-EC5-00462

Aug. 27-29 .......... New York, NY .....................1276-EC5-00468


-ONDAY PM%4s,ESSONS
Nov. 28-Dec. 19, 2011 %#
March 5-26, 2012 %#
June 4-25, 2012 %#
1.2 CEUs/14 CPE
59
HUMAN RESOURCES AND TR AINING
Recruiting, Interviewing
and Selecting Employees
SEMINAR # 8266
The everything you need to know before you say

youre hired seminar. Making the wrong hiring decision
means throwing away a substantial investment of time and
MONEYONRECRUITMENTTRAININGANDBENEFITS4HISFUNDAMENTAL
seminar is your ticket to making the right hiring decisions and
CONTRIBUTINGMORETOYOURCOMPANYSBOTTOMLINE
N
N
Attract talent through innovative recruitment sources

Learn how to effectively use telephone screening and other
methods to lter out the wrong applicants
Practice interviewing techniques to rene and develop your skills
as an interviewer
Understand how to ask the right questions to nd out the
information you need to know
Avoid interview trapsEEO and afrmative action
Also available as a
Live Online Seminar

Fundamentals of Human
Resources Management
SEMINAR # 8506
This intensive, hands-on seminar will give you a solid

overview of all aspects of HR. Quickly learn the essentials
of key HR functions and gain the confidence and know-how
YOUNEEDTOSUCCEED9OULLSEEHOWTODEVELOPAREADY TO USE
action plan to put to work in your own organization.
5NDERSTAND(2SROLEASAVITALCONTRIBUTORTOYOURORGANIZATION
Discover strategies to attract and retain top talent
N
Examine best practices for managing performance and creating
COMPENSATIONTRAININGANDBENElTSYSTEMS
N
Identify and deal with potentially explosive issues with an eye to
both legal requirements and the needs of your business
N
N
WHAT YOU WILL COVER

WHAT YOU WILL COVER
Recruitment challenges and trends
N
!NALYZEJOBSPECIlCATIONSBEFORETHEINTERVIEW
N
Lay the foundation for the interview
N
Review legal obligations in hiring
N
Keep records that protect your position and your company
N
Handle the face-to-face interactionfrom start to nish
N
Pre-employment and employment testing
N
Make the selectiontesting/references/other considerations
N
WHO SHOULD ATTEND

0ROFESSIONALSWITHFEWERTHANTWOYEARSEXPERIENCEINHIRING
INCLUDING(2ASSISTANTSMANAGERSAND(2SPECIALISTSINVOLVEDINTHE
hiring process.
www.hrci.org.
Above accreditation applies to both seminars on this page.
Schedule
Dec. 19-21......................... New York, NY ............................................8266-EC5-00528
May 16-18 ........................ New York, NY ............................................8266-EC5-00542
3 days/1.8 CEUs
60
Current HR trends and challenges

Managerial and HR legal responsibilities
N
Key federal employment legislation
N
Categories and questions to avoid during the employment process
N
Dealing with employment discrimination charges
N
Employment and termination at will
N
#HALLENGESVARIABLESKILLSALTERNATIVEWORKSCHEDULESETHICSETC
N
Components of a good policies manual; sample handbook template
N
5SEANDOBJECTIVESOFAN(2)3
N
The effective compensation system
N
Components of an efcient performance management program
N
Grievance procedures; progressive discipline
N
4OTALREWARDSCOST EFFECTIVEmEXIBLEBENElTSPACKAGES
N
Evaluating training effectiveness
N
Cost-efcient employee retention strategies
N
N
WHO SHOULD ATTEND

(2PRACTITIONERSWITHFEWERTHANTHREEYEARSEXPERIENCEORLONG
time professionals looking for an HR management refresher.
Schedule
Nov. 14-16 ........................ Dallas, TX...................................................8506-EC5-00811
Dec. 5-7............................. New York, NY ............................................8506-EC5-00803
Jan. 18-20 ......................... Atlanta, GA ...............................................8506-EC5-00824
Feb. 22-24 ......................... New York, NY ............................................8506-EC5-00805
March 12-14 ..................... Boston, MA ...............................................8506-EC5-00812
May 16-18 ........................ Philadelphia, PA ........................................8506-EC5-00814
July 11-13 ......................... Atlanta, GA ...............................................8506-EC5-00817
Aug. 6-8 ............................ New York, NY ............................................8506-EC5-00818
Aug. 15-17 ........................ San Diego, CA ...........................................8506-EC5-00819
3 days/1.8 CEUs
$2,195/AMA
Members $1,995
AMA Members
save $200.

Jan. 5-26, 2012 %#
July 5-26, 2012 %#
#%5Ss0(230(2
Human Resources
Measurement and Metrics
SEMINAR # 8521
Use tools and metrics to confidently measure the

quality and cost-effectiveness of HR in every area.
Use the hard numbers culled from easy-to-apply formulas and
discuss benchmark database examples to support manageMENTDECISIONSTALKTOSENIOREXECUTIVESINTHEQUANTITATIVE
LANGUAGETHEYUNDERSTANDANDCONFIRM(2SROLEINGIVING
the company a competitive edge.
AMAs Employment Law

Course: Avoiding the Legal
Pitfalls of EEO, FMLA and ADA
SEMINAR # 8502
Learn how to implement and apply legally defensible best practices in your organization. This interactive
and case-study-centered seminar combines a comprehensive
OVERVIEWOFEMPLOYEEDISCRIMINATION%%/THE&AMILYAND
Medical Leave Act and the Americans with Disabilities Act.
!VOIDCOSTLYLITIGATIONANDOUTRAGEOUSJUDGMENTSSETTLEMENTS
2ECRUITHIREDISCIPLINEANDTERMINATEEMPLOYEESINALEGAL
manner
N
Condently deal with complex employment law and employee
relations issues
N
Develop HR policies and procedures that do not violate federal
statutes
N
Know what constitutes reasonable accommodations and how
to implement them without creating unique hardship
N
Protect yourself and your organization from the damaging effects
of ill-advised employment decisions
N
4RACKCOURTRULINGSINYOURORGANIZATIONSJURISDICTION
N
Gain recognition as a valued business partner

N
3HOW2/)FROMNEW(2PROGRAMSPROCESSESORSTRATEGIES
N
0ROJECT(2ASACRITICALBUSINESSACTIVITY
N
Better measure and manage HR services and productivity
N
Gain the knowledge and skills to articulate the value of HR
N
Create reports that highlight HR services in business terms
N
Evaluate HR's effect on company expenses and/or revenue
N
WHAT YOU WILL COVER

Design an HR measurement system that works
7HATTODOIFYOUVENEVERMEASURED(2BEFORE
N
(OWTODESIGNANDPRESENT(2SVALUEVALIDATE(2SCOST
N
Reposition HR as a strategic business unit
N
Connect compensation to protability
N
How to nd value measures in your benets plan
N
Measure training and development costs against performance
N
Training value analysis: identify problems training can solve
N
On-boarding and counseling: measure effects and costs
N
Absenteeism and turnover: costs and reasons
N
N
WHAT YOU WILL COVER
EXTRA
2ECEIVEACOMPLIMENTARYCOPYOF*AC&ITZ ENZS
BOOKHow to
Measure Human Resources Management and receive a USB
memory stick pre-loaded with an HR metrics calculating tool.
4ITLE6))MAJORPROVISIONSxWHOISCOVEREDxTHEROLEOFTHE
%%/#xTHE"&/1CONCEPTxTYPESOFDISCRIMINATIONxWHAT4ITLE
VII does not cover
N
Wrongful termination and at-will employment: denitionsthe
Model Employment Termination Actcontractspublic policy
negotiated resignationsdischarge for cause
N
Americans with Disabilities Act: dening disabilitypre- and
post-employment inquiriesreasonable accommodations
disability and benets
N
&AMILY-EDICAL,EAVE!CTMAJORPROVISIONSxEMPLOYEE
ELIGIBILITYx&-,!LEAVEANDBENElTSxLITIGATION
WHO SHOULD ATTEND
WHO SHOULD ATTEND
HR professionals who seek to form strategic partnerships within

their organizations.
(2MANAGERSANDPROFESSIONALSASWELLASCORPORATEATTORNEYS
*Course specially developed in conjunction with Jac Fitz-enz.

www.hrci.org.
Schedule

www.hrci.org.
Schedule

Dec. 15-16 ........................ New York, NY ........................................... 8502-EC5-00054

April 16-17........................ Chicago, IL................................................ 8502-EC5-00059
July 23-24 ......................... New York, NY ........................................... 8502-EC5-00058
2 days/1.2 CEUs
2 days/1.2 CEUs
61
AMAs Myers-Briggs Type

Certification
Get certied to administer the
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
The insights into personality type

that the MBTI instrument affords
can support many endeavors within
an organization, from leadership
and team building to staff training
and change management. Unlike
EARLIERVERSIONSOFTHEPROGRAMTHISSEMINAR
ALSOINCLUDESTRAININGIN-"4)3TEP))WHICH
provides a more richly textured picture of type and behavior
using 20 additional facets. Step II shows how people express
their type uniquely and individually.
Improve employee communication skills and interactions using
the MBTI tool
N
'AINGREATERUNDERSTANDINGOFYOUROWNANDOTHERSPERSONALITY
preferences
N
Understand type theory and key MBTI applications
N
,ESSENhTESTANXIETYvTRACKYOURPROGRESSANDSELF CORRECTWITH
daily exams
N
Experience effective ways to introduce type to teams to improve
performance
N
Get immediate feedback on your professional interpretation skills
with role-play exercises
N
Receive an MBTI toolkit and PowerPoint template for presenting
type to teams and senior management
N
THE MBTI INSTRUMENT HAS WIDE-RANGING

APPLICATIONS TO BENEFIT YOUR BUSINESS
Apply the MBTI tool to empower employees, enhance team
productivity and reduce conflict.
WHAT YOU WILL COVER
AMAs newly updated MBTI program is a highly interactive,
Introducing Type to Teams and Groups

N
Administering the instrument
N
Dening the MBTI dichotomies
N
Verifying type
N
Using the Presenting Type in Organizations presentation
U
Activities to use with teams
4-day workshop that focuses on the key MBTI applications of

team building, leadership and individual development.
It features a hands-on, practical approach that prepares you

to professionally and ethically administer and interpret the
MBTI instrumentimmediately upon your return to work.
62
Using the MBTI Assessment

U
Understanding the differences between trait and type
instruments
U
Appropriate and ethical use of the instrument
U
Contracting to use the tool
U
Psychometric aspects of the instrument
Indicator (MBTI )
Program
SEMINAR # 8592
worlds most widely used personality assessment

Using the MBTI Instrument with
Individuals
U
Practice administering and scoring the
instrument and interpreting results
U
Practice working with clients and
interpreting results
Using the MBTI Instrument for Individual
and Leadership Development
U
Type dynamics: how the four preferences
form a dynamic personality pattern
U
Type development: the tasks of different
stages of life
U
Recognizing type and stress interactions
U
Applying type to leadership styles
U
Practicing using type dynamics and
development with clients
Using the MBTI Step II Instrument and
Interpretive Report
U
The developmental and psychometric
aspects of the Step II instrument
U
Denition of the 20 Step II facets
U
Practicing interpreting with clients
U
Case studies of Step II results
WHO SHOULD ATTEND

(2PROFESSIONALSTRAININGAND/$SPECIALISTS
CAREERCOUNSELORSLINEMANAGERSANDOTHERS
within your organization responsible for
developing human capital.
MBTI CERTIFICATION
#00)NCTHEPUBLISHEROFTHE-"4)INSTRUMENT
establishes certication standards.
All the knowledge you need to successfully
complete the certication exam is covered
in the pre-work, workshop lectures and
handouts.
In the unlikely event that you do not pass the
EXAMYOUR!-!COURSELEADERWILLPROVIDEA
short-answer retake exam.
Seminar Hours: 8:30 am5:30 pm each day.
AMA attendees have a
97% Pass Rate.

AMA Blended Learninga blend of live
expert training that merges in-person
learning experiences with fully-integrated
online and ofine materials.
Pre-work required. You must complete 10
hours of reading and online review. Prework materials, sent via FedEx, will prepare
you to fully participate in the program
If you plan to attend a session starting
within 10 days or less, call 1-800-262-9699
before registering.
Note: If you cancel and are unable to attend,
AMA will withhold $250 for materials.
Post-seminar tools provide interactive
support, including a video featuring an
expert who provides tips for using the
instrument in typical workplace scenarios.
Faculty
Spotlight*
Dr. Joseph Reed helps organizations
improve productivity by enhancing
human performance. His focus
areas include professional and
team development and multirater assessment performance
management processes. Dr. Reed
has had managerial experience as
a Marine Corps ofcer, university
administrator and manager of
training and development. His clients
have included American Express,
Comcast and USAir. He is an adjunct
faculty member of Saint Josephs
University, Philadelphia.
Certied MBTI practitioners.
Myers-Briggs Type Indicator , MBTI, Introduction

to Type and the MBTI logo are trademarks or
registered trademarks of the Myers-Briggs Type
Indicator Trust in the U.S. and other countries.
Schedule
NOVEMBER
Nov. 1-4 .............. Pittsburgh, PA .....................8592-EC5-00132
Nov. 8-11 ............ Arlington, VA ......................8592-EC5-00113
Nov. 15-18 .......... Chicago, IL ..........................8592-EC5-00116
Nov. 15-18 .......... New York, NY .....................8592-EC5-00114
DECEMBER
Dec. 13-16........... New York, NY .....................8592-EC5-00118
JANUARY
Jan. 24-27 ........... New York, NY .....................8592-EC5-00121
Jan. 31-Feb. 3 ...... Chicago, IL ..........................8592-EC5-00125
FEBRUARY
Feb. 14-17 ........... New York, NY .....................8592-EC5-00123
MARCH
March 6-9 ........... Dallas, TX ............................8592-EC5-00122
March 27-30 ....... Los Angeles, CA ..................8592-EC5-00112
APRIL
MAY
May 1-4 .............. Chicago, IL ..........................8592-EC5-00145
May 8-11 ............ Arlington, VA ......................8592-EC5-00140
May 15-18 .......... New York, NY .....................8592-EC5-00141
JUNE
June 5-8 .............. Boston, MA.........................8592-EC5-00143
JULY
July 10-13 ........... Dallas, TX ............................8592-EC5-00147
July 17-20 ........... Newport Beach, CA ............8592-EC5-00149
July 31-Aug. 3 ..... New York, NY .....................8592-EC5-00151
AUGUST
Aug. 14-17 .......... Atlanta, GA.........................8592-EC5-00152
Aug. 21-24 .......... Chicago, IL ..........................8592-EC5-00153
Aug. 21-24 .......... Philadelphia, PA .................8592-EC5-00154
4 days/2.4 CEUs
63
NEW! Succession Planning

Developing Leaders from Within
SEMINAR # 8110
Ensure your organization always has well-trained,

experienced people in key positions. Research shows
that most companies have little or no deliberate succession
PLANNINGINPLACEANDARENTFULLYAWAREOFHOWMUCHTHE
LACKOFITCANCOSTTHEIRORGANIZATIONESPECIALLYINANUNSTABLE
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. 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.
,EARNTOFORMULATESTRATEGIESFORATTRACTINGRETAININGAND
developing skilled individuals
N
Know how to develop future leaders from within while retaining
intellectual/operational expertise
N
Be able to sustain business relationships that are vital to your
ORGANIZATIONSSUCCESS
N
Develop a targeted approach to identifying the competencies
needed for specic positions
N
(ELPINCREASERETENTIONBYMATCHINGYOURCOMPANYSNEEDS
with the aspirations of individuals
Training the Trainer SEMINAR # 8507

Get the practical skills and the confidence you need
to succeed. This powerful seminar puts the latest trends
ANDTECHNIQUESATYOURFINGERTIPS7HETHERYOUVEBEENTRAININGFORAWHILEORNEVERSTEPPEDONTOAPLATFORMBEFORETHIS
workshop will show you how to become a facilitator of learnINGNOTJUSTAPRESENTER9OULLBUILDCONFIDENCEENGAGEYOUR
audience from the beginning and leave your trainees praising
your training abilities.
Boost retention with the latest in adult and accelerated learning
techniques
N
+NOWTHEGROUPSNEEDSANDADJUSTYOURMATERIALTOMEETTHEM
N
Build your credibility and trust with trainees and management
N
Create training that has the right ow from segment to segment
N
Open a workshop with condence and close it with a wrap-up
that guarantees learning
N
WHAT YOU WILL COVER

3UCCESSIONPLANNINGANOVERVIEWOFITSIMPORTANCEFUNCTION
and methodology
N
The role of HR in setting up a succession planning system
N
&ORECASTINGFUTURENEEDSANDSTRATEGICALIGNMENT
N
Developing the succession planning process
N
Building individual development plans
N
%FFECTIVEMONITORINGMEASURINGANDFOLLOW UPPROCESSES
N
WHAT YOU WILL COVER

Distinguishing problems that can be addressed by training
)DENTIFYINGANDCRAFTINGLEARNINGOBJECTIVES
N
&ACILITATINGPRESENTATIONSANDACTIVITIES
N
Understanding and creating brain-friendly lectures
N
Using learning tools and applying lecture alternatives
N
Exploring when and how experiential learning approaches can
meet training challenges
N
Extending the value of training
N
Evaluating training
N
Delivering/facilitating an actual 10- to 15-minute training
segment
N
N
WHO SHOULD ATTEND

)FYOURENEWTOTRAININGASUBJECT MATTEREXPERTWHONEEDSTO
TRAINOTHERSORATRAINERLOOKINGFORNEWMOREEFFECTIVEAPPROACHES
TOLEARNINGTHISISTHEIDEALWORKSHOPFORYOU
WHO SHOULD ATTEND

Mid- to senior-level managers across all functions; business
unit heads; human resources personnel and organizational
development professionals.
www.hrci.org.
Schedule
Nov. 17-18 ........................ Chicago, IL.................................................8110-EC5-00008

Nov. 28-29 ........................ New York, NY ............................................8110-EC5-00006
Nov. 14-16 ........................ New York, NY ............................................8507-EC5-00912

Nov. 30-Dec. 2 ................... Atlanta, GA ...............................................8507-EC5-00913
Dec. 5-7............................. New York, NY ............................................8507-EC5-00914
Feb. 29-Mar. 2 ................... New York, NY ............................................8507-EC5-00916
April 2-4 ............................ Arlington, VA .............................................8507-EC5-00922
May 16-18 ........................ New York, NY ............................................8507-EC5-00923
Aug. 1-3 ............................ Dallas, TX...................................................8507-EC5-00927
2 days/1.2 CEUs
3 days/1.8 CEUs
Schedule
64
Instructional Design for

Trainers SEMINAR # 8509
Gain a practical, proven-in-action method for creating innovative and successful training programs. This
comprehensive method for designing powerful training takes
YOUTHROUGHTHESTEPSOFTASKANALYSISTOLEARNINGOBJECTIVES
ANDMODULEDESIGN!TTHISAPPLICATIONS BASEDWORKSHOPYOULL
prepare a training plan or module designed to meet your comPANYSEVERYNEED3TARTBUILDINGYOURINSTRUCTIONALEXPERTISEIN
ONLYTHREEDAYSATTHISPRACTICALAPPLICATIONS BASEDSEMINAR
Pinpoint training needs with a precise assessment of the specic
audience
N
$ElNEINDIVIDUALTRAININGGOALSTHROUGHABREAKDOWNOFJOB
responsibilities
N
$ESIGNALLOFTHETRAININGCOMPONENTSNECESSARYTOSEETHEJOB
through
N
,EARNHOWTOWORKAROUNDTIMEMONEYANDSTAFlNGCONSTRAINTS
N
-AKESURETRAININGREALLYhTAKESvBACKONTHEJOBNOTJUSTINTHE
classroom
N
NEW! Human Resources
Essentials for Non-HR

Managers SEMINAR # 8109
Get these comprehensive HR skills to protect your
career and company. Managers have never been more
ACCOUNTABLEETHICALLYANDLEGALLYFORCRITICAL(UMAN2ESOURCES
ISSUESANDCHALLENGESEVENWHEN(2ISNTTHEIRJOB7HATS
MORETHERESAMINEFIELDOFPOTENTIALVULNERABILITYTHATANON (2
manager must be able to successfully navigate. This resultsoriented seminar shows every manager in any non-HR function
HOWTOAVOID(2 RELATEDPITFALLSWHILECAPITALIZINGON(2 LINKED
OPPORTUNITIESWITHGREATERSKILLANDCONFIDENCE9OULLLEARN
how to handle sensitive matters encountered in interviewing
ANDHIRINGCONDUCTPRODUCTIVEPERFORMANCEREVIEWSMOTIVATE
and disciplineand a host of people issues and thorny legal
concerns. Every manager needs to be well-versed in these HR
ESSENTIALSANDTHISSEMINARCANHELPENSUREYOUREUPTOSPEED
Adult learning principles

The 4 Ds to follow for a successful module to complete your
COURSE$ElNE$ESIGN$EVELOP$ECIDE
N
!NALYZETASKSANDBUILDLEARNINGOBJECTIVES
N
Design a training module
N
Plan for evaluation
N
Prepare a design document
N
Organize for implementation and pilot
N
Practice the steps prior to building your own module design
$ISCOVERWHERETHERESPONSIBILITIESOFYOURORGANIZATIONS(2
function end and where yours begin
N
Master current best practices for conducting interviews and
making best hire decisions
N
Understand your role and responsibilities when facing a tangle of
employment rulings
N
,EARNTHEMANDATEDREQUIREMENTSFORRECORDKEEPINGASWELLAS
records security
N
Know how to identify and stop innocent workplace practices
that could expose your organization to lawsuits
N
Understand how to handle requests for medical accommodation
disability and leaves of absence
WHO SHOULD ATTEND
WHAT YOU WILL COVER
WHAT YOU WILL COVER

N
N
4RAINERSWITHOUTFORMALTRAININGINDESIGNASWELLASTHOSEWHO
are new to the training function and have less than one year of
experience in instructional design.
4HENON (2MANAGERSROLEINCOMPLIANCEANINTRODUCTIONTO
state and federal laws
N
Ensuring a harassment-free work environment
N
-ANAGINGPERFORMANCEISSUESDIAGNOSISDOCUMENTATIONDISCIPLINE
N
Interviewing and hiring: conducting interviews; assessing candidates
N
Retaining top talent: from high potentials to improved
productivity
N
0ERFORMANCEMANAGEMENTOBJECTIVESFEEDBACKANDCOACHING
appraisals
N
WHO SHOULD ATTEND
Schedule
Dec. 12-14......................... New York, NY ............................................8509-EC5-00198
Jan. 9-11 ........................... San Francisco, CA ......................................8509-EC5-00197
July 9-11 ........................... San Francisco, CA ......................................8509-EC5-00205
3 days/1.8 CEUs
Managers across all functions who understand the need to know

more about critical HR issues; ofce managers; small- and mid-size
business owners; accidental HR managers as well as those given
HR-by-default responsibility
Schedule
April 19-20........................ Chicago, IL.................................................8109-EC5-00002
May 17-18 ........................ San Francisco, CA ..................................... 8109-EC5-00003
June 18-19 ........................ Arlington, VA ............................................ 8109-EC5-00004
2 days/1.2 CEUs
65
LE A DER SHIP
Also available as a
Live Online Seminar
Achieving Leadership
Success Through People
An AMA
Blended
Learning
Seminar
SEMINAR #2128
Lead more effectively by creating rapport, synergy

and two-way trust. The most successful leaders are those
WITHTHEBESTPEOPLESKILLSESPECIALLYDURINGTHEMOSTDIFFICULT
circumstances. Poor communication and interpersonal relationships routinely thwart leaders who are otherwise techniCALLYCOMPETENT)NORDERTOSUCCEEDLEADERSMUSTBEFULLY
engaged with the individuals who make up their organization.
&OCUSINGSKILL BY SKILLON0%/0,%0ROFESSIONALISM%MPATHY
/PTIMISM0ARTNERING,OYALTYAND%MPOWERMENT THISSEMINAR
can help anyone in a position of leadership to better demONSTRATECARINGASWELLASCOURAGEANDTOUSEA0%/0,%
approach to achieve maximum results.
A Blend of Dynamic
Live Training
& Online Tools
Leadership Skills and

Team Development
for IT and Technical
Professionals SEMINAR #2569
Each year, hundreds of professionals gain the

people skills they need to master the art of
leadership at this powerful seminar. Leaders of
technical professionals face a substantial challenge: to achieve
successful task completion through positive work relationships.
)NTHISHIGHLYINTERACTIVESEMINARYOUWILLLEARNHOWTOBUILD
ANDLEADATEAMEVALUATEYOURTEAMSPERFORMANCEAND
develop an action plan for continued leadership success.

Understand the components of professionalism and the
importance of setting a good example
N
Coach and develop your direct reports/colleagues to be more
hopeful and empathetic as they develop greater professionalism
N
"EMOREOPTIMISTICTHROUGHREFRAMINGRESILIENCEANDPOSITIVE
language skills
N
Create genuine partnerships and unity with and among direct
reports/colleagues
N
Learn and apply the components of loyalty to create loyal
followership
N
Trust and empower your direct reports/colleagues more
N

N
N
N
N
WHAT YOU WILL COVER

N
WHAT YOU WILL COVER

N
N
N
PROFESSIONALISMCHARACTERCOMPOSURECOMMITMENT

COMMUNICATIONCOMPETENCEANDCARING
EMPATHYCONNECTINGANDBUILDINGRAPPORTUNDERSTANDINGOTHERS
and valuing strengths
OPTIMISMENTHUSIASMEAGERNESSTOLEARNANDTEACHANDRESILIENCE
PARTNERSHIPCOLLABORATIONVSCOMPETITION CREATINGSYNERGY
and teamwork
Loyalty: building energetic followers who persevere and are
accountable to self and others
EMPOWERMENTDELEGATINGTEACHINGCOACHINGANDENTRUSTING
Hands-on practice building and leading teams

Maintain team performance during times of change
Manage and resolve team conict
Develop the skills to manage the day-to-day challenges of team
leadership
N
N
N
Technical vs. nontechnical professionals: differences that impact

THELEADERSROLE
6ARIOUSTYPESOFTEAMSFUNCTIONALCROSS FUNCTIONALSELF MANAGED
and self-directedhow to vary your leadership style to meet the
needs of the team
Key steps to building high-performance teams
Evaluating individual and team performance
5SINGDISCIPLINECOACHINGCOMMUNICATIONPROBLEMSOLVINGAND
authority to better manage your people
WHO SHOULD ATTEND

)4ANDTECHNICALPROFESSIONALSINCLUDINGTEAMLEADERSMANAGERS
directors and others who want to enhance their team-building and
leadership skills.
Institute (PMI).
WHO SHOULD ATTEND

3ENIORMANAGERSDIRECTORS60SMID LEVELMANAGERSANDOTHERSIN
positions of leadership.
Schedule

Institute (PMI).
Nov. 7-9 ............................ New York, NY ............................................2128-EC5-00023

Dec. 19-21......................... Chicago, IL.................................................2128-EC5-00025
Feb. 8-10 ........................... Las Vegas, NV ............................................2128-EC5-00028
Apr. 30-May 2 ................... Lake Buena Vista, FL ..................................2128-EC5-00030

66
Schedule
Dec. 5-7............................. Chicago, IL.................................................2569-EC5-00289
Dec. 19-21......................... New York, NY ............................................2569-EC5-00290
Feb. 29-Mar. 2 ................... San Francisco, CA ......................................2569-EC5-00291
Aug. 20-22 ........................ New York, NY ............................................2569-EC5-00304
3 days/1.8 CEUs/
18 PDUs
$2,195/AMA
Members $1,995
AMA Members
save $200.

Jan. 10-31, 2012 %#
April 3-24, 2012 %#
July 10-31, 2012 %#
1.2 CEUs
LE A DER SHIP
Also available as a
Live Online Seminar

An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Leadership and Team

Development for
Managerial Success
SEMINAR #2239
Inspire and influence your people to

achieve your goals as a team. Managers who will be
PROMOTEDARETHEONESWHONOTONLYMANAGEEFFICIENTLYBUT
also lead their teams successfully. Learn how to assess your
PERFORMANCEINYOURCURRENTLEADERSHIPPOSITIONDIAGNOSE
and apply the most effective leadership style and develop the
keys to a motivated workforce. Build a high-performing team
BYUNDERSTANDINGTEAMDYNAMICSALIGNINGVISIONANDPERFORmance and applying a consistent theory in leading your team.
N
N
N
N
Know when to manage and when to lead your team

Assess your leadership behavior and determine the best style to
generate results
Clearly visualize your goals and communicate them to your team
Work in a horizontal mode of operation instead of managing
only one piece of the process
Use effective communication to motivate and coach
NEW! The 8th Habit

From Effectiveness to Greatness
SEMINAR #2603
By FranklinCoveyavailable through AMA.

The 7 Habits of Highly Effective People and The 8th Habit
courses are based on the teachings of Dr. Stephen R. Covey.
Achieve and sustain your full potential while

inspiring others to do the same. To thrive and excel
INTODAYSCOMPLEXWORLDITSNECESSARYTOMOVEBEYOND
effectiveness to greatness. In The 8th Habit: From Effectiveness
to Greatness$R3TEPHEN2#OVEYHASRESPONDEDTOTHISNEED
by exploring a third dimension of the principles he advocated in
The 7 Habits of Highly Effective People. This ground-breaking
new seminar offers you insights and skills to help you harness
the power of this dimension so you can meet the central
challenges of the Knowledge Worker Age. Tap into the higher
reaches of motivation and human geniuswhat Dr. Covey calls
voiceand inspire others to do the same so you can take your
career and organization to a whole new level of greatness.
N
WHAT YOU WILL COVER

N
Understanding leadership style and the situation and learning to

apply the most effective approach
Emphasizing the importance of vision in aligning team performance
Integrating your leadership and managerial roles
%XAMININGTHELEADERSROLEASMOTIVATORANDCOACH
Distinguishing the four team types
Exploring the principles that make teams work
Diagnosing work-teams: employing a work-team simulation
Understand the personal and organizational drivers for the

Knowledge Worker Age
Acquire skills and knowledge to help you nd your voice and
inspire others to do so
Gain increased productivity and better execution from your team
Create healthy interdependencies within your organization
Develop a culture of trust both at work and at home
WHAT YOU WILL COVER
WHO SHOULD ATTEND
Bridging the gap between effectiveness and greatness

The four imperatives of great leaders
N
$ISCOVERINGANDEXPRESSINGYOURVOICEVISIONDISCIPLINEPASSION
and conscience
N
The roles necessary to inspire others to nd their voice
N
Trust: the core of leadership
N
The voice of discipline and execution
.EWMANAGERSTEAMLEADERSANDOTHERBUSINESSPROFESSIONALS
interested in acquiring effective leadership skills for managers.
WHO SHOULD ATTEND
N
N
N
N
N
$IRECTORS60STEAMLEADERSEXECUTIVESDEPARTMENTHEADSAND

experienced managers.
Schedule
Nov. 3-4 ............................ New York, NY ............................................2239-EC5-00414
Nov. 17-18 ........................ Houston, TX ...............................................2239-EC5-00415
Dec. 5-6............................. New York, NY ............................................2239-EC5-00416
Dec. 8-9............................. San Francisco, CA ......................................2239-EC5-00417
Dec. 12-13......................... Chicago, IL.................................................2239-EC5-00418
Feb. 16-17 ......................... San Diego, CA ...........................................2239-EC5-00425
April 9-10 .......................... San Francisco, CA ......................................2239-EC5-00426
May 3-4 ............................ New York, NY ............................................2239-EC5-00428
June 7-8 ............................ Dallas, TX...................................................2239-EC5-00429
2 days/1.2 CEUs
$1,995/AMA
Members $1,795
AMA Members
save $200.

-ONDAY PM%4s,ESSONS
Jan. 23-Feb. 13, 2012 %#
Aug. 6-27, 2012 %#
1.2 CEUs
Stephen R. Covey is a globally respected leadership authority. His international

BESTSELLERThe 7 Habits of Highly Effective PeopleWASNAMEDONEOFTHE
10 most inuential management books ever by Forbes magazine. It is the
bestselling audio book in history.
!LLFACULTYARETRAINEDEXPERTSIN&RANKLIN#OVEYS7 Habits of Highly Effective
People and 8th Habit curricula.
Schedule
Nov. 17-18 ........................ New York, NY ............................................2603-EC5-00006
Dec. 5-6............................. Chicago, IL.................................................2603-EC5-00007
2 days/1.2 CEUs
67
LE A DER SHIP
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Preparing for Leadership

What It Takes to Take the Lead

N
N
N
Live Online Seminar

SEMINAR #2536
You want to become a leader, but are you ready to take that step? Learn how to get
noticed and selected for a leadership position and develop the skills every confident leader needs.
This course is uniquely designed to help leaders-to-be get ready for their new challenges and
RESPONSIBILITIES9OULLDISCOVERTHEHEARTSOULANDMINDOFTRUELEADERSHIP
4HROUGHROLE PLAYINGSELF ASSESSMENTTESTS

ANDOTHERLEADERSHIPTRAININGSCENARIOSYOULL
EXPLORELEADERSHIPROLESASSTRATEGISTCHANGE
AGENTCOACHMANAGERCOMMUNICATORMENTOR
ANDTEAMMEMBER!NDYOULLLEARNHOW
to develop your unique leadership style for
maximum impact.
Also available as a
Understand what a leader is and is not

0ROJECTAMOREDYNAMICIMAGE
Discover your unique leadership style
Determine which leadership attributes you
already possess
Take on your rst leadership position with
greater condence
Get noticed by learning how to look and
talk like a leader
&INDOUTWHATPEOPLEEXPECTANDRESPECTIN
a leader
Rene your leadership skills in gaining and
using power and inuence positively
,EARNHOWTOMOTIVATEATEAMINCLUDING
difcult people
Protect yourself against the pitfalls of
intra-organizational politics
WHAT YOU WILL COVER

Is There a Leader in You?
N
Discuss which qualities senior management
looks for in candidates for leadership positions
N
Understand the challenges you will face
What Do Leaders Talk About?
N
Discover your leadership style
N
Learn to adapt your style to the needs
of others
What Is Your Leadership Image?
N
$ESCRIBEHOWTOPROJECTTHEPOSITIVE
professional image of a leader
How Can You Build Your Inuence
and Power?
N
Illustrate ways that leaders can build their
power and inuence
How Can You Develop Key Relationships?
N
Identify the strategic alliances you need to
build
How Should You Handle Organizational
Politics?
N
Explain strategies for getting others to
support your agenda
How Can You Motivate People?
N
Assess the things that really motivate
Methods to Approach the First Day,
Week, Month and Year of Leadership
N
Design your strategies for being noticed
and selected to be a leader
Faculty
Spotlight*
John Egan works with companies to
design and deliver leadership and
management development programs,
facilitate strategic planning activities
and conduct process reengineering
and continuous improvement workshops. He has authored articles on
leadership development and change
management and is a frequent speaker at national conferences. Mr. Egan
received a masters degree in Education from Syracuse University and an
M.S. from Johns Hopkins University in
Applied Behavioral Science.
leadership experts.
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.

