SHORT PROGRAM STRATEGY & NEGOTIATION EXECUTIVE SHORT PROGRAM MASTERING STRATEGIC NEGOTIATIONS N EW 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. OBJECTIVES • Develop an innovative How To Guide to succeed in complex, high-stakes negotiations • Learn to apply this negotiation roadmap to the specifics of each deal • Understand how the economics of a deal affect the opportunities to negotiate or walk away • Control the negotiation process by anticipating and influencing the actions of your counterparts • Polish your negotiation style by identifying your strengths, This program is eligible for the Global weaknesses and auditing your intuition Network for Advanced Management (GNAM) Certificate of Excellence in Global Business, PROGRAM which allows Executives to choose from over 150 courses offered by 20 member schools Theme 1 Mastering the foundations of negotiation and representing a total of 15 training days. Valued based strategy and the fundamentals of negotiation, distributive versus integrative negotiations. For more information: Logic and the principles of argumentation. advancedmanagement.net Theme 2 Excelling in complex deals Advanced integrative negotiations, negotiation via agents and the principal-agent problem, unethical beahvior, integrative instruments, Pareto-efficient deals. Theme 3 Negotiating in challenging contexts Dispute resolution, emotions, cross-cultural negotiation, e-negotiation, coalitional games, intra/intergroup negotiation, time pressure and temporal dynamics. LEARNING METHODS Academic Director • A comprehensive class in an accelerated format to fast-track competency Gonçalo Pacheco de Almeida Associate Professor, HEC Paris training in negotiation • Highly experiential, customized learning with hands-on simulations, teamwork, Duration and 360-degree feedback 3 days • A multi-method approach: - rigorous economic and game theoretical analysis Tuition fees* - an insightful behavioral playbook from social psychology € 4,890 - principles of applied logic to enhance argumentation techniques. The negotiation techniques discussed during the program can be applied Contact immediately to real-world situations. For more information inter-inscription@hec.fr PARTICIPANT PROFILE Executives (from any industry, firm, and functional area) or government officials with varying levels of negotiation expertise ; no formal educational requirements * Net price, HEC Paris is not subject to VAT. other than a working knowledge of English and basic familiarity with present Including lunch but excluding dinners and accommodation. Prices, dates, faculty and program content are subject value calculations. to change. For the latest updates go to: www.hec.edu HEC PARIS EXECUTIVE EDUCATION - WWW.HEC.EDU 81