Acquire the skills to convince and succeed in negotiations
Anyone can become an expert negotiator as long as they master the necessary techniques to convince and if they sharpen their negotiating skills. Our aim is to help you develop the know-how you need to become an expert in this discipline.
If you come to a negotiation table saying you have the final truth, that you know nothing but the truth and that is final, you will get nothing.– Harri Holkeri
The program will enable you to:
Identify the key factors of success and failure in a negotiation
Develop the right reflexes to improve your techniques in questioning, listening, challenging and countering
Establish your strengths and weaknesses as a negotiator
Consists of 4 themes
Theme 1 : Preparation and the negotiation framework
The 10 steps to success.
Theme 2 : The three key moments of a negotiation: consult, confront, and close
Questioning techniques, initiating, confrontation, etc.
Theme 3 : Determine the room for maneuver
Concessions and compromises, maneuvering tactics: being assertive, challenging and handling objections, etc.
Theme 4 : Reach the right compromise
Techniques to close the deal, maintain the quality of the exchange, handle failure, etc.
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:
Directors and managers who conduct business, management, sales and social negotiations.
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 email@example.com. 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 firstname.lastname@example.org, 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.
Tried and tested for you
Discover the experiences of current and former participants.
Cette formation m’a donné les bonnes techniques et les bons réflexes pour aborder en toute confiance mes prochaines négociations."
Programme Court Executive Négociation et Argumentation