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.
Executive Short Program Mastering strategic negotiations
The program is aimed at:
Executives (from any industry, firm, and functional area) or government officials with varying levels of negotiation expertise .
* 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
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
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REGISTER FOR THE PROGRAM
Fill in the form to check your eligibility and start the registration process.
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
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