Executive Short Program
Réussir ses négociations
- Paris – Jouy-en-Josas Campus
- Dec 09 2025
- 4 days
- French
- 5900 €*
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Executive Short Program
Mastering strategic negotiations Mastering strategic negotiations
This program is a comprehensive crash course in negotiation strategy that fast-tracks participants from foundational to advanced negotiations in three days. Participants will acquire cutting-edge negotiation techniques to analyze, prepare for, and execute complex deals across most industries.
This results-driven, hands-on negotiation skills incubator uses a combination of teaching tools with 360-degree feedback in order to customize the learning experience to the seniority and professional responsibilities of the participants.
Place(s):
Paris – Jouy-en-Josas Campus
Duration:
4 days
Format:
In-class
Next start(s):
Jun 22 2026
Language(s):
English
Cost:
6 100 €*
Objectives
- Deploy a practical and innovative approach to succeed in complex and demanding negotiations
- Implement negotiation techniques and strategies specific to each context
- Identify economic stakes that can influence opportunities or withdrawal in a negotiation
- Master the negotiation process by being attentive to the intentions of counterparts
- Develop relational and communication skills by identifying personal strengths and weaknesses
Program
Mastering the foundations of negotiation
Valued based strategy and the fundamentals of negotiation, distributive versus integrative negotiations. Logic and the principles of argumentation.
Excelling in complex deals
Advanced integrative negotiations, negotiation via agents and the principal-agent problem, unethical behavior, integrative instruments, Pareto-efficient deals.
Negotiating in challenging contexts
Dispute resolution, emotions, cross-cultural negotiation, e-negotiation, coalitional games, intra/intergroup negotiation, time pressure and temporal dynamics.
Profile
Who is this program for? Is it right for you?
Profile
The program is aimed at executives (from any industry, firm, and functional area) or government officials with varying levels of negotiation expertise.
Prerequisites and Admission Criteria
Demonstrate 5 years of professional experience as an executive, leader, manager, etc.
Participant Satisfaction and Success Rate
4,6 / 5*
*Average satisfaction rating given by participants (on a scale from 1 to 5) over the past year.
100% success rate, recorded during the same period.
100% success rate, recorded during the same period.
Faculty
Gonçalo Pacheco De Almeida
The Dieter Schwarz Foundation Full Professor of Strategy and Negotiation
What is the true value of a deal in negotiation? How to build trust, persuade, or use power? When to walk away? How to detect lies, read body language? What win-win techniques to use under uncertainty? This immersive, personalized, hands-on program will guide you there.
3min17s
Program overview and testimonials
Teaching Methods and Assessment Modalities
A comprehensive class in an accelerated format to fast-track competency training in negotiation.
Highly experiential, customized learning with hands-on simulations, teamwork, and 360-degree feedback.
A multi-method approach: rigorous economic and game theoretical analysis an insightful behavioral playbook from social psychology principles of applied logic to enhance argumentation techniques.
The negotiation techniques discussed during the program can be applied immediately to real-world situations.
Registration
Would you like to register? We invite you to:
1. Complete your registration form on our platform by clicking the button below. It will only take a few minutes.
Registration
2. You will receive a response within 7 days of submitting your application.
This program is accessible for people with disabilities. Please contact us if you have any specific requirements or to obtain the Public Accessibility Register.
Tuition Fees and Funding
The program fee includes tuition and meal costs during training hours (lunch and breaks).
Not included: dinners (except in specific cases), transportation costs, and accommodation costs (except in specific cases).
Funding options: Depending on your profile and the program you choose, several funding options may be available to you. Visit our funding section for more information.
Program Eligibility: RNCP*: Négocier avec les parties prenantes dans le cadre de projet innovant ou entrepreneurial, reference no. RNCP39423BC03 (registration date in the RNCP: 22-07-2024; certifying body: Higher Education Institution HEC Paris)
*National Directory of Professional Certifications (RNCP) Program eligible for Validation of Acquired Experience (VAE)
Download the brochure
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*Net price, as HEC Paris is not subject to VAT. The prices indicated may vary depending on the intake dates. When multiple starting dates are available, the price shown corresponds to the first date listed. Program, faculty and course content are also subject to change.
