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Executive Education

Réussir ses négociations

Réussir ses négociations

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.

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Executive Short Program Réussir ses négociations

Format: in-class
Duration: 4 days
Language: French
Next start:
Cost: 5400 €*
Place: France

The program is aimed at:

Managers and executives who have to conduct negotiations, business, management, commercial (sales and purchasing) and negotiations in the social field.


Download the brochure


* Net price, HEC Paris is not subject to VAT. Prices, dates, faculty, and program content are subject to change. 



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




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

Academic Director(s)

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.

Download the brochure



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Register for the program


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



This program is accessible for people with disabilities. Please contact us if you have any specific requirements or to obtain the Public Accessibility Register.

Funding options

Find out more about possible funding options for the program you have chosen.

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