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Executive Short Program

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Adapting your behaviour to achieve more effective results

Do you need to develop and fine-tune your negotiations skills in an international context? All negotiators can obtain better results by modifying and adapting their behaviour during the negotiation process.


In this program we focus on how you can optimize key negotiation behaviour to achieve more effective results over time. We also give you the opportunity to identify the key stages and techniques of commercial negotiating and practice applying them in an international setting.




Negotiation is not a policy. It's a technique. It's something you use when it's to your advantage, and something that you don't use when it's not to your advantage.” 

– John Bolton



amp; bumbag NAJ OLEARI Rucksack Red The program will enable you to:

Identify the real success factors in negotiation

Reconsider the negotiation process in light of the cultural factors that affect expectations and communication styles

Analyze your personal interpretation of “win-win” and “win-lose” negotiation

Academic Director(s)

Simon Elliott

Senior Lecturer, HEC Paris

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Discover the program outline

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Program Content

Rucksack NAJ OLEARI Red bumbag amp; Consists of 3 themes

Theme 1

bumbag Rucksack OLEARI Red NAJ amp; The key stages of commercial negotiation

What are the real sources of “power” in a negotiation and what are the key success factors?

Theme 2

The international dimension

Explicit and implicit communication styles and how to inspire trust during the negotiation.

Theme 3

Seven-step preparation process

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Defining objectives, walk away points, opening bids, trading concessions, reducing tension, promoting agreement and techniques for closure.




Join the Global Network for Advanced Management

This program is eligible to the Global Network for Advanced Management (GNAM) Certificate of Excellence in Global Business, which allows Executives to choose from over 120 courses offered by 19 member schools and representing a total of 15 training days. For more information and a full list of eligible programs, click here.


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Customize your learning journey

  • management
    3 days - essential

  • amp; NAJ Rucksack OLEARI Red bumbag +
  • marketing
    3 days - expert

  • Rucksack bumbag Red amp; OLEARI NAJ +
  • management
    Rucksack NAJ bumbag OLEARI Red amp;
    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:
Managers who need to negotiate in an international context and who have a good command of English.

Training costs

3885 € excl. VAT

Next session

  • Intake

Explore funding options

Find out more about possible funding options for the program you have chosen.

Download the brochure


Thankyou Text


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

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 with the subject line “Data Protection” and by adding in an attachment a copy of your photo ID.

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.








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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, 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.

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Register for the program

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

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  • Level


  • Duration

    3 days

  • Language(s)


  • Location(s)

    Jouy-en-Josas, France

  • Next session

    03 October 2018