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.
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.
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
Find out more about possible funding options for the program you have chosen.
*Net price, HEC Paris is not subject to Value Added Tax. Prices, dates, faculty and program content are subject to change.