Institute (PMI).
Schedule
Nov. 17-18 .......... Cincinnati, OH ....................2536-EC5-00562
Dec. 1-2............... Atlanta, GA.........................2536-EC5-00559
Dec. 5-6............... Chicago, IL ..........................2536-EC5-00563
Dec. 8-9............... New York, NY .....................2536-EC5-00564
Feb. 23-24 ........... New York, NY .....................2536-EC5-00570
68

April 12-13 .......... Parsippany, NJ.....................2536-EC5-00605
May 7-8 .............. New York, NY .....................2536-EC5-00589
Aug. 27-28 .......... New York, NY .....................2536-EC5-00596

-ONDAY PM%4s,ESSONS
March 5-26, 2012 %#
1.2 CEUs

LE A DER SHIP
Also available as a
Live Online Seminar

An AMA
Blended
Learning
Seminar
Leading Virtual and Remote Teams

Lead cohesive long-distance teams that can actually
outperform face-to-face teams. Workplaces around the world are
ENJOYINGTHEPOWERANDOPPORTUNITIESOFBEINGLINKEDVIRTUALLYTHROUGH
TECHNOLOGY(OWEVERmany virtual teams do not succeed because they
fail to recognize that virtual collaboration has to be managed in specific
ways. The leader of a virtual or remote team must successfully apply
special insights and techniques to guide performance and work relationships with
employees who may be hundreds or thousands of miles away. This powerful seminar is
designed to help you build truly synergistic and effective long-distance teams. You will
return to work with the tools and methods you need to manage and lead virtual and
remote teams with success and complete confidence.
A Blend of Dynamic
Live Training
& Online Tools

N
SEMINAR #2280
Identify the unique competencies of virtual

leaders and team members
Recognize team needs based on distance
and dependency of team members
3ELECTANDUSEEFFECTIVETOOLSTECHNIQUES
and technology designed specically for
virtual teams
Manage performance from a distance
more effectively
Utilize best practices for building and
maintaining trust and connection in
virtual and remote teams
Develop virtual team meeting facilitation
skills and learn to use inuence skills in a
virtual environment
WHAT YOU WILL COVER

Dening the Unique Requirements of
Virtual Team Leaders and Members
N
Types of virtual teams
N
Knowing the unique needs of virtual workers
N
Diagnosing team needs based on the
Virtual Team ModelDistance/Dependency
Matrix
N
What it takes to lead a virtual and remote
team
N
Team member competencies
Building and Maintaining Trust and
Cohesiveness in Virtual Teams
N
Identifying the business cost of low trust in
N
Dening the components of trust
4HELEADERSROLEINCREATINGAND
sustaining trust
Assessing trust needs for different types of
Tools and Techniques for Communicating

Across Cultures and Distance
N
4ECHNIQUESFORFREQUENTAUTHENTICAND
transparent communications
N
Principles for choosing technology to
support virtual work
N
Identifying fundamental cultural differences
in communicating
N
Best practices for handling conict in
different cultures
Managing the Performance of Virtual Teams
N
Identifying the what and why of virtual
performance management
N
Recognizing root causes of performance
management problems
N
Best practices for performance management
in virtual teams
N
Matching performance management needs
of team members with tools and techniques
for managing performance virtually
Coaching Effectively in a Virtual
Environment
N
Comparing virtual coaching with
face-to-face coaching
N
Practicing key skills of listening and
questioning
N
Practicing virtual coaching and analyzing
effectiveness using the GROW Model of
Coaching
N
Effectively using tools and techniques to
coach virtually
Faculty
Spotlight*
Donna Dennis 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
Scientic, C.R. Bard, Inc., Layne
Christensen, Cisco Systems, Symbol
Technologies, Princeton University,
and the former Lehman Brothers.
leadership experts.
Tools and Techniques for Facilitating

Virtual Meetings and Inuencing Others
N
0RE MEETINGMEETINGANDPOST MEETING
tips and best practices
N
Demonstrating effective meeting facilitation
skills
N
Nine inuence strategies and how to apply
them in a virtual environment
Putting It All Together: Case Studies,
Problem Solving and Best Practices
N
)DENTIFYINGMAJOROPPORTUNITIESFOR
increasing effectiveness of your team
N
Presenting a case and gaining insight into
a challenge you are having and what to do
about it
WHO SHOULD ATTEND

-ANAGERSSENIORMANAGERSDIRECTORSAND
PROJECTLEADERSOFGLOBALANDORGEOGRAPHICALLY
dispersed teams. This seminar will also benet
leaders of a mobile workforce.
Institute (PMI).
Schedule
Nov. 2-4 .............. Las Vegas, NV .....................2280-EC5-00160
Dec. 12-14........... New York, NY .....................2280-EC5-00162
May 21-23 .......... Las Vegas, NV .....................2280-EC5-00174
Aug. 1-3 .............. Chicago, IL ..........................2280-EC5-00177


-ONDAY PM%4s,ESSONS
Nov. 28-Dec. 19, 2011 %#
April 2-23, 2012 %#
July 23-Aug. 13, 2012 %#
1.2 CEUs/12 PDUs
69
LE A DER SHIP
Also available as a
Live Online Seminar
NEW! Create a Respectful
Workplace: Improve Morale,
Increase Productivity and Achieve

Business Goals SEMINAR #2151
Build and support a more positive and productive

workplace climate. A workplace where employees treat
Adopt a leadership style that generates heightened

performance and improved productivity. Does your or-
one another with civility and respect is far more likely to funcTIONATOPTIMUMLEVELSOFPRODUCTIVITY5NFORTUNATELYTHERISE
of disrespectful behaviors in business seems to be at epiDEMICLEVELSANDTHERESULTISASTEADYEROSIONINMORALEAND
productivity. This seminar provides strategies for leaders and
MANAGERSTORECOGNIZEANDHANDLEOFFENSIVEDISRESPECTFUL
and inappropriate behaviors. It also explores how to improve
productivity by modeling better behavior and fostering a
culture of civility and mutual respect.
GANIZATIONLACKPASSIONENERGYSELF RELIANCEANDDRIVE)FSOTHE

technique of situational leadership has the answer that will take
your managers and your company to the head of the pack.
Specially developed for AMA by The Ken Blanchard CompaniesANDDELIVEREDBY!-!EXPERTFACULTY THE3ITUATIONAL
Leadership II Workshop will help you apply the most effective leadership style in any given situation.
N

Reduce the likelihood that smaller issues will escalate into larger
confrontations
N
5SEAPPROPRIATETOOLSTODEALWITHRUDENESSINCIVILITYAND
harassment
N
Be better equipped to coach staff to deal with offenders
N
%NHANCEPROJECTSUCCESSTHROUGHIMPROVEMENTSINWORKmOW
N
(ELPREDUCETIMEAWAYFROMWORKWORKERSCOMPENSATIONCLAIMS
and health insurance costs
N
Be prepared for possible Healthy Workplace legislation
N
N
WHAT YOU WILL COVER

N
N
WHAT YOU WILL COVER

Creating a working denition of workplace disrespect and
incivility
N
Tools for calculating the true costs of a disrespectful climate to
teams and the organization
N
!SSESSINGAMANAGERSOWNACTIONSANDHOWTHEYINmUENCE
certain behaviors
N
Coaching employees to deal successfully with disrespectful
situations before issues escalate
N
Identifying key actions successful companies use to create
respectful workplaces
N
!PPLYINGSTRATEGIESANDOVERCOMINGOBSTACLESTOBUILDAPOSITIVE
respectful climate
N
WHO SHOULD ATTEND

3ENIORMANAGERSDIRECTORSVICEPRESIDENTSDIVISIONHEADS
MANAGERSHUMANRESOURCEPROFESSIONALS/$PERSONNELANDOTHERS
in positions of leadership.
Schedule
Nov. 17-18 ........................ New York, NY ............................................2151-EC5-00001
Dec. 15-16......................... Chicago, IL.................................................2151-EC5-00002
2 days/1.2 CEUs
70
Improve communication and enhance your credibility

!CHIEVEGREATERPRODUCTIVITYBYINFUSINGENERGYSELF RELIANCEAND
drive within your employees
Create a collaborative work environment
)NCREASEYOUREFFECTIVENESSINSETTINGGOALSPROVIDINGCLEAR
DIRECTIONLISTENINGOBSERVINGMONITORINGANDGIVINGFEEDBACK
Retain your most talented employees by being more responsive
to their development needs
N
N
N
N
The core competencies of a situational leader

Leadership for the future
Why leadership depends on the specic situation
Diagnosis: the rst skill of the situational leader
&LEXIBILITYTHESECONDSKILLOFTHESITUATIONALLEADER
Partnering for better performance: the third skill of the situational
leader
Transferring your new awareness and situational leadership skills
into your work relationships and leadership responsibilities
WHO SHOULD ATTEND

)NDIVIDUALSINLEADERSHIPROLESINCLUDINGEXECUTIVESMANAGERS
PROJECTMANAGERSTEAMLEADERSANDSUPERVISORS
Schedule
Nov. 17-18 ........................ Chicago, IL.................................................2901-EC5-00178
Dec. 8-9............................. Atlanta, GA ...............................................2901-EC5-00175
Dec. 15-16......................... New York, NY ............................................2901-EC5-00180
Feb. 2-3 ............................. New York, NY ............................................2901-EC5-00198
Feb. 16-17 ......................... Chicago, IL.................................................2901-EC5-00181
April 26-27 ........................ San Francisco, CA ......................................2901-EC5-00202
May 7-8 ............................ Chicago, IL.................................................2901-EC5-00201
For a complete list of
dates and locations, visit
www.amaseminars.org
2 days/1.2 CEUs
$2,095/AMA
Members $1,895
AMA Members
save $200.

4UESDAY
PM%4s,ESSONS
Jan. 23-Feb. 13, 2012 (Mon.) %#
April 3-24, 2012* %#
July 10-31, 2012* %#
1.2 CEUs
LE A DER SHIP
Coaching: A Strategic Tool for

Effective Leadership SEMINAR #2506
Use coaching to improve the effectiveness of
individuals and teams. This seminar gives you a variety of
COACHINGTOOLSTECHNIQUESANDBESTPRACTICESFROMANALYZing performance to creating a climate for effective coaching
and learningfrom giving corrective feedback to handling
DIFFICULTRESPONSESTOCOACHING9OULLLEAVETHISSEMINAR
MOREAWAREOFYOURPERSONALHABITSSTYLESANDPREFERENCESIN
COACHINGTHROUGHASSESSMENTROLE PLAYSANDEXERCISES
N
N
N
N
N
N
Confront difcult situations with condence

Develop a team environment that fosters synergy
Reinforce the behavior and motivation of peak performers
Turn around disruptive behavior
Build the trust and rapport necessary for effective coaching
Learn to listen with an empathetic ear and encourage open
two-way communication
Strategic Agility
and Resilience: Embracing
Change to Drive Growth
Enhance your ability to respond to complex and

unpredictable business changes by mastering the
competencies of agile leadership. Leadership success
DEPENDSONYOURABILITYTOBEFUTURE ORIENTEDSEIZEEXTERNAL
opportunities and bounce back from unforeseen changes.
You must capitalize on market trends and anticipate and
RESPONDTOCHANGEMORERAPIDLY9OULLLEARNHOWTOUNDERstand and explore customer and marketplace opportunities
and capitalize on them by responding with appropriate
PRODUCTSSERVICESANDINITIATIVES
N
N
N
N
WHAT YOU WILL COVER

N
N
N
N
N
N
N
N
N
What leaders do and why they need to be coaches

Obstacles to coaching: the three-part coaching process
Creating a climate of trust and condence
Sustaining trust when you confront poor performance
How to be condent in the face of a difcult challenge
Guiding a dialogue on performance
4HEDELEGATIONPROCESSSIGNSOFPOORDELEGATIONANDDIFlCULTIES
Why leader-coaches must be teachers and trainers: six learning styles
Guiding the development of a performance improvement plan
WHO SHOULD ATTEND

%XECUTIVESMANAGERSSUPERVISORSPROJECTMANAGERSAND
team leaders.
www.hrci.org.
How agile organizations differ from fragile organizations

Keep your competitive edge by anticipating and adapting to change
Identify rapid response mechanisms to environmental shifts
Be recognized as a change agent and engage and empower
employees to implement your vision
Establish compelling communication strategies to drive change in
your team and align your organization
WHAT YOU WILL COVER

5NDERSTANDSTRATEGICAGILITYANDWHYITSCRUCIALFORORGANIZATIONS
Identify the competencies needed to lead with agility and resilience
N
Utilize the Leadership Agility Prole self-assessment to determine
your agility score
N
!LIGNPEOPLEPROCESSESANDTECHNOLOGYWITHTHE!'),%-ODEL
and learn to put it into action
N
Develop the right team with skills to communicate and implement
strategy as it evolves
N
Create a culture that promotes action and resourcefulness
N
Engage in a constant outside the box search for ideas
N
Initiate and maintain a performance scorecard with balanced key
METRICSINCLUDINGCOMPANYTEAMANDCUSTOMERMEASURES
N
N
WHO SHOULD ATTEND

6ICEPRESIDENTSDIRECTORSDIVISIONMANAGERSANDOTHERSWITH
strategic leadership roles.
EXTRA
"EFOREATTENDINGTHESESSIONYOUWILLRECEIVETHREEARTICLESAND
a link to the online Leadership Agility Prole self-assessment.
You must familiarize yourself with the articles and complete the
assessment to fully participate in this seminar.
Schedule
Nov. 28-30 ........................ New York, NY ............................................2506-EC5-00226
Dec. 14-16......................... Chicago, IL.................................................2506-EC5-00227
Feb. 15-17 ......................... Atlanta, GA ...............................................2506-EC5-00229
May 16-18 ........................ Chicago, IL.................................................2506-EC5-00238
June 18-20 ........................ Las Vegas, NV ............................................2506-EC5-00239
Aug. 27-29 ........................ Atlanta, GA ...............................................2506-EC5-00242
3 days/1.8 CEUs
SEMINAR #2546
Schedule
Nov. 3-4 ............................ New York, NY ............................................2546-EC5-00046
Dec. 19-20......................... Chicago, IL.................................................2546-EC5-00043
May 14-15 ........................ Chicago, IL.................................................2546-EC5-00049
2 days/1.2 CEUs
71
LE A DER SHIP
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Also available as a
Developing
Executive Leadership
Live Online Seminar

SEMINAR #2501
Deepen your self-awareness with executive leadership

training and empower your staff to improve performance!
This intensive executive leadership training program combines provenin-action techniques with peer interaction and insights from the latest
research to help you master the competencies of effective executive leadership.
Executive leadership training can show you

how to use your power and inuence to
achieve goalsbuild alliances across departmentsestablish strong working relationshipsand create passion in your departMENTYOURTEAMANDYOURORGANIZATION

N
"UILDALEADERSHIPSTYLETHATCREATESTRUST
sets a clear vision and guides your entire
team toward greater performance and prot
Learn what real coaching consists of and
how to build an extraordinary team that
works together to deliver results
Develop heightened emotional
intelligence for greater professional
achievement and satisfaction
Develop an executive leadership style that
adapts to the person and situation
Improve performance through
empowerment and delegation
#LEARLYCOMMUNICATEMISSIONVISIONAND
value statements
Continue your growth as a leader through a
self-development plan
WHAT YOU WILL COVER

Understanding Todays Leadership
Expectations
N
Exploring the fundamental concepts of
leadership
N
The four-factor model of effective
leadership
N
Differentiating between leadership and
management
Schedule
Nov. 2-4 .............. Dallas, TX ............................2501-EC5-01244
Nov. 9-11 ............ Chicago, IL ..........................2501-EC5-01241
Nov. 9-11 ............ Kansas City, KS ...................2501-EC5-01248
Nov. 14-16 .......... Boston, MA.........................2501-EC5-01256
Nov. 16-18 .......... Newport Beach, CA ............2501-EC5-01249
Dec. 7-9............... Austin, TX ...........................2501-EC5-01253
Dec. 12-14........... New York, NY .....................2501-EC5-01255
Jan. 9-11 ............. New York, NY .....................2501-EC5-01258
Jan. 25-27 ........... Dallas, TX ............................2501-EC5-01259
Feb. 6-8 ............... Arlington, VA ......................2501-EC5-01260
Feb. 22-24 ........... Chicago, IL ..........................2501-EC5-01263
72
Faculty
Spotlight*
Identifying the leadership requirements for

the 21st century
Leadership with the Head: Exploring the

Strategic Elements of Leadership
N
$ElNINGMISSIONVISIONANDVALUES
N
&OCUSINGONTHEhBIGPICTUREvWHEN
building the culture
N
The importance of planning and prioritizing
in day-to-day activities
Leadership with the Hands: Examining
Situational Leadership
N
Applying Situational Leadership in coaching
situations: delegating to high-performing
EMPLOYEESPROPERLYADDRESSINGPERFORMANCE
issues
N
Giving positive and constructive
feedback: you vs. I messages
N
Coaching role-plays and other techniques
THATHELPYOUEFFECTIVELYLEADTHETEAM
BOOSTCREATIVITYANDIMPROVECOMMUNICATION
problem solving and decision making
Leadership with the Feet: Personal Values
and Ethics at Work
N
Understanding the challenges you face
and the various ways you can manage them
N
Creating a culture of trusting relationships
N
How individualized passionate purpose
provides a context for consistency
and credibility
Leadership with the Heart: Practicing
Ways to Communicate
N
Motivating the workforce: three elements
THATENSUREINCREASEDJOBSATISFACTIONAND
productivity
N
Examining the role of emotional
intelligence in successful leadership
April 2-4 .............. Las Vegas, NV .....................2501-EC5-01283
April 16-18 .......... Dallas, TX ............................2501-EC5-01294
April 30-May 2 .... San Francisco, CA ...............2501-EC5-01289
May 9-11 ............ Chicago, IL ..........................2501-EC5-01291
May 16-18 .......... Hilton Head, SC ..................2501-EC5-01293
June 6-8 .............. Seattle, WA .........................2501-EC5-01306
June 11-13 .......... Boston, MA.........................2501-EC5-01296
July 16-18 ........... Dallas, TX ............................2501-EC5-01302
Bill Hickman consults, coaches and

presents seminars, workshops and
lectures on leadership and information
technology management. He specializes in bridging the gap between
technical and nontechnical communities. For nontechnical executives, he
has simplied complex technologies
to increase awareness, understanding
and use.
leadership experts.
Assessing your emotional intelligence:

your strengths and areas that need
development
Creating an Executive Leadership

Development Plan
N
Developing a plan based on your goals and
YOURORGANIZATIONSSTRATEGY
WHO SHOULD ATTEND

Mid-level managers or executives who lead
others with managerial responsibility. It
will benet executives who require strong
decision-making skills and the ability to lead
and motivate others.
Institute (PMI).

-ONDAY PM%4s,ESSONS
Nov. 28-Dec. 19, 2011 %#
April 9-30, 2012 %#
July 30-Aug. 20, 2012 %#
1.2 CEUs/12 PDUs
Aug. 13-15 .......... New York, NY .....................2501-EC5-01307
Aug. 15-17 .......... Chicago, IL ..........................2501-EC5-01308
Aug. 22-24 .......... Denver, CO..........................2501-EC5-01310

LE A DER SHIP
NEW! What Got You Here
Wont Get You There

SEMINAR #2207
Leverage the success youve already achieved to

tackle the challenges of the future. While working hard
HASGOTTENYOUWHEREYOUAREITSOFTENNECESSARYTOSHIFTYOUR
focus to other areas of improvement in order to continue that
success. What used to work well for you may no longer be
EFFECTIVE)NFACTTHEVERYSAMEHABITSTHATCONTRIBUTEDTOYOUR
success may be holding you back from moving ahead with the
SAMEDEGREEOFSUCCESS4HISINTERACTIVE DAYWORKSHOPIS
BASEDON-ARSHALL'OLDSMITHSBESTSELLERWhat Got You Here
Wont Get You ThereANDPROVIDESYOUWITHSOLIDPRACTICAL
TECHNIQUESFORACCOMPLISHINGYOURFUTUREGOALS9OULLGET
hands-on practice applying these techniques to your current
SITUATIONANDRETURNTOYOURJOBWITHTHEINSIGHTSANDSKILLSTO
ACHIEVECONTINUEDSUCCESSWHATEVERYOURGOALS
Collaborative Leadership
Skills for Managers SEMINAR #2186
Develop a collaborative style to enhance team
commitment and individual performance. Why
BECOMEACOLLABORATIVEMANAGER"ECAUSEITGIVESYOUTHE
ABILITYTOBREAKDOWNSILOSTOCREATEANENERGETICDEPARTMENT
and team that has better business results.
This seminar will give you the skills to be an adaptive manAGERSOMEONEWHOCANCREATECLARITYVISIONANDBUILDMUTUAL
trust with your team and other departments. It will show you
how to inspire optimal performance from team members and
help bring out their strongest talents.
N
N
N

N
Understand why your success creates a need to change the way

you approach things
Learn why success in your role is becoming less about you and
more about your ability to interact effectively with others
Learn the 20 habits that are likely holding you back from
attaining the success and satisfaction you want
Clearly see the changes you need to make to become a more
effective leader and person
Build a personal plan for your future success and know what it
will take to make it work
WHAT YOU WILL COVER

N
N
N
N
N
Identifying what about yourself makes you successful and what

things are holding you back
Dening what you need to do rather than focusing your
attention on others
How using information as power is more damaging than helpful
Learning how to say that you are wrong and the benets that
ow from it
The seven steps to effectively managing the personal change
process
,EARNINGHOWTOUSETHEPROCESSOF&EEDFORWARD
Creating an action plan for moving ahead
N
N
N
Become more effective by enabling each team member to share

ideas and generate solutions
Remove roadblocks to help employees do their best work
Enhance team creativity and involvement without expensive
programs or initiatives
Differentiate yourself and become more inuential
Help increase employee retention and engagement
Develop a mindset that can increase your innovation skills and
produce new ideas
WHAT YOU WILL COVER

Customize your management style to encourage employees to
nd their own answers to business challenges
N
Create a culture that fosters involvement from all employees and
helps break down silos and isolationism
N
%MBRACESOCIALMEDIATOENHANCEDISCUSSIONSOBTAINRECOMMENDATIONSANDINFORMATIONNETWORKANDESTABLISHRELEVANCE
N
Discover the benets and virtues of over-communication
N
Improve accountability by allowing your employees to have
ownership of the results of their efforts
N
Employ a collaborative process that is effective with all
communication styles
N
Set up a framework for collaboration
N
WHO SHOULD ATTEND

-ID LEVELMANAGERSWHOWANTTOINSPIREGREATERINVOLVEMENT
creativity and knowledge sharing in their employees.
WHO SHOULD ATTEND

4HISSEMINARISPRIMARILYDESIGNEDTOHELPTODAYSLEADERSBETTER
UNDERSTANDWHATISREQUIREDTOBESUCCESSFUL(OWEVERITWILL
benet any person who is involved in an inuencing role in their
organization.
Schedule
2 days/1.2 CEUs
Schedule
Oct. 31-Nov. 1 ................... Arlington, VA .............................................2186-EC5-00010
Dec. 8-9............................. Atlanta, GA ...............................................2186-EC5-00014
Dec. 15-16......................... New York, NY ............................................2186-EC5-00015
July 9-10 ........................... Boston, MA ...............................................2186-EC5-00020
2 days/1.2 CEUs
73
LE A DER SHIP
Advanced Leadership
Communication Strategies
SEMINAR #2134
Motivate action at every level, and influence even

the toughest executives, customers, subordinates
and stakeholders. 9OUREALREADYSUCCESSFULASALEADER
and communicator. But now you must exercise greater
INFLUENCESOLVEBIGGERPROBLEMSANDDRIVEUNPRECEDENTED
performance improvements.
N
N
N
Discover breakthrough communication techniques for driving

business value and becoming a more powerful leader
-ASTERBESTPRACTICESFORINmUENCINGPEERSMANAGERS
SUBORDINATESCUSTOMERSANDOTHERSTAKEHOLDERS
Become more effective at handling yourSPECIlCCHALLENGESFROM
delivering bad news to increasing team motivation
Communicate condently in anyENVIRONMENTFROMSPONTANEOUS
elevator pitches to high-stakes reports and proposals
-AKETHEMOSTOFTODAYSELECTRONICCOMMUNICATIONTOOLS
Deliver powerful messages that win hearts and minds: messages
THATARESHORTSIMPLESTRONGCREDIBLETAILOREDTOYOURAUDIENCE
and lead rapidly to action
WHAT YOU WILL COVER

N
N
N
N
N
N
N
)NmUENCINGEMPLOYEESCUSTOMERSPARTNERSANDSTAKEHOLDERS

both internally and externally
$EVELOPINGTHETRUSTCREDIBILITYRAPPORTANDRELATIONSHIPSYOU
need to deliver superior results
"UILDINGCONSENSUSCOHESIONBUY INANDTEAMCOMMITMENT
Organizing and packaging your message for maximum impact
#ONTROLLINGALLELEMENTSOFYOURMESSAGEWRITTENVERBALVISUAL
and symbolic
Choosing the best tools and channels for delivering messages
Maximizing effectiveness with electronic communications
Successfully communicating in spontaneous situations
WHO SHOULD ATTEND

Experienced leaders determined to achieve even greater success at
the highest levels of their organizations.
!LSORECOMMENDEDTOPASTATTENDEESOF!-!SThe Voice of
Leadership (seminar #2130).
Institute (PMI).
Schedule
NEW! Bridging the Myers-
Briggs Type Indicator

(MBTI), Temperament, and
SEMINAR # 8596
Maximize leader effectiveness using two of the worlds

best known organizational tools. Research reveals that leadERSHIPISTHEKEYFACTORFORINFLUENCINGEMPLOYEEPASSIONCUSTOMER
devotion and overall organizational vitality. Now you can leverage
the power of both the Myers-Briggs Type Indicator instrument
and Situational Leadership II and Temperament concepts for
maximum effectiveness in growing your people. This seminar will
SHOWYOUHOWTOMATCHYOURLEADERSHIPSTYLETOANINDIVIDUALS
DEVELOPMENTLEVELPOSITIVELYINFLUENCETHEMANDBUILDTHEIRCOMMITMENTTOACHIEVEBETTERLONG TERMRESULTS9OULLDEVELOPACLEAR
blueprint for how to apply and implement your new skills.
N
N
N
Distinguish between successful and effective leadership to take

SLII to the next level
Discover opportunities for bridging effective leadership actions
with the temperament needs of team members
Be able to employ leadership style and temperament to positively
impact employee or work-team performance
Diagnose strengths and blind spots according to personality type
Set more appropriate performance goals and keep peak
performers from regressing
WHAT YOU WILL COVER

N
N
N
N
N
Leveraging the SLII Model as the organizing framework for

individual development
Reviewing MBTI type and Temperament
Identifying ways to modify leadership style according to type and
temperament needs
Practicing the bridging process in a learning setting
5SINGTHECONCEPTSFORPERFORMANCEEVALUATIONGOALSETTINGAND
task assignment
Applying the bridging process to make your action plan
WHO SHOULD ATTEND

Experienced managers and leaders in all functional areas who have
AWORKINGKNOWLEDGEOF-"4) Temperament and SLII concepts.
Note: 3OTHATYOUMAYHAVETHEBESTEXPERIENCEPOSSIBLEINTHISSEMINARITIS
required that you come to the session with a fundamental understanding of
Situational Leadership II and personality type concepts. You are also required
to bring a copy of your MBTI assessment results to the seminar. If you do
NOTHAVETHEMPLEASEVISITWWWMBTICOMPLETECOMMENTIONDISCOUNTCODE
!-!"2)$'%WHENPROMPTED TAKETHE-"4) Complete and bring your
results with you to class.
Schedule
Nov. 7-9 ............................ New York, NY ............................................2134-EC5-00075

Dec. 1-2............................. New York, NY ............................................8596-EC5-00001


2 days/1.2 CEUs
74
LE A DER SHIP
Also available as a
Live Online Seminar

An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
The Voice of Leadership

How Leaders Inspire, Inuence and Achieve Results
The difference between mere management and leadership
is communication. Winston Churchill
Its a fact of organizational life: To lead well, you must
communicate well. No communication, no leadership
no question about it.
4HISFAST PACEDRESULTS ORIENTEDSEMINARIS

uniquely designed to strengthen your leadership
COMMUNICATIONSKILLS9OULLLEARNPRACTICAL
TECHNIQUESTOSHAPEYOURLEADERSHIPMESSAGES
hone an authentic leadership voice and engage
in powerful conversations that achieve results.

N
N
N
N
N
SEMINAR #2130
Become a more effective communicator

and leader
"UILDGREATERBUY INTRUSTANDLOYALTY
Demonstrate grace under re and defuse
tension
Overcome resistance to change
Motivate followers and inspire them when
giving speeches and presentations
Rally support in difcult situations
WHAT YOU WILL COVER

The Voices of Effective Leaders
Past and Present
N
Describe typical situations requiring
leadership and assess how well you use the
language of leadership in these situations
N
Identify ve traits of effective leaders as
communicators and assess how well you
demonstrate those traits
Finding Your Leadership Voice
N
,EARNTHETWOCOMPONENTSOFALEADERSVOICE
N
Describe several leadership styles and
describe your dominant style
Crafting Compelling Messages That

Inspire Action and Produce Results
N
Pinpoint the desired results of your
leadership message by using a results matrix
N
Shape your leadership message
Setting the Stage for Powerful
Communication
N
Pick the right forum and create a winning
setting for your key messages
N
Build condence by presenting to fellow
participants and receiving feedback
N
Overcome stage fright and communication
anxiety
Taking the Lead
N
Generate presence and charisma that
command respect
N
Send clear messages that maximize
audience understanding
Setting the Direction You Want Others
to Travel
N
Communicate a clear mission and inspire
vision and values
N
Delegate authority in ways that prompt
others to take responsibility
Inuencing and Inspiring Others
Into Action
N
Identify the factors that demotivate
N
Light a re in the hearts of others
Coaching, Counseling and Mentoring for
Improved Performance
N
3TIMULATEANDGUIDEAUTHENTICCOACHING
counseling and mentoring sessions
Faculty
Spotlight*
Ruth B. Nelson provides leadership
and management services to organizations throughout the United
States and abroad. Ms. Nelson has
worked in both the public and
private sectors conducting in-depth
needs analyses. She also designs and
implements management systems
and training programs appropriate
to culturally diverse audiences.
leadership experts.
Addressing Tough and Touchy Topics in

Ways That Defuse Tension
N
Handle conict and hostile disputes
WHO SHOULD ATTEND

Experienced managers and executives
and anyone who aspires to a leadership position
or who is expected to provide leadership.
Institute (PMI).
Schedule
Nov. 2-4 .............. Boston, MA.........................2130-EC5-00432
Nov. 9-11 ............ New York, NY .....................2130-EC5-00453
Nov. 14-16 .......... Dallas, TX ............................2130-EC5-00433
Dec. 5-7............... Atlanta, GA.........................2130-EC5-00436
Dec. 7-9............... New York, NY .....................2130-EC5-00437
Jan. 18-20 ........... Philadelphia, PA .................2130-EC5-00456
Jan. 30-Feb. 1 ...... New York, NY .....................2130-EC5-00442
Feb. 15-17 ........... Houston, TX ........................2130-EC5-00441
March 14-16 ....... Morristown, NJ ...................2130-EC5-00457

May 7-9 .............. Dallas, TX ............................2130-EC5-00473
May 14-16 .......... Chicago, IL ..........................2130-EC5-00466
Jan. 26-Feb. 16, 2012 %#
May 16-18 .......... New York, NY .....................2130-EC5-00463
May
3-24, 2012 %#
Aug. 9-30, 2012 %#
June 6-8 .............. San Diego, CA .....................2130-EC5-00486
June 11-13 .......... Boston, MA.........................2130-EC5-00470
1.2 CEUs
July 18-20 ........... Chicago, IL ..........................2130-EC5-00471 Aug. 27-29 .......... New York, NY .....................2130-EC5-00477
July 25-27 ........... San Francisco, CA ...............2130-EC5-00465 3 days/1.8 CEUs/18 PDUs
July 30-Aug. 1 ..... Atlanta, GA.........................2130-EC5-00474
Aug. 1-3 .............. Arlington, VA ......................2130-EC5-00475 $2,445/AMA Members $2,195
Aug. 13-15 .......... Houston, TX ........................2130-EC5-00479 AMA Members save $250.
75
LE A DER SHIP
AMAs Advanced Executive

Leadership Program
SEMINAR #2104
An intensive 3-day exploration of your role as a

leader, visionary, strategic thinker. 9OULLUNDERSTAND
WHATMAKESALEADERTHEPRACTICESANDCOMMITMENTSOF
EFFECTIVELEADERSHIPHOWTOSHAPEORGANIZATIONALEXCELLENCE
which global competencies are critical to success today and
HOWTOGAINPERSONALMASTERYOFYOUROWNLEADERSHIP9OULL
profit from the shared insights and experiences of your peers.
N
N
N
N
Become a change master who encourages innovative thought

and behavior
3ETTHERIGHTVISIONFORYOURTEAMDEPARTMENTANDORGANIZATION
Understand how to plan for a successful future
Align the workforce to achieve heightened performance and
increased bottom-line results
Discover the power of emotional intelligenceleading with a
healthy and wise demeanor
&LEXYOURLEADERSHIPSTYLESWHENTHEREARECHANGESINPEOPLEAND
conditions
%NSURETHATYOURBEHAVIORISALWAYSETHICALREmECTIVEOFYOUR
ORGANIZATIONSVALUES
NEW! Play to Your Strengths

Harnessing the Power of Your
Personality SEMINAR #2143
Achieve your full leadership potential through
greater self-awareness. The most effective leaders invest
INTHEIROWNSTRENGTHSSURROUNDTHEMSELVESWITHTHERIGHT
people and pay attention to the needs of those who work
with them. They strive to be self-aware leaders who build
on their strongest traits and learn to adapt to other people
and situations. This seminar will help you to better know
YOUROWNSTRENGTHSANDMOREREADILYADJUSTTOAVARIETYOF
circumstancesrather than trying to fit the mold of a leader
YOURENOTMEANTTOBE
N
N
N
N
Know different leadership styles and understand the

strengths and weaknesses of each
Recognize three ways to be effective through other
leadership styles
Understand how to leverage your strengths at work
Identify opportunities to demonstrate active leadership
Develop change strategies that produce positive results
WHAT YOU WILL COVER

Dening the four style positions and applying them to your
own leadership challenges
N
Applying the four sources of versatility to situations/people in
your own organization
N
/BSERVINGSTYLEBEHAVIORSPROVIDINGFEEDBACKANDADAPTINGSTYLE
N
%XAMININGTHEREALREASONPEOPLEWONTCHANGEANDCORRECTIVE
actions
N
7ORKINGONSTRENGTHSTOBUILDONONESDEVELOPMENTALEDGE
N
WHAT YOU WILL COVER

N
N
N
N
N
N
N
N
How to drive change in the workplace by applying actions that

address employee doubts
Applying the concepts of manager vs. leader roles
How to identify and assess your personal behavioral preferences
Promoting organizational vision and values through ethical
leadership behaviors
&ORMINGhVIRTUALPARTNERSHIPSvINTHEWORKENVIRONMENT
Performing a situation analysis of various work units to align the
organization
Applying leadership concepts in a simulated business case
Developing a plan for action
WHO SHOULD ATTEND

-ID LEVELMANAGERSSENIORMANAGERSDIRECTORSVICEPRESIDENTSAND
division heads who want to capitalize on their individual traits to
maximize their effectiveness as leaders.
WHO SHOULD ATTEND

%XECUTIVESDIRECTORSANDMANAGERSWHOARESEEKINGSTRONG
leadership skills to help them motivate and inspire others to
drive results.
Schedule
Jan. 23-25 ......................... Scottsdale, AZ ............................................2104-EC5-00096
April 30-May 2 .................. San Francisco, CA ......................................2104-EC5-00102
3 days/1.8 CEUs
76
Schedule
Nov. 17-18 ........................ Atlanta, GA ...............................................2143-EC5-00007
May 31-June 1 .................. Arlington, VA .............................................2143-EC5-00011
2 days/1.2 CEUs
LE A DER SHIP
Leading with Emotional Intelligence

SEMINAR #2133
Lead with greater impactapply emotional intelligence to manage and drive peak performance in your direct
reports and team. Recent studies indicate that emotional intelligence is a powerful key to effective leadership. This valuable
SEMINARDELIVERSTHEIN DEPTHKNOWLEDGEANDPRACTICALEMOTIONALINTELLIGENCESKILLSYOUNEEDTOENSURETHATYOUAREASTRONGEMOtionally intelligent leader. You will learn how to apply emotional intelligence to specific leadership situations to gain the authority
ANDSUCCESSYOUSTRIVEFORASALEADER9OUWILLALSOKEEPCURRENTONCUTTING EDGEDEVELOPMENTSINLEADERSHIPTHEORYANDPRACTICE
to help you better collaborate and manage conflict.
N
Motivate your team and generate buy-in by

CRAFTINGANEMOTIONALLYRESONANTINSPIRING
vision
Utilize emotionally intelligent decisionmaking techniques
Create an atmosphere that fosters
emotional intelligence
Positively inuence the emotions and
motivation of others
#REATECOHESIVEEMOTIONALLYINTELLIGENT
teams
Monitor and adapt your own emotions and
BEHAVIORSFORTHEBENElTOFYOURSELFYOUR
team and your department
WHAT YOU WILL COVER

What Is Emotional Intelligence?
N
Why emotional intelligence is important to
effective leadership
N
Case studies: examples of high and low
emotional intelligence in the workplace
Understanding and Managing Myself
N
Self-assessment exercise:
my emotional competency prole
my self-awareness inventory
N
What makes people act the way they do
N
How to manage anxieties and self-doubts
as a leader
N
How to enhance my self-awareness and
self-management skills
N
How to come back from a setback
Self-Assessment of My Relationships
N
How to build emotionally intelligent
relationships
N
Reection exercise and action planning
Leading with Emotional Intelligence

