Executive Short Program
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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
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
Senior lecturer, Negotiation Programs Coordinator, HEC Paris
Consists of 4 themes
The 10 steps to success.
Questioning techniques, initiating, confrontation, etc.
Concessions and compromises, maneuvering tactics: being assertive, challenging and handling objections, etc.
Techniques to close the deal, maintain the quality of the exchange, handle failure, 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:
Directors and managers who conduct business, management, sales and social negotiations.
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.
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.
Discover the experiences of current and former participants.
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."