Master tricky 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. The high-impact Mastering Strategic Negotiations program also offers social networking events for career development.
The best move you can make in negotiation is to think of an incentive the other person hasn't even thought of - and then meet it.– Eli Broad
Develop an innovative How To Guide to succeed in complex, high-stakes negotiations
Learn to apply this negotiation roadmap to the specifics of each deal
Understand how the economics of a deal affect the opportunities to negotiate or walk away
Control the negotiation process by anticipating and influencing the actions of your counterparts
Polish your negotiation style by identifying your strengths, weaknesses and auditing your intuition
Consists of 3 themes
Theme 1 : Mastering the foundations of negotiation
Valued based strategy and the fundamentals of negotiation, distributive versus integrative negotiations. Logic and the principles of argumentation.
Theme 2 : Excelling in complex deals
Advanced integrative negotiations, negotiation via agents and the principal-agent problem, unethical behavior, integrative instruments, Pareto-efficient deals
Theme 3 : Negotiating in challenging contexts
Dispute resolution, emotions, cross-cultural negotiation, e-negotiation, coalitional games, intra/intergroup negotiation, time pressure and temporal dynamics.
Customize your learning journey
Obtain an HEC Paris certificate
You can personalize your study path according to your own needs and resources. You will be awarded an HEC Paris Executive Education certificate after a total of 10 days of training. This can be spread out over 3 intensive programs during a 2-year period. You can also join the HEC Executive Community.
Find out more from the brochure
Executives (from any industry, firm, and functional area) or government officials with varying levels of negotiation expertise. No formal educational requirements other than working knowledge of English and basic familiarity with present value calculations.
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.
Download the brochure in English
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HEC Paris Le Château is more than a neoclassical landmark. It is the perfect place in which to take a step back and improve yourself with concrete training which you will put into application as soon as you return to your company.
In-house short programs: The flexible way to train your teams
We deliver our short programs when and where you choose
With our in-house short program offer you can train your teams whenever and wherever suits you best.
Contact us at firstname.lastname@example.org, and we will arrange for the academic team to come to the location of your choice and deliver the same content that is taught on campus.