N
Creating vision with emotional intelligence
N
Delegating with emotional intelligence
N
Inuencing and motivating with emotional
intelligence
N
Coaching and confronting with emotional
intelligence
Understanding and Managing Team
Dynamics
N
Assessment of my group
N
What are the typical behaviors of people in
groups
N
Creating an organizational culture with
N
Promoting collaboration and consensus
through emotional intelligence
N
Handling adverse group dynamics with
Managing group emotions during conict

and change
Group dynamic exercise
WHO SHOULD ATTEND

,EADERSWHOWANTTOCREATEAHEALTHY
productive workplace and organizational
culture. OD and HR professionals will
particularly benet from this seminar.
This program has been approved for 18
recertication credit hours toward PHR,
SPHR and GPHR recertication through
the Human Resource Certication
Institute (HRCI). For more information about
certication or recertication, please visit the
HRCI homepage at www.hrci.org.
3ENDYOURDIRECTREPORTSTO!-!SSEMINAR
Developing Your Emotional Intelligence, seminar
PAGETOEXPANDTHEIRSELF AWARENESS
and learn the basics of emotional intelligence.
Schedule
Nov. 7-9 .............. Dallas, TX ............................2133-EC5-00266
Nov. 14-16 .......... New York, NY .....................2133-EC5-00267
Dec. 7-9............... Chicago, IL ..........................2133-EC5-00270
Dec. 12-14........... New York, NY .....................2133-EC5-00271
Jan. 18-20 ........... New York, NY .....................2133-EC5-00293

May 9-11 ............ New York, NY .....................2133-EC5-00298
May 14-16 .......... Chicago, IL ..........................2133-EC5-00299
June 20-22 .......... Houston, TX ........................2133-EC5-00304

Aug. 1-3 .............. New York, NY .....................2133-EC5-00309
Aug. 8-10 ............ Philadelphia, PA .................2133-EC5-00310
Aug. 13-15 .......... Chicago, IL ..........................2133-EC5-00311
3 days/1.8 CEUs
77

SEMINAR #2248
Its time to shift your management skills to a higher level

An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Change is the norm. You are

responsible for your own productivity and that of your staff.
Your day-to-day dealings may
now include colleagues, your
boss and senior management
who have different interests
and viewpoints.
This management skills seminar equips you with proven

supervisory techniques that you can put into action
IMMEDIATELY4HETOOLSSAVVYSUPERVISORSUSETOPLANORGANIZE
communicate and monitor will be at your ngertips to help
you handle your new responsibilities and challenges with
INCREASEDCONlDENCERESPECTANDPOWER

Understand how to succeed in a rapidly changing
environment
N
,EARNTOPLANORGANIZECOMMUNICATEANDMONITOR
like a pro
N
Apply the most appropriate supervisory style to each
individual and situation
N
Understand your legal responsibilities
N
Learn how to give constructive criticism
N
Maximize productivity by capitalizing on individual differences
N
Learn techniques to cope with difcult employees
N
5SEDELEGATIONFOREFFECTIVEEMPLOYEEDEVELOPMENTTIME
management and motivation
N
)NCREASEJOBSATISFACTIONANDWORKOUTPUTTHROUGHCOACHING
N
DEVELOP THE CRUCIAL MANAGEMENT TOOLS TO

HELP YOU FULLY LEAD AND MOTIVATE YOUR TEAM
Assignments, performance appraisals, schedules,

legal issues, email with all that you have to keep
track of, how do you stay on top of things and still energize
your team?
Your staff looks to you as a delegator, a coach

and a counselor. Your boss sees you as a buffer
between employees and management and as the
one ultimately responsible for your teams success
or failure. How do you balance competing demands while
boosting creativity, enthusiasm and commitment?
Times are tough, budgets are tight and your

direct reports are feeling it. The team dynamic is
changing and becoming more diverse. How can you
WHAT YOU WILL COVER

Embracing Your New Role and Expectations
N
7HATYOURBOSSEMPLOYEESPEERSANDSENIORMANAGEMENT
expect from you in your supervisory role
N
&OURBASICMANAGEMENTFUNCTIONSPLANNINGORGANIZING
COMMUNICATINGMONITORING
Managing a Diverse Workforce and Legal Considerations
N
$IVERSITYISSUESANDHOWTHEYAFFECTYOUYOURWORKUNITAND
your company
N
5NDERSTANDTHE!MERICANSWITH$ISABILITIES!CT!$!
hostile environment and other key laws and legal terms
relevant to your supervisory position
Filling Your Communication Skills Toolbox
N
Advantages and disadvantages of one-way vs. two-way
communication
N
Capitalize on the benets of email
create cross-cultural synergy and manage your team for

peak performance?
78
MANAGEMENT
New Supervisors
Also available as a
Live Online Seminar

See page 6 or visit
of prociency
Communications and Team Performance
Demonstrate paraphrasing to check for
content understanding
N
Experience the impact of nonverbal
communication
N
Send harmonious messages
N
How to ask questions that get the answers
you really need
N
Coaching for High-Quality Performance

N
Give and receive constructive criticism
N
How to minimize defensiveness in yourself
and others
N
Demonstrate a ve-step coaching discussion
model
Creating a Motivating Environment
N
The essentials of motivation
N
Demonstrate rules for reinforcing
productive behavior
Taking Delegation, Performance and

Team Development to the Next Level
of Excellence
N
Use delegation as a motivational tool
N
Develop a strategy for solving a current
employee motivational problem
Managing Performance Appraisals
N
5NDERSTANDYOURCOMPANYSAPPRAISAL
system
N
Recordkeeping and compliance issues
N
Write a performance appraisal document
N
Conduct an effective performance appraisal
meeting
Managing Time Effectively
N
Key principles of effective time management
N
Share time management best practices
N
&IVESTAGESOFMANAGINGMEETINGS
WHO SHOULD ATTEND

New supervisors with fewer than ve years of
supervisory experience.
Faculty
Spotlight*
Edward C. Dvorak has customdeveloped and presented developmental and interpersonal skills
seminars for a wide range of diversied and global industries as well as
for the U.S. Department of Energy
and organizations within the U.S. Department of Defense. His experience
includes supervising customer service
organizations, negotiating with labor
unions, planning and implementing
organizational restructures, providing
outplacement seminars and representing line management at labor
contract negotiations.
management experts.

Institute (PMI).
Schedule
NOVEMBER
Nov. 7-9 .............. Atlanta, GA.........................2248-EC5-01640
Nov. 9-11 ............ Garden Grove, CA...............2248-EC5-01641
Nov. 9-11 ............ Houston, TX ........................2248-EC5-01642
Nov. 14-16 .......... Chicago, IL ..........................2248-EC5-01643
Nov. 30-Dec. 2 ..... Boston, MA.........................2248-EC5-01646
Nov. 30-Dec. 2 ..... Dallas, TX ............................2248-EC5-01647
DECEMBER
Dec. 5-7............... Philadelphia, PA .................2248-EC5-01638
Dec. 7-9............... New York, NY .....................2248-EC5-01650
Dec. 14-16........... Chicago, IL ..........................2248-EC5-01649
JANUARY
Jan. 25-27 ........... Houston, TX ........................2248-EC5-01655
Jan. 25-27 ........... New York, NY .....................2248-EC5-01653
FEBRUARY
Feb. 1-3 ............... Chicago, IL ..........................2248-EC5-01656
Feb. 6-8 ............... New York, NY .....................2248-EC5-01657
Feb. 15-17 ........... Dallas, TX ............................2248-EC5-01659
Feb. 22-24 ........... Atlanta, GA.........................2248-EC5-01658
MARCH
March 5-7 ........... Boston, MA.........................2248-EC5-01730
March 12-14 ....... Garden Grove, CA...............2248-EC5-01663

APRIL
April 25-27 .......... Hartford, CT ........................2248-EC5-01690
MAY
May 2-4 .............. New York, NY .....................2248-EC5-01693
May 7-9 .............. Chicago, IL ..........................2248-EC5-01694
May 14-16 .......... Houston, TX ........................2248-EC5-01695
May 16-18 .......... Atlanta, GA.........................2248-EC5-01696
JUNE
June 4-6 .............. Philadelphia, PA .................2248-EC5-01706
June 18-20 .......... Dallas, TX ............................2248-EC5-01702
June 20-22 .......... Anaheim, CA ......................2248-EC5-01703
JULY
July 9-11 ............. Houston, TX ........................2248-EC5-01704
July 23-25 ........... Boston, MA.........................2248-EC5-01697

Oct. 27-Nov. 17, 2011 %#
Jan. 5-26, 2012 %#
March 8-29, 2012 %#
May 3-24, 2012 %#
July 12-Aug. 2, 2012 %#
1.2 CEUs/12 PDUs

July 30-Aug. 1 ..... San Diego, CA .....................2248-EC5-01711
AUGUST
Aug. 6-8 .............. New York, NY .....................2248-EC5-01712
Aug. 15-17 .......... Dallas, TX ............................2248-EC5-01715
Aug. 27-29 .......... Chicago, IL ..........................2248-EC5-01713

79
MANAGEMENT
Also available as a
Live Online Seminar
Making the Transition

from Staff Member to Supervisor
An AMA
Blended
Learning
Seminar
SEMINAR #2243
Effectively and smoothly manage the change in your role and your responsibilities. This seminar will
A Blend of Dynamic
Live Training
& Online Tools
PREPAREYOUFORACOMPLETECHANGEOFRESPONSIBILITIESANDHELPYOUPLANFORTHECHALLENGESAHEAD9OULLCOMEAWAY
WITHABETTERUNDERSTANDINGOFWHATYOURBOSSPEERSSTAFFANDCOMPANYEXPECTFROMYOU4HEINVALUABLESETOFTOOLS
in this seminar will prepare you to assume that all-important first supervisory role with greater confidence and success.

N
N
N
N
N
N
N
Understand your new rolefrom your

PERSPECTIVEANDTHOSEOFYOURBOSSPEERS
and subordinates
Establish a presence and build credibility
&LEXYOURINDIVIDUALSTYLEWITHEASE
$ELEGATETASKSTOOTHERSFOCUSINGONCLEAR
quality standards
Implement a feedback system
Tailor training to individual employees
5NDERSTANDWHATMOTIVATESPEERS
employees and superiors
Gain awareness of basic laws and
regulations as they apply to performance
REVIEWSINCLUDING%/%AND!$!
Gain techniques and strategies to manage
your time and schedule your workload
WHAT YOU WILL COVER

Letting Go of Your Former Role
N
How to manage the change process
N
Challenges and pitfalls to avoid
N
%XPECTATIONSOFYOURDIRECTREPORTSYOUR
boss and your former peers
Dening Your Personal Behavioral Style
N
Your behavioral style preferences
N
(OWTOBESTCOMMUNICATEWITHBOSSES
peers or employees
N
!DJUSTPERSONALBEHAVIORALSTYLESTOBUILD
better working relationships
Setting Goals for Yourself and Others

N
How to set SMART goals that allow you to
measure progress accurately
N
0ROJECTDELEGATIONANDBARRIERS
Legal Consideration for Supervisors
N
Basic laws governing performance reviews
N
Your obligations as a supervisor
Giving and Receiving Feedback
N
Supportive vs. corrective feedback
N
Guidelines to improve coaching
relationships
N
How to receive feedback constructively
Training Your Employees
N
Adult learners and learning styles
N
Techniques to develop your employees and
assess your training resources
How to Motivate Effectively
N
Motivational tools and workplace issues
N
2ELATEMOTIVATIONTOSTYLEGOAL SETTINGAND
communication preferences
Time Management
N
Important vs. urgent using the prioritizing
model
N
How to manage and protect your time
Faculty
Spotlight*
Lawrence N. Libauer specializes
in organizational development,
management training, labor relations,
employment discrimination issues
and human resources. He has
authored one of the 25 Best of
the Best case studies in The AMA
Trainers Activity Book (AMACOM,
2004) and served on the Human
Resources Certication Institute
(HRCI) team that writes and edits
questions for the SPHR and PHR
certication examinations
management experts.
WHO SHOULD ATTEND

Newly promoted supervisors with less than
one year of experience in this position.
Schedule
Nov. 3-4 .............. New York, NY .....................2243-EC5-00811
Nov. 7-8 .............. Chicago, IL ..........................2243-EC5-00812
Nov. 17-18 .......... Parsippany, NJ.....................2243-EC5-00815
Dec. 1-2............... New York, NY .....................2243-EC5-00816
Dec. 5-6............... Chicago, IL ..........................2243-EC5-00817
Dec. 5-6............... Houston, TX ........................2243-EC5-00818
Jan. 12-13 ........... New York, NY .....................2243-EC5-00821
Feb. 13-14 ........... New York, NY .....................2243-EC5-00825
Feb. 16-17 ........... Chicago, IL ..........................2243-EC5-00826
80

April 26-27 .......... Las Vegas, NV .....................2243-EC5-00843
Apr. 30-May 1 ..... Chicago, IL ..........................2243-EC5-00844
May 7-8 .............. New York, NY .....................2243-EC5-00845
June 4-5 .............. Los Angeles, CA ..................2243-EC5-00849
June 14-15 .......... Dallas, TX ............................2243-EC5-00852
June 21-22 .......... Philadelphia, PA .................2243-EC5-00853
Aug. 2-3 .............. New York, NY .....................2243-EC5-00858
Aug. 13-14 .......... Chicago, IL ..........................2243-EC5-00859

Sept. 29-Oct. 20, 2011 %#
Jan. 12-Feb. 2, 2012 %#
Apr. 12-May 3, 2012 %#
July 19-Aug. 9, 2012 %#
1.2 CEUs
2 days/1.2 CEUs
LE A DER SHIP
The 7 Habits of Highly Effective

People for Managers 2- DAY WO RK SH O P
MANAGEMENT
SEMINAR #2602
By FranklinCoveynow available through AMA.

The 7 Habits of Highly Effective People courses are based on the teachings of Dr. Stephen R. Covey.
Cultivate effectiveness, lead with excellence and transform your team

for breakthrough results. .ATIONALSURVEYS
OFTHOUSANDSOFEMPLOYEESDISCLOSED
Faculty
THATWHILEMANYPEOPLEWORKHARDTHEYAREWORRIEDABOUTTHEIRLACKOFEFFECTIVENESS
Survey results indicate:
1.,ESSTHANOFYOURTEAMSTIMEISSPENTONTHECOMPANYSMOST
IMPORTANTOBJECTIVES
2. Only 14% of employees feel they are contributing to company success
3.,ESSTHANHALFOFYOURTEAMKNOWCOMPANYSGOALS
Spotlight*
Jennifer Cohen has extensive experience
in training and human resources
development. She works with clients
in a wide range of industries including
nance, technology, health care and
medical. She is afliated with the OD
Learning Group, Boston Facilitators
Roundtable, Association of Career
Professionals International and the
International Coaching Federation.
2ESULTSOFX13URVEYSCONDUCTEDBY(ARRIS)NTERACTIVE
4HEPROBLEMSARENOTLIMITEDTOONEINDUSTRY
ONEGEOGRAPHICLOCATIONONEECONOMIC
group or even one age group. They are
common to all. Workers have too many
assigned tasks and too many competing
PRIORITIES0EOPLECANTIDENTIFYKEYGOALS
ANDTHEREFORECANTDELIVEREXCELLENTRESULTS
)NDIVIDUALSEVENENTIREDEPARTMENTSLACK
open communication. Crises are often reacted
TOWITHFASTLESS THAN EFFECTIVEDECISIONS
The good news is that changing ineffective
behaviors to effective behaviors will benet
everyone in your organization. The 7 Habits
can help you to not only better manage
YOURSELFBUTLEARNTOLEADOTHERSANDUNLEASH
team potential. Attend this powerful 2-day
workshop and discover the same principles
THATHAVELEDTHEWORLDSFOREMOSTBUSINESS
leaders to the professional and personal
success they dreamed of.
WHAT YOU WILL COVER

N

N
Dene the contribution you want to make and

what you want to accomplish as a manager
Enhance your leadership abilities and reach
your full potential
Judge the goals your efforts should be
focused on using daily and weekly planning
Communicate effectively and raise the levels
of trust and fulllment within your team
Build better relationships and become more
effective as a manager
Habit 1: Be ProactiveBecome a
RESOURCEFULINNOVATIVEMANAGERWHO
quickly accomplishes goals and motivates
team members to get things done
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&OCUSON
top priorities and be regarded for followthrough and organizational skills; eliminate
the unimportant
Habit 4: Think Win-WinCultivate
enthusiasm with performance measurements
that satisfy both employee and employer
goals; share recognition and success
Habit 5: Seek First to Understand, Then
Be Understood'IVEHONESTACCURATE
feedback that develops trust and understand
the physical components of communication
and how they impact the message
Habit 6: SynergizeUnderstand how
differences can contribute to innovative
SOLUTIONSMAXIMIZEOPINIONSPERSPECTIVES
and backgrounds
Habit 7: Sharpen the SawMaintain and
increase effectiveness by renewing yourself
mentally and physically
*All faculty are trained experts in FranklinCoveys

7 Habits of Highly Effective People curriculum.
WHO SHOULD ATTEND

Managers who are seeking to become more
EFlCIENTBUILDBETTERRELATIONSHIPSANDHELP
their organization succeed.
ATTENDEES WILL RECEIVE

N

Audio CDThis best-selling audio book
provides the basis for the concepts taught in
the course.
Participant Guidebooka manual lled
with examples and exercises.
Management Essentialsa book of
resources for dealing with management
challenges.
Stephen R. Covey is a globally respected leadership

authority. His international bestseller, The 7 Habits
of Highly Effective People, was named one of the
10 most influential management books ever by Forbes
magazine. It is the bestselling audio book in history.

Institute (PMI).
Schedule
Nov. 7-8 .............. New York, NY .....................2602-EC5-00080
Nov. 10-11 .......... Atlanta, GA.........................2602-EC5-00082
Nov. 14-15 .......... Chicago, IL ..........................2602-EC5-00083
Dec. 1-2............... New York, NY .....................2602-EC5-00084
Dec. 5-6............... Anaheim, CA ......................2602-EC5-00085
Dec. 8-9............... Dallas, TX ............................2602-EC5-00095
Dec. 12-13........... Chicago, IL ..........................2602-EC5-00086
Jan. 23-24 ........... Chicago, IL ..........................2602-EC5-00088
Jan. 30-31 ........... Phoenix, AZ ........................2602-EC5-00096

Feb. 23-24 ........... New York, NY .....................2602-EC5-00090
April 23-24 .......... Seattle, WA .........................2602-EC5-00114
Apr. 30-May 1 ..... San Francisco, CA ...............2602-EC5-00101
May 10-11 .......... New York, NY .....................2602-EC5-00105
May 21-22 .......... Chicago, IL ..........................2602-EC5-00102
May 31-June 1 .... Atlanta, GA.........................2602-EC5-00103
June 11-12 .......... Garden Grove, CA...............2602-EC5-00104
June 21-22 .......... Boston, MA.........................2602-EC5-00107

July 9-10 ............. Newport Beach, CA ............2602-EC5-00100
July 26-27 ........... Dallas, TX ............................2602-EC5-00109
Aug. 9-10 ............ New York, NY .....................2602-EC5-00110

81
MANAGEMENT
Confronting the Tough

Stuff: Management Skills for
Supervisors
SEMINAR #2140
Successfully manage timely real-life challenges

and increase your effectiveness as a leader. In our
RAPIDLYCHANGINGBUSINESSENVIRONMENTSTICKYSITUATIONSARE
bound to arise. Now you can prepare for the unexpected
with renewed problem-solving skills and enhanced confiDENCE9OULLROLE PLAYREAL LIFESITUATIONSTHATCHALLENGEYOUR
solid management skills as you handle the issues of today:
TEAMDYSFUNCTIONMEDIATIONBETWEENDIFFICULTEMPLOYEES
and coping and working through survivor shock from
REORGANIZATIONMERGERSANDACQUISITIONS
Leadership Skills for

Supervisors SEMINAR #2517
Develop your own leadership game planbecome
a take-charge supervisor. This seminar will explore how
supervisors can maintain technical expertise while demonstrating the right type of leadership. It will give you the
PERSONALINTERPERSONALANDGROUPSKILLSTOBEINFLUENTIALIN
ONE ON ONESITUATIONSFACILITATEGROUPPERFORMANCEAND
become an overall effective leader.
N
N
N

-ASTERPRACTICALPROVENTECHNIQUESFORDEALINGWITH
UNCOMFORTABLECHALLENGINGSITUATIONS
N
Become skilled at avoiding potentially litigious situations
N
Write a difcult-to-create performance evaluation
N
Enhance your team-coaching skills
N
Overcome communication barriers to productivity
N
Understand how to supervise while coping with survivor shock
N
WHAT YOU WILL COVER
$EVELOPINTERPERSONALSKILLSTHATHELPYOUCOMMUNICATELISTEN
and handle conicts
Become more effective at inuencing others
!CCOMPLISHGOALSANDCONTROLOUTCOMESWHENDEALINGWITHSTAFF
PEERSMANAGEMENTANDOTHERDEPARTMENTS
Learn how to work with groups and teams to solve problems and
ACCOMPLISHPROJECTS
Hold performance discussions that result in changed behavior
and enhanced productivity
Analyze your own style of behavior and recognize your strengths/
weaknesses
WHAT YOU WILL COVER

N
How to empower yourself and your staff

How to build credibility and trust
Analyze effective listening processes and skills
Learn participative leader skills and techniques
The three steps of the continuous performance
appraisal process
#OACHINGMENTORINGANDHOWTOGIVECONSTRUCTIVEFEEDBACK
Decision-making tools for effective leadership
Teams vs. work groups: learning to lead and build personal
effectiveness
How to coach uncooperative employees

N
Constructive and destructive conict and how to capture
CONmICTSBENElTS
N
Techniques for using conict to increase cohesion
N
The 4 stages of mediation
N
Learn to effectively delegate to reluctant staffers
N
Motivate survivors: strategies for helping employees overcome
organizational and interpersonal obstacles to performance
N
(OWTOWRITEHELPFULLEGALLY SOUNDPERFORMANCEAPPRAISALS
WHO SHOULD ATTEND
WHO SHOULD ATTEND
-ANAGERSANDSUPERVISORSWITHTWOTOlVEYEARSOFEXPERIENCE
PROCESSANDPRODUCTIONSUPERVISORSANDALUMNIOF!-!S
Management Skills for New Managers, Management Skills for
New Supervisors and Making the Transition from Staff Member
to Supervisor.
3UPERVISORSWHOATTENDTHISSEMINARWILLDEVELOPTHEINDIVIDUAL
group and one-on-one leadership skills they need to keep up with
their evolving management roles and responsibilities.
N
N
N
N
N
N
Schedule
Nov. 3-4 ............................ New York, NY ............................................2140-EC5-00123
May 17-18 ........................ Chicago, IL.................................................2140-EC5-00135
July 12-13 ......................... Cincinnati, OH ...........................................2140-EC5-00137
2 days/1.2 CEUs
82
Schedule
Nov. 28-30 ........................ Chicago, IL.................................................2517-EC5-00553
Dec. 19-21......................... New York, NY ............................................2517-EC5-00554
Feb. 29-Mar. 2 ................... Arlington, VA .............................................2517-EC5-00555
May 2-4 ............................ Atlanta, GA ...............................................2517-EC5-00561
3 days/1.8 CEUs
MANAGEMENT
Making the Transition to Management

SEMINAR #2231
Now that youve been promoted, do you know how to be the boss? This seminar will help you lay the foundation
for your management career and provide you with easy-to-apply tools you need to make a successful transition into your new
ROLE)NJUSTTWODAYSYOUWILLGAINTHEPRACTICALKNOW HOWYOUNEEDANDTHECONFIDENCEYOUWANTTOSTEPINASANEFFECTIVE
new manager.
Increasing Your Personal Effectiveness
N
5NDERSTANDYOURSELFINCLUDINGEMOTIONAL
intelligence
N
Know the business: operational and tactical
PLANNINGACTIONORIENTATION
N
Understand others: strengthen
COMMUNICATIONROLESANDRESPONSIBILITIES
Self-Assessment: Identify perceived strengths
and areas for development

Understand your new roles and
responsibilities
N
Increase self-condence and awareness
N
Recognize the complexities of a work unit
N
Work more effectively with your new team
and former peers
N
Determine appropriate methods to manage
boss relationships
N
%STABLISHPERSONALTRUSTCREDIBILITYAND
accountability
N
"UILDRELATIONSHIPSWITHEFFECTIVEmEXIBLE
communication styles
N
Plan and organize work to align with
business need and resources
N
Leverage the talents of others to maximize
results
N
Building Effective Relationships

N
Identify your DISC style
N
Recognize contributions and challenges of
different styles
N
Understand foundation skills for managers
to communicate effectively
N
Determine appropriate methods to manage
boss relationship
N
Develop foundation for communication
effectiveness
N
Identify communication approaches to ex
with different styles and situations
WHAT YOU WILL COVER

Adopting a New Manager Mindset
N
Dene new manager roles and
responsibilities
N
Recognize challenges and opportunities
new managers face
N
Shift from individual contributor to
manager
N
Understand behaviors and boundaries
N
Know expectations others have for
YOUBOSSSUBORDINATESPEERSCLIENTS
Planning and Organizing

N
Use a structured approach to plan and
organize work
N
Understand SMART goals and initiatives
N
Identify management expectations in a
work assignment
N
/VERVIEWOFDELEGATIONTECHNIQUES
knowledge and attitudes
N
Apply methods to set priorities
N
Create solutions to management challenges
Faculty
Spotlight*
Jean Bruno is a learning facilitator
and trainer with over 20 years
diverse business experience in roles
including organization development
consultant, certied professional
coach and human performance
manager. Ms. Bruno completed
her undergraduate work at the
University of Illinois-Chicago and her
graduate work at Loyola UniversityChicago where she received her
masters degree in Organization
Development.
management experts.
WHO SHOULD ATTEND

Newly appointed or prospective managers
with less than one year of management
experience.
Good management consists in showing average

people how to do the work of superior people.
John D. Rockefeller
Schedule
Nov. 3-4 .............. Atlanta, GA.........................2231-EC5-00476
Nov. 14-15 .......... Chicago, IL ..........................2231-EC5-00478
Nov. 17-18 .......... New York, NY .....................2231-EC5-00477
Dec. 8-9............... New York, NY .....................2231-EC5-00481
Dec. 15-16........... Boston, MA.........................2231-EC5-00491
Jan. 12-13 ........... New York, NY .....................2231-EC5-00492
Jan. 30-31 ........... Chicago, IL ..........................2231-EC5-00494
Feb. 13-14 ........... New York, NY .....................2231-EC5-00482

April 30-May 1 .... Chicago, IL ..........................2231-EC5-00498
May 3-4 .............. New York, NY .....................2231-EC5-00499
May 24-25 .......... Lake Buena Vista, FL ...........2231-EC5-00500

Aug. 9-10 ............ New York, NY .....................2231-EC5-00508
Aug. 27-28 .......... Cincinnati, OH ....................2231-EC5-00510
2 days/1.2 CEUs
83

SEMINAR #2238
Be the boss youd like to

An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
A great boss is a person with clear

focus and resilience under pressure.
Someone who sets fair and objective
performance expectations. Someone
whos flexible, engaging and enthusiastic. The kind of boss who brings
out the best in people.
This highly interactive course is designed to

help you master critical skills to help you become the best boss you
can beso you and your team can achieve real success. In-depth
skills practice using the Situational Leadership II model combined
WITHINTERACTIVEACTIVITIESTAKEYOUTHROUGHTHEPACESOFMOTIVATION
DELEGATIONCOACHINGCOMMUNICATIONPERFORMANCEMANAGEMENT
ANDLEADERSHIP9OUWILLBEABLETOIMPROVEONKEYWEAKNESSAREAS
ADJUSTYOURMANAGEMENTSTYLEPLAYTOYOURSTRENGTHSANDGETTHE
best results from every member of your team.

Gain a deeper understanding of your roles and responsibilities
Improve communication to effectively set expectations for
yourself and your direct reports
N
Adapt your style to the needs of individual team members
N
Communicate organizational goals that get results
N
Apply delegation strategies to increase motivation and
productivity
N
5SEEFFECTIVECOACHINGTECHNIQUESTOMAXIMIZEYOURTEAMS
performance
N
N
HAVE YOU MASTERED THESE FIVE CRUCIAL COMPETENCIES?
If you dont delegate, youll drown. Do you know how

best to distribute the work and to whom?
Your direct reports look to you for answers. Are you

putting out their fires, or coaching them for performance
and development?
Do you treat performance management as an

ongoing process, or as a once-a-year report for the HR file?
How do your emails and phone calls come across?
Do you know how to communicate appropriately in every
situation?
Do you know how much or how littlemanaging it

takes to motivate each member of your team?
3EE+EN"LANCHARDSSituational Leadership II (SLII ) a model for developing
people and a way for leaders to help their employees become self-reliant achievers.
4OBETRULYEFFECTIVELEADERSSTYLESMUSTADAPTTOTHESKILLSANDCOMMITMENTOFTHE
PEOPLETHEYWANTTOINmUENCE7ITHSOMEPEOPLEMANAGERSHAVETOPROVIDEAGREAT
DEALOFDIRECTION7ITHOTHERSENCOURAGEMENTANDAPPRECIATIONTRIGGERTHEBEST
results. Still others deliver their best when allowed to take the ball and run with it.
Situational Leadership II helps managers become more exible and responsive to their
EMPLOYEESNEEDS&ORMOREINFORMATIONONA DAYSEMINARSEEPAGE
84
WHAT YOU WILL COVER

Your Role as Manager
N
Identifying qualities and abilities required for effective management
N
Understanding your role and responsibilities as manager
N
Learning to transition from individual contributor to manager
N
Knowing how to work effectively with a multigenerational
workforce
N
Understanding the nuances of managing remote teams
Performance Management
N
Identifying the challenges to effective performance management
N
#ONDUCTINGPERFORMANCEPLANNINGFACILITATIONANDEVALUATION
N
0RACTICINGTHESKILLOFSETTINGGOALSPROVIDINGEFFECTIVEFEEDBACK
and conducting alignment discussions
Effective Communication
N
Recognizing what effective communication really is
N
Knowing the barriers that can cause derailment and
misunderstanding
N
Getting a rm grasp of the 5 building blocks of managerial
communication
N
Learning to match the right communication method with your
communication goal
N
Identifying the challenges and practices when communicating
virtually
MANAGEMENT
New Managers
Also available as a
Live Online Seminar

See page 6 or visit
work for
Understanding and Appreciating
Situational Leadership II: The Art of
Inuencing Others
N
(OWTODEVELOPPEOPLEVALUEDIFFERENCES
and encourage honest communication
N
Developing your leadership style to gain
commitment from your employees
N
Matching your leadership style to your
EMPLOYEESDEVELOPMENTALNEEDS
Coaching for Performance
N
Knowing the importance of coaching
N
Practicing coaching and correcting difcult
and challenging behaviors
N
Using the AMA Coaching Guide for
managing a coaching discussion
N
Identifying the differences between
coaching and discipline
Creating Motivational Climate
N
Dening motivation and your role in
creating a motivational setting
N
The costs of demotivation
N
N
Elements of the motivational process

Creating your own practice for building a
motivational climate
Delegation for Growth and Development

N
Different types of delegation
N
How to conduct an effective delegation
conversation
WHO SHOULD ATTEND

Managers with one to three years of
management experience.

Institute (PMI).
Faculty
Spotlight*
Desiree Saddler has over 18 years
experience in human resources, training
and development. Prior career experience was acquired through positions
with FranklinCovey Co., Los Angeles
Ofce of Education, Automobile Club
of Southern California, American Red
Cross, Nestl USA, R&G Sloane Manufacturing, United Way, Inc. and Home
Savings of America. Among her numerous certications are National Instructor, American Red Cross and Certied
Instructor, Achieve Global.
management experts.
Schedule
NOVEMBER
Nov. 2-4 .............. New York, NY .....................2238-EC5-01897
Nov. 14-16 .......... Boston, MA.........................2238-EC5-01900
Nov. 14-16 .......... Philadelphia, PA .................2238-EC5-01899
Nov. 14-16 .......... Pittsburgh, PA .....................2238-EC5-01902
Nov. 30-Dec. 2 ..... Hartford, CT ........................2238-EC5-01906
Nov. 30-Dec. 2 ..... Houston, TX ........................2238-EC5-01903
DECEMBER
Dec. 5-7............... Atlanta, GA.........................2238-EC5-01908
Dec. 5-7............... Cincinnati, OH ....................2238-EC5-01909
Dec. 7-9............... Chicago, IL ..........................2238-EC5-01905
Dec. 7-9............... Seattle, WA .........................2238-EC5-01892
Dec. 14-16........... Kansas City, KS ...................2238-EC5-01901
Dec. 19-21........... New York, NY .....................2238-EC5-01911
JANUARY
Jan. 9-11 ............. New York, NY .....................2238-EC5-01915
Jan. 9-11 ............. San Francisco, CA ...............2238-EC5-01913
Jan. 18-20 ........... Chicago, IL ..........................2238-EC5-01916
Jan. 18-20 ........... Denver, CO..........................2238-EC5-01917
Jan. 25-27 ........... Durham, NC ........................2238-EC5-01924
Jan. 25-27 ........... Las Vegas, NV .....................2238-EC5-01954
FEBRUARY
Feb. 1-3 ............... New York, NY .....................2238-EC5-01919
Feb. 6-8 ............... Chicago, IL ..........................2238-EC5-01920
Feb. 8-10 ............. Atlanta, GA.........................2238-EC5-01921
Feb. 22-24 ........... Los Angeles, CA ..................2238-EC5-01926
Feb. 27-29 ........... Boston, MA.........................2238-EC5-01942
Feb. 27-29 ........... Indianapolis, IN...................2238-EC5-01955
MARCH

March 19-21 ....... Cincinnati, OH ....................2238-EC5-01934
March 19-21 ....... Philadelphia, PA .................2238-EC5-01943
March 26-28 ....... Seattle, WA .........................2238-EC5-01932
APRIL
April 2-4 .............. Denver, CO..........................2238-EC5-01957
April 9-11 ............ Kansas City, KS ...................2238-EC5-01969
April 25-27 .......... Phoenix, AZ ........................2238-EC5-02014
Apr. 30-May 2 ..... Boston, MA.........................2238-EC5-01965
MAY
May 9-11 ............ Pittsburgh, PA .....................2238-EC5-01970
May 16-18 .......... Garden Grove, CA...............2238-EC5-01973
May 16-18 .......... Memphis, TN.......................2238-EC5-01958
May 21-23 .......... New York, NY .....................2238-EC5-01971
May 30-June 1 .... Chicago, IL ..........................2238-EC5-01974
May 30-June 1 .... Hartford, CT ........................2238-EC5-01975
JUNE
June 4-6 .............. Seattle, WA .........................2238-EC5-01977
June 25-27 .......... Cincinnati, OH ....................2238-EC5-01982

Nov. 29-Dec. 20, 2011 %#
Feb. 28-Mar. 20, 2012 %#
May 1-22, 2012 %#
July 10-31, 2012 %#
1.2 CEUs
JULY
July 9-11 ............. Minneapolis, MN ................2238-EC5-01985
July 16-18 ........... Philadelphia, PA .................2238-EC5-01987
July 18-20 ........... Austin, TX ...........................2238-EC5-01988
July 23-25 ........... Durham, NC ........................2238-EC5-01990
July 25-27 ........... Denver, CO..........................2238-EC5-01991
July 30-Aug. 1 ..... Arlington, VA ......................2238-EC5-01992
AUGUST
Aug. 1-3 .............. Boston, MA.........................2238-EC5-01993
Aug. 6-8 .............. Chicago, IL ..........................2238-EC5-01994
Aug. 8-10 ............ New York, NY .....................2238-EC5-01996
Aug. 13-15 .......... Kansas City, KS ...................2238-EC5-01997
Aug. 27-29 .......... Atlanta, GA.........................2238-EC5-02000

85
MANAGEMENT
Also available as a
Live Online Seminar
Managing a World-Class
IT Department SEMINAR # 6547
An AMA
Blended
Learning
Seminar
You manage the most critical operation in the

organization. AMA can help. Effectively run the IT
DEPARTMENTMAKEGOODMANAGEMENTANDTECHNICALDECIsions and leverage your resources to support the business
and enhance organizational profitability.
/PERATIONALEXPERTISEISKEYSOOFTHESEMINARFOCUSESONlNANCE
ANDOPERATIONSWHILEISDEVOTEDTOPEOPLESKILLS

Help your IT team meet and exceed organizational requirements
N
Understand what it takes to excel as an IT manager
N
!CQUIREBUDGETINGFORECASTINGANDSCHEDULINGSKILLS
N
Recognize the benchmarks and framework of a management
position in IT
N
,EARNCONCEPTSPROCESSESANDDOCUMENTATIONNECESSARYFOR
superior managerial performance
N
5NDERSTANDTHEBASICPRINCIPLESOFPROJECTMANAGEMENTAND
business analysis as these professions relate to IT
N
WHAT YOU WILL COVER

Challenges facing IT departments
)NmUENCINGPEERSDIRECTREPORTSANDOTHEREMPLOYEESMAKING
your position more powerful
N
4HE)4MANAGERSJOBLEADINGANDMANAGINGTHEDEPARTMENTAND
its daily operations
N
Developing an IT strategic plan and budget
N
Linking corporate strategy with IT strategy and implementation
N
Decision-making tools for best vendor selection
N
Balancing daily operations with ongoing improvements
N
Pinpointing weaknesses and improving team performance
N
5NDERSTANDINGTHEROLEOFBUSINESSANALYSISPROJECTMANAGEMENT
concepts and processes
N
Strategies and metrics for measuring IT performance
N
Responding effectively to industry trends
N
N
A Blend of Dynamic
Live Training
& Online Tools
Managing Todays
IT and Technical
Professionals
SEMINAR #2285
You have the experience and the

technical skills. Now add the management knowhow to drive results. Managing technical professionals
DEMANDSAWHOLENEWSETOFSKILLS)NJUSTTHREEDAYSYOULL
LEARNHOWTOGETYOURPROJECTTEAMSWORKGROUPSANDTASK
forces working together more efficiently and productively.
Understand what drives or motivates technical people
Develop a broader organizational perspective
N
Learn which combination of best management approaches works
best for your team
N
!LIGNTHETECHNICALPROFESSIONALSGOALSWITHBUSINESSGOALS
N
Analyze performance based on business requirements
N
N
WHAT YOU WILL COVER

N
N
N
N
N
N
Using the MBTI Instrument to understand your type and the

working styles of those you manage
How the characteristics of the typical IT and technical
professional affects your management actions
Planningthe foundation of managing technical pros
#OMMUNICATING making decisions with technical professionals
$ELEGATINGMOTIVATINGANDCOACHING
Choosing talented technical professionals
Managing progress and evaluating performance
WHO SHOULD ATTEND

IT and technical professionals who have beenor are about to
BEPROMOTEDTOAMANAGEMENTPOSITIONEXPERIENCEDMANAGERS
who are new to the technical environment.
WHO SHOULD ATTEND

Institute (PMI).
)4MANAGERSBUSINESSANALYSTSINFRASTRUCTUREMANAGERSDATABASE

administrators and master IT architects.
4OFOCUSONPEOPLESKILLSCONSIDERSEMINARManaging

Todays IT and Technical Professionals on the right.
Institute (PMI).
Schedule
Dec. 12-14......................... New York, NY ............................................6547-EC5-00120
Feb. 13-15 ......................... Arlington, VA .............................................6547-EC5-00121
May 9-11 .......................... San Francisco, CA ......................................6547-EC5-00123

86
Schedule
Nov. 7-9 ............................ Chicago, IL.................................................2285-EC5-00451
3 days/1.8
CEUs/18 PDUs
$2,195/AMA
Members $1,995
AMA Members
save $200.

