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 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.
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.
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.
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