Executive Short Program

Negotiation & Argumentation

Acquire the skills to convince and succeed in negotiations

Anyone can become an expert negotiator as long as they master the necessary techniques to convince and if they sharpen their negotiating skills. Our aim is to help you develop the know-how you need to become an expert in this discipline.

 

 
‘‘

 

 

If you come to a negotiation table saying you have the final truth, that you know nothing but the truth and that is final, you will get nothing.” 

– Harri Holkeri

Objectives

Objectives

The program will enable you to:

Identify the key factors of success and failure in a negotiation

Develop the right reflexes to improve your techniques in questioning, listening, challenging and countering

Establish your strengths and weaknesses as a negotiator

Academic Director(s)

Lionel Bellenger

Senior lecturer, Negotiation Programs Coordinator, HEC Paris

Discover the program outline

Discover the program outline

Program Content

Consists of 4 themes

Theme 1

Preparation and the negotiation framework                 

The 10 steps to success.

Theme 2

The three key moments of a negotiation: consult, confront, and close

Questioning techniques, initiating, confrontation, etc.

Theme 3

Determine the room for maneuver

Concessions and compromises, maneuvering tactics: being assertive, challenging and handling objections, etc.

 

Theme 4

Reach the right compromise

Techniques to close the deal, maintain the quality of the exchange, handle failure, 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 and managers who conduct business, management, sales and social negotiations.

Training costs

3920 € excl. VAT
-

Teaching language: French

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 :

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.

 

Tried and tested for you

Discover the experiences of current and former participants.

Lucie Monteau

Chef de zone export – Laboratoire ODYSUD

‘‘

Cette formation m’a donné les bonnes techniques et les bons réflexes pour aborder en toute confiance mes prochaines négociations."

 

REGISTRATION

Register for the program

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

Apply here