-ONDAY PM%4s,ESSONS
Jan. 23-Feb. 13, 2012 %#
April 2-23, 2012 %#
July 9-30, 2012 %#
1.2 CEUs
MANAGEMENT
Delegation Boot Camp

SEMINAR #2819
Dont work harder, work smarter! 4HISFAST PACEDINTENsive 1-day seminar gives you real-world practice in delegation
STRATEGIESTHATWILLREDUCEYOURSTRESSLEVELEMPOWERYOURSTAFF
and build morale. Put this delegation skills training to work for
YOUTOPINPOINTTHERIGHTTASKTHERIGHTTIMEANDTHERIGHTPERson to help you maximize productivity for you and your team.
Exhibit greater competence and condence in assigning work
and responsibilities
N
&OSTERGREATERTEAMWORKCOOPERATIONANDCOLLABORATIONTHROUGH
clear delineation of roles and authority
N
Prevent miscommunication when setting tasks and expectations
N
Inuence team members to share your responsibilities
N
Empower and motivate staff to handle more difcult assignments
N
WHAT YOU WILL COVER
Coaching and Counseling

for Outstanding Job
Performance SEMINAR #2246
Empower every employee to become more effective, productive and committed. Every employee can
REACHHIGHERLEVELSOFPERFORMANCEINCLUDINGYOURAVERAGE
and best performers. What they need is a coach who can
ROUTINELYMANAGETHINKANDINTERACTINWAYSTHATMAXIMIZE
their individual effectiveness. This is your seminar to get their
discretionary efforts and get the most out of your team.
N
N
N
The repercussion of poor delegation on performance and how to

avoid common mistakes
N
$ELEGATIONBASICSWHATTOASSIGNWHOTOSELECTWHENTOSTART
how to maintain control and give feedback
N
How to delegate to a group
N
#OMMUNICATIONISSUESCHECKPOINTSANDTASK RELATEDSUPPORT
N
(OWTOOVERCOMERELUCTANCERESISTANCEANDLACKOFMOTIVATION
N
Delegating without authority
N
Quality management and accountability
N
Control and follow-up procedures (without micromanaging)
N
(OWTORECOGNIZEREINFORCEANDREWARDPERFORMANCE
N
0RACTICEROLE PLAYCASESTUDIESANDSCRIPTANALYSIS
Minimize repeat performance failures

Close the gaps between current and desired outcomes
Assist and challenge your best performers to greater levels of
success
Integrate coaching seamlessly into everyday interaction
WHAT YOU WILL COVER
WHO SHOULD ATTEND
-ANAGERIALCOACHINGWHYANDHOWITWORKS
Tools and skills in support of coaching
N
AMA guide to managerial coaching process
Gather data on performance
Understand the impact
Interview to discuss recent performance
Develop an action plan for constructive change
Execute plan; examine progress
N
Individual and team coaching
N
Issues related to effective coaching
N
How to shift your mindset from a boss to a coach
N
Create a performance expectations planner
-ANAGERSSUPERVISORSPROJECTMANAGERSANDTEAMLEADERSWHO

have direct reports or who work in a team environment.
WHO SHOULD ATTEND
N
N
Managers who want to improve results and get discretionary

efforts from their team.
Seminar Feature: Partner activity and coaching lab to reinforce
learning and application.
www.hrci.org.
Schedule
Schedule
Nov. 4 ................................ Chicago, IL.................................................2819-EC5-00137

Nov. 11 .............................. Arlington, VA .............................................2819-EC5-00138
Dec. 8 ................................ New York, NY ............................................2819-EC5-00139
Dec. 9 ................................ San Francisco, CA ......................................2819-EC5-00140
Feb. 29 .............................. Chicago, IL.................................................2819-EC5-00159
April 16 ............................. New York, NY ............................................2819-EC5-00153
June 1 ............................... Arlington, VA .............................................2819-EC5-00155
July 13............................... New York, NY ............................................2819-EC5-00156
Aug. 6 ............................... Chicago, IL.................................................2819-EC5-00157

Dec. 7-9............................. New York, NY ............................................2246-EC5-00270
Feb. 29-March 2 ................ San Francisco, CA ......................................2246-EC5-00278
April 2-4 ............................ Boston, MA ...............................................2246-EC5-00279
May 9-11 .......................... Atlanta, GA ...............................................2246-EC5-00280
Aug. 20-22 ........................ San Diego, CA ...........................................2246-EC5-00283
1 day/.6 CEU
3 days/1.8 CEUs
87
Successfully Managing
SEMINAR #2295
Be the catalyst to propel

An AMA
Blended
Learning
Seminar
Transform resistance into

support and increase
productivity.
Utilizing extensive practice in the

PRINCIPLESOFEMOTIONALINTELLIGENCE
Successfully Managing People
A Blend of Dynamic
underscores the importance of selfLive Training
awareness in developing sensitivity
& Online Tools
and increased communication effecTIVENESSWITHOTHERS9OULLLEAVETHIS
3-day seminar well-versed in the most effective methods
FORDEALINGWITHDIFlCULTPEOPLEWINNINGCOOPERATION
ANDTRUSTANDENSURINGTHATYOURPEOPLESVALUESAND
YOURORGANIZATIONSGOALSAREINSYNC

Motivate and direct the employees you rely on
EVENWHENTHEYDONTSHAREYOURVALUES
N
!DJUSTYOURMANAGEMENTANDPERSONALSTYLETOTHE
needs of different situations
N
Get more done by using the appropriate delegation
techniques for any given situation
N
Resolve conict more effectively in a wide variety of
situations
N
Turn difcult people and poor performers into team
players
N
Win cooperation and trust from everyone in your
organization
N
)NCREASEYOURCONlDENCELEADERSHIPSKILLSANDPERSONAL
ANDPROFESSIONALSATISFACTIONINYOURJOB
N
DO YOU KNOW HOW TO GET THE MOST

OUT OF YOUR TEAM?
Are you able to:
Successfully manage high-maintenance employees?
Keep your cool when things go wrong?
N Create team synergy between new hires and old-timers?
N
N
Are you:
Adaptive in a crisisor a victim to stress?
N A confident or reluctant delegator?
N A motivator or a taskmaster?
N
Do you know how to:

Deliver bad news without creating bad feelings?
Encourage excellence in a culture of no-change?
N Create the perfect team with the people you already have?
N
N
WHO SHOULD ATTEND

Managers and individuals with management responsibilities whose
SUCCESSDEPENDSONCLEARCOMMUNICATIONACOOPERATIVEATTITUDEAND
commitment to shared goals.
WHAT YOU WILL COVER

The Experience of Being a Manager
N
(OWTOGETPEOPLETOWANTTODOWHATTHEYRE
supposed to do
N
Specic challenges you face when motivating others
Values
N
Values and their impact on work life
N
How values can have productive and nonproductive
results
N
Identify value conicts
Personal Styles
N
Determine your own personal style prole
N
Gain insight into the strengths and limitations of
your prole
N
5SEBEHAVIORALCLUESTODETERMINEOTHERSPERSONALSTYLES
N
How to work more effectively with others
Motivation
N
Motivational factors and their impact on behaviors
and work settings
N
How to tailor your motivational efforts to individual
employees and situations
88
MANAGEMENT
People
Also available as a
Live Online Seminar

See page 6 or visit
your team forward

Listening, Body Language, Giving
Feedback and Dealing with Difcult
People
N
Use active listening to gain information and
UNDERSTANDEMPLOYEESPERSPECTIVES
N
Apply positive and corrective feedback
N
Use appropriate values alignment when
dealing with difcult employees
Understanding Organizational
Culture and Subculture
N
The impact of organizational culture
and subculture and cultural blinders
N
Explore the assumptions that impact your
TEAMSTHINKINGANDACTIONS
N
Identify and build on the strengths of your
TEAMSCULTURE
Conict
N
The dimensions of conict management
N
Identify your own preferred conictresolution styles
N
Analyze conict-management techniques
Emotional Intelligence
N
The components of emotional intelligence
N
Gain an honest and accurate assessment
of yourself
N
Develop an improvement strategy
Delegation
N
Different delegation styles: how and when
to use them
N
Determine the appropriate delegation
strategies for employees and situations
Ethical Leadership
N
)DENTIFYYOURGROUPSVALUES
N
Your vision for ethical leadership
0LEASEBESURETOSEE!-!SIMPORTANTNEW
seminar Human Resources Essentials for
Non-HR Managers,SEMINARONPAGE
Faculty
Spotlight*
George Altman specializes in personal
and organizational development and
change. His work focuses on the role of
mindsets and the relationship between
thoughts, feelings and behavior and
how they are expressed in terms
of performance and workplace
relationships. Mr. Altman has held
several senior level management
positions for Fortune 500 companies.
management experts.

Institute (PMI).
Schedule
NOVEMBER
Nov. 2-4 .............. Atlanta, GA.........................2295-EC5-01569
Nov. 2-4 .............. Chicago, IL ..........................2295-EC5-01567
Nov. 2-4 .............. Newport Beach, CA ............2295-EC5-01582
Nov. 9-11 ............ Houston, TX ........................2295-EC5-01570
Nov. 14-16 .......... New York, NY .....................2295-EC5-01573
Nov. 29-Dec. 1 ..... Denver, CO..........................2295-EC5-01574
Nov. 30-Dec. 2 ..... Boston, MA.........................2295-EC5-01575
DECEMBER
Dec. 5-7............... Atlanta, GA.........................2295-EC5-01577
Dec. 5-7............... Chicago, IL ..........................2295-EC5-01576
Dec. 5-7............... Melville, NY ........................2295-EC5-01616
Dec. 7-9............... Dallas, TX ............................2295-EC5-01578
Dec. 14-16........... New York, NY .....................2295-EC5-01581
JANUARY
Jan. 30-Feb. 1 ...... Atlanta, GA.........................2295-EC5-01587
FEBRUARY
Feb. 8-10 ............. New York, NY .....................2295-EC5-01591
Feb. 29-Mar. 2 ..... Arlington, VA ......................2295-EC5-01593
Feb. 29-Mar. 2 ..... Boston, MA.........................2295-EC5-01594
MARCH
March 7-9 ........... Anaheim, CA ......................2295-EC5-01566

APRIL
April 2-4 .............. Chicago, IL ..........................2295-EC5-01624
April 30-May 2 .... Chicago, IL ..........................2295-EC5-01631
MAY
May 2-4 .............. Houston, TX ........................2295-EC5-01634
May 2-4 .............. Scottsdale, AZ .....................2295-EC5-01635
May 9-11 ............ New York, NY .....................2295-EC5-01637
May 14-16 .......... Minneapolis, MN ................2295-EC5-01638
JUNE
June 4-6 .............. Denver, CO..........................2295-EC5-01656
June 6-8 .............. Newport Beach, CA ............2295-EC5-01642
June 11-13 .......... Boston, MA.........................2295-EC5-01643
June 20-22 .......... Philadelphia, PA .................2295-EC5-01647
JULY

-ONDAY PM%4s,ESSONS
Oct. 24-Nov. 14, 2011 %#
Jan. 23-Feb. 13, 2012 %#
Apr. 23-May 14, 2012 %#
Aug. 6-27, 2012 %#
1.2 CEUs
July 25-27 ........... Dallas, TX ............................2295-EC5-01654
July 25-27 ........... Morristown, NJ ...................2295-EC5-01655
July 30-Aug. 1 ..... Durham, NC ........................2295-EC5-01670
AUGUST
Aug. 8-10 ............ Chicago, IL ..........................2295-EC5-01659
Aug. 8-10 ............ New York, NY .....................2295-EC5-01660
Aug. 20-22 .......... Atlanta, GA.........................2295-EC5-01668
Aug. 22-24 .......... Anaheim, CA ......................2295-EC5-01662

89
MANAGEMENT
NEW! Social Media for
Managers: New Tools for

Communication, Innovation and
Collaboration SEMINAR #2148
Build a community of highly engaged customers and
employees. Social media has transformed the business
world. Do you know how to guide your staff so they can use
SOCIALMEDIATOHELPYOUACHIEVEBETTERBUSINESSRESULTS
5SINGCONTEMPORARYRESEARCHTHISSEMINARWILLEXPANDYOUR
SKILLSTOHELPYOUCREATESOCIALMEDIAh(%2/ESv
AMONGYOUR
EMPLOYEESSOYOUCANINNOVATETHROUGHINTERNALANDEXTERNAL
customers. You will increase your power to manage in a highly
CONNECTEDENVIRONMENTCREATEYOUROWNSOCIALMEDIAINITIAtives and pave the way for you and your team to build a new
kind of growth and success.
N
N
N
N
N
N
N
Build your own social media skills and strengths

Improve your understanding of customer needs and industry
trends
Capitalize on business opportunities and minimize risks
Take initiatives to create open innovation and collaboration
Develop strategies driven and supported by social technologies
Empower your employees to innovate and engage with customers
Give your employees the support and structure to implement
your initiatives
WHAT WILL BE COVERED

Understand key tools and inuential technologies in social media
)MPROVEYOURCUSTOMERKNOWLEDGECONNECTIONANDSERVICE
N
5SESOCIALMEDIATOGENERATEEVALUATEANDPRIORITIZENEWIDEAS
N
Adopt collaboration tools for ongoing dialogue and engagement
N
0RACTICESOCIALMEDIATOOLSTORESEARCHCOLLABORATEANDINNOVATE
N
Customize social media strategies for yourself and your team
N
Develop guidelines for social media use within your department
N
Empower and manage tech-savvy employees to achieve more
N
Use the HERO model to develop empowered employees
N
N
WHO SHOULD ATTEND

All mid-level managers who recognize the importance of managing
social media to stay competitive and achieve growth. No prior
knowledge of or facility with social media is required.
Note:-OBILEDEVICESWITHINTERNETACCESSWILLBEUSEDINTHISWORKSHOP
so please bring your own device (though it is not required).
(%2/ISA(IGHLY%MPOWEREDAND2ESOURCE/PERATIVEh(%2/vISAMODEL
ANDRELATEDCONCEPTSFROM*OSH"ERNOFFAND4ED3CHADLEREmpowered: Unleash
Your Employees, Energize Your Customers and Transform Your Business.
Schedule
Nov. 10-11 ........................ New York, NY ............................................2148-EC5-00005
Dec. 1-2............................. Atlanta, GA ...............................................2148-EC5-00006
April 9-10 .......................... New York, NY ............................................2148-EC5-00008
May 10-11 ........................ Chicago, IL.................................................2148-EC5-00009
2 days/1.2 CEUs
90
hot tip
Power Up for Success: How to

Increase Your Professional Voltage
"94%2292"!#/.0h.D.
Power at work is like the

power in a batterythe
more voltage it contains,
the more impact it has.
According to my
researcha study
of power and influence among leaders
worldwidethere are
11 sources of power
available to you at work.
Some stem from your
position in the company
and others from your personal attributes and abilities.
Following are three of those power sources, along with tips
on how to plug into them, that will help you amp up your
professional voltageregardless of where your name is on
the org chart.
1. Knowledge power. This power represents what you
know and what you can do. It embodies your talents, skills
and abilities, as well as your wisdom and accomplishments.
Leaders rated high in knowledge power are three times
more influential than their lower-rated counterparts.
How to plug in to your knowledge power: develop an area

of distinctive knowledge, skills or capabilities; apply your
knowledge to achieve demonstrable results or advance your
organization; write about what you know; coach or mentor
others; commit to continuous learning.
2. Character power. Your character power is based on oth-
ers perceptions of your honesty, integrity, fairness, courage

and humility.
How to plug in to your character power: walk your talk; be
honest, humble and evenhanded; if your character is justly
called into question, acknowledge what went wrong, accept
responsibility, and act to make things right; if your character
is unfairly called into question, work to understand why and
correct any misperceptions.
3. Network power. Your network power is derived from the
depth and breadth of your connections with others. Leaders

rated high in network power are twice as inspirational and
three times as influential as their lower-rated counterparts.
How to plug in to your network power: develop a reliable
expertise in an important area; collect and circulate information; be accessible, responsive and helpful; do favors for
people (no strings attached); involve and connect people
through activities, projects and events; build connections
outside of your organization.
Finally, your will power is well worth a mention. A metasource of power, it comes from within and depends entirely
on your courage to act. No one else gives, or takes away, the
power of will. That power source is entirely up to you.
4ERRY2"ACON0H$ISASCHOLARINRESIDENCEATTHE+ORN&ERRY
Institute. His latest book is The Elements of Power: Lessons on
Leadership and Influence!-!#/-
MANAGEMENT
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Improving Your Managerial

Effectiveness
SEMINAR #2508
Develop proactive approaches to meet complex challenges with your team.)NTHISSEMINARDESIGNED
FORMID LEVELANDDEVELOPINGMANAGERSTHEFOCUSISONKNOWINGYOURSELFANDHOWYOURBEHAVIORAFFECTSTHEACTIONS
OFYOURTEAM9OULLLEARNTHEIMPORTANCEOFTEAMDYNAMICSANDUNDERSTANDINGOTHERSWHICHCANLEADTOMORE
EFFECTIVEMOTIVATIONDELEGATIONCONFLICTMANAGEMENTANDOVERALLTEAMPERFORMANCE

N
N
N
N
N
Ensure long-term business results by

focusing on employee development
Meet the diverse needs of all your team
members
Align motivation with work and goals
Anticipate and manage conict with
increased condence
)NSTILLACULTUREBASEDONTRUSTPARTNERSHIPS
and respect
Encourage open communication and
increase constructive feedback
Partner with your team for productivity
Use delegation to increase performance
and individual growth
WHAT YOU WILL COVER

The Learning Workplace
N
Deal with signicant changes
N
Assess your approach to challenges
N
Understand your behavioral prole and
scoring matrix
The Managers Style
N
4HEFOURPRIMARYBEHAVIORALSTYLESRELATER
SOCIALIZERTHINKERDIRECTOR
N
(OWTORECOGNIZEOTHERSBEHAVIORALSTYLES
to increase support and communication
N
Style adaptability to increase your
managerial effectiveness
Managing Teams
N
4EAMSTEAMSTAGESANDWORKGROUPS
N
(OWTODEVELOPCREATEANDMANAGEA
successful team
The Transformational Coach

Partnership Coaching
N
How to move from a boss to a coach
N
The competencies and strengths of a
transformational coach
N
Identify your developmental strategies
Style and Motivation
N
Key values in determining various ways to
motivate people
N
The relationship between values and
individual expectations
N
!SSESSYOURCOMPANYSEXISTINGRECOGNITION
reward and benet systems in relation to
employee growth
N
How to apply motivational techniques that
meet individual needs
Managing Conict
N
Assess your current preference
N
Identify the critical modes for reaching
successful resolution
N
Shift your style to manage conicts
Delegation for Growth
N
Barriers and techniques to overcome
resistance and minimize risks
N
Re-examine the effectiveness of your
current delegating styles
N
Delegation styles and approaches
Managing Performance and Growth
N
Apply concepts learned through simulation
N
Promote continuous learning among
your staff
Faculty
Spotlight*
Robert Carpenter is president of a
rm that develops high-achieving
leaders and teams as well as organizational cultures based on trust. Since its
inception, he has conducted seminars
for such varied enterprises as Verizon,
IBM Austria, Prudential Life and Dow
Jones & Co., among many others.
He holds an M.B.A. from Columbia
University.
management experts.
WHO SHOULD ATTEND

Experienced managers with three to ve
years of management experience.
Note: 4OATTENDTHISSEMINARWERECOMMENDPRIOR
attendance in at least one basic management course.

Institute (PMI).
Schedule
Nov. 2-4 .............. Chicago, IL ..........................2508-EC5-01069
Nov. 7-9 .............. Boston, MA.........................2508-EC5-01082
Jan. 18-20 ........... New York, NY .....................2508-EC5-01073
Feb. 27-29 ........... Chicago, IL ..........................2508-EC5-01085
Feb. 29-Mar. 2 ..... New York, NY .....................2508-EC5-01075
March 14-16 ....... Arlington, VA ......................2508-EC5-01076 Aug. 13-15 .......... Arlington, VA ......................2508-EC5-01095
April 16-18 .......... Atlanta, GA.........................2508-EC5-01086 Aug. 20-22 .......... Chicago, IL ..........................2508-EC5-01096
April 25-27 .......... Philadelphia, PA .................2508-EC5-01087
Apr. 30-May 2 ..... New York, NY .....................2508-EC5-01088 3 days/1.8 CEUs/18 PDUs
May 21-23 .......... Chicago, IL ..........................2508-EC5-01090
June 18-20 .......... San Francisco, CA ...............2508-EC5-01093 AMA Members save $200.
91
MANAGEMENT
Mastering Organizational
Politics, Inuence and
Alliances SEMINAR #2125
hot tip
Law of Listening
BY MICHELLE TILLIS LEDERMAN
Are skills mastery and years-under-your-belt

really enough to succeed in todays organization?
7HATREALLYDRIVESAHIGH PERFORMANCEMANAGEMENTCAREER
)TSMORETHANMANAGEMENTSKILLSITSA DEGREEMANAGEment mindset that enables you to understand and control all
the forces that shape your career and get what you need for
and from your team. This seminar presents a sophisticated
approach to managing that reveals the hidden truths about
management success today.
Understand the processes that go into high performanceand
how to drive the efforts you need from your team
N
Better manage your interactions and relationships with colleagues
N
Successfully manage your political image
N
Use communication to inuence others and strengthen your
organizational alliances
N
Manage your behavior and its impact on the team
N
)MPROVEYOURCOACHINGDELEGATINGANDMENTORINGABILITIES
N
WHAT YOU WILL COVER

Key competencies and critical success factors of effective
management
N
DEGREEAPPROACHTOMANAGINGUPDOWNANDACROSSYOUR
organization
N
Negative politics and strategies to navigate an intense political
climate
N
The sources of organizational power and the relationship
between politics and inuence
N
How to inuence and manage beyond your own authority
N
WHO SHOULD ATTEND

4EAMMANAGERSPROJECTMANAGERSANDSENIORMANAGERSWITH
signicant experience under their belts.
As humans, we fundamentally want and need to be

understood, and this applies to all realms of our lives,
from the personal to the professional. However, being
understood requires receptive listening on the other end.
If we want others to understand us, we need to learn how
to truly listen to and understand them. When building
relationships, how you listen can be as important to what
you have to say.
Furthermore:
Listen to understand. If we want others to understand us,
we have to understand them by truly listening to what

they are communicating.
Harness the three levels of listening. Inward listening (level one) relates to you what you hear, and it
helps establish commonalities and conversational ease.
Outward listening (level two) relates what you hear to
the speaker; it leverages the law of curiosity to uncover
interests and perspectives. Listening intuitively (level
three) is a powerful way to gain a deeper understanding
of the situation and possibly even helps the speaker put
order to ideas she hasnt as yet expressed verbally.
How you listen is key. To encourage communication and
build meaningful connections, get off your pedestal and
listen from other peoples perspectivesand dont forget,
sometimes good listening is done with your eyes as well
as your ears.
Manage distractions. Articulate when you need to regain
your focus (just say it!), jot down thoughts so that you
wont be distracted trying to remember them later, and
if you are too exhausted to muster the energy to truly
engage, postpone and reschedule.
Improve your listening. Take credit for the ways you
Schedule
Feb. 27-28 ......................... Chicago, IL.................................................2125-EC5-00148
Aug. 20-21 ........................ New York, NY ............................................2125-EC5-00146
2 days/1.2 CEUs
92
already listen well, and note the areas where you can
improve. Then set up a plan to work on those things.
Good listening is a win-win. Not only does listening well
make people feel heard and understood, it enhances your
experience of the situation and of the connection.
4HISARTICLEISEXCERPTEDWITHPERMISSIONOFTHEPUBLISHERFROM
The 11 Laws of Likability by Michelle Tillis Lederman. Copyright
-ICHELLE4ILLIS,EDERMAN0UBLISHEDBY!-!#/-ADIVISION
OF!MERICAN-ANAGEMENT!SSOCIATION&ORMOREINFORMATION
visit: 222.amacombooks.org
MANAGEMENT
Also available as a
Live Online Seminar

An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Moving from an Operational Manager

to a Strategic Thinker
SEMINAR #2242
Create a strategic frameworkand capture the opportunities of tomorrow. This is your seminar to
MOVEFROMBEINGAGOODMANAGERTOBEINGAGREATMANAGER9OUWILLBEABLETOTAKEAWAYKEYINSIGHTSIDEASAND
planned actions to add value to your organization and move your team forward for heightened success.
Take this opportunity to be proactive. Instead

OFBEINGBURIEDINYOURDEPARTMENTSONGOING
ACTIVITIESYOUWILLBECOMEANINNOVATORAPERsuasive player and a champion for strategic
CHANGEWHOADDSVALUETOYOURORGANIZATION
your customers and your stakeholders.

N
N
N
Inspire and direct your team to greater

readiness and competitiveness
Understand the needs and expectations of
your customers
Link strategic vision to core capabilities
Recognize opportunities to inuence and
create strategic alliances
Identify key strengths and weaknesses in
your work group
Encourage and support risk taking and
innovation at all levels
Develop persuasive skills to sell your
strategic ideas
Create a mission statement dening the

operational reality of your work group
Developing a Strategic Vision:

Moving from What Is to What If
N
Identify priority issues to create your
strategic advantage
N
Encourage innovative solutions
N
Prepare a draft of a vision statement
Making Your Vision a Reality:
Inuencing Key Stakeholders
N
Develop persuasive skills
N
Explore options for inuencing others
Your Personal Plan: Developing and

Selling Your Vision of the Future
N
Communication strategies to sell your
strategic plan
N
Conduct key conversations to encourage
innovation and risk taking
WHO SHOULD ATTEND

Managers with fewer than ve years of
management experience who want to
move into a more strategic role.
AMA SUCCESS STORYPutting Training to Work

Meet Ellen Wolcott, AMA Success Story prize winner. Ellen, a
nance manager for South Jersey Publishing Company, attended
AMAs seminar Moving from an Operational Manager to a
Strategic Thinker. Heres a summary of what she shared with us.
WHAT YOU WILL COVER

Developing and Balancing Operational
and Strategic Management Skills
N
Denition of operational management
N
%XPLORETHEKEYATTRIBUTESOFTODAYS
strategic thinkers
Creating a Strategic Frame of Reference
N
Understand the key components of the
strategic model
N
$EVELOPASTRATEGICTHINKERSAPPROACH
Understanding Your Current Operational
Mission: Your Team, Your Customers and
Your Competitors
N
Strategic thinking: moving from a limited
context to a broader view
N
Apply a SWOT analysis to your team
The timing of the course coincided with the

development of our three-year strategic plan. I
have been with the company for 17 years and
)WASAPPREHENSIVEABOUTJOININGTHEPLANNING
process. The AMA seminar provided me with
clear guidance of how to think through our
CORECOMPETENCIESUSEASTRATEGICFRAMEOF
reference and create a SWOT analysis.
The key takeaway for me was that the course
leader gave me the tools to develop a strategic
VISIONFORMYINDIVIDUALDEPARTMENTAND
the company as a
whole. I came back
eet
to work ready to meet
d l our d
department
with my managers to develop
MISSIONSTATEMENTTOARTICULATEANSWERSTO
@WHYDOWEEXISTAND@WHATVALUEDOWE
BRINGOURCUSTOMERSTOSUPPORTTHEIRMISSION
h)KNOW)LLUSEWHAT)VELEARNEDINTHECOURSE
for my professional development and to
CONTINUETHEALIGNMENTOFMYDEPARTMENTS
strategy mission with that of the company.
This program has been approved for 12 recertication credit hours toward PHR, SPHR and GPHR
recertication through the Human Resource Certication Institute (HRCI). For more information
about certication or recertication, please visit the HRCI homepage at www.hrci.org.
Schedule

7EDNESDAY PM%4s,ESSONS
Nov. 3-4 .............. Dallas, TX ............................2242-EC5-00565

Nov. 14-15 .......... Chicago, IL ..........................2242-EC5-00567
Dec. 1-2............... New York, NY .....................2242-EC5-00568
Jan. 23-24 ........... Chicago, IL ..........................2242-EC5-00585
Feb. 2-3 ............... New York, NY .....................2242-EC5-00571
Feb. 27-28 ........... Los Angeles, CA ..................2242-EC5-00591

May 21-22 .......... Boston, MA.........................2242-EC5-00597
June 21-22 .......... Dallas, TX ............................2242-EC5-00599
Aug. 6-7 .............. New York, NY .....................2242-EC5-00604
Aug. 6-7 .............. Seattle, WA .........................2242-EC5-00605
Nov. 30-Dec. 21, 2011 %#

March 7-28, 2012 %#
June 6-27, 2012 %#
#%5Ss0(230(2
2 days/1.2 CEUs
93
MARKE TING
Also available as a
Live Online Seminar
Fundamentals of
Marketing: Your Action Plan for Success
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
SEMINAR #5512
Need a fast, reliable way to get your marketing know-how up to speed? This intensive, actionoriented workshop is the answer.)FYOURENEWTOMARKETINGANDNEEDABASICYETTHOROUGHOVERVIEW
THISSEMINARISFORYOU)NJUSTTHREEDAYSYOULLLEARNTHEFUNDAMENTALSBEHINDSUCCESSFULMARKETING9OULLGETA
complete grounding in the essentials and begin to develop the skills and techniques necessary to become a
marketer who can help your company develop a marketing orientation to enhance the bottom line.

