Executive Short Program
Leadership Stratégique
- Paris – Jouy-en-Josas Campus
- Sep 22 2026
- 4 days
- French
- 6100 €*
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Executive Short Program
Strategic negotiations
Négociations stratégiques Négociations stratégiques
This intensive four-day programme is designed to transform senior executives into high-level negotiators, equipped to operate with strategic clarity, emotional intelligence and confident leadership in complex, high-stakes environments. Drawing on cutting-edge frameworks and realistic simulations, it strengthens your core negotiation skills while developing the mindset and presence needed to lead under pressure.
You will learn to distinguish distributive from integrative negotiation, master deep listening, leverage the BATNA, build alliances in multi-party negotiations, and manage conflict and high-pressure situations with composure.
Place(s):
Paris – Jouy-en-Josas Campus
Duration:
4 days
Format:
In-class
Next start(s):
Sep 08 2026
Language(s):
French
Cost:
6 100 €*
Objectives
- Understand and apply the core principles of negotiation
- Master the fundamental tools: framing, listening, BATNA, value analysis
- Structure and strengthen their preparation process
- Adapt their negotiating style: empathy, emotion, cultural awareness
- Create value in complex, multi-party negotiations
Program
Key theoretical frameworks (Harvard, Naivasha Grid), assertive empathy and trust-building, distributive vs integrative negotiation. Simulation: salary negotiation in triads.
Structured preparation, context diagnosis and analysis, positions, objectives and stakes, tipping point and walk-away point. Round tables on participants' real-life cases.
The 9 levels of listening, validating and sealing the deal, high-pressure negotiation. Simulation: hostage negotiation. Personalised individual coaching (15 min/participant).
Profile
Who is this program for? Is it right for you?
Participant Profile
This programme is designed for experienced executives looking to sharpen and structure their negotiation practice as part of a broader leadership development journey. It is particularly relevant for:
• Vice-Presidents and functional directors
• Business Unit heads and C-suite members
• Leaders operating in multicultural and international negotiation contexts
Prerequisites and Admission Criteria
The program is designed for confirmed hands-on experience in professional negotiation.
Faculty
Piers CUMBERLEGE
Adjunct Professor of Leadership, HEC Paris
It is a real pleasure to work alongside two consummate professionals, Kirk and Fiorella, to introduce our participants to the core theories and practices of negotiation, and to see their behaviours and skills evolve over the four days into a more informed and confident negotiating posture.
Learning methods & evaluations
Pédagogy :
• Theory and hands-on practice alternated throughout the programme
• Negotiation simulations followed by individual feedback, supported by video recordings of participants
• Role plays: some prepared in advance, others impromptu
• Post-programme assignment: preparation of a real upcoming negotiation (max 5 slides, submitted within 10 days)
Evaluation:
• Qualitative assessment through commented observation during the programme
• Quantitative assessment of negotiation outcomes in simulations
• Individual written assignment submitted within 10 days: a presentation (max 5 slides) of a real upcoming negotiation, incorporating the programme's tools (BATNA, ZOPA, stakeholder mapping)
Registration
Would you like to register? We invite you to:
1. Complete your registration form on our platform by clicking the button below. It will only take a few minutes.
Registration
2. You will receive a response within 7 days of submitting your application.
This program is accessible for people with disabilities. Please contact us if you have any specific requirements or to obtain the Public Accessibility Register.
Tuition Fees and Funding
The program fee includes tuition and meal costs during training hours (lunch and breaks).
Not included: dinners (except in specific cases), transportation costs, and accommodation costs (except in specific cases).
Funding options: Depending on your profile and the program you choose, several funding options may be available to you. Visit our funding section for more information.
Program Eligibility: RNCP*: The program is eligible for the skill block RNCP RNCP39423BC03 "Négocier avec les parties prenantes dans le cadre de projet innovant ou entrepreneurial", linked to the RNCP title 39423 ; Diploma "innovation et entrepreneuriat"
Registration date in the RNCP: 22-07-2024; certifying body: Higher Education Institution HEC Paris)
*National Directory of Professional Certifications (RNCP) Program eligible for Validation of Acquired Experience (VAE)
Download the brochure
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*Net price, as HEC Paris is not subject to VAT. The prices indicated may vary depending on the intake dates. When multiple starting dates are available, the price shown corresponds to the first date listed. Program, faculty and course content are also subject to change.
