Executive Short Program
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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
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
Senior lecturer, Negotiation Programs Coordinator, HEC Paris
Consists of 3 themes
Stakes, objectives analysis, relationships and leading a negotiation.
Clarification, time management, cooperative/confrontational negotiations, active listening, etc.
Identity your style and that of the person you are negotiating with, understand their stakes, adapt to find common ground, arbitrate, etc.
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.
The program is aimed at:
Buyers or Purchasers who currently carry out sales negotiations or will do so in the future
Find out more about possible funding options for the program you have chosen.
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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.
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.