Executive Short Program
Mastering strategic negotiations
- Paris – Jouy-en-Josas Campus
- Jun 23 2025, Dec 15 2025
- 3 days
- English
- 4700.00 €*
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Executive Short Program
Réussir ses négociations Réussir ses négociations
Master the skills and approaches needed to convince your counterparts and succeed in negotiations. This program is aimed at managers and leaders who need to negotiate in business, hierarchical, cross-functional or social contexts. What causes a negotiation to succeed or fail? After analyzing the causes and understanding the levers, participants will develop their skills through intensive training and role-playing.
Place(s):
Paris – Jouy-en-Josas Campus
Duration:
4 days
Format:
In-class
Next start(s):
Jun 10 2025
Language(s):
French
Cost:
5 900 €*
Objectives
- Define the objectives and framework of the negotiation to determine its scope and stakes
- Analyze the components of the negotiation situation to choose the strategy that offers the best guarantees of reaching a mutually favorable outcome
- Adapt and prepare arguments and argumentation tactics according to the chosen negotiation strategy and the type of negotiation (managerial, commercial, social, or business)
- Conduct a negotiation meeting to advance efficiently and discerningly towards the targeted objectives and a mutually accepted agreement
- Decide on the outcome of the negotiation to conclude with an acceptable arrangement for both parties or a postponement of the negotiation
- Draft an agreement (terms, conditions, follow-up, etc.) to materialize the jointly made decisions
- Analyze the behavior of the actors to react and adapt in order to remain constructive in achieving the objectives and preserving the quality of the relationship
Program
Success criteria for a negotiation - the 10 most sensitive factors
Questioning and reformulation techniques, active listening, argumentation techniques, and possible outcomes of a negotiation
The notions of maximum, minimum and plan B. Concessions and compromises, maneuvering tactics - being assertive, challenging and handling objections
Techniques to close the deal and maintain the quality of the exchange. How to close the deal, even in deadlock situations
Profile
Who is this program for? Is it right for you?
Participant Profile
The program is aimed at managers and executives who have to conduct negotiations, business, management, commercial (sales and purchasing) and negotiations in the social field.
Prerequisites and Admission Criteria
Demonstrate 5 years of professional experience as an executive, leader, manager, etc.
Faculty
Lionel Bellenger
Senior lecturer, Negotiation Programs Coordinator, HEC Paris
Negotiation is more than just an exchange—it’s a strategic art. This program provides essential techniques and levers to build winning agreements, strengthen your influence, and achieve your goals with impact and confidence.
Teaching Methods and Assessment Modalities
The program offers comprehensive and progressive training in negotiation. Six different negotiation cases are used to meet the varying expectations of the participants. They feature video simulations, precise and in-depth debriefing sessions and a summary of lessons learned. The book "Les fondamentaux de la négociation" (ESF), provided at the end of the program, will enable participants to reactivate what they have learned.
Registration
Would you like to register? Complete your registration form on our platform by clicking the button below. It will only take a few minutes.
This program is accessible for people with disabilities. Please contact us if you have any specific requirements or to obtain the Public Accessibility Register.
Tuition Fees and Funding
The program fee includes tuition and meal costs during training hours (lunch and breaks).
Not included: dinners (except in specific cases), transportation costs, and accommodation costs (except in specific cases).
Funding options: Depending on your profile and the program you choose, several funding options may be available to you. Visit our funding section for more information.
Program Eligibility: RNCP*: Négocier avec les parties prenantes dans le cadre de projet innovant ou entrepreneurial, reference no. RNCP39423BC03 (registration date in the RNCP: 22-07-2024; certifying body: Higher Education Institution HEC Paris)
*National Directory of Professional Certifications (RNCP) Program eligible for Validation of Acquired Experience (VAE)
Download the brochure
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