Executive Short Program

Mastering strategic negotiations

Succeed in complex, high-stakes negotiations

This program is a comprehensive crash course in negotiation strategy that covers both foundational and advanced negotiation topics. Our aim is to help you acquire cutting-edge negotiation techniques in order to analyze, prepare for, and execute complex deals across most industries. 


This ‘negotiation skills incubator’ will fast-track your development through hands-on, customized learning with 360-degree feedback.




The best move you can make in negotiation is to think of an incentive the other person hasn't even thought of - and then meet it”. 

– Eli Broad



The program will enable you to:

Develop an innovative ‘how-to guide’ to succeed in complex, high-stakes negotiations

Understand how the economics of a deal affect the opportunities to negotiate or walk away 

Control the negotiation process by anticipating and influencing the actions of your counterparts

Polish your negotiation style by identifying your strengths and weaknesses

Academic Director(s)

Gonçalo Pacheco de Almeida

Associate Professor, HEC Paris

Discover the program outline

Discover the program outline

Program Content

Consists of three themes over 3 days

Theme 1

Mastering the economic and behavioral foundations of negotiation

Assimilate the ground rules of strategic negotiations, balance the trade-off between adversarial and collaborative bargaining.

Theme 2

Excelling in complex deals

Optimize the value and architecture of multi-issue deals, exploit asymmetries in preferences and expectations among counterparts.

Theme 3

Negotiating in challenging contexts

Navigate politically sensitive environments by forming and maintaining coalitions, settle high-stakes disputes in emotionally-charged situations.




Join the Global Network for Advanced Management

This program is eligible to the Global Network for Advanced Management (GNAM) Certificate of Excellence in Global Business, which allows Executives to choose from over 120 courses offered by 19 member schools and representing a total of 15 training days. For more information and a full list of eligible programs, click here.



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. Contact us

The program is aimed at:
Executives or senior managers from any industry, organization, and functional area or government officials with varying levels of expertise in negotiation.

Training costs

4580 € NET

Next sessions

  • Intake

Explore funding options

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




Fields marked with an asterix are obligatory and are essential in the follow-up of your request. The absence of information in the optional fields will not impact your request. HEC Paris, whose Head Office is located at 8 Avenue de la Porte de Champerret, 75017 Paris, collects your data in order to manage your documentation request and to suggest other programs to you. Your data will be kept for a duration of 3 years and are reserved to the use of HEC Paris and will under no circumstances be communicated to a third party. In accordance with the Freedom of Information Act, you benefit from the right to access, rectify or delete your data by sending an email to exed-hec at hec.fr

You may also oppose the use of your data, with a legitimate reason. You may only exercise this right with regards to your own personal data by contacting us at HEC Paris, Data Protection, 1 rue de la Libération, 78350 Jouy en Josas, France or via email at donnes-personnelles at hec.fr with the subject line “Data Protection” and by adding in an attachment a copy of your photo ID.

For further information, please contact :

Aurélie Lever

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.









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 inter-privileges@hec.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.



Register for the program

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

Apply here