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Executive Education

Devenez Stratège en Négociation

Devenez Stratège en Négociation

Executive Short Program

Language : English

Download the brochure

Program overview

Learn how to master complex negotiation situations.

What are the best ways to overcome deadlock situations or tensions that can lead to conflict? The solution often lies in tactical and strategic choices. This program will provide you with the keys to understanding the challenges and the balance of power. It will also enable you to become an excellent strategist, and know how to use your assets at the right time.

Executive Short Program Devenez Stratège en Négociation

Duration: 2 days
Language: French
Cost: 3550 €*

Objectives

 

Practice analyzing the criteria for choosing a strategy 


Learn how to master the strategic processes involved in making an agreement 


Identify the alliances and the mechanisms in group negotiation

Academic Director(s)

Lionel Bellenger
LIONEL BELLENGER
Senior lecturer, Negotiation Programs Coordinator, HEC Paris

Learning methods

The program combines group brainstorming, short presentations, simulations and sharing experience. Three case studies of complex negotiations will be explored. Debriefing sessions provide useful tools to develop the behavior of a strategist during negotiations.

Program


Behaving like a strategist: the art of anticipating

The different strategic behaviors, lessons from Sun Tzu

The tactics associated with each strategy

How to estimate the balance of power and the risks of deadlock or failure 

Deciphering the context and the stakes of a negotiation

Studying the interplay of stakeholders, the right moment to guide the negotiation, good negotiation practices

How to build room for maneuver: the notions of maximum, minimum and fallback

Differentiating between concessions and compromises 

Defining strategic management

Criteria for choosing the best strategy

How to take the initiative to bring a negotiation to a successful conclusion

Is force compatible with negotiation?

How to apply the strategic approach to group negotiation 


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

 

Register for the program

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

APPLY HERE