Executive Short Program

Mastering Sales Negotiation

Succeed in all your negotiations - from simple contracts to complex deals

Everyone has their individual style of negotiating. Regardless of whether you are a buyer or a purchaser, a successful sales negotiation depends on both how you behave and your ability to master the mechanisms of negotiation. Be it a simple contract or a complex deal, you must understand your company's strategy, and that of the other party, if you are to win all your negotiations.

 
‘‘

 

 

Everything is negotiable. Whether or not the negotiation is easy is another thing.”

– Carrie Fisher

Objectives

Objectives

The program will enable you to:

Clarify the mechanisms of negotiation

Integrate strategy into all the steps of business negotiation

Find your own negotiating style

Practice business negotiation as both a buyer and purchaser

Academic Director(s)

Lionel Bellenger

Senior lecturer, Negotiation Programs Coordinator, HEC Paris

Discover the program outline

Discover the program outline

Program Content

Consists of 3 themes

Theme 1

Understand the negotiation context

Stakes, objectives analysis, relationships and leading a negotiation.

Theme 2

Preparing a negotiation

Clarification, time management, cooperative/confrontational negotiations, active listening, etc.

Theme 3

What type of negotiator are you?

Identity your style and that of the person you are negotiating with, understand their stakes, adapt to find common ground, arbitrate, etc.

Customize your learning journey

  • management
    3 days - essential

  • +
  • marketing
    3 days - expert

  • +
  • management
    4 days - excellence

  • =
  • hec paris executive education certificate

2 years

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
Buyers or Purchasers who currently carry out sales negotiations or will do so in the future

Training costs

2940 € excl. VAT

Next session

2017 / 2018
  • Intake

Explore funding options

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

Download the brochure
 

 

 

The Marketing Director of HEC Paris Executive Education collects this data in order to provide you with information about our training programs and the events that we organize. References in this form followed by an * must be filled in, but the absence of information in the optional fields will have no impact on the processing of your request. The information will be used by the different services of HEC Paris and its subsidiaries. They will be kept as long as you do not unsubscribe. In compliance with the amended law of 6th January 1978, you have the right to access, delete, rectify and object to information by contacting cil@hec.fr.

For further information, please contact :

Alizée Nivert

Program Advisor

More than just a pretty place

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.

Board

Library

Sport

 

 

 

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 interprivilege@hec-crc.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.

 

REGISTRATION

Register for the program

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

Apply here