!CQUIRETHEBASICMARKETINGSKILLSTOOLSAND
TECHNIQUESTOIDENTIFYEVALUATEANDSOLVE
marketing problems
N
Understand the components that make up
compelling marketing plans that succeed
in capturing customer value within a
competitive environment
N
Discover creative ways to apply marketing
principles and practices to compete
SUCCESSFULLYINTODAYSBUSINESSENVIRONMENT
N
Understand the whys behind basic
marketing practices
N
Begin to think like a world-class marketer
WHAT YOU WILL COVER

Understanding the Role of Marketing
N
Dene what marketing is and how it ts
into the organization
N
Create a marketing system exchange map
N
Learn why marketing-oriented companies
typically outperform other companies
Using Market Research and Market
Intelligence Information Systems
N
Identify the types of information found in
market research
N
Dene the six steps of the market research
process
N
Explore models of consumer decision making
Leveraging Marketing Strategies
N
Summarize strategic approaches to the
planning process
N
Compare mass marketing to segmentation
marketing
N
Classify ways to segment the market in
both business-to-consumer and businessto-business environments
Analyze segments and the targeting process

Construct a differentiated positioning strategy
Understanding and Aligning the

Components of the Marketing Mix
N
Learn the components of marketing tactics
and how they align with one another
N
Learn how to see products as a bundle of
customer-desired benets
N
%XPLOREVARIOUSPRICINGOBJECTIVESAND
strategies
N
Compare and contrast various distribution
options
N
Discover the strengths and weaknesses of
various promotional methods
Creating Customer Value, Satisfaction
and Loyalty
N
Analyze the benets and rationale behind
DEVELOPINGCUSTOMERVALUESATISFACTIONAND
loyalty
N
Understand how marketing communication
programs can cultivate strong customer
relationship efforts
N
Look at the importance of CRM systems in
supporting customer-relations efforts
WHO SHOULD ATTEND

Newly appointed marketers with fewer
THANTHREEYEARSOFEXPERIENCEINMARKETING
ASWELLASPRODUCTBRANDANDADVERTISING
MANAGERSBUSINESSPROFESSIONALSANDNON
marketers who need to understand the
IMPORTANCEOFMARKETINGSROLEINGENERATING
prots and a framework to think like a
world-class marketer.
Faculty
Spotlight*
Jaye Hicks brings more than 23 years
of experience in global account management, strategic selling, marketing
and performance development to
AMA. She has in-depth knowledge
and experience in developing, delivering and facilitating sales training,
leadership development and diversity
programs. Jaye spent more than 12
years with The Coca-Cola Company
where she was responsible for the
sales and management of some of
Coca-Colas highest prole accounts.
marketing experts.
This course qualies for 18 CEUs toward your

recertication as a Certied Professional Services
Marketer (CPSM). For more information please
visit www.cpsmnow.org.
Schedule
Dec. 7-9............... Chicago, IL ..........................5512-EC5-01047
Dec. 12-14........... Boston, MA.........................5512-EC5-01046
Feb. 6-8 ............... Chicago, IL ..........................5512-EC5-01050
Feb. 15-17 ........... New York, NY .....................5512-EC5-01051
May 9-11 ............ Arlington, VA ......................5512-EC5-01062
94

July 23-25 ........... Los Angeles, CA ..................5512-EC5-01072
Aug. 1-3 .............. New York, NY .....................5512-EC5-01070
3 days/1.8 CEUs

Nov. 1-22, 2011 %#
Jan. 31-Feb. 21, 2012 %#
May 1-22, 2012 %#
Aug. 7-28, 2012 %#
1.2 CEUs
MARKE T ING
Market Research
How to Get the Right Data to Make
the Right Decisions SEMINAR #5110
Gain a clear understanding of what your customers
valueand how much theyre willing to pay.
,EARNTOUSEMARKETRESEARCHTODETERMINEYOURCOMPANYS
competitive position and enhance its performance. By getting
ITRIGHTYOUCANSAVETIMEANDRESOURCESANDBEGINTOREAP
THEBENEFITSOFYOURRESEARCHRIGHTAWAY9OULLDISCOVERA
broad range of market research toolsincluding questionNAIREDESIGNFOCUSGROUPSOBSERVATIONALRESEARCHTESTING
sampling results and statistical analysis.
Gain research techniques that work and know when to use them
N
&OCUSONTHEPRODUCTSANDSERVICESCUSTOMERSREALLYDEMAND
N
Determine current customer behavior and predict future trends
N
Identify the most conducive market research activities
N
Create a custom market research program for your company
N
Save time and money by avoiding common mistakes
N
Conduct competitive research and monitor performance
N
WHAT YOU WILL COVER

-ARKETRESEARCHINTODAYSCOMPETITIVEENVIRONMENT
Conducting internal research vs. outsourcing research
N
#LEARLYDElNEMARKETINGRESEARCHOBJECTIVES
N
3OURCESFORPRIMARYDATASURVEYSFOCUSGROUPSOBSERVATIONAL
research
N
Core elements for developing an effective questionnaire
N
Analytical tools for turning raw data into strategic information
N
Linking results to product and service strategies
N
NEW! How to Write a Killer
Marketing Plan SEMINAR #5120

Learn how to develop and execute a more powerful,
successful marketing plan.7HETHERYOUREAMARKETING
NEWCOMERORALONG TIMEVETERANOFCOUNTLESSCAMPAIGNS
YOUREALWAYSGOINGTOBEUNDERPRESSURETOPRODUCEA
SMARTERMOREeffectiveMARKETINGPLANANDTHESOONERTHE
better! This results-oriented seminar shows you how to build
ADETAILEDPLANTHATWINSTHEAPPROVALOFYOURORGANIZATIONS
KEYPLAYERS9OULLSEEHOWTOASSEMBLEALLTHECRITICALELEMENTS
of your customer-winning strategy (from financials to research
TOMEDIASELECTION INJUSTHOURSINSTEADOFDAYSORWEEKS
3HARPENTHEKEYSKILLSNECESSARYTODEVISEADYNAMIC
comprehensive plan
N
Consult effectively with all stakeholders to ensure plan
accountability and success
N
&OCUSTHEENTIREPLANNINGPROCESSONMOREEFlCIENT
revenue-driven goals
N
Understand how to distinguish your product/service in the
marketplace
N
"ECOMEANINDISPENSABLEPLAYERINYOURORGANIZATIONSANNUAL
strategic planning process
N
WHO SHOULD ATTEND

-ARKETINGMANAGERSANDDIRECTORSPRODUCTANDBRANDMANAGERS
and all others involved in market research who have fewer than
ve years of market research experience.
WHAT YOU WILL COVER

Assessing your business: where it is now and where you want
it to go
N
#LARIFYINGTHECOREOBJECTIVESFOREACHELEMENTOFTHEMARKETING
MIX0RODUCT0RICE0LACEAND0ROMOTION
N
$ElNINGTHEOVERALLDIRECTIONTOTALADVERTISINGANDPROMOTION
budgets and revenue expectations
N
Identifying the key research and test-market plans needed to
support your plan
N
!LIGNINGLONG TERMOBJECTIVESWITHSHORT TERMPRIORITIES
N
Learning how to facilitate consensus for your plan among top
decision makers
N
WHO SHOULD ATTEND

!NYONEWHOMUSTWRITEREVIEWORAPPROVEMARKETINGPLANS
INCLUDINGNEWMARKETERSMID TOSENIOR LEVELMARKETERSBRAND
MANAGERSDIRECTORS60SAND#-/S!NYONEINCORPORATE
PLANNINGlNANCEANDSALESWILLALSOlNDTHISCOURSEVALUABLE
EXTRA
Get a free copy of The Little Blue Book of Marketing by Paul Kurnit
and Steve Lance (a $21.95 value) when you attend this seminar.
Schedule
Dec. 5-6............................. New York, NY ............................................5110-EC5-00081


Feb. 23-24 ......................... New York, NY ............................................5120-EC5-00008
April 30-May 1 .................. Arlington, VA .............................................5120-EC5-00013
Aug. 20-21 ........................ Atlanta, GA ...............................................5120-EC5-00015
2 days/1.2 CEUs
2 days/1.2 CEUs
Schedule
95
MARKE TING
Measuring and Maximizing

Marketing ROI SEMINAR #5105
Are your marketing programs really paying off?
7ITHTODAYSTOUGHERCOMPETITIONANDGREATERACCOUNTABILITY
you must prove that your marketing efforts are getting the
desired results. Discover various measurement toolsfrom
financial techniques that measure traditional activities to
RESEARCHMETHODSTHATMEASUREATTITUDESPERCEPTIONSAND
OTHERINTANGIBLESANDHOWTOIMPLEMENTTHEM9OULLLEARN
how to use marketing ROI results to generate more competitive product and service strategies.
Know exactly how effective your marketing spending is
Measure each marketing activity to maximize sales and
minimize costs
N
Justify the value of your marketing efforts to your boss and your CEO
N
Make better brand decisions using correct marketing ROI
information
N
%NHANCEANDPROMOTEYOURCOMPANYSIMAGE
N
N
WHAT YOU WILL COVER

-ARKETING2/)CHALLENGESOPPORTUNITIESANDROADBLOCKS
How leading companies track and assess marketing ROI
N
4HREEKEYCATEGORIESOFMARKETING2/)ACCOUNTINGADDITION
attitudes
N
Advanced strategic and tactical ROI measurements
N
-ARKETRESEARCHNEWWAYSTOGENERATEFASTEFFECTIVEFEEDBACK
N
Key components to successful marketing ROI measurement
N
Integrating measurement into the marketing plan and
budgeting process
N
Determining potential marketing ROI assessments
N
N
WHO SHOULD ATTEND

-ARKETERSATALLLEVELSINCLUDINGMARKETINGVICEPRESIDENTS
directors and managersas well as managers and executives in
OTHERDEPARTMENTSlNANCEOPERATIONSCUSTOMERSERVICE2$
who work with or support marketing. An understanding of the
fundamentals of marketing is highly recommended.
NEW! Mobile Marketing

From Platforms to Prots
SEMINAR #5125
Reach more customers with an effective mobile

marketing strategy. )TSUPCLOSEITSPERSONALITSALWAYS
onand it demands attention. Wireless devices of all kinds
AREEVERYWHEREANDSOARETHEPOTENTIALCUSTOMERSCARRYING
THEM)FYOUWANTTOKEEPUPWITHTHIShALWAYS ONALWAYS
AVAILABLEvAUDIENCEYOUVEGOTTOKNOWTHEFUNDAMENTALSOF
THISMARKETINGCOMMUNICATIONSPHENOMENONASWELLASTHE
SWIFTDIRECTPATHSYOUNEEDTOTAKETOENGAGETHESEON THE
MOVECONSUMERS4HISFAST PACED DAYWORKSHOPSHOWSYOU
WHATMOBILEMARKETINGISANDWHATITISNT9OULLLEARNHOW
ITWORKSHOWYOUCANLAYTHEGROUNDWORKTOGETANEFFECTIVE
MM program up and running and how to drive customer inTERESTANDRESPONSE)NADDITIONYOULLBEBETTEREQUIPPEDTO
make a convincing case that mobile marketing must become
an essential tool and strategy all across your organization.
Learn how to add this dynamic new component to your present
marketing mix without breaking the bank
N
3EEHOWTOGRABTHEATTENTIONOFSPECIlCAUDIENCESANYTIME
anyplace
N
Be able to implement a measurable marketing method that
allows you to account for every dollar spent
N
&INDOUTHOWTOTAKEFULLADVANTAGEOFMOBILEMARKETINGSHIGH
message-read rate (an astounding 95%!)
N
Implement strategies to convert customer service expense into a
prot center via mobile marketing
N
Learn how to maximize current customer activity and create new
customers and markets
N
WHAT YOU WILL COVER

Customer expectations and behaviors in a connected world
#OMPREHENSIVEANALYSISOFMOBILEMARKETINGCONCEPTSMETHODS
and best practices
N
.EWTECHNOLOGIESANDPLATFORMSSMARTPHONESTABLETSAND
eReaders
N
Eleven must-have mobile marketing strategies that compel
involvement
N
Campaign design: before and after strategic decisions for every
level of marketing involvement
N
,EGALETHICALANDPRIVACYISSUESMOBILESECURITY
N
N
WHO SHOULD ATTEND

-ID TOSENIOR LEVELMARKETERSBRANDMANAGERSDIRECTORS60SAND
#-/SASWELLASMANAGERSANDEXECUTIVESINVOLVEDINCORPORATE
PLANNINGlNANCEANDSALES
Schedule
Schedule
Nov. 28-29 ........................ New York, NY ............................................5105-EC5-00083

Aug. 6-7 ............................ Chicago, IL.................................................5105-EC5-00086

2 days/1.2 CEUs
3 days/1.8 CEUs
96
MARKE T ING
AMAs Advanced Course in

Strategic Marketing SEMINAR #5537
Planning and Developing

New Products SEMINAR #4259
Take the next step toward becoming a marketing

guru.9OULLDISCOVERCUTTING EDGESTRATEGICMARKETING
When it comes to new product development, it can

be a long haul from concept to profitability. (ERES
modelsand their real-world applications. Get the knowledge and tools you need to increase the spending rate of
CURRENTCUSTOMERSANDCOST EFFECTIVELYACQUIRENEWONES
integrate your marketing mix elements with corporate goals
and maximize the benefits of e-commerce technology.
WHEREYOULLLEARNMETHODSTOGETMAXIMUMMILEAGEFROM
MARKETRESEARCHSTRATEGIESFORBREAKTHROUGHIDEASANDTACTICS
for innovative product development.
N
N
Understand the strategic value of sales vs. the strategic value of

marketing
Learn the stages of the customer buying processand generate
incremental value at each stage
Use the growth audit gap model to select the most effective
options for marketing programs
Efciently target your campaigns to core buying inuences
Successfully develop and manage new product and service
launches and increase overall market share

Understand the eight critical keys to success
$ElNEOBJECTIVESANDSTRATEGIESFORYOURNEWPRODUCTPROGRAM
N
Analyze from a nancial perspective
N
Bring innovation to market quickly
N
Effectively handle product testing and launch issues
N
Use market research to identify protable new markets
N
Successfully manage your team
N
WHAT YOU WILL COVER

N
N
N
WHAT YOU WILL COVER

Strategic growth perspectives: the SMART growth segmentation
Marketing strategies for distinct psychographic groups
N
-OVINGBEYONDPRICINGASANOBJECTIVETOPRICINGASASTRATEGY
N
The role of marketing in CRM: understanding the lifetime value
of a customer
N
Changing the buying structure through the Internet
N
Promotions and communications as an integrated process
N
The seven stages of new product/service development
N
WHO SHOULD ATTEND

%XPERIENCEDMARKETINGMANAGERSDIRECTORSANDVICEPRESIDENTS
OFMARKETINGASWELLASEXECUTIVESANDMANAGERSINlNANCE
OPERATIONSCUSTOMERSERVICE2$ANDOTHERDEPARTMENTS
who interact with colleagues in marketing. Knowledge of the
fundamentals of marketing is highly recommended.
N
N
N
How to generate ideas for new products

Surveying your competition
Determining if new products are in line with overall corporate
strategy and with your current portfolio
Conducting small-scale tests to eliminate unprotable ideas
Techniques of market testing
Developing a market-driven business plan
The team approach to managing new products
Managing the product life cycle: the launching process and
evaluating market performance results
WHO SHOULD ATTEND

Professionals with six months to ve years of new product
DEVELOPMENTEXPERIENCEMANAGERSOFNEWPRODUCTPLANNINGAND
development; corporate planners; R&D directors and managers;
PROJECTMANAGERSANDDIRECTORSANDSPECIALISTSINNEWPRODUCT
DESIGNPRODUCTMANAGERSMARKETINGVICEPRESIDENTSDIRECTORSAND
managers.
Note: Attendees should have at least two years of marketing experience.

Schedule
Nov. 14-16 ........................ Chicago, IL.................................................5537-EC5-00089
Dec. 19-21......................... New York, NY ............................................5537-EC5-00091
Feb. 8-10 ........................... New York, NY ............................................5537-EC5-00092
Feb. 29-March 2 ................ San Francisco, CA ......................................5537-EC5-00093
March 5-7 ......................... Arlington, VA .............................................5537-EC5-00095
April 18-20 ........................ Los Angeles, CA .........................................5537-EC5-00096
May 14-16 ........................ New York, NY ............................................5537-EC5-00097
May 30-June 1 .................. Chicago, IL.................................................5537-EC5-00098
Aug. 13-15 ........................ Atlanta, GA ...............................................5537-EC5-00101
3 days/1.8 CEUs
Schedule
Nov. 9-11 .......................... New York, NY ............................................4259-EC5-00350
Jan. 9-11 ........................... San Francisco, CA ......................................4259-EC5-00351
May 21-23 ........................ New York, NY ............................................4259-EC5-00355
3 days/1.8 CEUs
97
MARKE TING
Successful Product
Management SEMINAR #5597
Gain the business skills you need to manage your
products profitability. Discover the tools and techniques
you need to effectively manage the increasingly complex
product management process and gain more control of the
myriad tasks at hand.
Understand the whys and hows of the product management
systemand how to make the best use of it
N
'AINMARKETINGSAVVYANDUSEITTOPERFORMYOURJOBEFFECTIVELY
N
Set priorities and manage the protability of your products or
service
N
Build effective working relationships with suppliers and with
external and internal business partners
N
Manage the nancial aspects of product management
N
Learn how to develop an effective business plan
N
Also available as a
Live Online Seminar

Leveraging Social Media

to Engage Customers and
Build Your Brand SEMINAR #5521
Are you tapping into the webs amazing potential
to turn users into customers? This seminar provides
marketing professionals with concrete techniques for applying social media strategies and tools to their overall marketINGPORTFOLIO,EARNTOENGAGECUSTOMERSWITHBLOGSSOCIAL
NETWORKSPODCASTSANDVIDEO9OULLRETURNTOWORKWITH
READY TO USEJOBAIDSANDTEMPLATESINCLUDINGMEDIASTRATEGY
CHECKLISTSREPORTINGFORMSANDMORE
N
N
WHAT YOU WILL COVER

N
N
N
N
N
N
Benets of the product management process

Strategies and models for marketing success
The main tasks of a product manager
Key reports and relationships
Managing new product or service development
Preparing your marketing plan
WHO SHOULD ATTEND

Product and brand marketing managers and directors and those
who interact with them.
Note: Attendees should have at least two years of marketing experience.
N
N
N
WHAT YOU WILL COVER

N
N
N
N
N

Migrate traditional marketing activities to your online marketing

Recognize the components of online communication programs
Monitor the web for buzz about your brand
Implement search engine optimization and paid search
Initiate a measurement and metrics regime to demonstrate the
ROI of your e-marketing efforts
Generate interest and buy-in from organizational stakeholders
Integrating online marketing into the overall marketing mix

Using social networks and online community programs to create
AWEB FRIENDLYOPENANDTRANSPARENTCOMPANYBYLEVERAGING
BLOGSPODCASTSANDVIDEOS
Create effective online marketing communications
Search engine marketingoptimize and advertise
Online marketing measurement and metrics
The engagement scorecardHow well are you engaging your
CUSTOMERBUILDINGTHEBRANDANDINCREASINGSALES
WHO SHOULD ATTEND

This seminar is for marketing professionals at every level who are
involved in interactive marketing strategies and need a practical
understanding of the latest techniques and tools available.
Schedule
Nov. 28-30 ........................ Atlanta, GA ...............................................5597-EC5-00507
Nov. 28-30 ........................ Chicago, IL.................................................5597-EC5-00503
Dec. 12-14......................... New York, NY ............................................5597-EC5-00514
Jan. 25-27 ......................... Chicago, IL.................................................5597-EC5-00505
April 9-11 .......................... San Francisco, CA ......................................5597-EC5-00509
May 14-16 ........................ Chicago, IL.................................................5597-EC5-00510
3 days/1.8 CEUs
98
Schedule
Nov. 3-4 ............................ Chicago, IL.................................................5521-EC5-00033
Dec. 8-9............................. New York, NY ............................................5521-EC5-00034
Feb. 16-17 ......................... Arlington, VA .............................................5521-EC5-00035
May 17-18 ........................ Chicago, IL.................................................5521-EC5-00041
Aug. 16-17 ........................ New York, NY ............................................5521-EC5-00043
2 days/1.2 CEUs
$1,995/AMA
Members $1,795
AMA Members
save $200.

Oct. 27-Nov. 17, 2011 %#
1.2 CEUs
O FFICE A N D A DM I N I S T R AT I V E SUPP O RT
Also available as a
Live Online Seminar

An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools

SEMINAR #2294
Expand your managerial expertise for heightened professional growth and career
development. Bring your current challenges and brainstorm with colleagues and your course leader
to solve your most pressing problems. Leave with a concrete action plan.

N
N
N
N
N
N
N
N
N
N
N
N
Juggle multiple responsibilities

Learn better ways to think on your feet
Create win-win solutions that leave
everyone feeling positive
Become a strategic partner to your boss
Understand different team player styles for
more effective collaboration
Control your time and workload
Build your repertoire of managerial skills
and abilities
Keep your boss and team functioning as
EFlCIENTLYASPOSSIBLEBYUSEOFPLANNING
prioritizing and follow-through techniques
Build a winning professional image
Master communication skills to add to your
credibility and inuence
Handle conict and discourse with agility
and professionalism
Discover the secrets of an effective negotiator
Write an action plan for future success
Create take-home proposals and solutions
using powerful presentation skills
Present your ideas powerfully as you
practice your new skills
7ITHGROUPEXERCISESCASESTUDIESANDTIME
FORQUESTIONSANDANSWERSTHIShLEARN BY
doing seminar gives you the condence and
know-how you need to succeed.
WHAT YOU WILL COVER

Mastering Change with
Management Skills
N
&INDYOURPLACEONTHETEAM
N
Empower yourself to achieve growth
N
Discover what it takes to become a
change master
Fine-Tuning Your Team Skills

N
Match business goals with administrative
support goals
N
Assess your leader/manager preference in
teams
N
-APYOURMANAGEMENTTEAMSPRIORITIESFOR
the year
Dealing Productively with Conict
N
Use persuasion and negotiation to gain
better outcomes from conict
N
Dene sources of workplace conict
N
Master ve techniques for dealing with
difcult people
Communicating with Credibility
N
Enhance your image to help pursue specic
goals
N
Strengthen your active listening skills
N
Manage your own emotions and detach
FROMOTHERSEMOTIONS
Controlling Your Workday

N
Clarify priorities to include team goals
N
Set criteria to validate your risk/value
priorities
N
0LANPROJECTSWITHSMARTCHARTS
N
Solve urgency/importance dilemma
N
Eliminate your worst time wasters
N
Use task maps to control multi-workloads
Putting Your Skills to Work
N
Improve your personal impact as you
present proposals or plan negotiations
N
Try new tools for effective meeting
management
N
Provide feedback to your colleagues
WHO SHOULD ATTEND

%XPERIENCEDADMINISTRATIVEPROFESSIONALS
INCLUDINGEXECUTIVEASSISTANTSADMINISTRATIVE
assistants or senior secretaries who are
striving to rene their managerial skills in
order to enhance their careers and add to
THEIRORGANIZATIONSEFFECTIVENESS
Schedule
Dec. 5-7............... Atlanta, GA.........................2294-EC5-00862
Dec. 5-7............... New York, NY .....................2294-EC5-00861
May 21-23 .......... Dallas, TX ............................2294-EC5-00877
June 6-8 .............. Las Vegas, NV .....................2294-EC5-00879

July 11-13 ........... Boston, MA.........................2294-EC5-00882
Aug. 22-24 .......... New York, NY .....................2294-EC5-00883
3 days/1.8 CEUs

April 3-24, 2012 %#
1.2 CEUs
99
Also available as a
Live Online Seminar

An AMA
Blended
Learning
Seminar
Partnering with
Your Boss: Strategic Skills for
A Blend of Dynamic
Live Training
& Online Tools
SEMINAR #2268
Become a proactive partner with your boss. You are often called upon to communicate, plan,
organize, negotiate and participate in decision making at very high levels. Attend this seminar and
MASTERTECHNIQUESFOREFFECTIVEGOALSETTINGPRIORITIZINGPLANNINGDECISIONMAKINGRELATIONSHIPBUILDINGAND
listening. Learn how to communicate confidently and assertivelyand develop and use power and authority.
9OULLRETURNTOWORKBETTERABLETOSUPPORT
YOURORGANIZATIONSANDBOSSSGOALS!DAPTTO
various communication styles to successfully
INmUENCEANDWORKWITHYOURBOSSANDOTHERS
ESTABLISHTRUSTCREDIBILITYANDAUTHORITYTO
strengthen your working relationship.

#ONSISTENTLYANTICIPATEYOURBOSSSNEEDS
N
Gain the respect of your boss and be taken
seriously
N
Get what you need from others to accomplish
YOURJOBANDACHIEVEYOURBOSSSGOALS
N
Have the authority to makeand act
ondecisions
N
Condently represent your boss
N
Be seen by your boss and by others as a
valuable professional resource
N
Develop a trusting relationship with your boss
N
Partner with multiple bosses and other
ofce professionals
N
Effectively use time and get more things
done in a day
N
WHAT YOU WILL COVER

Dening Your Strategic Partnership
N
Identify the characteristics of effective
partnering and use these features to create
a positive partnership
Developing a Trusting Relationship with
Your Boss
N
!DAPTMETHODSTOCOMPLEMENTYOURBOSSS
preferences by completing a self-evaluation
exercise and creating a blueprint for change
Planning Skills to Anticipate and
Proactively Support Your Boss
N
Choose and apply the active listening skills
THATWILLALLOWYOUTOANTICIPATEYOURBOSSS
needs by completing a communication
assessment and enacting a listening skills
role play
Extending the Partnership
N
Dene and integrate your personal power
bases by revisiting trust and by completing
a power-base planner
Faculty
Spotlight*
Denise Webster, CPM 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.
career-building experts.
Aligning and Expanding Your Partnering

Relationship
N
Use inuencing and persuasive
communication skills in planning and
delivering a business case presentation
WHO SHOULD ATTEND

3ENIORADMINISTRATIVESUPPORTSTAFFEXECUTIVE
SECRETARIESADMINISTRATIVEASSISTANTSSTAFF
assistants and executive assistants.
Schedule
Nov. 14-15 .......... New York, NY .....................2268-EC5-00394
Dec. 1-2............... Chicago, IL ..........................2268-EC5-00399
100
July 19-20 ........... Boston, MA.........................2268-EC5-00411

Aug. 27-28 .......... Chicago, IL ..........................2268-EC5-00412
2 days/1.2 CEUs

Oct. 20-Nov. 10, 2011 %#
March 1-22, 2012 %#
July 12-Aug. 2, 2012 %#
1.2 CEUs
Stepping Up to Leadership
NEW! Organizing Your Work
A Course for Administrative

New Techniques for Administrative

You are asked to take on the challenge of leadershipnow master the skills you need to succeed.
Tackle the tougher job challenges of todays workplace with new organizational skills. As an administra-
&ORMANDLEADADMINISTRATIVETEAMSCROSS TRAINADMINISTRATIVE

PROFESSIONALSSUPERVISESTAFFMEMBERSANDMAKEDECISIONSTHAT
IMPACTTHEBOTTOMLINE(ERESYOUROPPORTUNITYTODEALWITH
SETTINGWORKEXPECTATIONSINFLUENCINGANDMOTIVATINGPEOPLE
to perform well and providing feedback and coaching.
TIVEPROFESSIONALYOURETRYINGTOMANAGEAWORKFLOWTHATS
getting bigger and more intense each dayfrequently on
demand and at the last minute. To handle all of this and
CONTINUETOPERFORMYOURJOBSUCCESSFULLYYOUNEEDFRESH
ways of thinking about your workflow and new ways with
which to conquer it. This seminar gives you the tools and
techniques that can get all the work on your desk moving
INTHERIGHTDIRECTION9OULLGETHANDS ONPRACTICEAPPLYING
THEMASWELLASSYSTEMSANDTEMPLATESYOUWILLCUSTOMIZE
DURINGTHESEMINARSOTHEYLLBEREADYTOUSEONYOURFIRST
day back at work.

Acquire the condence and self-esteem to help you step up to an
administrative leadership role
N
Understand leadership behaviors
N
Gain an understanding of how your work impacts other parts of
the organization
N
$EVELOPSTRATEGIESTOINmUENCEANDMOTIVATEUPDOWNAND
N
Learn to set expectations and provide feedback and coaching
whether you directly or indirectly supervise people
N
Identify and apply emotional intelligence
N
Discover career development strategies and opportunities
N
WHAT YOU WILL COVER

N
N
N
N
N
N
Stepping up to the leadership challenge: behaviors and styles

Thinking strategically about your role and your organization
Creating partnerships that get you the information and resources
you need
Leading teams and individuals without direct authority
Emotional Intelligence (EI): assessing and developing skills
Creating your own personal development plan

Replace outdated tools like to do lists with high-productivity
task systems and templates
N
Learn to create a planning process that allows you to think only
once a week
N
Debunk the 5 biggest myths of time management
N
Get the latest ideas on how to streamline voice mail and email
N
Learn 3 magic questions that can cut workload at least 20% and
streamline stress
N
#USTOMIZESYSTEMSANDTEMPLATESTOUSEBACKONTHEJOBDAYONE
N
WHAT YOU WILL COVER

N
N
N
WHO SHOULD ATTEND

3ENIORLEVELADMINISTRATIVEASSISTANTSEXECUTIVESECRETARIES
administrative support staff or ofce support personnel with
formal and informal supervisory responsibilities.
N
N
N
Dening what the terms productivityorganizationefciency and

effectivenessMEANINTODAYSWORLD
Debunking myths and getting rid of antiquated tools
The power of systematizing your work: thinking it through once
and working the work
De-stressing to eliminate productivity loss
Problem solving with templates
Making technology work for you and your boss
WHO SHOULD ATTEND

Administrative assistants at all levels in an organization who are
LOOKINGFORBETTERMOREEFFECTIVEWAYSTOMANAGETHEINCREASINGLY
DEMANDINGWORKREQUIREMENTSOFTHEIRJOBS
Schedule
Schedule
Feb. 1-3 ............................. Chicago, IL.................................................2119-EC5-00125
Nov. 10-11 ........................ Chicago, IL.................................................2160-EC5-00002

May 3-4 ............................ New York, NY ............................................2160-EC5-00006
June 4-5 ............................ San Francisco, CA ......................................2160-EC5-00007
3 days/1.8 CEUs
2 days/1.2 CEUs
101
DEVELOPMENT SUPPORT
SOLUTIONS
The skills you need

to succeed are
right in your
backyard!
No budget or time for travel?

AMA is making it easier than ever
to get the training you need to
succeedin 40 cities nationwide
With AMAs world-class training so close to home,
you cant afford not to get the knowledge and skills
that can help you achieve long-term career success.
AMA is expanding
its reach
Boston, MA
C
Cincinnati, OH
Denver, CO
D
Durham, NC
D
Hartford, CT
H
Take advantage of the AMA seminars in your area

and register today by calling 1-800-262-9699
or visit www.amaseminars.org/locations
Philadelphia,
PA
P
Ph
PPittsburgh, PA
Pi
Seattle,
S
Se
WA
S
So
Southern
California
TTexas
Te
Business Writing
for Administrative
Project Management
for Administrative
Meet the challenge of writing business correspondence. Does your boss feel comfortable turning to you with
Confidently take on the added pressure and

challenges associated with projectsand get the
job done right. Now you can get the skills that spell
WRITINGASSIGNMENTS!NDONCETHEPROJECTISYOURSHOWDO

YOUGETSTARTED(OWDOYOUGAINTHECONFIDENCETOSTARE
DOWNTHEBLANKPAGE)SYOURGRAMMARUPTOSNUFF7HATS
THERIGHTTONEFORYOURBUSINESSCORRESPONDENCE.OWYOU
can gain the skills and techniques you need to write and edit
all types of documents and win the confidence of your boss.
PROJECTSUCCESSSCHEDULINGBUDGETINGANDPLANNING!SAN
ADMINISTRATORWITHINTHEPROJECTTEAMLEARNHOWTOCONQUER
THEPROJECTCYCLEANDGAINTHECONFIDENCEYOUNEEDTOTAKEA
PROJECTFROMCONCEPTIONTOCOMPLETION
,EARNTHESKILLSTOPLANORGANIZEANDCONTROLPROJECTSOFANYSIZE
Organize and track all resources to maximize productivity
N
Anticipate problems and solve them as they arise
N
-ANAGETIMEWHILEJUGGLINGMULTIPLEPROJECTSWITHONGOINGDAILY
responsibilities
N
Gain the ability to exert inuence without authority
N
Master the principles of good grammar and punctuation

N
/RGANIZEANDWRITEMEMOSMINUTESANDPROCEDURES
N
#ONlDENTLYWRITEANDGHOSTWRITEFORYOURBOSSES USING
appropriate style and tone
N
Learn how to write effective email
N
Write effective letters for all occasions
N
Save time through proven tricks of the trade
N
'AINRECOGNITIONASYOURBOSSSBACKUPANDREPRESENTATIVE
N
WHAT YOU WILL COVER

$ElNINGPROJECTMANAGEMENT
0LANNINGANDCONTROLLINGPROJECTS
N
5SINGBASICPROJECTMANAGEMENTTOOLS
N
-EETINGPROJECTOBJECTIVES
N
3OLVINGPROJECTPROBLEMSEFFECTIVELY
N
Managing time and priorities
N
,EARNINGFROMEACHPROJECTANDTRACKINGRESOURCES
N
/RGANIZINGEFFECTIVEPROJECTTEAMMEETINGS
N
Improving communication skills
N
$OCUMENTINGPROJECTSUCCESSANDUSINGYOUREXPERIENCE
constructively in your career
N
N
WHAT YOU WILL COVER

N
N
N
N
N
N
N
Basic formatsand when to use them

Ten principles for readability
Letters that get results: four techniques for power and
persuasion
Using your writing to gain recognition
Understanding your reader and selecting the appropriate
approach; handling criticism
How to turn dictation into a readable document
Using mind-mapping to help you get started
WHO SHOULD ATTEND

!DMINISTRATIVEASSISTANTSADMINISTRATIVESUPPORTPERSONNEL
ofce managers and executive secretaries/assistants.
WHO SHOULD ATTEND

%XECUTIVESECRETARIESANDASSISTANTSADMINISTRATIVEASSISTANTSAND
SUPPORTPERSONNELOFlCEMANAGERSSALESASSISTANTSANDANY
ADMINISTRATIVEPROFESSIONALRESPONSIBLEFORPROJECTS
Schedule
Nov. 14-16 ........................ New York, NY ............................................2296-EC5-00235

May 2-4 ............................ San Francisco, CA ......................................2296-EC5-00241
June 13-15 ........................ Morristown, NJ ..........................................2296-EC5-00242

Dec. 12-14......................... New York, NY ............................................2298-EC5-00280
Feb. 6-8 ............................. Arlington, VA .............................................2298-EC5-00283
May 9-11 .......................... Houston, TX ...............................................2298-EC5-00288
June 20-22 ........................ Morristown, NJ ..........................................2298-EC5-00293
Aug. 1-3 ............................ New York, NY ............................................2298-EC5-00294
3 days/1.8 CEUs
3 days/1.8 CEUs
Schedule
103
hot topic
Enhance Your Credibility;

Grow Your Career
Do you want to move up to a position
of greater responsibility?
Dont assume that if you do a great job you can just sit back
and wait until senior management takes notice. Yes, you have to
excel in your job performance, but you should also adopt strategies that will boost your credibility, enhance your reputation,
and broaden your influence.
Every administrative job has two componentsa leadership
role and a management role. In some organizations, two people
perform these roles: an executive assistant handles leadership
and strategic matters, while an administrative assistant handles
in-depth management mattersfinancial, legal, marketing, or
whatever issues concern the executive most.
However, for the vast majority of top managers, a single
assistant handles both the leadership and management roles. If
you want to grow your career, you should work consciously to
shift the balance of your current activities toward the direction
of leadership.
The following tips from AMAs seminar Stepping Up to
Leadership: A Course for Administrative Professionals will help
you increase your credibility and influence (and your value to
your boss and the organization).
20 Tips for Enhancing Your Credibility with Senior

Management
These suggestions will help you boost your credibility with
senior management, other managers, and your peers as well.
Some will seem obvious to you, and youre probably already
using many of them. But these tips can still serve as a helpful
checklist:
1. Give a definite assignment from senior management top priority
and keep the respective manager informed of your progress.

2. Build up senior management. Never embarrass or ridicule.
Your goal should be to demonstrate that youre a team player, and that you want to further
senior managements goals.
3. Be supportive, not competitive.
4. Be predictable.
Dont shift your position from day to day.

Senior management wants to know where its employees stand.
8. Tell senior management when you make a mistake. Dont let

senior management learn about it from another source.
9. Dont offer alibis or thin excuses for errors. Dont lay the blame
on your people; dont try to lay the blame on senior management, even if senior management approved the action in
advance. Youll only cause hard feelings.
10. Get to know what senior management wants. This will let you
carry out wishes without detailed explanation.

11. Show respect for senior managements time. Visit often if
12. Recognize senior managements humanity. Senior management is vulnerable to fear, confusion, anxiety and paranoia just
like everybody else. Empathize.
13. Tolerate some bad moods. We all have to agree to get along.
14. Never deliberately go over senior managements head.
but dont sulk if senior

management takes credit for them. Its your job to make senior
management look good.
15. Constantly suggest improvements,
16. Let senior management know how theyve helped you to

develop. Show your appreciation by making every reasonable
effort to further senior managements plans.

17. Remember how important body language is. Folded arms and
raised eyebrows send loud messages.

18. Look like a professional.
19. Never underrate senior management.
promises you make. Dont promise what you cant deliver.
20. Maintain your sense of humor.
6. Get your paperwork done on time.
Its one of the things by
7. Protect senior management from surprises. Be sure senior

management has all the necessary information.
104
You
cannot afford the resulting animosity.
5. Keep your word. This means you have to be careful about the
which your efficiency is measured.
you
need to, but visit briefly.
Calvin Coolidge once said, We cannot do everything at once,

but we can do something at once. Every change begins with one
small step. If you dream of career advancement, start by adopting
one or more of the strategies outlined here. The skys the limit!
Fundamentals of
Finance and Accounting
for Administrative
Gain confidence in dealing with financial information.
)NCREASEYOURVALUETOYOURBOSSANDCOMPANYESPECIALLYWHEN
financial acumen is expected at every organizational level.
An introduction to the fundamentals of accounting for adminISTRATIVEASSISTANTSSECRETARIESEXECUTIVESECRETARIESANDOTHER
ADMINISTRATIVEPROFESSIONALSTHISSEMINARGIVESYOUANUNDERstanding of the financial aspects of business to ensure budgets
and expenses stay on track.
5NDERSTANDACCOUNTINGLANGUAGEKEYTERMSANDlNANCIAL
denitions
N
Understand nancial statement analysis and balance sheet
analysis
N
3TUDYANNUALREPORTSTODETERMINEYOURCOMPANYSOVERALL
condition
N
Gain familiarity with the accounting process
N
Assist your manager in making bottom-line decisions with
knowledge of the numbers end of the business
N
Dramatically expand your professional expertise and open up
new career possibilities for yourself
Managing Chaos
Dynamic Time Management, Recall,
Reading and Stress Management
Skills for Administrative Professionals
SEMINAR #2194
This seminar will show you how to deal efficiently

with the overflow of information and still be able
to produce effective results. It goes beyond theory:
ITSPRACTICALHANDS ONANDTECHNIQUE ORIENTED4HROUGHOUT
THETWODAYSYOULLBETAUGHTACCELERATEDLEARNINGSKILLS
advanced memory/recall methods and increased reading
comprehension techniques. The results are immediate and will
LASTALIFETIME9OULLNOTONLYDEVELOPYOURMINDBUTALSOGAIN
THESKILLSNEEDEDTOCONTROLYOURWORKDAYINTODAYSCHAOTIC
business environment.
WHAT YOU WILL COVER

Different methods of cash ow
Basic accounting and budgeting
N
Double-entry accounting
N
4HEANNUALREPORTANDTHEAUDITORSROLE
N
%VALUATINGACOMPANYSlNANCIALSTATEMENTS
N
,EARNTHEDIFFERENCEBETWEENDEBTANDEQUITYlNANCINGLIQUIDITY
leverage and protability
N
N
WHO SHOULD ATTEND

Administrative assistants and executive secretaries working with
managers or executives who handle nancial matters.

