Réussir ses négociations Réussir ses négociations
Program overview
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.
Réussir ses négociations
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.
* Net price, HEC Paris is not subject to VAT. Prices, dates, faculty, and program content are subject to change.
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
Preparing a negotiation
Success criteria for a negotiation - the 10 most sensitive factors
The framework and the three key stages of negotiation - consulting, confronting, and closing
Questioning and reformulation techniques, active listening, argumentation techniques, and possible outcomes of a negotiation
Determine the room for maneuver
The notions of maximum, minimum and plan B. Concessions and compromises, maneuvering tactics - being assertive, challenging and handling objections
Reaching the right compromise
Techniques to close the deal and maintain the quality of the exchange. How to close the deal, even in deadlock situations
Learning methods
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.
Download the brochure
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Register for the program
Fill in the form to check your eligibility and start the registration process.
This program is accessible for people with disabilities. Please contact us if you have any specific requirements or to obtain the Public Accessibility Register.
Funding options
Find out more about possible funding options for the program you have chosen.
