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Executive Education

Negociation et argumentation

Negociation et argumentation

Executive Short Program

Language : French

Download the brochure

Program overview

Master the skills and approaches needed to convince your counterparts and succeed in negotiations. This program is aimed at managers and leaders who need to negotiate in business, hierarchical, cross-functional or social contexts. What causes a negotiation to succeed or fail? After analyzing the causes and understanding the levers, participants will develop their skills through intensive training and role-playing.

Executive Short Program Negotiation & Argumentation

Format: 4 sessions of 4 days
Duration: 4 days
Language: French
Next start:
Cost: 5050 €*

Objectives

 

Establish the key factors of success and failure in a negotiation 


Identify your strengths and weaknesses as a negotiator 


Acquire the right reflexes to improve your questioning, listening, challenging and countering techniques

Academic Director(s)

Lionel Bellenger
LIONEL BELLENGER
Senior lecturer, Negotiation Programs Coordinator, HEC Paris

Learning methods

The program offers comprehensive and progressive training in negotiation. Six different negotiation cases are used to meet the varying expectations of the participants. They feature video simulations, precise and in-depth debriefing sessions and a summary of lessons learned. The book "Les fondamentaux de la négociation" (ESF), provided at the end of the program, will enable participants to reactivate what they have learned.

Program

 


Preparing a negotiation 

Success criteria for a negotiation - the 10 most sensitive factors

The framework and the three key stages of negotiation - consulting, confronting, and closing 

Questioning and reformulation techniques, active listening, argumentation techniques, and possible outcomes of a negotiation

Determine the room for maneuver 

The notions of maximum, minimum and plan B. Concessions and compromises, maneuvering tactics - being assertive, challenging and handling objections

Reaching the right compromise 

Techniques to close the deal and maintain the quality of the exchange. How to close the deal, even in deadlock situations


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

 

Register for the program

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

APPLY HERE