Pinpoint where you need to take control
Conquer procrastination and stress
N
Effectively process and retain critical information
N
Improve comprehension and focus
N
0ERFORMBETTERWHENJUGGLINGPEOPLEPAPERANDPRIORITIES
N
N
WHAT YOU WILL COVER

0RIORITIZINGTHE3-!24WAYTOSETGOALSTHElVE STEPTIME
management plan
N
Using your power skills to handle the mass of information on
your desk
N
Accessing your memory and recall skills
N
Staying in control: how to use stress to your advantage and
handle burnout
N
Reading more effectively by increasing comprehension
N
Delegation strategies that work
N
WHO SHOULD ATTEND

3ECRETARIESANDEXECUTIVESECRETARIESADMINISTRATIVEASSISTANTS
ADMINISTRATIVESUPPORTPERSONNELOFlCEMANAGERSEXECUTIVE
assistants and sales assistants.
Note: Please bring a calculator and a copy of your annual report (if available).
Schedule
Nov. 2-4 ............................ Chicago, IL.................................................2518-EC5-00617
Dec. 14-16......................... New York, NY ............................................2518-EC5-00618
July 18-20 ......................... Houston, TX ...............................................2518-EC5-00631
Aug. 1-3 ............................ Arlington, VA .............................................2518-EC5-00630
3 days/1.8 CEUs
Schedule
Nov. 3-4 ............................ New York, NY ............................................2194-EC5-00179
Feb. 23-24 ......................... New York, NY ............................................2194-EC5-00181
April 2-3 ............................ Arlington, VA .............................................2194-EC5-00182
2 days/1.2 CEUs
105
Improving Your Project

The Basics for Success
SEMINAR # 6503
An AMA
Blended
Learning
Seminar
Build a solid foundation

of project management
knowledge in this hands-on
workshop that covers the
entire project lifecycle.
)NTHISSEMINARYOUWILLLEARNAND
practice the latest tools and techniques
NECESSARYFORPROJECTMANAGEMENT
SUCCESS)NLECTURESDISCUSSIONSANDEXERCISESYOULLCOVER
EVERYASPECTOFMANAGINGPROJECTS
A Blend of Dynamic
Live Training
& Online Tools
7HILEALIGNEDWITHTHE0ROJECT-ANAGEMENT)NSTITUTES
0-) FRAMEWORKTHISCOURSEISSPECIlCALLYDESIGNEDTO
focus on the practical application of concepts.

%NSURETHATYOURPROJECTSARESETUPFORSUCCESSFROM
the start
N
Learn the basics for effectively gathering and
documenting requirements
N
5NDERSTANDTHEROLEOFTHEPROJECTMANAGERBUSINESS
ANALYSTANDOTHERSINMANAGINGPROJECTS
N
$EVELOPANINTEGRATEDPROJECTPLANINCLUDINGREALISTIC
SCOPESCHEDULEBUDGETANDRISKS
N
Learn how to track and report on progress
N
'AINTHERESPECTOFYOURPROJECTTEAMANDBUILDCREDIBILITY
with top management
N
WANT TO JUMP-START YOUR PROJECT MANAGEMENT CAREER?
Youve got a budget to monitor, youve got deadlines to

meet, youve got to manage scope and risk. Do you have
the skills to achieve project success?
You have to create a Work Breakdown Structure, develop

realistic estimates and devise an integrated project plan.
Do you have confidence in your abilities?
Your project scope has increased. Now, your plan has to be

changed and youve got to negotiate a revised schedule. Do you
have the flexibility to carry on?
AMA Blended Learning ABLENDOFDYNAMICLIVETRAININGSEMINARMATERIALSPLUS

POWERFULONLINETOOLSINCLUDINGPRE ANDPOST ASSESSMENTSTUNE UPCOURSES'!.44
AND0%24CHARTSCRITICALPATHWORKSHEETSANDOTHERRELEVANT0-ARTICLESANDTIPS!-!
"LENDED ,EARNING LETS YOU MEASURE AND BUILD ON WHAT YOU HAVE LEARNED 2EFRESH
reinforce and apply your learning long after your seminar ends.
This program has been approved for 18 recertication credit hours toward PHR, SPHR
and GPHR recertication through the Human Resource Certication Institute (HRCI).
For more information about certication or recertication, please visit the HRCI
homepage at www.hrci.org.
106
WHAT YOU WILL COVER

An Overview of Key Project Management Concepts
N
$ISCUSSINGKEYCONCEPTSTERMINOLOGYANDROLES
N
$ElNINGAhPROJECTvTHEPROJECTTRIANGLEANDCORE0-
processes
Initiating the Project
N
#REATINGAPROJECTCHARTERANDTYINGITTOABUSINESSCASE
N
3ETTINGCUSTOMERSPONSORANDTEAMMEMBER
expectations
Identifying the Work
N
Creating a work breakdown structure (WBS) based on
the charter and product requirements
N
Assigning ownership to tasks
N
Identifying and assigning ownership
Estimating the Work
N
Discussing best practices for creating realistic estimates
Scheduling the Work
N
Creating network logic diagrams
N
0RODUCING'!.44CHARTSFORPROJECTTIMELINES
N
Determining the critical path and calculating oat
Creating the Budget
N
Estimating and tracking personnel expenses
PROJEC T MANAGEMENT
Management Skills
Completing the Plan
N
#OMMUNICATINGPROJECTINFORMATION
N
)DENTIFYINGASSESSINGANDDEALING
with risks
N
Acquiring goods and/or services
Also available as a
Live Online Seminar

See page 6 or visit
SPECIAL FEATURE
This seminar features ctional case studies
that allow participants to immediately practice
course concepts in group exercises. Participants
WILLCREATEKEYPROJECTDOCUMENTSBUSINESS
CASECHARTERPRODUCTREQUIREMENTSPROJECT
PLANSTATUSREPORTSANDLESSONSLEARNED
Executing the Plan

N
Measuring progress against the plan
N
2EPORTINGONPROJECTSTATUS
N
Managing changes
Faculty
Spotlight*
EXTRA
Participants have access to online blended
LEARNINGCOMPONENTSINCLUDINGAFULLTOOLKIT
of integrated PM templates to download for
immediate use after the seminar.
Closing the Project

N
Running lessons learned session
N
Capturing historical data
WHO SHOULD ATTEND

)NDIVIDUALSWHOARENEWTOPROJECTMANAGEMENThACCIDENTALvPROJECTMANAGERSFOR
WHOM0-ISASECONDARYPARTOFTHEIRJOBS
BUSINESSANALYSTSSUBJECTMATTEREXPERTS
WHOCONTRIBUTETOPROJECTSANDEXPERIENCED
PROJECTMANAGERSLOOKINGTOREVIEWCURRENT
TOOLSTECHNIQUESANDPROCESSES

Institute (PMI).
Mariesa Julien, Ed.D. is a professional consultant, educator and coach

specializing in the implementation of
integrated process management, process improvement (Six Sigma), project
management and team building
using industrial psychology. She has
facilitated implementation projects
for manufacturing, service, healthcare and educational organizations
for more than 25 years. Her client
roster includes Alloy Surfaces, Belting
Industries, Cendant Mobility, Coors,
HK Metalcraft and Seren IPS.
project management experts.
Schedule
NOVEMBER
Nov. 2-4 .............. Atlanta, GA.........................6503-EC5-01988
Nov. 2-4 .............. Chicago, IL ..........................6503-EC5-01927
Nov. 2-4 .............. New York, NY .....................6503-EC5-01925
Nov. 7-9 .............. Indianapolis, IN...................6503-EC5-02009
Nov. 14-16 .......... Hartford, CT ........................6503-EC5-01931
Nov. 30-Dec. 2 ..... Dallas, TX ............................6503-EC5-01934
Nov. 30-Dec. 2 ..... Kansas City, KS ...................6503-EC5-01935
Nov. 30-Dec. 2 ..... Philadelphia, PA .................6503-EC5-01936
DECEMBER
Dec. 5-7............... New York, NY .....................6503-EC5-01938
Dec. 12-14........... Boston, MA.........................6503-EC5-01940
Dec. 12-14........... Chicago, IL ..........................6503-EC5-01941
Dec. 14-16........... Atlanta, GA.........................6503-EC5-01933
JANUARY
Jan. 9-11 ............. Arlington, VA ......................6503-EC5-01943
Jan. 18-20 ........... Atlanta, GA.........................6503-EC5-01947
Jan. 18-20 ........... Chicago, IL ..........................6503-EC5-01948
Jan. 18-20 ........... New York, NY .....................6503-EC5-01945
Jan. 25-27 ........... Morristown, NJ ...................6503-EC5-01950
Jan. 30-Feb. 1 ...... Arlington, VA ......................6503-EC5-01955
FEBRUARY
Feb. 1-3 ............... Phoenix, AZ ........................6503-EC5-02010
Feb. 8-10 ............. Chicago, IL ..........................6503-EC5-01956
Feb. 15-17 ........... Houston, TX ........................6503-EC5-01959
Feb. 15-17 ........... New York, NY .....................6503-EC5-01960
MARCH
March 5-7 ........... Boston, MA.........................6503-EC5-01963

March 28-30 ....... Minneapolis, MN ................6503-EC5-01969
APRIL
April 25-27 .......... Philadelphia, PA .................6503-EC5-02032
MAY
May 2-4 .............. Durham, NC ........................6503-EC5-02022
May 7-9 .............. Atlanta, GA.........................6503-EC5-02024
May 9-11 ............ Chicago, IL ..........................6503-EC5-02025
May 9-11 ............ Dallas, TX ............................6503-EC5-02026
May 9-11 ............ San Francisco, CA ...............6503-EC5-02027
May 14-16 .......... New York, NY .....................6503-EC5-02028
May 16-18 .......... Hartford, CT ........................6503-EC5-02029
May 30-June 1 .... Boston, MA.........................6503-EC5-02030
JUNE
June 6-8 .............. San Diego, CA .....................6503-EC5-02034
JULY
July 9-11 ............. San Francisco, CA ...............6503-EC5-02045

-ONDAY PM%4s,ESSONS
Nov. 28-Dec. 19, 2011 %#
Jan. 23-Feb. 13, 2012 %#
April 2-23, 2012 %#
Apr. 30-May 21, 2012 %#
July 9-30, 2012 %#
Aug. 6-27, 2012 %#
#%5S0$5Ss0(230(2

July 16-18 ........... Houston, TX ........................6503-EC5-02044
July 23-25 ........... Morristown, NJ ...................6503-EC5-02023
July 30-Aug. 1 ..... San Francisco, CA ...............6503-EC5-02049
AUGUST
Aug. 6-8 .............. Boston, MA.........................6503-EC5-02051
Aug. 8-10 ............ Chicago, IL ..........................6503-EC5-02052
Aug. 8-10 ............ Philadelphia, PA .................6503-EC5-02064
Aug. 13-15 .......... New York, NY .....................6503-EC5-02055
Aug. 15-17 .......... Atlanta, GA.........................6503-EC5-02056
Aug. 22-24 .......... Dallas, TX ............................6503-EC5-02058

107
PROJEC T MANAGEMENT
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Technical Project Management
SEMINAR #4251
A best-selling seminar for managers and team members of technical projects. This enriched 3-day
PROGRAMGIVESYOUVALUABLEKNOWLEDGEANDPRACTICEINMANAGINGPROJECTSRELATEDTO2$CAPACITYEXPANSION
INSTRUMENTATIONANDCONTROLNEWPRODUCTDEVELOPMENTANDMORE7ORKINGINTEAMSYOUWILLUSEAREAL WORLDCASE
STUDYTODEVELOPALOGICALFRAMEWORKFORPLANNINGANDMANAGINGTECHNICALPROJECTS'UIDEDDISCUSSIONSWILLACCELERATEYOURLEARNINGANDALLOWYOUTOSHAREYOUREXPERIENCESANDCHALLENGESWITHOTHERPROJECTMANAGERSINAVARIETYOF
INDUSTRIES4HISCOURSEISMUCHMORETHANJUSTTHEORYBECAUSEYOUWILLTAKEHOMEATOOLBOXFULLOFPRACTICALTOOLSTO
HELPYOUJUMP STARTPROJECTSGETTHEMRIGHTTHEFIRSTTIMEANDKEEPPROJECTSONTRACK

Understand how unclear product
REQUIREMENTSIMPACTPROJECTWORK
N
Learn how to make more accurate estimates
N
Determine the best order for work to be
accomplished
N
Avoid ghting res by planning for
PROJECTRISKS
N
Learn the value and application of
management review meetings
N
Create status reports that show top
MANAGEMENTHOWTHEPROJECTISPERFORMING
against established baselines
N
"RINGAPROJECTTOANORDERLYEND
N
WHAT YOU WILL COVER
Scheduling the Work

N
Identifying the sequence of tasks via
precedence diagramming
N
Task relationships and dependencies
N
Overview of the critical path methodology
Creating the Budget
N
Determining the necessary expense and
personnel costs
N
Responsibility Assignment Matrix
Completing the Plan
#REATINGTHEPROJECTCOMMUNICATIONSPLAN
N
$ESCRIBINGTHEPROJECTRISKMANAGEMENT
processes
N
4HEPURPOSEOFTHEPROJECTPROCUREMENTPLAN
N
Executing the Plan

)DENTIFYINGTHEPROJECTSPERFORMANCE
measurements
N
Create a management status report
N
The purpose of management review meetings
N
The Project Management Framework

N
#OMPARINGTECHNICALPROJECTSTOOTHERTYPES
OFPROJECTS
N
$ElNINGTHEBASICPROJECTMANAGEMENT
framework
N
+EYPROJECTMANAGEMENTTERMINOLOGY
N
The art of stakeholder management
N
$ElNINGTHESCOPEOFTHEPROJECT
N
0ROJECTANDPRODUCTREQUIREMENTS
N
4HEPURPOSEANDCONTENTOFTHEPROJECT
charter and product requirements document
Identifying the Work
Using the SMART model when writing
OBJECTIVES
N
Creating a customized WBS
N
0LANNINGTHEPROJECTKICKOFFMEETING
N
Estimating the Work

Estimating considerations for technical
PROJECTS
N
Demonstrating the concept of rolling
wave planning
Closing the Project

The elements of administrative and
CONTRACTUALPROJECTCLOSUREPROCEDURES
N
The importance of a repository and lessons
learned
N
WHO SHOULD ATTEND

2$PROFESSIONALSENGINEERSSCIENTISTSAND
PRINCIPALINVESTIGATORSPROJECTENGINEERS
FACILITYENGINEERSPLANTMANAGERSPROJECT
MANAGERSPROJECTTEAMLEADERSANDANYONE
ELSEWHOADMINISTERSTECHNICALPROJECTS
Note: IT professionals are asked to attend
Information Technology Project Management
(Seminar #6515) page 109.

Institute (PMI).
Faculty
Spotlight*
Michael B. Bender, has more than 25
years experience in resource management and engineering. He has developed
specialized methodologies and training for research, museums, worldwide
religious organizations, city and state
governments, publishing companies and
corporations. He is currently authoring
The How To Project Manager Series
and has completed the rst book, Setting
Goals and Expectations.
AMA Blended Learninga blend of dynamic live

TRAININGSEMINARMATERIALSPLUSPOWERFULONLINETOOLS
INCLUDINGPRE ANDPOST ASSESSMENTSTUNE UPCOURSES
'!.44AND0%24CHARTSCRITICALPATHWORKSHEETSAND
other relevant PM articles and tips. AMA Blended
Learning lets you measure and build on what you have
LEARNED2EFRESHREINFORCEANDAPPLYYOURLEARNING
long after your seminar ends.
This course qualies for 18

Professional Development
Points towards renewal of
ISAs Certied Automation
Professional (CAP ) program.
The course must be completed during the three year
certication period for the points to be accepted. For more
information on CAP visit www.isa.org/cap.
Schedule
Nov. 14-16 .......... Boston, MA.........................4251-EC5-00502
Nov. 28-30 .......... New York, NY .....................4251-EC5-00496
Feb. 13-15 ........... Chicago, IL ..........................4251-EC5-00495
Feb. 22-24 ........... Atlanta, GA.........................4251-EC5-00497
108
May 7-9 .............. New York, NY .....................4251-EC5-00508

July 30-Aug. 1 ..... Atlanta, GA.........................4251-EC5-00512

PROJEC T MANAGEMENT
Also available as a
Live Online Seminar

An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Information Technology Project

Management
SEMINAR # 6515
Master the skills and techniques that can help make you a
top-notch IT project manager. &ROMDEFININGPLANNINGANDEXECUT-
ING)3)4PROJECTSTOMANAGINGCRITICALINTERFACESWITHUSERSANDVENDORS
YOULLFINDYOURSOLUTIONSHERE$ISCOVERHOWTOOPTIMIZE)4PROJECTSTO
bring business/software systems online more quickly and effectivelywhether you work
in a traditional waterfall environment or an agile/iterative one. Through case study work
ANDIN CLASSAPPLICATIONYOULLREINFORCEYOURNEWKNOWLEDGE9OUWILLALSOHAVETHE
OPPORTUNITYTOANALYZEANDDISCUSSTHEREAL WORLDCHALLENGESYOUREFACINGONCOMPLEX
(737PROJECTSWITHBOTHTHECOURSELEADERANDYOURFELLOWPARTICIPANTS2ETURNTO
WORKWITHANACTIONPLANYOUCANIMMEDIATELYAPPLYTOTHESEPROJECTS

#ORRECTLYINITIATEPROJECTS
N
Understand the different types of
IT/software requirements
N
Create balanced and predictable plans
N
Plan for the unexpected
N
Budget more effectively
N
-AINTAINCONTROLOFYOURPROJECTSAND
deliver quality systems on time
N
Use PM (software) tools to improve your
efciency
N
WHAT YOU WILL COVER

Overview of Core Project Management
Concepts
N
0ROJECTMANAGEMENTFRAMEWORKAND
terminologyprocess groups and the nine
knowledge areas of the PMBOK Guide
N
0RIORITIESMAKINGTHEBUSINESSCASEAND
management of stakeholder expectations
N
Understanding the triple constraint
Initiating Projects: How the Software
Development and Project Management
Processes Work Together
N
The waterfall and agile software
development lifecycles (SDLCs)
N
#REATINGTHEPROJECTCHARTER
N
Understanding the relationship/hierarchy
of requirements
N
Using the SMART model when writing
requirements
Dening Project Work

N
Creating a customized Work Breakdown
Structure (WBS)
N
Decomposition guidelines that facilitate
PROJECTCONTROL
Project Estimating Techniques
N
Key considerations when making estimates
N
Software-specic estimating techniques
N
Estimating in an agile/iterative environment
Scheduling
N
Task dependencies and relationships
N
Precedence/network diagramming
N
Determining the critical path and key
milestones
Creating the Budget
N
Responsibility Assignment Matrix (RACI)
N
Top-down vs. bottom-up cost planning
Creating a Complete Plan
N
Communication considerations
N
Team-user collaboration
N
Risk management
Executing the Plan
5NDERSTANDINGPROJECTBASELINES
N
Determining variances and taking
corrective action
N
Running effective meetings
N
Status reporting
N
Change control in the waterfall vs. agile
environment
Spotlight*
Stanley Ostaszewski has over 30
years of information technology
experience; he began his career
as an application and operating
systems programmer. Over the years
he has been involved in both the
operations and consulting sides of
IT, as well as the improvement of
business processes. He has handled
all aspects of project management
from the technical aspects to conict
resolution, change management,
risk management and solution
implementation management.
Project Closure
N
#LOSINGDOWNTHEPROJECT
N
Capturing archival information and lessons learned
WHO SHOULD ATTEND

)4MANAGERSPROJECTMANAGERSANDTEAM
LEADERSDEVELOPERSBUSINESSANALYSTSSYSTEMS
ANALYSTS$"!SANDPROJECTOFlCESTAFF4ECHNICAL
or nontechnical individuals who are new to IT/
SOFTWAREPROJECTMANAGEMENTANDOREXPERIENCED
individuals wanting a refresher on the latest
PROCESSESCONCEPTSANDTHINKING

Institute (PMI).

4HURS PM%4s,ESSONS
Schedule
Nov. 7-9 .............. Chicago, IL ..........................6515-EC5-01146
Nov. 9-11 ............ San Francisco, CA ...............6515-EC5-01147
Feb. 6-8 ............... New York, NY .....................6515-EC5-01153
April 9-11 ............ Chicago, IL ..........................6515-EC5-01166
Faculty
April 30-May 2 .... New York, NY .....................6515-EC5-01167

Aug. 6-8 .............. New York, NY .....................6515-EC5-01174
Oct. 20-Nov. 10, 2011 %#

March 8-29, 2012 %#
May 31-June 21, 2012 %#
Aug. 2-23, 2012 %#
1.2 CEUs/12 PDUs

109
PROJEC T MANAGEMENT
AMAs Comprehensive Project

Management Workshop
SEMINAR # 6595
In just five days, refresh your PM expertise and chart a journey toward
PM certification. 7ANTTOMOVEAHEADTOWARDACHIEVINGYOUR0ROJECT-ANAGEMENT
Professional (PMP ) certification while gaining new PM skills and enhancing existing
ONES)NTHISWEEK LONGACTIVELEARNINGPROGRAMYOULLEXAMINEACOMPLETEARSENAL
of PM competencies and methods and learn a common and precise language to comMUNICATEANDDEFINEPROJECTNEEDSEFFECTIVELY)NADDITIONYOULLACQUIRESKILLSTORESOLVE
PROJECTISSUESTHROUGHANALIGNMENTWITHA Guide to the Project Management Body of
Knowledge (PMBOK Guide).
,EARNALLASPECTSOFPROJECTMANAGEMENT
from the perspective of The PMBOK Guide
N
Acquire necessary prerequisite knowledge to
enter a PMP Exam Prep training program
N
Achieve competence in the nine PM
knowledge areas and ve process groups
N
Master the 44 competencies outlined in
The PMBOK Guide
N
Learn the techniques of documenting
PROJECTRISKSASSUMPTIONSANDCONSTRAINTS
N
Become skilled at identifying and
performing stakeholder analysis
N
$EVELOPA7"3ANDCREATEAPROJECTCHARTER
N
$ETERMINETHECRITICALPATHOFAPROJECT
N
3TAFFYOURPROJECTFOROPTIMUMRESULTS
N
%XECUTEMONITORANDCONTROLTHETASKS
DElNEDINYOURPROJECTPLAN
N
WHAT YOU WILL COVER

DAY 1
Examining the PM Framework
N
%XPLORINGCHARACTERISTICSOFPROJECTS
N
2EVIEWINGPROJECTMANAGEMENTTERMINOLOGY
N
Considering environmental inuences
Reviewing the PM Body of Knowledge
N
4HEPROJECTMANAGEMENTPROCESSGROUPS
N
4HEPROJECTMANAGEMENTKNOWLEDGEAREAS
N
0ROJECTMANAGEMENTCOMPETENCYSTANDARDS
5SINGPROJECTSELECTIONMETHODS
N
$ElNINGPROJECTSCOPE
N
$OCUMENTINGPROJECTRISKSASSUMPTIONS
and constraints
N
Performing stakeholder analysis
N
%VALUATINGTHEPROJECTCHARTER
N
DAY 2
Planning the Project
N
$ElNINGANDRECORDINGREQUIREMENTS
constraints and assumptions
N
)DENTIFYINGPROJECTTEAMMEMBERSAND
dening roles and responsibilities
N
Creating the work breakdown structure (WBS)
N
Developing the change management plan
N
Identifying risks and dening risk strategies
N
Obtaining plan approval
N
Conducting the kickoff meeting
DAY 3
Executing the Project
N
%XECUTINGTHETASKSDElNEDINTHEPROJECTPLAN
N
Ensuring an understanding and expectations
N
Implementing a quality management plan
N
%XECUTINGCHANGESACTIONSANDWORKAROUNDS
N
Improving team performance
DAY 4
Monitoring and Controlling the Project
N
-EASURINGPROJECTPERFORMANCE
N
Verifying and managing changes
N
%NSURINGTHATPROJECTDELIVERABLESCONFORM
to quality standards
N
-ONITORINGALLPROJECTRISKS
DAY 5
Closing the Project
N
/BTAININGlNALACCEPTANCEFORTHEPROJECT
N
&INANCIALLEGALANDADMINISTRATIVECLOSURE
N
2ELEASINGPROJECTRESOURCES
N
Identifying lessons learned
N
#REATINGANDDISTRIBUTINGAlNALPROJECTREPORT
N
!RCHIVINGANDRETAININGPROJECTRECORDS
N
Measuring customer satisfaction
PMP, PMBOK and the PMI R.E.P. logo are registered
trademarks of the Project Management Institute, Inc.
Faculty
Spotlight*
Robert Smith 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.
WHO SHOULD ATTEND

0ROJECTMANAGERSPROGRAMMANAGERSAND
PROJECTTEAMLEADERSWHOHAVESEVERALYEARS
EXPERIENCEINITIATINGPLANNINGANDMANAGING
PROJECTSANDPROJECTTEAMMEMBERSWHO
are interested in enhancing their career by
preparing to become a certied PMP.
&ORTHOSEWHOAREINTERESTEDINTAKINGTHE0-0
EXAM!-!RECOMMENDSYOUALSOATTEND
AMAs PMP Exam Prep Express. See page 113.
EXTRA
Attendees will receive a complimentary copy
of: A Guide to the Project Management Body
of Knowledge (PMBOK Guide)4th Edition
by PMI (a $65.95 value) and The AMA
Handbook of Project Management by Paul
#$INSMORE0-0*EANNETTE#ABANIS "REWIN
(a $79.95 value).
NOTE: Attendees from =dlid9ZkZadei]ZEgd_ZXi
BVcV\ZbZciEaVc (Seminar #6596, page 111) may join
your #6595 session for Days 2 and 3. Attendees from
BVcV\^c\Egd_ZXi:mZXji^dcVcY8adh^c\ (Seminar
#6597, page 111) may also join your #6595 session for
Days 4 and 5. This can offer you the unique opportunity
of working with additional PM professionals at different
points in the project management process, just as you
may have experienced with your own projects. See
facing page for more information.

Institute (PMI).
Schedule
Nov. 7-11 ............ Chicago, IL ..........................6595-EC5-00057
Nov. 14-18 .......... New York, NY .....................6595-EC5-00058
Dec. 5-9............... Morristown, NJ ...................6595-EC5-00071
Jan. 23-27 ........... New York, NY .....................6595-EC5-00072
Feb. 27-Mar. 2 ..... Atlanta, GA.........................6595-EC5-00063
110
March 26-30 ....... New York, NY .....................6595-EC5-00061 July 9-13 ............. San Diego, CA .....................6595-EC5-00083
April 9-13 ............ Arlington, VA ......................6595-EC5-00076 July 30-Aug. 3 ..... Arlington, VA ......................6595-EC5-00085
Apr. 30-May 4 ..... Chicago, IL ..........................6595-EC5-00084 Aug. 20-24 .......... Boston, MA.........................6595-EC5-00086
May 7-11 ............ Los Angeles, CA ..................6595-EC5-00077
May 14-18 .......... New York, NY .....................6595-EC5-00078 5 days/3.0 CEUs/35 PDUs
June 4-8 .............. Atlanta, GA.........................6595-EC5-00079 $2,995/AMA Members $2,695
June 4-8 .............. Philadelphia, PA .................6595-EC5-00080
PROJEC T MANAGEMENT
2 NEW SEMINARS
TO DEVELOP YOUR PM SKILLS
)F YOURE
)F
YOURE LOOKING
LOOKING TO
TO REFRESH
REFRESH YOUR
YOUR OVERALL
OVERALL 0-
0EXPERTISEANDWORKTOWARDSYOUR0-0CERTIFICATION
EXPERTISE AND WORK TOWARDS YOUR 0-0 CERTIFICATION
register for Seminar #6595 (page 110) and attend
the full 5-day seminar. Or consider the following
additional options:
Is your main interest in developing your project

p
planning skills?2EGISTERFORTHENEW DAYCOURSE
=
=dl id 9ZkZade i]Z Egd_ZXi BVcV\ZbZci EaVc
3
3EMINAR BELOW 9OULL JOIN THE
sseminar to cover this critical part of the PM process.
TThis will give you the experience of working with
A NEW GROUP OF COLLEAGUES IN A FOCUSED HIGHLY
INTERACTIVE SETTING JUST AS YOU MIGHT OFTEN DO IN
THECOURSEOFANACTUALPROJECT
NEW! How to Develop the
Want to focus just on project execution and

closure? 2EGISTER FOR THE NEW TWO DAY COURSE
BVcV\^c\Egd_ZXi:mZXji^dcVcY8adh^c\ (Seminar
BELOW 9OULLJOINTHESEMINARFOR
THESE IMPORTANT SECTIONS OF THE PROJECT PROCESS
and get the chance to collaborate with a diverse
group of PM professionals.
NEW! Managing Project
Project Management Plan
Execution and Closing
SEMINAR # 6596
SEMINAR # 6597
Get the skills to build a practical, useful and projectspecific plan. This 2-day seminar will show you how to
Proactively address risks before they sabotage your

projects. Attend this 2-day seminar to learn how to under-
ASSEMBLETHELISTOFESSENTIALCONTENTSFORYOUR0-PLANBASED
on both the The PMBOK Guide and your own experience.
9OULLWORKINGROUPSTOANALYZETHECONTENTSOFYOURPLAN
VALIDATETHEPROJECTSCOPEUSINGA7ORK"REAKDOWN3TRUCTURE
7"3 ANDEVALUATEADRAFTPROJECTSCHEDULE9OULLALSOLEARN
HOWTODEFINEREALISTICPROJECTQUALITYMETRICSANDDETERMINE
how to approach and conduct risk management activities.
TAKEANEFFECTIVEPROJECTKICKOFFMANAGETHEPROJECTTEAM
ANDMANAGEANDDEALWITHCHANGESTOTHEPROJECTSSCOPE
SCHEDULEANDBUDGET9OULLALSOLEARNHOWTOCOMMUNICATE
PROJECTINFORMATIONEFFECTIVELYTOKEYSTAKEHOLDERSANDMONITORESSENTIALPROJECTPARAMETERS)NADDITIONYOULLPRACTICE
BUILDINGAN%ND0ROJECT2EPORTTHATDOCUMENTSTHESUCCESSOF
THEPROJECT
Identify and perform stakeholder analysis

N
$OCUMENTANDANALYZEPROJECTRISKSASSUMPTIONSANDCONSTRAINTS
N
"EABLETOEVALUATEA7"3ANDCREATEAPROJECTSCHEDULE
N
+NOWHOWTOSTAFFYOURPROJECTFOROPTIMUMRESULTS
N
Become procient at planning stakeholder communications
N
Learn how to establish a sound quality and cost baseline
N
5NDERSTANDHOWTOANALYZEPROJECTPROCUREMENTREQUIREMENTS
N
%FFECTIVELYEXECUTEMONITORANDCONTROLPROJECTPLANTASKS
&ORECASTFUTUREPROJECTPERFORMANCEANDPERFORMTRENDANALYSIS
N
)DENTIFYTRACKANDMONITORPROJECTISSUESANDRISKS
N
)DENTIFYLESSONSLEARNEDFORSUCCESSFULANDUNSUCCESSFULPROJECTS
N
N
WHAT YOU WILL COVER

See DAYS 4 and 5 on facing page.
PMP, PMBOK and the PMI R.E.P. logo are registered trademarks of the Project
Management Institute, Inc.
WHAT YOU WILL COVER

See DAYS 2 and 3 on facing page.
PMP, PMBOK and the PMI R.E.P. logo are registered trademarks of the Project
Management Institute, Inc.
WHO SHOULD ATTEND

0ROJECTMANAGEMENTPROFESSIONALS
WHO SEEK IN DEPTH PROJECT PLANNING
knowledge and skills to do so
effectively.
WHO SHOULD ATTEND

0ROJECTMANAGEMENTPROFESSIONALSWHONEEDMORESPECIlCSKILLSIN
ORDER TO EXECUTE MONITOR AND CLOSE PROJECTS EFFECTIVELY
EXTRA FOR BOTH SEMINARS

Attendees will receive a complimentary copy of: A Guide
to the Project Management Body of Knowledge (PMBOK
Guide)4th Edition by PMI (a $65.95 value) and The AMA
Handbook of Project ManagementBY0AUL#$INSMORE
0-0*EANNETTE#ABANIS "REWINAVALUE
Schedule
Schedule
Jan. 24-25 ......................... New York, NY ............................................6596-EC5-00001

Feb. 7-8 ............................. Arlington, VA .............................................6596-EC5-00002
Feb. 28-29 ......................... Atlanta, GA ...............................................6596-EC5-00003
May 1-2 ............................ Chicago, IL.................................................6596-EC5-00007
May 15-16 ........................ New York, NY ............................................6596-EC5-00009
June 5-6 ............................ Atlanta, GA ...............................................6596-EC5-00010
July 31-Aug. 1 ................... Arlington, VA .............................................6596-EC5-00015
Jan. 26-27 ......................... New York, NY ............................................6597-EC5-00001

Feb. 9-10 ........................... Arlington, VA .............................................6597-EC5-00002
March 1-2 ......................... Atlanta, GA ...............................................6597-EC5-00003
May 3-4 ............................ Chicago, IL.................................................6597-EC5-00007
May 17-18 ........................ New York, NY ............................................6597-EC5-00009
June 7-8 ............................ Atlanta, GA ...............................................6597-EC5-00010
2 days/1.2 CEUs
2 days/1.2 CEUs
111
PROJEC T MANAGEMENT
Also available as a
Essentials of Project
Management for the
Non-Project Manager
Live Online Seminar

SEMINAR # 6548
Learn and apply basic elements of project management to your job to

support project success.4OWORKTOGETHEREFFECTIVELYONANYPROJECTEVERYONEON
the team needs to use a common language and tools plus have a clear understanding
of all expectations. This unique seminar is designed for individuals with little or no prior
KNOWLEDGEOFPROJECTMANAGEMENTBUTWHOSERVEONPROJECTMANAGEMENTTEAMSOR
THOSEWHOSIMPLYWANTTOKNOWMOREABOUT0-ORAREMAKINGTHETRANSITIONTOPROJECT
MANAGEMENT)NJUSTTWODAYSYOULLDEVELOPANUNDERSTANDINGOFESSENTIALTERMINOLogy and apply basic PM tools and techniques to increase your effectiveness both on the
team and in your own functional area.
+NOWTHEPURPOSEANDPROCESSOFPROJECT
management
N
5NDERSTANDTHEROLESRESPONSIBILITIESAND
NEEDSOFPROJECTTEAMMEMBERS
N
)DENTIFYANDAPPLYCRITICALPROJECT
management tools
N
)DENTIFYSTAKEHOLDERSTHEIRRELATIONSHIPS
to each other and how these relationships
AFFECTTHEPROJECTS
N
Recognize stakeholder issues within the
organization
N
Identify and apply critical communication
tools and protocols
N
WHAT YOU WILL COVER

Getting Your Hands Around Project
Management
N
$ISTINGUISHINGBETWEENPROJECTSAND
operations
N
#ONSIDERFACTORSTHATCONTRIBUTETOPROJECT
success or failure
N
)DENTIFYINGTHEFRAMEWORKFORPROJECT
management
Getting the Project Off the Ground
N
+NOWINGWHYHOWAPROJECTISIMPORTANTTO
you and the organization
N
Identify the elements of a charter and its
RELEVANCETOINITIATINGAPROJECT
N
Identifying stakeholders and their role(s) on
APROJECT
Planning the Work

N
$ElNINGTHESCOPEOFTHEPROJECTPROJECT
scope statement
N
Identifying the work to be done; work
BREAKDOWNSTRUCTUREACTIVITYLISTS
N
%STIMATINGRESOURCESCOSTANDHOURSFOR
THEPROJECT
N
3CHEDULINGTHEPROJECTWORK
N
Identifying roles and responsibilities for the
PROJECT
N
0LANNINGFORPOTENTIALRISKSTOTHEPROJECT
Working the Plan
N
Building an effective status report
N
Recognizing the types of meetings and
their purpose
N
Identifying action items and issues
N
Recognizing the importance of managing
change
Putting the Project to Bed
N
Contributing to the lessons learned
database
N
)DENTIFYINGTHEPROJECTRECORDSANDlLESTHAT
must be archived for historical purposes
N
5SINGAPROJECTCLOSURECHECKLIST
N
Comparing closing out successful vs.
UNSUCCESSFULORCANCELLEDPROJECTS
Faculty
Spotlight*
Mike Levesque, PMP has extensive
experience in the banking, electronics
manufacturing and aviation industries.
His specialties include knowledge in
resource management, establishing
long-term customer relations, organizational dynamics, change management, negotiations and instructional
system design. Mr. Levesque has been
actively involved in implementing new
technologies and methodologies for
product development and introduction,
resulting in improved efciencies.
WHO SHOULD ATTEND

4HOSEWHOAREINVOLVEDINPROJECTSBUTDO
NOTMANAGETHEMSUCHASSUBJECT MATTER
EXPERTSTEAMMEMBERSPROJECTSPONSORS
CONTRIBUTORSFACILITATORSANDCOORDINATORS
3CANWITHYOURSMARTPHONETOSEEA
SHORTVIDEOFROMTHISSEMINARORVISIT
WWWAMASEMINARSORG
Schedule
Nov. 3-4 .............. Denver, CO..........................6548-EC5-00035
Nov. 10-11 .......... New York, NY .....................6548-EC5-00021
Nov. 17-18 .......... Los Angeles, CA ..................6548-EC5-00054
Dec. 8-9............... Chicago, IL ..........................6548-EC5-00022
Jan. 30-31 ........... Morristown, NJ ...................6548-EC5-00039
Feb. 23-24 ........... New York, NY .....................6548-EC5-00025
112

