Skip to main content
About HEC About HEC
Summer School Summer School
Faculty & Research Faculty & Research
Purpose Day Purpose Day
Master’s programs Master’s programs
Bachelor Programs Bachelor Programs
MBA Programs MBA Programs
PhD Program PhD Program
Executive Education Executive Education
HEC Online HEC Online
About HEC
Overview Overview
Who
We Are
Who
We Are
Egalité des chances Egalité des chances
HEC Talents HEC Talents
International International
Campus
Life
Campus
Life
Sustainability Sustainability
Diversity
& Inclusion
Diversity
& Inclusion
Stories Stories
The HEC
Foundation
The HEC
Foundation
Summer School
Youth Programs Youth Programs
Summer programs Summer programs
Online Programs Online Programs
Faculty & Research
Overview Overview
Faculty Directory Faculty Directory
Departments Departments
Centers Centers
Chairs Chairs
Grants Grants
Knowledge@HEC Knowledge@HEC
Master’s programs
Master in
Management
Master in
Management
Master's
Programs
Master's
Programs
Double Degree
Programs
Double Degree
Programs
Bachelor
Programs
Bachelor
Programs
Summer
Programs
Summer
Programs
Exchange
students
Exchange
students
Student
Life
Student
Life
Our
Difference
Our
Difference
Bachelor Programs
Overview Overview
Course content Course content
Admissions Admissions
Fees and Financing Fees and Financing
MBA Programs
MBA MBA
Executive MBA Executive MBA
TRIUM EMBA TRIUM EMBA
PhD Program
Overview Overview
HEC Difference HEC Difference
Program details Program details
Research areas Research areas
HEC Community HEC Community
Placement Placement
Job Market Job Market
Admissions Admissions
Financing Financing
Executive Education
Home Home
About us About us
Management topics Management topics
Open Programs Open Programs
Custom Programs Custom Programs
Events/News Events/News
Contacts Contacts
HEC Online
Overview Overview
Degree Program Degree Program
Executive certificates Executive certificates
MOOCs MOOCs
Summer Programs Summer Programs
Youth programs Youth programs
Executive Education

Mastering strategic negotiations Mastering strategic negotiations

Program overview

 

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.

femme d'affaires blonde avec les bras croisés devant un bâtiment financier

Executive Short Program Mastering strategic negotiations

Format: In class
Duration: 3 days
Language: English
Next start:
Cost: 4500 €*
Place: France

The program is aimed at: 

Executives (from any industry, firm, and functional area) or government officials with varying levels of negotiation expertise .


Download the brochure 

 

* Net price, HEC Paris is not subject to VAT. Prices, dates, faculty, and program content are subject to change. 

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.


Directeur académique

Gonçalo Pacheco De Almeida
GONÇALO PACHECO DE ALMEIDA
Associate Professor, HEC Paris

Learning methods

 

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.

Download the brochure

 

 


Fields preceded by an * are mandatory. Failure to fill out the correct fields will delay your brochure request. By completing this form, you are giving consent to HEC Paris to collect your data in order to process your request for documentation, offer you its training programs and ensure their follow-up. You have a right to access, modify, oppose, delete, limit, transfer, and to inform us how you wish your personal data to be processed, in the event of your death, by contacting exed@hec.fr. Find out more about the management of your personal data and your rights

REGISTER FOR THE PROGRAM

 

Fill in the form to check your eligibility and start the registration process.

Apply Here

 

This program is accessible for people with disabilities. Please contact us if you have any specific requirements or to obtain the Public Accessibility Register.

Funding options

Find out more about possible funding options for the program you have chosen.

Explore funding options

Contact

Valeria GORBUNOVA
Valeria GORBUNOVA
Program Advisor