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