May 21-22 .......... New York, NY .....................6548-EC5-00042
July 19-20 ........... San Diego, CA .....................6548-EC5-00045
Aug. 2-3 .............. Chicago, IL ..........................6548-EC5-00043
Aug. 13-14 .......... New York, NY .....................6548-EC5-00046
Aug. 27-28 .......... Dallas, TX ............................6548-EC5-00047
2 days/1.2 CEUs

Jan. 12-Feb. 2, 2012 %#
April 5-26, 2012 %#
July 12-Aug. 2, 2012 %#
2 days/1.2 CEUs
PROJEC T MANAGEMENT
Also available as a
Live Online Seminar

AMAs PMP Exam Prep Express
An AMA
Blended
Learning
Seminar
Customers report 100% pass rate on their certification exam.
!CETHE0ROJECT-ANAGEMENT0ROFESSIONALCERTIFICATIONEXAM'UARANTEED
Get on track to achieving this prestigious credentialand greater career
A Blend of Dynamic
POTENTIAL!TTHISSEMINARWELLHELPYOUPREPAREFORTODAYSMORERIGOROUS
Live Training
& Online Tools
PMP exam based on A Guide to the Project Management Body of
Knowledge (PMBOK Guide).9OULLCOVERALLTHEPROCESSANDKNOWLEDGE
areasincluding professional responsibilitythrough instruction and testing and increase
the probability of quickly gaining your PMP certification.
N
SEMINAR # 6590
Cover the PMP certication exam from

every angle
Study under PMP-certied instructors who
know the certication process
Understand the exam and develop a clear
plan for passing it
Assess where you are and where you need
to be in terms of readiness to take the exam
Learn how to tackle tough questions and
avoid common mistakes
Differentiate between need to know and
nice to know information
Measure your knowledge by taking a
practice exam of 100 questions in class
and then concentrate on the areas you
need to review
Blended Learning:!CCESS!-!SPRE AND
post-seminar website for additional help
on key concepts including more than 100
sample questions and additional tools.
0-00-"/+ANDTHE0-)2%0LOGOAREREGISTERED
TRADEMARKSOFTHE0ROJECT-ANAGEMENT)NSTITUTE)NC
WHAT YOU WILL COVER

How to Take the Exam
N
The PMP certication process
N
Test-taking strategies
Project Integration Management

N
0ROJECTCHARTERSCOPESTATEMENT
N
-ANAGINGPROJECTEXECUTION
N
-ONITORINGANDCONTROLLINGPROJECTWORK
N
Integrated change control
N
#LOSINGTHEPROJECT
Project Scope Management
Scope planning and denition
N
Creating the WBS
N
Scope verication and control
The Project Management Framework

N
Overview of the framework
N
0ROJECTLIFECYCLEANDORGANIZATION
Spotlight*
Emil Smith, PMP is a certied Project
Management Professional and a professional project management instructor with nearly 20 years of Fortune 500
IT management experience.
Project Time and Cost Management

N
#OSTESTIMATINGBUDGETINGANDCONTROL
Project Quality Management
Quality planning
N
Performing quality assurance
N
Conducting quality control
N
Project Communication Management

N
Communication planning
N
Performance reporting
N
Managing stakeholders
Project Risk Management
N
Risk identication
N
Qualitative and quantitative risk analysis
N
Risk monitoring and control
Project Procurement Management
Planning the purchase and contracting
N
Contract administration and closure
N
Overview of The PMBOK Guide

N
4HElVEPROJECTMANAGEMENTPROCESSAREAS
and nine knowledge areas
N
PMP professional responsibility
Faculty
Project Human Resource Management

Professional Responsibility
N
Code of conduct
N
,EGALETHICALANDPROFESSIONALBEHAVIOR
Practice Exam of 100 Questions
WHO SHOULD ATTEND

0ROJECTMANAGERSPROGRAMMANAGERSAND
PROJECTTEAMLEADERSWHOHAVEEXPERIENCE
LEADINGANDDIRECTINGPROJECTSANDWHO
have met the PMP credential eligibility
requirement. The requirements state:
minimum of 35 hours of PM classroom
INSTRUCTIONPLUSHOURSANDYEARS
EXPERIENCEFORTHOSEWITHABACHELORSDEGREE
ORHOURSANDYEARSEXPERIENCE
WITHOUTANUNDERGRADUATEDEGREE&ORMORE
information call 1-800-262-9699.
FREE BooksRequired Reading

PMP: Project Management
Professional Exam Study Guide, 5th

Edition by Kim Heldman and Vanina
Mangano (a $29.99 value)
A Guide to the Project Management
Body of Knowledge (PMBOK Guide)

4th Edition by PMI (a $65.95 value)

Institute (PMI).
Schedule
Dec. 19-21........... New York, NY .....................6590-EC5-00121
Jan. 25-27 ........... Boston, MA.........................6590-EC5-00131
Feb. 22-24 ........... New York, NY .....................6590-EC5-00123
March 12-14 ....... Morristown, NJ ...................6590-EC5-00134
May 9-11 ............ New York, NY .....................6590-EC5-00137

Aug. 1-3 .............. New York, NY .....................6590-EC5-00140
Aug. 6-8 .............. Dallas, TX ............................6590-EC5-00141


-ON 4HURS PM%4s,ESSONS
Oct. 31-Nov. 3, 2011 %#
April 16-19, 2012 %#
1.2 CEUs/12 PDUs
113
PURCHATSING
PROJEC
MANAGEMENT
/ SUPPLY CHAIN MANAGEMENT
Project Scope and

Requirements Management
SEMINAR # 6586
Manage project stakeholders and requirements to

deliver satisfying solutions to the customer. Weaknesses and flaws in the scope definition processincluding
POORSTAKEHOLDERANALYSISANDPROJECTMANAGEMENTCANEASILYLEADTOCOSTLYANDUNNECESSARYPROJECTFAILURES'ATHERING
REQUIREMENTSMANAGINGSCOPEANDMEETINGCUSTOMEREXPECTATIONSAREAMAJORPARTOFAPROJECTMANAGERSWORK,EARN
HOWTOACHIEVEPROJECTSUCCESSBYMASTERINGSCOPECONTROL
'AINTHETOOLSTECHNIQUESANDTEMPLATESTOMANAGEPROJECT
scope and requirements
N
)DENTIFYPROJECTSTAKEHOLDERSANDINVOLVETHEMINDOCUMENTING
their product or process requirements
N
'ETCOMMITMENTONDELIVERABLESSCHEDULESANDRESOURCES
N
Manage changes and dene the known unknowns
N
'AINEARLYAGREEMENTONPROJECTSCOPETOAVOIDSCOPE CREEPOR
anticipate and manage risks
N
!CHIEVEINCREASEDCUSTOMERSATISFACTIONWITHPROJECTDELIVERABLES
ANDEFFECTIVEEXECUTIONOFPROJECT
N
WHAT YOU WILL COVER

7HYSCOPEMANAGEMENTISCRITICALTOPROJECTSUCCESS
3ETTINGHIGH LEVELBUSINESSOBJECTIVESREQUIREMENTSGATHERING
techniques and constraints
N
Analyzing the cost/benet to the organization and customer
N
User needs analysis for developing preliminary requirements
N
0ROJECTSCOPEPLANNINGANDVERIlCATION
N
Developing the work breakdown structure
N
Converting requirements into product specs
N
0ROJECTSCOPECONTROLANDCHANGEMANAGEMENT
N
0ROJECTCLOSURE
N
N
WHO SHOULD ATTEND

0ROJECTANDPROGRAMMANAGERSDIRECTORSANDSPONSORSASWELLAS
0-/MANAGERSTEAMLEADERSANDBUSINESSANALYSTS
Note: Attendees should have formal basic PM training.
Project Risk Management

Practical Techniques for FailureProong Your Projects SEMINAR # 6501
Proactively address risks before they sabotage your
projects.4ODAYSPROJECTSINHERENTLYCARRYGREATERRISKAND
the price of failure has never been higher. Time constraints
ARETIGHTERANDSUBJECTTOCHANGE4ECHNICALCHALLENGESARE
increasingly complex. Inadequate resources are the norm and
CANDERAILAPROJECTWITHOUTTHERIGHTSTRATEGY
This course provides in-depth coverage of Chapter 11 of the
PMI PMBOK'UIDEANDGOESBEYONDITTOHELPYOUREDUCE
ORELIMINATETHEIMPACTOFMULTIPLERISKS9OULLLEARNHOWTO
IDENTIFYPROJECTRISKSANDDISCOVERTECHNIQUESFOREFFECTIVELY
dealing with them. Practical methods for completing difficult
PROJECTSTHROUGHTHEAPPLICATIONOFPROJECTRISKMANAGEMENT
concepts and methods will be explored. Through hands-on
PRACTICEINSTRUCTORFEEDBACKANDTEAMINTERACTIONYOULLREINFORCEANDAPPLYTHESECONCEPTSANDRETURNTOYOURJOBWITHA
PLANFORDEALINGWITHRISKSINYOUROWNPROJECTENVIRONMENT
,EARNSPECIlCPRACTICESFORUNCOVERINGPROJECTRISKS
Gain a thorough understanding of risk assessment techniques
N
5NDERSTANDHOWTOLESSENTHEIMPACTOFRISKSONKEYPROJECT
components
N
Acquire specic strategies and methods to respond to signicant
PROJECTRISKS
N
-AKEAPERSONALPLANFORDEALINGWITHRISKSINYOURPROJECT
environment
N
N
WHAT YOU WILL COVER

3OURCESOFSCOPESCHEDULEANDRESOURCERISK
High-level risk-assessment techniques
N
%STIMATINGWORKmOWCONSTRAINTSANDPROJECTOPTIMIZATIONRISKS
N
2ISKRESPONSEPLANNINGPREVENTIONMITIGATIONTRANSFERAND
acceptance
N
0%24SIMULATIONANDCOMPUTERMODELING
N
0ROJECTTRACKINGANDRISKMONITORING
N
0ROJECTRISKREVIEWSANDRETROSPECTIVES
N
N
WHO SHOULD ATTEND

Institute (PMI).
)NTERMEDIATETOEXPERIENCEDPROJECTANDPROGRAMMANAGERSWITHA
BACKGROUNDINTHEFUNDAMENTALSOFPROJECTMANAGEMENTASWELL
ASPROJECTSPONSORSANDMANAGERSOFPROJECTMANAGERS
This seminar is based in part on Identifying and Managing Project Risk,
ND%DITIONBY4OM+ENDRICK!-!#/-"OOKS
Schedule
Schedule
Dec. 1-2............................. New York, NY ............................................6586-EC5-00057

Feb. 6-7 ............................. New York, NY ............................................6501-EC5-00047
Aug. 2-3 ............................ New York, NY ............................................6501-EC5-00049

2 days/1.2 CEUs
114
PROJEC T MANAGEMENT
Best Practices for the Multi-Project Manager

SEMINAR # 6523
Ace multiple-project assignments by balancing time and resources. This updated seminar provides you with
examples of best practices within the profession through use of instructor-led exercises and dynamic case studies. Learn how
TODEVELOPACULTUREFORCONSISTENTSTANDARDIZED-ULTI 0ROJECT-ANAGEMENT-0- PRACTICESUTILIZEPROVENMETRICSFOR-0-
PERFORMANCEANDGAINTHETOOLSANDTECHNIQUESFORSUCCESSFULCOMPLETIONOFMULTIPLEPROJECTS
!LIGNWORKANDPROJECTSWITHTHESTRATEGIC
direction of the organization
N
+EEPPROJECTSONTRACKANDONBUDGET
N
!SSESSPROJECTRESOURCES
N
Set and maintain priorities
N
)MPROVECOMMUNICATIONONALLPROJECTS
N
Increase your effectiveness and efciency
N
Manage stakeholder relationships
N
$ETERMINEYOURORGANIZATIONSABILITYTO
CONDUCTADDITIONALPROJECTS
N
WHAT YOU WILL COVER

Projects and the Enterprise
N
$ESCRIBINGTHEROLEPROJECTSPLAYWITHINTHE
organization
N
$EMONSTRATINGHOWPROJECTSACTASCHANGE
agents in the organization
N
)DENTIFYINGTECHNIQUESTOPRIORITIZEPROJECTS
effectively
Project Resourcing
N
Describing how to allocate the necessary
RESOURCESTOPROJECTS
N
How to negotiate for the right resources to
GETYOURPROJECTSDONE
N
Determining the ability of the organization
TOTAKEONMOREPROJECTS
N
Identifying MPM tools and practices
required for success
N
The vital importance of resource utilization
in the context of MPM
N
How to balance resource supply and
demand
N
How to effectively gain the resources
YOURPROJECTSREQUIRE
N
-ULTITASKINGANDITSEFFECTONPROJECT
outcomes
Standardizing the Approach to Accessing

and Communicating Project Health
N
Identifying the characteristics of Key
Performance Indicators (KPIs)
N
Developing and tracking KPIs to assess a
PROJECTShHEALTHv
N
How to use dashboards and other tools to
MEASUREPROJECTSUCCESS
N
Developing and using a standard
COMMUNICATIONPLANACROSSALLPROJECTS
N
Characteristics of successful meetings
N
Conducting effective meetings as a
MULTI PROJECTMANAGER
N
)DENTIFYINGEFFECTIVEPROJECTREPORTING
techniques
N
How to reduce and streamline
administrative work
Effectively Managing Stakeholder
Relationships
N
Why stakeholder relationship
management is important
N
The different types and roles of
stakeholders
N
$ESCRIBINGHOWCHANGESTOTHEPROJECT
impact stakeholder expectations
N
5SINGPROJECTCOMMUNICATIONTOALIGN
and maintain stakeholder expectations
N
Connecting the relationship between
PROJECTREQUIREMENTSANDEXPECTATIONS
FORULTIMATEPROJECTSUCCESS
Faculty
Spotlight*
Lifong Lius unique experience as
an engineer, project manager and
business strategist provides her with
insightful direction as a strategist and
consultant. She advises business leaders
in the U.S. and Asia how to navigate,
transition and expand into emerging
markets. Additionally, Ms. Liu has
designed and implemented corporate
training in leadership development
programs, project management, team
building, total quality management
as well as learning modalities for
corporate trainers.
WHO SHOULD ATTEND

0ROJECTMANAGERSWHOAREWORKINGON
MULTIPLEPROJECTSSIMULTANEOUSLYANDWOULD
like to learn tips and techniques to improve
their effectiveness and efciency.

Institute (PMI).
Schedule
Nov. 7-8 .............. Chicago, IL ..........................6523-EC5-00299
Dec. 12-13........... New York, NY .....................6523-EC5-00303

May 17-18 .......... St. Pete Beach, FL ...............6523-EC5-00319
Aug. 2-3 .............. San Diego, CA .....................6523-EC5-00321
Aug. 23-24 .......... New York, NY .....................6523-EC5-00323

115
PURCHATSING
PROJEC
MANAGEMENT
/ SUPPLY CHAIN MANAGEMENT
Each seminar on this page

is also available as a
Live Online Seminar
Project Team Leadership

Building Commitment Through
Superior Communication SEMINAR # 6585
Create more project successes through enhanced
leadership, communication and negotiation skills.
Master the skills that can help you build team commitment
ANDCREATEAMOREPREDICTABLEPROJECTENVIRONMENT
"UILDHIGH PERFORMANCETEAMSTHATCANLEADPROJECTSTOSUCCESSFUL
implementation
N
Keep the team on track through consensus and conict
resolution
N
Minimize communication misunderstandings
N
Prevent team breakups by using constructive feedback
N
!CHIEVEBETTERRESULTSTHROUGHCLEAROPENANDHONEST
communication and negotiation
N
/PTIMIZETIMEMONEYANDRESOURCESBYPUTTINGTHERIGHTPEOPLE
ONTHERIGHTPROJECTS
N
WHAT YOU WILL COVER

The ins and outs of communication skills
4EAMDYNAMICSWHATSUNIQUEABOUTPROJECTTEAMS
N
#ONmICTMANAGEMENTSUCCESSFULTEAMBEHAVIORS
N
How to delegate
N
#OMMUNICATINGDURINGPROJECTIMPLEMENTATIONANDCLOSURE
CONVEYINGAPPRECIATIONWHATTODOWHENCRISISHITS
performance reporting
N
.EGOTIATINGAGREEMENTSA0-SSOURCESOFPOWER
N
!CHIEVINGCOMMITMENTANDCREATINGPROJECTSUCCESSES
N
N
WHO SHOULD ATTEND

-ID TOHIGH LEVELPROJECTANDPROGRAMMANAGERSANDDIRECTORS
Institute (PMI).
Schedule
Nov. 2-4 ............................ Dallas, TX...................................................6585-EC5-00135
Dec. 5-7............................. New York, NY ............................................6585-EC5-00127
Dec. 14-16......................... Chicago, IL.................................................6585-EC5-00128
Aug. 15-17 ........................ Boston, MA ...............................................6585-EC5-00142

116
Managing Projects Using

Microsoft Project SEMINAR # 6550
Leave this seminar equipped to use the powerful
Microsoft Project tool.9OULLGETINTENSIVEHANDS ON
TRAININGANDEXPERTINSTRUCTIONADVICEANDASSISTANCE
,EARNTOACCESSTHEPROJECTPLANNINGANDSCHEDULINGCAPABILITIES
0RACTICEUSING-ICROSOFT0ROJECTONSIMULATEDREAL LIFEPROJECTS
N
-ONITORANDCONTROLYOURPROJECTUSINGADYNAMICSCHEDULE
N
Walk away with customized templates
N
2ETURNTOWORKWITHAJOBAIDANDSAMPLEPROJECTCASES
N
$EVELOPANINTEGRATEDPROJECTPLANINCLUDINGREALISTICSCOPE
SCHEDULESBUDGETSANDRISKS
N
N
WHAT YOU WILL COVER

Examining the data structure: pros and cons
4AKINGAhTOURvOFANDPERSONALIZINGYOURPROJECTlLE
N
Effectively incorporating data such as work breakdown structure
7"3 TASKSRELATIONSHIPSDURATIONSRESOURCESCOSTSANDEFFORT
TOBUILDASOLIDPROJECTPLAN
N
Producing a dynamic schedule vs. a static schedule
N
#ONTROLLINGANDMONITORINGTHEPROJECT
N
4ECHNIQUESFORTRACKINGANDREPORTINGPROJECTPROGRESS
N
N
WHO SHOULD ATTEND

0ROJECTMANAGERSWHOUNDERSTANDTHEPRINCIPLESOF0-WHONOW
WANTTOLEARNTOMANAGEPROJECTSWITHASOFTWARETOOL9OUSHOULDBE
procient in the use of other Windows-based software before coming
to this course.
Note:"RINGALAPTOPLOADEDWITH-ICROSOFT/FlCE0ROJECT3TANDARD
or Professional 2007.
Institute (PMI).
Schedule
Nov. 14-15 ........................ Chicago, IL.................................................6550-EC5-00071
Dec. 12-13......................... New York, NY ............................................6550-EC5-00072
May 3-4 ............................ New York, NY ............................................6550-EC5-00079
2 days/1.2 CEUs/
12 PDUs
$1,645/AMA
Members $1,495
AMA Members
save $150.

4UES PM%4s,ESSONS
Jan. 10-24, 2012 %#
July 17-31, 2012 %#
.9 CEU/9 PDUs
PROJEC T MANAGEMENT
Process Management
Applying Process Mapping to
Analyze and Improve Your Operation
Maintain Your
SEMINAR # 6531
You can develop the best business strategy and hire

the best talentand still fail. This seminar provides
you with proven tools to successfully implement business

IMPROVEMENTSINCLUDINGPROCESSMAPPINGTECHNIQUES
documentation of standard operating procedures and valueadded vs. non-value-added activity analysis.
N
N
N
N
N
Identify process improvement opportunities

Manage bottlenecks to enhance workow and productivity
Determine if operations should be outsourced
Know where excess inventory can be reduced or eliminated
Achieve more realistic and effective scheduling based on process
lead-time data
Know how each process relates to the whole operation
WHAT YOU WILL COVER

#RITICALSUCCESSFACTORSFORPROCESSIMPROVEMENTPROJECTS
)SSUESBUSINESSPROCESSELEMENTSMEASURINGANDCONTROLLING
performance
N
5SINGPROJECTMANAGEMENTTECHNIQUESTOIMPROVEPROCESSES
N
Process mapping: collecting the data
N
Analyzing the data and identifying desired improvements
N
Why standard operating procedures (SOPs) are important
N
Cultural and organizational issues and barriers
N
N
WHO SHOULD ATTEND
74 seminars
offer you PDUs
Senior and mid-level managers responsible for process mapping

AND PROCESS QUALITY IMPROVEMENT PROJECT MANAGERS INDUSTRIAL
ENGINEERS)4ANALYSTSAND60SOFMANUFACTURING
Institute (PMI).
now including additional

courses in
Project Management
Management
Leadership
Communication
ITIL and Business Analysis
Schedule
and more.
aCall 1-800-262-9699 or visit www.amaseminars.org/PDUs
Nov. 9-11 .......................... Arlington, VA .............................................6531-EC5-00142

Dec. 12-14......................... Chicago, IL.................................................6531-EC5-00143

117
PURCHA SING / SUPPLY MANAGEMENT
Fundamentals of Purchasing for the

New Buyer
SEMINAR #4265
Optimize your purchasing performanceattend the nations #1 new-buyer training program. Walk through
EVERYSTEPOFTHEPURCHASINGNEGOTIATINGVENDORANDMATERIALS MANAGEMENTPROCESS4HISFUNDAMENTALSCOURSEISTAUGHTBY
leaders in the field using case studies to reinforce the latest procurement concepts.
5NDERSTANDTODAYSPROCUREMENTSTRATEGIES
N
Discover the criteria for successful supplier
selection
N
Benet from e-procurement strategies and
other purchasing tools
N
Learn negotiation techniques for a global
purchasing environment
N
Understand legal and ethical requirements
and issues
N
Manage your suppliers to reduce costs and
improve quality
N
WHAT YOU WILL COVER

The Buyers Role in Todays Organization
N
Value of purchasing and centralization of
purchasing activities
N
The purchasing cycle
N
+EYCRITERIATOMEASUREABUYERS
performance
Managing the Supplier Base and
Relationships
N
Managing agreements and contracts
N
Supplier capabilities: sources of information
and online databases
N
Supplier partnering and alliances
N
ISO 9000 standards and purchasing
N
Risk assessment of suppliers
N
&OLLOW UPEXPEDITINGHANDLINGPRODUCT
DEFECTSANDREJECTEDGOODS
N
Supplier evaluation
Making Effective Procurement Decisions:
Applying Price, Cost and Value
N
Price vs. cost
N
The learning (or cost) improvement curves
N
Life cycle costs
N
Lease vs. purchase considerations
N
Payback analysis and the purchase of
equipment
N
Outsourcing and purchasing
N
Applying value analysis to purchasing
Tools for Enhancing Material and

Product Flow
N
The Pareto Principle: A-B-C classication
analysis in purchasing
N
Inventory and order placement costs
N
Just-In-Time systems
N
Supplier-managed inventory replenishment
N
The bill of lading
N
Domestic freight terms vs. sales terms
N
International commercial terms
N
Understanding nancial instruments and
payments
Specialized Purchase Instruments,
Contracting Methods and Electronic
Purchasing
N
Types of purchase contracts/agreements
N
0URCHASINGCREDITCARDRESPONSIBILITIES
policies and dollar limits
N
Guidelines for making a service contract
N
Electronic Data Interchange (EDI)
N
Advanced Shipment Notice (ASN) and
Evaluated Receipt Settlement (ERS)
N
E-commerce B2B procurement model
N
Open Buying on the Internet (OBI)
Professional Practices
N
Ethics and questionable purchasing
N
Contract law and the Uniform Commercial
Code (UCC)
N
Types of authority: the law of agency
N
The four elements of a valid contract
N
Breach of contract and damages
N
&EDERALANTITRUSTANDPRICEDISCRIMINATION
legislation
Negotiating Skills for the Buyer
N
Ten rules that guarantee failure
N
Negotiation planning model
N
Tactics for effective negotiation
Faculty
Spotlight*
William H. Tallman has an extensive
industrial background in production,
distribution, operations, planning
and control. He is a member of the
American Production and Inventory
Control Society (APICS); the National
Association of Purchasing Managers
(NAPM); the American Institute of
Plant Engineers (AIPE); the American
Society for Quality (ASQ) and a senior
member of the American Institute of
Industrial Engineers (AIIE).
purchasing experts.
WHO SHOULD ATTEND

Newcomers who want to learn every facet of
THEIRJOBRESPONSIBILITIESASWELLASVETERAN
buyers who want to update their skills.
Participants who successfully complete
this program will receive 18 hours of
continuing education. They may be
applied toward ISM C.P.M. certification
and/or A.P.P. reaccreditation program
REQUIREMENTS)3-SCONSENTTOPROVIDEAPROGRAM
number for this educational event is not an
endorsement of this program or its content by ISM.
Schedule
Nov. 2-4 .............. Arlington, VA ..................... 4265-EC5-00806
Nov. 16-18 .......... Chicago, IL ..........................4265-EC5-00807
Dec. 7-9 .............. New York, NY ..................... 4265-EC5-00808
Dec. 14-16 .......... San Francisco, CA ............... 4265-EC5-00809
Feb. 22-24 ........... Chicago, IL ......................... 4265-EC5-00810
March 28-30 ....... New York, NY ......................4265-EC5-00811
118
April 18-20 .......... Arlington, VA ..................... 4265-EC5-00816

April 25-27.......... Chicago, IL ..........................4265-EC5-00817
May 9-11 ............ New York, NY ..................... 4265-EC5-00818
June 11-13 .......... Chicago, IL ......................... 4265-EC5-00819
June 20-22 .......... San Francisco, CA............... 4265-EC5-00820

Aug. 22-24 .......... Dallas, TX ............................4265-EC5-00823
3 days/1.8 CEUs
PURCHA SING / SUPPLY MANAGEMENT
Inventory Management
Techniques: Planning,
Import/Export Procedures
and Documentation
Replenishment and Activities

Control SEMINAR #4206
SEMINAR #1267
Improve your inventory turnover ratio and transform frozen assets into cash. Cutting-edge inventory
Get your products to and from customers and suppliers on time and hassle-freeand protect your
companys investment. The opportunities for export-
control techniques are delivering results that go far beyond

initial expectations.
ing and importing have never been greater. But the details
involved in these operations have never been more complex.
,EARNHOWTODEALSUCCESSFULLYWITHBANKSFREIGHTFORWARDERSCUSTOMSBROKERSANDFOREIGNCUSTOMERS!NDFINDOUT

how to use the necessary documents to obtain the greatest
cost benefits and timely execution of your orders.
N
N
N
N
N
N
Reduce your cost of inventory obsolescence

"ECOMERESPONSIVETOCUSTOMERSNEEDS
Make scheduling and shop loading efcient
Narrow the sales and stock replacement gap
&INE TUNEYOURRECORD KEEPING
Determine your exact material status and inventory dollar burden

N
N
WHAT YOU WILL COVER

N
N
N
N
N
N
N
N
The strategic role of inventory management

Establish the optimal inventory level
Inventory planning and replenishment
Distribution center and warehousing
Inventory accuracy and audits
-ANAGEMEASUREANDREPORTINVENTORY
&ORECASTINGANDDEMANDMANAGEMENT
Lead-time analysis and reduction
N
N
N
WHAT YOU WILL COVER

N
N
N
WHO SHOULD ATTEND
& ACTORYANDINVENTORYCONTROLPROFESSIONALSMANUFACTURINGAND

PRODUCTIONCONTROLMANAGERSINDUSTRIALENGINEERSPLANTMANAGERS
MATERIALANDPURCHASINGMANAGERSFACTORYSUPERVISORSAND
customer/technical service managers.
Participants who successfully complete this program will

receive 18 hours of continuing education. They may be
applied toward ISM C.P.M. certification and/or A.P.P.
REACCREDITATIONPROGRAMREQUIREMENTS)3-SCONSENTTO
provide a program number for this educational event is not
an endorsement of this program or its content by ISM.
Discover the latest import/export guidelines

Get freight forwarders and bankers to work together to solve
your logistics problems
Maximize the services of general and bonded warehouses
Prevent excessive duties by using foreign trade zones
Avoid the pitfalls of improper documentation
N
N
N
Document your shipment

Execute smooth import transactions
#OMPLYWITH.!&4!ANDOTHERORIGINREQUIREMENTSTRADEMARK
and copyright regulations
Observe industry standards
Avoid customs penalties
Get help from freight forwarders and customs brokers
Establish mutually benecial relationships
Get paid and make payments using letters of credit and
documentary collections
WHO SHOULD ATTEND

)MPORTEXPORTMANAGERSTRAFlCMANAGERSSHIPPINGPERSONNEL
INTERNATIONALMARKETINGMANAGERSCUSTOMERSERVICESTAFFCREDIT
MANAGERSCONTROLLERSPURCHASINGMANAGERSANDDIRECTORSOF
procurement or logistics.
APICSThe Association for Operations Management will

accept professional development points from Inventory
Management Techniques: Planning, Replenishment and
Activities Control to maintain the CPIM and CFPIM
designations.
Participants who successfully complete this program will

receive 18 hours of continuing education. They may be
applied toward ISM C.P.M. certification and/or A.P.P.
REACCREDITATIONPROGRAMREQUIREMENTS)3-SCONSENTTO
provide a program number for this educational event is not
an endorsement of this program or its content by ISM.
Schedule
Schedule
Nov. 28-30 ........................ Chicago, IL.................................................4206-EC5-00297
Dec. 19-21......................... New York, NY ............................................4206-EC5-00296
May 21-23 ........................ Chicago, IL.................................................4206-EC5-00301
Nov. 2-4 ............................ Cincinnati, OH ...........................................1267-EC5-00304

Dec. 7-9............................. Chicago, IL.................................................1267-EC5-00308
Feb. 15-17 ......................... Atlanta, GA ...............................................1267-EC5-00300
Aug. 6-8 ............................ Atlanta, GA ...............................................1267-EC5-00307
3 days/1.8 CEUs
3 days/1.8 CEUs
119
SA LES
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Fundamental Selling Techniques for the

New or Prospective Salesperson
SEMINAR #5510
Because sales plays such a dominant role in todays economy, this growing profession is becoming much more competitive. "UTMANYPROSPECTIVESALESPROFESSIONALSDONTHAVEASOLIDFOUNDATIONANDUNDERSTANDINGOFTHEFUNDAMENTALSOFSELLING4HISINTENSIVEHIGHLYINTERACTIVE DAYINTRODUCTIONTOTHEARTOFSELLINGWILL
equip you with the tools and techniques you need to achieve sales success and improve your performance.

N
N
N
N
N
N
Identify the behaviors and skills of a

successful sales professional
Describe different types of selling models
Identify elements of the sales framework
Understand prospecting basics and be able
to conduct a sales call
Use a customer-centered selling approach
to provide value
Complete a formula to achieve sales goals
Use techniques to manage the customer
relationship on an ongoing basis
Develop an action plan to apply your new
skills
WHAT YOU WILL COVER

Understanding the Importance of Sales
to an Organization
N
Sales and its organizational role
N
4HECUSTOMERSBUYINGCYCLEPROCESS
N
Unique aspects of sales functions compared
with the rest of an organization
N
How the sales function creates market
opportunities
Behaviors, Characteristics and Skills of a
Successful Sales Professional
N
Identifying successful selling skills
N
Dening a sales success model
N
Characteristics of a successful salesperson
The Various Selling Models and the
Sales Framework
N
Characteristics of different selling models
N
Dening the sales framework
Planning for the Business
N
Analyzing the territory
N
Conducting account research
N
Planning your calendar to achieve sales
goals and build a sales pipeline
N
Identifying resources and methods of
generating leads
Finding and Qualifying New Business

N
4HEh&INDAND1UALIFY.EW"USINESSv
process
N
Dening categories of customers
N
Strategies to respond to common new
BUSINESSOBJECTIONS
Earning the Business
N
The Earn the Business process
N
Ways of opening a call
N
Questioning techniques to discover and
conrm needs
N
Strategies to present options/solutions and
gain incremental agreement
N
3TRATEGIESTORESOLVECUSTOMEROBJECTIONS
Delivering the Business
The Deliver the Business process
N
4HE#S#OORDINATE#OMMUNICATEAND
Conrm with your customer
N
Managing the Relationship

N
The Manage the Relationship process
N
Technologies or methods for maintaining
customer information
N
Strategies to maintain communication with
a customer
WHO SHOULD ATTEND

3ALESPEOPLESALESSUPPORTASWELLAS
potential candidates for sales positions who
want to build and revitalize their existing
selling skills.
Schedule
Nov. 3-4 .............. New York, NY .....................5510-EC5-01171
Nov. 7-8 .............. Atlanta, GA.........................5510-EC5-01169
Dec. 15-16........... Chicago, IL ..........................5510-EC5-01173
Feb. 13-14 ........... New York, NY .....................5510-EC5-01175
Feb. 27-28 ........... Chicago, IL ..........................5510-EC5-01176
120
April 12-13 .......... San Francisco, CA ...............5510-EC5-01181 Aug. 16-17 .......... Chicago, IL ..........................5510-EC5-01188
May 17-18 .......... New York, NY .....................5510-EC5-01182
June 4-5 .............. Chicago, IL ..........................5510-EC5-01183 2 days/1.2 CEUs
July 16-17 ........... New York, NY .....................5510-EC5-01184 $1,995/AMA Members $1,795
July 26-27 ........... San Francisco, CA ...............5510-EC5-01186 AMA Members save $200.
SA LES
Principles of Professional Selling
SEMINAR #5520
Benefit from todays advanced consultative approach to selling. Thousands of sales pros have prospered
by attending this popular sales seminar. This highly interactive course guides you through the entire sales process and
incorporates the modern method of consultative/solutions selling.
9OULLRETURNTOWORKBETTEREQUIPPEDTO
DEVELOPPRESENTATIONSTHATMEETYOURCLIENTS
REALNEEDSCREATEASPECIlCPLANTOACHIEVE
YOURSALESGOALSINmUENCETHERIGHTBUYERS
ANTICIPATEANYOBJECTIONSANDCLOSETHEDEAL
with ease.
WHAT YOU WILL COVER
Planning
N
Using competitive analysis to gain more
business
N
Gathering customer informationand
identifying key account contacts
N
N
Develop a master plan to manage the sales

process
Win the condence and trust of prospects
by learning as much as possible about their
needs
Successfully sell on a consultative level
using effective interviewing techniques
Effectively communicate your product/
service superiority over that of the
competition
Build long-term sales relationships by
OFFERINGSOLUTIONSNOTJUSTPRODUCTS
Increase your success by taking advantage
of your personal selling style
Uncover any hidden customer resistance
ANDOVERCOMEANYOBJECTION
Know when and how to close the sale
Productively use your time and effectively
manage your territory
Dening Professionalism
N
Goal setting and career planning
N
Identifying the habits of productive
salespeople
N
Having the right attitude and motivation
Effective Listening
N
The denition and elements of listening
N
Identifying the barriers to effective listening
N
Increasing your ability to listen while
conversing with customers
Personality Styles
N
Matching your sales approach to the
personality style of your customer
Faculty
Spotlight*
Benjamin H. Bennett has held
numerous sales and management
positions in the telecommunications
industry. As a training consultant,
he has worked primarily in the sales
arena, delivering sales training
workshops for companies like Amoco
Oil and Wilton Industries.
*This seminar is also taught by other sales
experts.
Becoming a Problem Solver

N
The difference between supplier-based
selling and selling a solution
N
The value-added selling approach and
method
Territory and Account Management

N
Learning how to meet and exceed your
quotas or goals
N
Managing key-account as well as
key-prospect relationships
The Sales Process

N
Applying the skills associated with each
step of the process
N
Conducting effective sales calls
Time Management
N
Prioritizing your work using technology
New Business Development

N
Developing new business while maintaining
existing accounts
N
Qualifying the business opportunity: Where
ISYOURTIMEBESTSPENT
N
Making a prospecting callby phone or in
personto a potential customer
Sales professionals with a minimum of one

YEAROFSALESEXPERIENCEVETERANSWHOWANT
to refresh their skills and managers who want
to train salespeople.
WHO SHOULD ATTEND
Note: This course is not for novices; see Fundamental

