SHORT PROGRAM STRATEGY & NEGOTIATION EXECUTIVE SHORT PROGRAM NEGOTIATING IN AN INTERNATIONAL CONTEXT Any negotiator can obtain better results by modifying and optimizing behavior during the negotiation process. The program focuses on optimizing key negotiation behavior to obtain more effective results over time and gives participants the opportunity to practice essential negotiation skills and techniques. OBJECTIVES • Identify the key stages and techniques of commercial negotiating and practice applying them in an international context • Identify the real success factorsin negotiation • Reconsider the negotiation processin light of the cultural factors that affect expectations and communication styles • Examine your personal interpretation of “win-win” and “win-lose” negotiation PROGRAM Focus 1 The key stages of commercial negotiation What are the real sources of “power” in a negotiation and what are the key success factors? Focus 2 The international dimension Explicit and implicit communication styles and how to inspire trust during the negotiation Focus 3 Seven-step preparation process Academic Direction reducing tension, promoting agreement and techniques for closure Simon Elliott Senior Lecturer, HEC Paris Executive Education LEARNING METHODS Action-based learning approach – several different negotiation scenarios Duration are prepared and simulated. Feedback is provided after each simulation. 3 days The training program features video illustrations, proprietary techniques, effective processes, structures and tool boxes and exposure to Anglo-Saxon Dates and international negotiation processes and techniques. SESSION 1 5-7 June 2019 PARTICIPANT PROFILE SESSION 2 6-8 November 2019 Managers who need to negotiate in an international context and who have a good command of English. Tuition fees* € 4,580 Contact Tania Moumiloff +33 (0)1 39 67 76 05 For more information: moumiloff@hec.fr advancedmanagement.net This program is eligible for the Global Network for Advanced Management (GNAM) Including lunch but excluding dinners and accommodation. 120 courses offered by 17 member schools and representing a total of 15 training days. Prices, dates, faculty and program content are subject to change. For the latest updates go to: execed.hec.edu/en HEC PARIS EXECUTIVE EDUCATION - EXECED.HEC.EDU 43