Executive Short Program

Negotiating in an international context

Adapting your behaviour to achieve more effective results

Do you need to develop and fine-tune your negotiations skills in an international context? All negotiators can obtain better results by modifying and adapting their behaviour during the negotiation process.

 

In this program we focus on how you can optimize key negotiation behaviour to achieve more effective results over time. We also give you the opportunity to identify the key stages and techniques of commercial negotiating and practice applying them in an international setting.

‘‘

 

 

Negotiation is not a policy. It's a technique. It's something you use when it's to your advantage, and something that you don't use when it's not to your advantage.” 

– John Bolton

Objectives

Objectives

The program will enable you to:

Identify the real success factors in negotiation

Reconsider the negotiation process in light of the cultural factors that affect expectations and communication styles

Analyze your personal interpretation of “win-win” and “win-lose” negotiation

Academic Director(s)

Simon Elliott

Senior Lecturer, HEC Paris

Discover the program outline

Discover the program outline

Program Content

Consists of 3 themes

Theme 1

The key stages of commercial negotiation

What are the real sources of “power” in a negotiation and what are the key success factors?

Theme 2

The international dimension

Explicit and implicit communication styles and how to inspire trust during the negotiation.

Theme 3

Seven-step preparation process

Defining objectives, walk away points, opening bids, trading concessions, reducing tension, promoting agreement and techniques for closure.

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:
Managers who need to negotiate in an international context and who have a good command of English.

Training costs

3090 € excl. VAT
-

 

Teaching language: English 

Next session

2017 / 2018
  • Intake

Explore funding options

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

Download the brochure
 

 

 

For further information, please contact :

Laure Nascimento da Silva

Program Advisor

REGISTRATION

Register for the program

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

Apply here