Selling Techniques for the New or Prospective
Salesperson SEMINARPAGE
Schedule
Nov. 9-11 ............ Chicago, IL ..........................5520-EC5-00992
Nov. 16-18 .......... New York, NY .....................5520-EC5-00991
Dec. 14-16........... Atlanta, GA.........................5520-EC5-00993
Dec. 19-21........... Boston, MA.........................5520-EC5-01005
Jan. 11-13 ........... Chicago, IL ..........................5520-EC5-00994
Feb. 1-3 ............... New York, NY .....................5520-EC5-00995
Feb. 6-8 ............... Los Angeles, CA ..................5520-EC5-01006
March 12-14 ....... Morristown, NJ ...................5520-EC5-01000 Aug. 8-10 ............ Chicago, IL ..........................5520-EC5-01014
April 2-4 .............. Chicago, IL ..........................5520-EC5-01007 Aug. 15-17 .......... New York, NY .....................5520-EC5-01015
May 9-11 ............ Atlanta, GA.........................5520-EC5-01009 3 days/1.8 CEUs
May 30-June 1 .... Chicago, IL ..........................5520-EC5-01010
June 25-27 .......... New York, NY .....................5520-EC5-01011 $2,195/AMA Members $1,995
July 11-13 ........... Arlington, VA ......................5520-EC5-01012 AMA Members save $200.
121
SA LES
Selling to Major Accounts

A Strategic Approach
SEMINAR #5235
Calling on major accounts is time-consuming and

risky. Develop the account strategy that will get
you the best return on your investment. You can no
longer afford to expend energy on account development withOUTAPLANORFOCUS-AJORACCOUNTSELLINGREQUIRESALONGCYCLE
ANDABIGINVESTMENTOFRESOURCES4HATSWHYTODAYSSUCCESSFULSALESPROFESSIONALSAREMORETHANJUSTTACTICALPROSTHEYRE
strategic experts. Learn how to develop a strategic selling plan
THATWILLSAVEYOUTIMEMONEYANDHASSLESBYIDENTIFYINGTHE
RIGHTACCOUNTANDPROJECTWHYYOUROFFERMATTERSTOTHEM
what it takes to assure their long-term relationship and how to
move them along the pipeline quickly.
Enhance sales performance while spending less energy
'AINCUSTOMERSLOYALTYBYUNDERSTANDINGTHEIRNEEDS
N
Increase business from existing accounts
N
Shorten the sales cycle by identifying and removing internal and
external bottlenecks
N
Hone in on prospects predisposed to buy from you
N
Become more efcient at account maintenance
N
Create a clear sales plan that keeps you organized
N
Learn ways to get referrals from existing customers
N
N
WHAT YOU WILL COVER

The changing environment: the salesperson as strategist
Developing the strategic plan: thinking big picture
N
%STABLISHINGGOALSOBJECTIVESANDINDICATORSTOENHANCEMAJOR
account performance
N
3KILLSNEEDEDFORSELLINGTOMAJORACCOUNTS
N
Qualifying your best opportunities: your likeliest sources for
2/4%-2ETURNON)NVESTMENTOF4IME%FFORTAND-ONEY
N
Managing and tracking pipeline performance
N
N
WHO SHOULD ATTEND

3ALESPROFESSIONALSINCLUDINGACCOUNTMANAGERSSALES
REPRESENTATIVESANDSALESEXECUTIVESASWELLASSALESMANAGERS
vice presidents and directors of sales and marketing who are
SEEKINGBEST PRACTICETECHNIQUESUSEDINMAJORACCOUNTSELLING
today.
Note: A minimum of three years of sales experience is recommended.
Territory and Time

Management for
Salespeople SEMINAR #5289
Learn to make the most productive use of your
time as you mine your territory for sales. Poor
territory management leads to missed opportunities and
meager results. TimeISASALESPERSONSMOSTVALUABLEASSET
Lost hours mean lost sales and lower earnings. To survive in
TODAYSFIERCELYCOMPETITIVEMARKETPLACEYOUNEEDTHEBEST
productivity training you can get.
Control your territory with strategies that help you value
ACCOUNTSTARGETPRIMEPROSPECTSPENETRATEACCOUNTSAND
maximize coverage
N
Stretch your selling day and spend more time with your
customers
N
Plan effectively and avoid losing sales to better organized
competitors
N
3ELLMOREEARNMOREANDACCOMPLISHMORE
N
Set goals and priorities to maximize your selling effectiveness
N
Increase selling time by minimizing distractions and
procrastination
N
Make more productive use of travel time
N
Strike a balance between personal and professional goals
N
WHAT YOU WILL COVER

(OWGOALSATTITUDESANDORGANIZATIONALSKILLSIMPACTTERRITORYAND
time management
N
Managing your territory: assigning account priorities
according to opportunity and probability
N
Managing your time: setting and working with goals and quotas
N
'ETTINGORGANIZEDPLANNINGYOURDAYTOACCOMPLISHWHATS
important
N
Managing information: improving your electronic
COMMUNICATIONORGANIZINGYOURPAPERWORKANDMAKINGYOUR
CRM (Customer Relationship Management) system work for you
N
Territory bandits and time burglars: the causes of territory
and time management problems
N
WHO SHOULD ATTEND

3ALESREPRESENTATIVESACCOUNTEXECUTIVESSALESMANAGERSANDALL
sales staff with customer or eld responsibilities.
Schedule
Nov. 9-11 .......................... New York, NY ............................................5235-EC5-00130
Dec. 14-16......................... Chicago, IL.................................................5235-EC5-00131
Feb. 13-15 ......................... Chicago, IL.................................................5235-EC5-00132
March 12-14 ..................... Las Vegas, NV ............................................5235-EC5-00140
May 21-23 ........................ New York, NY ............................................5235-EC5-00137
July 30-Aug. 1 ................... Chicago, IL.................................................5235-EC5-00138
3 days/1.8 CEUs
122
Schedule
Dec. 8-9............................. Chicago, IL.................................................5289-EC5-00158
Feb. 27-28 ......................... Cincinnati, OH ...........................................5289-EC5-00162
Aug. 13-14 ........................ Chicago, IL.................................................5289-EC5-00161
2 days/1.2 CEUs
SA LES
Strategic Sales
Negotiations SEMINAR #5535
Todays purchasers are more attuned to the real
value of what theyre buying. Discover how to
INFLUENCETHEMANDIMPROVEYOURPROFITS2EGAINTHESELLERS
ADVANTAGEOVERTODAYSMORESOPHISTICATEDPURCHASER,EARN
THETOOLSTECHNIQUESANDSAVVYNEGOTIATINGTACTICSTHAT
ENABLEYOUTOINFLUENCEYOURBUYERSPERCEPTIONOFCOSTVALUE
and benefits. Close the sale by maintaining a flexible position
THATSUCCESSFULLYCOUNTERSYOURBUYERSNEGOTIATINGMOVES
Improve sales margins and closing ratios
)NmUENCEHOWCUSTOMERSVIEWYOURPRODUCTSCOSTSBENElTSAND
value to them
N
Anticipate buyer behavior and turn it into an advantage
N
Establish your credibility with the buyer
N
Develop condence-building skills that maintain your control of
negotiations
N
"EREADYTOJUSTIFYYOURPRICEWHENMEETINGPRICESPECIlCATIONS
N
Use creative advantages to counter competitive offers
Fundamentals of Sales
Management for the
Newly Appointed Sales
Manager SEMINAR #5227
Youre a new sales manager, taking over a sales
team with both rookies and pros. You also have an open
territory that needs to be filled as quickly as possible. Where
DOYOUSTART(OWDOYOUGAINTHERESPECTOFYOURTEAM(OW
CANYOUMAXIMIZETHESKILLSOFEACHTEAMMEMBER!NDHOW
DOYOURESPONDTOYOURMANAGERSDEMANDS
N
N

Make a smooth transition to sales management
Win respect by building your management skills
N
%NSUREYOURTEAMSPRODUCTIVITYTHROUGHRECRUITINGTRAININGAND
coaching skills
N
Effectively planand targetcustomers and territories
N
Successfully plan your logistical operations and organizational
structure
N
N
WHAT YOU WILL COVER
WHAT YOU WILL COVER
WHO SHOULD ATTEND
Making the transition to management

Understanding management communication styles
N
The Internal Motivation theory
N
Developing SMART goals
N
Recruiting and interviewing
N
#REATINGFORANDPRESENTINGINFORMATIONTOTHESALESPERSON
N
Best practices in sales skills today
N
Characteristics of appropriate delegation
N
Positive approaches to problem solving
N
Developing a win-win appraisal or goal-setting system
N
Applying the principles of team-building
N
Recognizing the principles of leadership
3ALESPROFESSIONALSSALESMANAGERSACCOUNTEXECUTIVESCONTRACT

negotiators and anyone involved in the negotiating process.
WHO SHOULD ATTEND
Understanding the sales negotiation process from both

perspectivesyours and the customer's
N
Differentiating between selling and negotiating
N
Using powerful sales negotiating/planning tools
N
Addressing aggressive buyer demands face-to-face
N
Developing stronger client relationships through win-win
negotiations
N
Applying strategies to favorably inuence the four primary
negotiating styles
N
Creating a motivational climate for your buyer
N
Note: Several years of sales experience is recommended.
N
N
Newly appointed or prospective sales managers who need the tools

TORESPONDTOCUSTOMERTEAMANDCOMPANYNEEDS
Note: More experienced sales managers should attend Advanced Sales
Management.
Schedule
Schedule
Nov. 28-29 ........................ Chicago, IL.................................................5535-EC5-00165
Dec. 12-14......................... New York, NY ............................................5227-EC5-01064

Feb. 22-24 ......................... Chicago, IL.................................................5227-EC5-01066
May 7-9 ............................ Chicago, IL.................................................5227-EC5-01070
July 9-11 ........................... Chicago, IL.................................................5227-EC5-01072
Aug. 8-10 .......................... New York, NY ............................................5227-EC5-01073
2 days/1.2 CEUs
3 days/1.8 CEUs
123
SA LES
Advanced Sales
Management SEMINAR #5598
Customer Service
Excellence: How to Win and
Learn how to ensure your teams success. This
Keep Customers
advanced program shows you how to keep pace with all the
ISSUESTHATAREREVOLUTIONIZINGSALESFORCEMANAGEMENT)TSTHE
seminar to choose if you want to become a more effective
MANAGERANDADVANCEFURTHERFASTERINYOURCAREER)NTHREE
DAYSYOULLDISCOVERTHEhCANTFAILvTECHNIQUESTHATHAVEALready benefited thousands of your colleagues. You will learn
how to achieve peak performance in every area indispensable
to sales management success.
Develop leadership and team-building skills
Recruit and train a higher caliber of sales professional
N
)MPROVEYOURSALESTEAMSPRODUCTIVITY
N
Keep your team accomplishments in the spotlight
N
Generate increased prots with fewer resources
N
Understand the internal motivators of your salesforce
N
Become a more effective communicator and decision maker by
applying proven leadership principles
N
N
WHAT YOU WILL COVER

The changing sales environment
How to utilize a system for analyzing your sales planning
N
The dimensions of effective sales management
N
Understanding people: the basis for sales motivation and
effective communication
N
Organizing and structuring the salesforce
N
The attributes of standards of performance
N
#OACHINGCOUNSELINGANDPERFORMANCEAPPRAISALS
N
The challenges of special personnel situations
N
Creative decision-making and problem-solving techniques
N
The implications of sales compensation
N
N
SEMINAR #5165
Providing better, faster service will keep your

customers coming back. Quality service will give you the
competitive advantage you need to survive in a tough busiNESSCLIMATE)NTODAYSCUSTOMER ORIENTEDBUSINESSENVIRONMENTPEOPLESKILLSARECRITICALFORPERSONALANDORGANIZATIONAL
success. How you handle your customers can directly affect
YOURINDIVIDUALGOALSASWELLASYOURTEAMSANDCOMPANYS
performance. This seminar gives you the skills you need to
enhance customer relationships and secure an overall competitive advantage.
$ELIVERBETTERFASTERSERVICEANDINCREASECUSTOMERSATISFACTION
Learn how to gain and maintain repeat business
N
Know what customers expect
N
Increase your credibility with customersand your value to your
organization
N
Manage stressful situations more effectively
N
Recognize the signals of customer irritationand how to quickly
lNDAWORKABLESOLUTIONTOYOURCUSTOMERSPROBLEM
N
N
WHAT YOU WILL COVER

The benets of excellent service
&OCUSINGONCUSTOMERSERVICESUCCESS
N
How customer service creates revenue
N
Why customer satisfaction is based on perceptions
N
&OCUSINGONCUSTOMERSTOPTWOEXPECTATIONSTOSAVETIMEAND
reduce stress
N
Managing customer expectations by personality style
N
Dealing with difcult customers
N
Responding effectively to specic customer behaviors
N
N
WHO SHOULD ATTEND
WHO SHOULD ATTEND
Seasoned sales managers who want to rene sales planning

TECHNIQUESBUILDLEADERSHIPSKILLSANDBECOMEMOREPOWERFUL
DECISIONMAKERSMOTIVATORSCOACHESANDCOUNSELORS
#USTOMERSERVICEREPRESENTATIVESTECHNICALANDSUPPORTPERSONNEL
lELDSERVICEREPRESENTATIVESACCOUNTMANAGERSCREDITANDBILLING
SPECIALISTSSMALLBUSINESSOWNERSASWELLASMANAGERSWHOWANT
to reinforce their skills and train their staffs.
Schedule
Nov. 16-18 ........................ Atlanta, GA ...............................................5598-EC5-00663
Dec. 19-21......................... Chicago, IL.................................................5598-EC5-00658
Jan. 23-25 ......................... Scottsdale, AZ ............................................5598-EC5-00659
Feb. 6-8 ............................. New York, NY ............................................5598-EC5-00660
May 14-16 ........................ Hilton Head, SC .........................................5598-EC5-00665
Aug. 13-15 ........................ New York, NY ............................................5598-EC5-00667
3 days/1.8 CEUs
124
Schedule
Dec. 8-9 ............................ Chicago, IL................................................ 5165-EC5-00189
March 19-20 ..................... San Francisco, CA ..................................... 5165-EC5-00190
April 19-20........................ New York, NY ........................................... 5165-EC5-00223
June 11-12 ........................ Chicago, IL................................................ 5165-EC5-00224
2 days/1.2 CEUs
STR ATEGIC PL ANNING & ALLIANCE MANAGEMENT
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Strategic Planning
Develop the best strategies to support your companys goals. This course is designed to combine
proven-by-practice methods with new insights and ideas from a wide range of current strategic thinking.
'AINAWIDERPERSPECTIVEOFMANAGEMENTPRACTICETHROUGHBREAKOUTSESSIONSEXERCISESANDCASEAPPLICATIONS
Bring your strategic dilemmas to this program and get direction on analytical and organizational approaches.

N
SEMINAR #2526
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
PLANNINGGOALSBYINTEGRATINGSTRATEGY
OBJECTIVESMETRICSANDPERFORMANCE
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 in detail
Determine the best approach to effectively
implement your strategy
WHAT YOU WILL COVER

Strategic Planning Principles
N
Determining a frame of reference for
strategic planning concepts
N
Schools of thought in strategic planning
N
The evolution of strategy
An Overview of the Planning Process
N
Basic elements of strategic planning
N
Developing and managing the strategy
formation process
Understanding Your Organizations
Mission
N
9OURORGANIZATIONSCOREVALUES
N
Creating a mission statement for your
organization
Assessing the External Environment

N
Identifying macro and micro factors
N
Responding to changes in the environment
N
The I/P (Importance/Performance) matrix as
a competitive tool
Understanding Your Internal
Environment
N
How to become a high-performing
organization
N
&INANCIALELEMENTSOFDEVELOPINGSTRATEGY
Formulating a Strategy
Data synthesis
N
SWOT analysis
N
Competitive Strategy
N
Dening your competitive advantage
N
The product/industry/life cycle curve
N
Understanding mega patterns
Ensuring Strategic Alignment
N
Creating organizational accountability
N
How to translate the grand design into
strategy execution
Strategy Execution
N
Key building blocks
N
Learning the three core processes
N
Understanding resource allocation and
strategy formation
A Planning Process
N
Determining the best processes
for your business
Faculty
Spotlight*
Denise Lalonde 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
and organizations, she brings strong
facilitation and project management
skills to the design and management of
planning, change, communication and
development strategies.
strategy experts.
WHO SHOULD ATTEND

%XECUTIVESDIVISIONLEADERSANDOTHERSENIOR
managers involved in the formation and
implementation of strategy.

Institute (PMI).
Schedule
Nov. 9-11 ............ Boston, MA.........................2526-EC5-01033
Dec. 5-7............... New York, NY .....................2526-EC5-01025
Dec. 12-14........... Chicago, IL ..........................2526-EC5-01023
Jan. 30-Feb. 1 ...... Arlington, VA ......................2526-EC5-01030
March 5-7 ........... Scottsdale, AZ .....................2526-EC5-01035


Aug. 27-29 .......... New York, NY .....................2526-EC5-01047

125
S T R ATEGIC PL ANNING & ALLIANCE MANAGEMENT
Fundamentals of Strategic
Planning SEMINAR #2565
Know what senior management is thinking and
whyand increase your value to your organization.
(ERESANOVERVIEWOFSTRATEGICPLANNINGFORTHOSENOTDIRECTLY
INVOLVEDINTHEPLANNINGPROCESSBUTWHOWANTTOUNDERSTAND
THEIMPACTOFSTRATEGYONTHEIRWORKANDTHEIRORGANIZATIONS
success. Gain a perspective and vocabulary to help you actively
ANDCONSTRUCTIVELYSUPPORTYOURFIRMSSTRATEGICDIRECTION
Understand what strategy and strategic planning mean to an
organization
N
Learn key concepts and the language used by those involved in
strategic planning
N
Discover various approaches companies use to develop strategy
N
&INDOUTHOWSTRATEGYMOVESFROMCONCEPTTHROUGH
implementation to realization
N
Recognize techniques companies use to assess their current and
future environments
N
)DENTIFYSPECIlCWAYSYOUCANCONTRIBUTETOYOURORGANIZATIONS
strategic success
Strategy Execution
Getting It Done
Get the skills and knowledge to accomplish what

so many others dontthe successful implementation of strategic goals.7HETHERITSENTERINGNEWMARKETS
REPOSITIONINGOUTSOURCINGORUNDERTAKINGNEWINITIATIVESOR
TECHNOLOGYEXECUTIONOFSTRATEGICGOALSISOFTENAGRAVEYARDOF
good intentions. A recent strategy execution study of a broad
group of leaders found that 65% of them do not consider
their own organization successful at executing their strategies.
WHAT YOU WILL COVER

What strategy and strategic planning really mean
How strategy creates value for customers and stakeholders
N
How companies develop strategy: seven strategic planning
processes
N
The strategic planning process in action: ve stages of a classic
approach
N
Assessing the environments
N
4HE$SOFSTRATEGY$ISCUSSION$ECISION$EVELOPMENT
N
Implementing strategy: how strategy cascades through the
organization
N
N
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.
www.hrci.org.
Apply basic elements of strategy execution to your own strategic

initiative
Recognize factors affecting your ability to execute your
ORGANIZATIONSSTRATEGY
"REAKLARGELONG TERMSTRATEGICINITIATIVESINTOSMALLERACHIEVABLE
PROJECTS
-APYOUROWNSTRATEGICGOALSAGAINSTTHEVITALPOINTSOFSUCCESS
failure and resistance
Utilize skills that can gain and sustain support across
organizational boundaries
Identify ways to better align your strategy with departmental and
organizational goals
WHAT YOU WILL COVER

N
N
Using Mind Mapping to dene and rene a strategic initiative

Designing a strategic execution goal for a successful outcome
and preparing for results
Planning and leading an energizing launch for a strategic
INITIATIVE FOCUSEDPROJECT
5SINGPLANSSCHEDULESBUDGETSANDCONTROLSTOTRACKTHE
progress of your strategic initiative
Overcoming opposition and unforeseen obstacles using political
skills and creative problem solving
WHO SHOULD ATTEND

Experienced leaders who need to successfully execute their part of
LARGERSCOPEMISSION CRITICALSTRATEGICINITIATIVES
EXTRA
4WOWEEKSBEFOREYOURSEMINARYOUWILLRECEIVEAPRE WORKASSIGNMENT
You will need to identify a strategic initiative you have responsibility for
EXECUTINGMEETWITHYOURMANAGERTOCLARIFYTHEPROJECTSPECIlCATIONS
and complete the Strategic Initiative Summary Worksheet.
approved as a provider of project
management training by the Project
Management Institute (PMI).
Schedule
SEMINAR #2209
This accreditation applies to

both seminars on this page.
Schedule
Nov. 14-15 ........................ Chicago, IL.................................................2565-EC5-00105

Dec. 12-13......................... Atlanta, GA ...............................................2565-EC5-00106
Jan. 26-27 ......................... New York, NY ............................................2565-EC5-00107
May 10-11 ........................ New York, NY ............................................2565-EC5-00112
Aug. 27-28 ........................ Chicago, IL.................................................2565-EC5-00115
Nov. 14-16 ........................ New York, NY ............................................2209-EC5-00041

Dec. 7-9............................. Chicago, IL.................................................2209-EC5-00045
May 9-11 .......................... Arlington, VA .............................................2209-EC5-00046
June 20-22 ........................ -22Chicago, IL ...........................................2209-EC5-00047
Aug. 8-10 .......................... Atlanta, GA ...............................................2209-EC5-00049


126
STR ATEGIC PL ANNING & ALLIANCE MANAGEMENT
An AMA
Blended
Learning
Seminar
A Blend of Dynamic
Live Training
& Online Tools
Launching and
Managing Strategic
Alliances and
Partnerships SEMINAR #5228
Start your strategic alliances off on

track and keep them healthy over time with the
strategies and tools youll gain in this seminar. If
your organization has forged strategic alliancesor is planNINGTOYOUCANTAFFORDTOMISSTHISINFORMATION PACKED
SESSION9OULLGAININSIGHTINTOBOTHTHEOPERATIONALANDCULTURALREQUIREMENTSOFSUCCESSFULPARTNERSHIPSASWELLASLEARN
practical methods for ensuring top performance.
N
N
N
N
N
Identify the ve essential areas crucial to the success of an

alliance relationship and use them to create a high-performing
alliance team
Anticipate and prevent potential pitfalls in your alliances
Monitor your alliance relationships using the health check survey
Diagnose and treat the hidden causes of underperforming alliances
Adapt the alliance team chartera proven framework
WHAT YOU WILL COVER

Dening the role of an alliance manager
Setting team direction and focusing on success
N
Identifying the key components of an alliance team charter
N
Developing and applying the alliance team charter
N
5NDERSTANDINGTHEROLESRESPONSIBILITIESANDEXPECTATIONSOF
high-performing teams
N
Bridging cross-cultural challenges
N
Creating effective inter- and intra-company communication
N
Leading the organization to alliance success
N
N
WHO SHOULD ATTEND

60SLEADERSANDEXPERIENCEDMANAGERSACROSSALLFUNCTIONALAREAS
responsible for strategic alliance or partnership activities.
ENDORSED BY
ASAP is the leading global association dedicated to alliance

professionals across all industries. The Association is focused on
enhancing the success of alliance formation through best practices
and professional development activities.
Visit www.strategic-alliances.org
A Blend of Dynamic
Live Training
& Online Tools
This accreditation
applies to both
seminars on this page.
SEMINAR #5221
Manage your strategic alliances more

successfully by mastering the essentials. This informative seminar provides complete exposure to the fundamentals
OFSTRATEGICALLIANCESANDPARTNERSHIPS4HROUGHLECTURESEXERCISESANDCASESTUDIESYOULLGAINAGROUNDINGINTHEMECHANics of partnerships and the organizational factors necessary
FORALLIANCESUCCESS)NJUSTTWODAYSYOULLFINDOUTABOUTTHE
various forms of alliance relationshipsand their life cycles
and walk away with the knowledge you need to ensure that
ALLOFYOURORGANIZATIONSSTRATEGICALLIANCESARESUCCESSFUL
Articulate the factors common to all successful alliances
Prioritize the key components necessary to guide each phase of
the alliance life cycle
N
2ECOGNIZETODAYSBESTPRACTICESINALLIANCEMANAGEMENT
N
!SSESSYOURORGANIZATIONSCOMPETENCYINFORMINGPARTNERSHIPS
N
%VALUATEYOURORGANIZATIONSATTRACTIVENESSASAhPREFERRED
partner
N
N
WHAT YOU WILL COVER

Discovering and exploring the fundamentals of successful
alliances
N
Understanding the alliance life cycle
N
)DENTIFYINGESTABLISHINGANDMANAGINGPARTNERSHIPS
N
Creating formal and informal structures for governing your
alliances
N
Recognizing the competencies of alliance-savvy organizations
N
Beneting from upside of alliances
N
WHO SHOULD ATTEND

Cross-functional managers and leaders who want to explore and
understand the fundamental elements (mechanics) of successful
alliances and partnerships and why these relationships are crucial
to business growth and innovation. This course is also suited for
new alliance managers and individuals (stakeholders) who support
THEORGANIZATIONSALLIANCEANDPARTNERSHIPS
ENDORSED BY

Institute (PMI).
Essentials of
Strategic Alliances
and Partnerships
An AMA
Blended
Learning
Seminar
ASAP is the leading global association dedicated to alliance

professionals across all industries. The Association is focused on
enhancing the success of alliance formation through best practices
and professional development activities.
Visit www.strategic-alliances.org
Schedule
Schedule
Dec. 19-20......................... New York, NY ............................................5228-EC5-00034
Nov. 7-8 ............................ Chicago, IL.................................................5221-EC5-00030



127
SEMINA R SUBJEC T IN DE X
A
Accounting, Auditing,
Budgeting and Controls . . . . . . 48-55
Administrative Support . . . . . . 99-105
Analysis & Planning . . . . . . . . . . 56-59
Assertiveness Training . . . . . . . . 20, 21
B
Business Enhancement Skills . . . 9-22
C
Coaching and counseling . . . . . . . . . 87
Communication
Across the organization . . . . . . . . . . 34
Assertiveness training . . . . . . . . 20, 21
Boot camp . . . . . . . . . . . . . . . . . . . . 29
Breaking behavior patterns . . . . . . . 27
Business conversation skills . . . . . . . 32
Conflict resolution . . . . . . . . . . . . . . 28
Diplomatic, tactful . . . . . . . . . . . . . . 24
Effective facilitator . . . . . . . . . . . . . . 35
Emotional intelligence . . . . 13, 77, 101
Emotions, managing your . . . . . . . . 17
Grammar, improving . . . . . . . . . . . . 42
Image, professional/personal brand . 16
Influence, expanding your . . . . . . . . 39
Influence without authority . . . . . . . 36
Interpersonal skills . . . . . . . . . . . . . . 27
Interpersonal skills for
technical pros. . . . . . . . . . . . . . . . . . 26
Leadership strategies . . . . . . . . . . . . 74
Negotiation skills . . . . . . . . . . . . . . . 38
Presentation skills . . . . . . . . . . . .45-47
Relationships, building better
work . . . . . . . . . . . . . . . . . . . . . . . . 30
Storytelling. . . . . . . . . . . . . . . . . . . . 39
Web, writing for . . . . . . . . . . . . . . . . 42
Writing . . . . . . . . . . . . . . . . .40-44, 103
Customer Service
Service, excellence . . . . . . . . . . . . . 124
D
Decision making . . . . . . . . . . . . . . . 16
Delegation boot camp . . . . . . . . . . . 87
F
Facilitation . . . . . . . . . . . . . . . . . . . . 35
Finance
Basic and core skills . . . . . . . . . . 48-53
Controllers . . . . . . . . . . . . . . . . . . . . 53
Enterprise risk management . . . . . . 54
Fundamentals of cost accounting . . 52
Fundamentals of forecasting . . . . . . 57
Insurance and risk . . . . . . . . . . . . . . 55
Mergers and acquisitions . . . . . . . . . 56
Modeling and forecasting
workshop . . . . . . . . . . . . . . . . . . . . . 59
G
Grammar . . . . . . . . . . . . . . . . . . . . . 42
Essentials of HR management,
non-HR managers . . . . . . . . . . . . . . 65
Fundamentals of HR
management . . . . . . . . . . . . . . . . . . 60
Human resources management,
measurement of . . . . . . . . . . . . . . . . 61
Instructional design . . . . . . . . . . . . . 65
MBTI certification program . . . . . . 62
Recruiting and interviewing . . . . . . . 60
Succession planning. . . . . . . . . . . . . 64
Training the trainer. . . . . . . . . . . . . . 64
I
Import/Export . . . . . . . . . . . . . . 119
Innovation . . . . . . . . . . . . . . . . . . 18
Insurance
Insurance and risk management . . . 55
IT
IT management . . . . . . . . . . . . . . . . 86
L
Leadership
Achieving leadership success . . . . . . 66
Advanced leadership communication
strategy . . . . . . . . . . . . . . . . . . . . . . 74
AMAs advanced executive
leadership program . . . . . . . . . . . . . 76
Coaching skills for leaders . . . . . . . . 71
Collaborative skills for managers . . . 73
Creating a respectful workplace . . . 70
Creativity and innovation . . . . . . . . . 18
Critical thinking . . . . . . . . . . . . . 14, 15
Developing executive
leadership . . . . . . . . . . . . . . . . . . . . 72
8th habit . . . . . . . . . . . . . . . . . . . . . 67
Emotional intelligence,
leading with. . . . . . . . . . . . . . . . . . . 77
Fundamental strategic planning . . 126
Leveraging social media . . . . . . . . . 98
MBA workshop, AMAs 5-day . . . . . 22
Play to your strengths . . . . . . . . . . . 76
Preparing for leadership. . . . . . . . . . 68
workshop . . . . . . . . . . . . . . . . . . . . . 70
Strategic thinker, moving from
operational manager to . . . . . . . . . . 93
Supervisors, skills for . . . . . . . . . . . . 82
Team development and
leadership . . . . . . . . . . . . . . . . . . . . 67
Technical professionals,
skills for . . . . . . . . . . . . . . . . . . . . . . 66
Virtual and remote teams,
leading. . . . . . . . . . . . . . . . . . . . . . . 69
Voice of leadership. . . . . . . . . . . . . . 75
What got you here . . . . . . . . . . . . . . 73
Live online seminars . . . . . . . . . . . 6-8
M
Management
Essential Skills . . . . . . . . . . . . . . .80-85
IT professionals . . . . . . . . . . . . . . . . 86
Organizational politics . . . . . . . . . . . 92
7 habits of highly effective people,

signature course . . . . . . . . . . . . . . . .10
7 habits of highly effective people
for managers . . . . . . . . . . . . . . . . . . 81
Social media for managers. . . . . . . . 90
Strategic alliances and
partnerships . . . . . . . . . . . . . . . . . . 127
Strategy and execution . . . . . . . . . 126
Supervisory skills . . . . . . . . . . . . .80-82
Time management . . . . . . . . . . . . 9, 12
Marketing
Advanced strategies . . . . . . . . . . . . . 97
Fundamental skills . . . . . . . . . . . . . . 94
Marketing ROI, measuring . . . . . . . . 96
Mobile marketing. . . . . . . . . . . . . . . 96
New products, planning and
developing . . . . . . . . . . . . . . . . . . . . 97
Product management . . . . . . . . . . . 98
Social media . . . . . . . . . . . . . . . . . . 98
MBTI . . . . . . . . . . . . . . . . . . . . 62, 74
Mergers and Acquisitions
Comprehensive course . . . . . . . . . . . 56
N
Negotiation Skills
Basic . . . . . . . . . . . . . . . . . . . . . . . . 38
Sales professionals, for. . . . . . . . . . 123
Negotiating to win. . . . . . . . . . . . . . 38
O
One-Day Seminar
Delegation boot camp . . . . . . . . . . . 87
Office and Administrative
Support . . . . . . . . . . . . . . . . . . . . 99-105
P
Planning
Strategic planning . . . . . . . . . .125-127
Presentation Skills
Basic skills . . . . . . . . . . . . . . . . . . . . 45
Executives, intermediate skills for . . 47
PowerPoint unplugged . . . . . . . . . . 46
Project Management
Administrative professionals,
skills for . . . . . . . . . . . . . . . . . . . . . 103
Basic . . . . . . . . . . . . . . . . . . . . . . . 106
Developing project management
plan . . . . . . . . . . . . . . . . . . . . . . . . 111
Essentials of project management
for non-project managers . . . . . . . 112
Information technology project
management . . . . . . . . . . . . . . . . . 109
Managing project execution
and closing. . . . . . . . . . . . . . . . . . . 111
Managing multi-projects . . . . . . . . 115
Microsoft Project . . . . . . . . . . . . . 116
PMP Exam Prep . . . . . . . . . . . . . . 113
Process management . . . . . . . . . . . 117
Project leadership . . . . . . . . . . . . . 116
Project management workshop . . . 110
Technical . . . . . . . . . . . . . . . . . . . . 108
Purchasing
Fundamentals for the new buyer . . 118
Inventory . . . . . . . . . . . . . . . . . . . . 119
Procedures, import/export . . . . . . . 119
R
R&D
Communication and interpersonal
skills, technical pros . . . . . . . . . . . . . 26
Leadership skills and team
development, technical pros . . . . . . 66
Managing technical pros . . . . . . . . . 86
New product development . . . . . . . 97
Project management, technical . . . 108
Writing, technical . . . . . . . . . . . . . . . 43
Risk Management
Enterprise risk management . . . . . . 54
Risk management workshop . . . . . . 55
S
Sales
Customer service . . . . . . . . . . . . . . 124
Sales management . . . . . . . . 123, 124
Selling skills . . . . . . . . . . . . . . .120-122
Strategic sales negotiations . . . . . . 123
Territory and time management . . . 122
Secretaries
See Office and Administrative
Support . . . . . . . . . . . . . . . . . . .99-105
Speaking
See Presentation Skills . . . . . . . . .45-47
Strategic Alliance Management
Launching and managing
strategic alliances . . . . . . . . . . . . . 127
Strategic alliances and
partnerships . . . . . . . . . . . . . . . . . . 127
Strategic Planning Management
Business strategy,
fundamentals of. . . . . . . . . . . . . . . 126
Strategic agility . . . . . . . . . . . . . . . . 71
Strategy and execution . . . . . . . . . 126
Strategic planning . . . . . . . . . . . . . 125
Strategic planning, basic . . . . . . . . 126
Supervisors
Confronting the tough stuff,
advanced skills . . . . . . . . . . . . . . . . . 82
Leadership skills for . . . . . . . . . . . . . 82
Management skills for, basic . . . . . . 78
Promotion to supervisor,
managing transition. . . . . . . . . . . . . 80
T
Team Management
Team development and
leadership . . . . . . . . . . . . . . . . . . . . 67
Technical professionals . . . . . . . . . . 66
Managing technical
professionals . . . . . . . . . . . . . . . . . . 86
W
Web, writing for . . . . . . . . . . . . . . . . 42
Writing . . . . . . . . . . . . . . . . .40-44, 103
Human Resources
Employment law . . . . . . . . . . . . . . . 61
EC5/121636/11-11
128
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WORLDCLASS TRAINING FOR BUSINESS PROFESSIONALS

DECEMBER 2011AUGUST 2012

When you register by December 31, 2011

The more you can do

arning signs are everywhere todayup-and-down markets, grim job reports

American Management Association has been selected as one of

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You want to position yourself

Tact and Credibility Page 24

for Non-Financial Managers Page 48

Youre a new manager and you want

Take a look at the scenarios on the

Coaching and Counseling for Outstanding

Job Performance Page 87

Influence and Alliances Page 92

and Make Decisions Under Pressure Page 12

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Potential for Greater Success Page 18

the Psychology of Persuasion Page 39

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Writing for the Web . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 42

HUMAN RESOURCES AND TRAINING

Fundamentals of Human Resources Management . . . . . . . . . 60

How to Communicate with Diplomacy, Tact and Credibility . . 24

Inuencing and Negotiating

on any seminar in this catalog when

Practical solutions to critical management and business challenges

Expert guidance from a faculty of seasoned business professionals

Dynamic interaction with course leaders and colleagues

Convenient delivery in 40 cities nationwide

Certicate programs in 12 key business curriculum disciplines

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TA BLE O F CON TEN T S

Increase Productivity and Achieve Business Goals . . . . . . 70

Delegation Boot Camp . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 87

OFFICE AND ADMINISTRATIVE SUPPORT

AMA Blended Learninga dynamic and

AMAs Live Online Seminars

All seminars are on the General Services

TA BLE OF CON TEN T S

Failure-Proofing Your Projects . . . . . . . . . . . . . . . . . . . . 114

STRATEGIC PLANNING & ALLIANCE MANAGEMENT

Fundamental Selling Techniques for the

Professional Services and Capabilities . . . . . . . . . . . . . . . . . . . . 1

Principles of Professional Selling . . . . . . . . . . . . . . . . . . . . . . . 121

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