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Executive Education

Choisir la bonne stratégie et les bons arguments pour négocier

Choisir la bonne stratégie et les bons arguments pour négocier

Executive Short Program

Language : French

Download the brochure

Program overview

Master the skills and approaches needed to convince your counterparts and succeed in negotiations. This program is aimed at managers and leaders who need to negotiate in business, hierarchical, cross-functional or social contexts. What causes a negotiation to succeed or fail? After analyzing the causes and understanding the levers, participants will develop their skills through intensive training and role-playing.

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Executive Short Program choisir la bonne stratégie et les bons arguments pour négocier

Format: 5 sessions of 4 days
Duration: 4 days
Language: French
Next start:
Cost: 5400 €*
Place: France



Establish the key factors of success and failure in a negotiation 

Identify your strengths and weaknesses as a negotiator 

Acquire the right reflexes to improve your questioning, listening, challenging and countering techniques

Academic Director(s)

Lionel Bellenger
Senior lecturer, Negotiation Programs Coordinator, HEC Paris

A word from the academic director


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Learning methods

The program offers comprehensive and progressive training in negotiation. Six different negotiation cases are used to meet the varying expectations of the participants. They feature video simulations, precise and in-depth debriefing sessions and a summary of lessons learned. The book "Les fondamentaux de la négociation" (ESF), provided at the end of the program, will enable participants to reactivate what they have learned.



Preparing a negotiation 

Success criteria for a negotiation - the 10 most sensitive factors

The framework and the three key stages of negotiation - consulting, confronting, and closing 

Questioning and reformulation techniques, active listening, argumentation techniques, and possible outcomes of a negotiation

Determine the room for maneuver 

The notions of maximum, minimum and plan B. Concessions and compromises, maneuvering tactics - being assertive, challenging and handling objections

Reaching the right compromise 

Techniques to close the deal and maintain the quality of the exchange. How to close the deal, even in deadlock situations


Session d'information - Choisir la bonne stratégie et les bons arguments pour négocier 

Ce webinaire sera l'occasion de vous présenter l'un de nos programmes courts en stratégie et gouvernance : Choisir la bonne stratégie et les bons arguments pour négocier.

Cette session vous permettra de découvrir les bénéfices de ces formations qui permettent à nos participants de renforcer leurs connaissances et compétences dans le domaine de la de la stratégie et de la négociation.

Funding options

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

Explore funding options

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

Download the brochure

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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 Find out more about the management of your personal data and your rights


Pedro Mota
International Customer Relations

Register for the program

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