Adapting your behaviour to achieve more effective results
Do you need to develop and fine-tune your negotiations skills in an international context? All negotiators can obtain better results by modifying and adapting their behaviour during the negotiation process.
In this program we focus on how you can optimize key negotiation behaviour to achieve more effective results over time. We also give you the opportunity to identify the key stages and techniques of commercial negotiating and practice applying them in an international setting.
Negotiation is not a policy. It's a technique. It's something you use when it's to your advantage, and something that you don't use when it's not to your advantage.– John Bolton
The program will enable you to:
Identify the real success factors in negotiation
Reconsider the negotiation process in light of the cultural factors that affect expectations and communication styles
Analyze your personal interpretation of “win-win” and “win-lose” negotiation
Consists of 3 themes
Theme 1 : The key stages of commercial negotiation
What are the real sources of “power” in a negotiation and what are the key success factors?
Theme 2 : The international dimension
Explicit and implicit communication styles and how to inspire trust during the negotiation.
Theme 3 : Seven-step preparation process
Defining objectives, walk away points, opening bids, trading concessions, reducing tension, promoting agreement and techniques for closure.
Join the Global Network for Advanced Management
This program is eligible to the Global Network for Advanced Management (GNAM) Certificate of Excellence in Global Business, which allows Executives to choose from over 120 courses offered by 19 member schools and representing a total of 15 training days. For more information and a full list of eligible programs, CLICK HERE.
Customize your learning journey
Obtain an HEC Paris certificate
You can personalize your study path according to your own needs and resources. You will be awarded an HEC Paris Executive Education certificate after a total of 10 days of training. This can be spread out over 3 intensive programs during a 2-year period. You can also join the HEC Executive Community.
Find out more from the brochure
The program is aimed at:
Managers who need to negotiate in an international context and who have a good command of English.
Find out more about possible funding options for the program you have chosen.
*Net price, HEC Paris is not subject to Value Added Tax. Prices, dates, faculty and program content are subject to change.
Download the brochure in English
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 firstname.lastname@example.org. Find out more about the management of your personal data and your rights
HEC Paris Le Château is more than a neoclassical landmark. It is the perfect place in which to take a step back and improve yourself with concrete training which you will put into application as soon as you return to your company.
In-house short programs: The flexible way to train your teams
We deliver our short programs when and where you choose
With our in-house short program offer you can train your teams whenever and wherever suits you best.
Contact us at email@example.com, and we will arrange for the academic team to come to the location of your choice and deliver the same content that is taught on campus.