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Executive Education

Negotiating in an International Context

Negotiating in an International Context

Executive Short Program

Language : English

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

Objectives

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

Academic Director(s)

Simon Elliott
SIMON ELLIOTT
Senior Lecturer, HEC Paris
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Program Content

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.

 

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Customize your learning journey

Personnalisez votre parcours de formation

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.

Executive Short Program Negotiating in an International Context

Duration: 3 days
Language: English
Next start:
Cost: 4580 €*
Specialization: General Management, Strategy, Negotiation and Governance

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 VAT. Prices, dates, faculty and program content are subject to change.

Download the brochure in English


 

 

 

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HEC Paris le Château

Discover HEC Paris Le Château

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.

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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 inter-privileges@hec.fr, 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.

REGISTER FOR THE PROGRAM

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

APPLY HERE

 

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