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Executive Education

Mastering strategic negotiations.

Mastering strategic negotiations

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.

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Executive Short Program Mastering strategic negotiations

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

The program is aimed at: 

Executives (from any industry, firm, and functional area) or government officials with varying levels of negotiation expertise .


Download the brochure 

 

* Net price, HEC Paris is not subject to VAT. Prices, dates, faculty, and program content are subject to change. 

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

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.


Directeur académique

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

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.

Download the brochure

 

 


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

REGISTER FOR THE PROGRAM

 

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

Apply Here

 

This program is accessible for people with disabilities. Please contact us if you have any specific requirements or to obtain the Public Accessibility Register.

Funding options

Find out more about possible funding options for the program you have chosen.

Explore funding options

Contact

Nibal EL KADI
Nibal EL Kadi
Program Manager