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Executive Education

Mastering strategic negotiations.

Mastering strategic negotiations.

Executive Short Program

Language : English

Download the brochure 

Program overview

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.

Image / Program content / Mastering strategic negotiations

Executive Short Program Mastering strategic negotiations

Format: In class
Duration: 3 days
Language: English
Next start:
Cost: 4500 €*
Place: France

Objectives

 

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

Learning methods

A comprehensive class in an accelerated format to fast-track competency training in negotiation.

Highly experiential, customized learning with hands-on simulations, teamwork, and 360-degree feedback.

A multi-method approach:

  • rigorous economic and game theoretical analysis
  • an insightful behavioral playbook from social psychology
  • principles of applied logic to enhance argumentation techniques

The negotiation techniques discussed during the program can be applied immediately to real-world situations.

Directeur académique

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

Program


Mastering the foundations of negotiation

Valued based strategy and the fundamentals of negotiation, distributive versus integrative negotiations. Logic and the principles of argumentation.

Excelling in complex deals

Advanced integrative negotiations, negotiation via agents and the principal-agent problem, unethical behavior, integrative instruments, Pareto-efficient deals.

Negotiating in challenging contexts

Dispute resolution, emotions, cross-cultural negotiation, e-negotiation, coalitional games, intra/intergroup negotiation, time pressure and temporal dynamics.


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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Pedro Mota
PEDRO MOTA
International Customer Relations

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