Executive Short Program
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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
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
Senior Lecturer, HEC Paris
Consists of 3 themes
What are the real sources of “power” in a negotiation and what are the key success factors?
Explicit and implicit communication styles and how to inspire trust during the negotiation.
Defining objectives, walk away points, opening bids, trading concessions, reducing tension, promoting agreement and techniques for closure.
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.
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:
Managers who need to negotiate in an international context and who have a good command of English.
Teaching language: English
Find out more about possible funding options for the program you have chosen.