Executive Short Program
Réussir ses négociations
- Paris – Jouy-en-Josas Campus
- Jun 10 2025
- 4 days
- French
- 5900.00 €*
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Executive Short Program
Mastering strategic negotiations Mastering strategic negotiations
This program is a comprehensive crash course in negotiation strategy that fast-tracks participants from foundational to advanced negotiations in three days. Participants will acquire cutting-edge negotiation techniques to analyze, prepare for, and execute complex deals across most industries.
This results-driven, hands-on negotiation skills incubator uses a combination of teaching tools with 360-degree feedback in order to customize the learning experience to the seniority and professional responsibilities of the participants.
Place(s):
Paris – Jouy-en-Josas Campus
Duration:
3 days
Format:
In-class
Next start(s):
Jun 23 2025
Dec 15 2025
Language(s):
English
Cost:
4 700 €*
Objectives
- Deploy a practical and innovative approach to succeed in complex and demanding negotiations
- Implement negotiation techniques and strategies specific to each context
- Identify economic stakes that can influence opportunities or withdrawal in a negotiation
- Master the negotiation process by being attentive to the intentions of counterparts
- Develop relational and communication skills by identifying personal strengths and weaknesses
Program
Mastering the foundations of negotiation
Valued based strategy and the fundamentals of negotiation, distributive versus integrative negotiations. Logic and the principles of argumentation.
Excelling in complex deals
Advanced integrative negotiations, negotiation via agents and the principal-agent problem, unethical behavior, integrative instruments, Pareto-efficient deals.
Negotiating in challenging contexts
Dispute resolution, emotions, cross-cultural negotiation, e-negotiation, coalitional games, intra/intergroup negotiation, time pressure and temporal dynamics.
Profile
Who is this program for? Is it right for you?
Profile
The program is aimed at executives (from any industry, firm, and functional area) or government officials with varying levels of negotiation expertise.
Prerequisites and Admission Criteria
Demonstrate 5 years of professional experience as an executive, leader, manager, etc.
Faculty
Gonçalo Pacheco De Almeida
HEC Paris Associate Professor
What is the true value of a deal in negotiation? How to build trust, persuade, or use power? When to walk away? How to detect lies, read body language? What win-win techniques to use under uncertainty? This immersive, personalized, hands-on program will guide you there.
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 chosen program, several solutions may be available to you. Visit our funding section for more information.
Download the brochure
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*Net price, HEC Paris is not subject to Value Added Tax. Prices, dates, faculty and program content are subject to change.
