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Executive Education

Mastering Negotiation Strategy

Mastering Negotiation Strategy

Executive Short Program

Language : English

Download the brochure 

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 senior 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

Objectives

This program will enable you to: 

  • 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

Academic Director(s)

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

Consists of 3 themes

Theme 1 : Mastering the foundations of negotiation

Value 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

 

certification

 

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

Participant profile:

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.

Executive Short Program Mastering Negotiation Strategy

Duration: 2 days
Language: French
Next start:
Cost: 4580 €*

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 in English


 

 

 

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


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HEC Paris le Château

Discover HEC Paris Le Château

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.

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In-house short programs: The flexible way to train your teams

With our in-house short program offer you can train your teams whenever and wherever suits you best.

We deliver our short programs when and where you choose

Contact us at inter-privileges@hec.fr, 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.

REGISTER FOR THE PROGRAM

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

APPLY HERE

 

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