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HEC Paris

Negotiating in an International Context

Nov 6—8, 2019
3 days
Jouy-en-Josas, France
EUR 4580 ≈USD 5072
EUR 1526 per day

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Description

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.

OBJECTIVES

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

PROGRAM CONTENT

Consists of 3 themes

THEME 1

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

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

Who should attend

Managers who need to negotiate in an international context and who have a good command of English.

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