Executive Education

Advanced Certificates and Open-enrolment Programs

Negotiating in an International Context

Address negotiation challenges encountered in complex international environments

Negotiators can obtain better results by modifying and optimizing their behavior during the negotiation process.  The aim of the program is to provide the participants with the necessary techniques, behavioral patterns and practical skills that will enable them to negotiate more effectively and obtain lasting results.

Quick facts

Level: Expert
Language: English 
Duration: 3 days 
Location: HEC Paris Le Château


  • Action-based learning approach 
  • Specific focus on international negotiation techniques and processes 
  • Sharing experience and insights with peers 

Tuition fees:
3,090 €

Including meals but excluding VAT and accomodation.

New: This program is eligible for the Global Network for Advanced Management (GNAM) Certificate of Excellence in Global Business, which allows Executives to choose from over 120 courses offered by 17 member schools and representing a total of 15 training days. For more information and a full list of eligible programs, click  here

Location: HEC Paris Le Château

All managers who negotiate in an international context and who have a good command of English 

  • Identify the key stages and techniques of commercial negotiation and apply them in an international context
  • Discover the added value of explicit negotiating techniques
  • Identify the key success factors in the negotiation process
  • Consider the impact of cultural factors on negotiation processes, behavior, expectations and communication styles
  • Re-examine your approach to win-win and win-lose negotiation 
  • The key stages and principles of commercial negotiation
  • What are the sources of power in a negotiation?
  • What are the key factors for successful negotiation? Is it a question of preparation and analysis or behavior?
  • The international dimension – explicit and implicit communication styles, ‘task orientation vs. ‘relationship’ orientation, strong and flat hierarchies
  • What does ‘win-win’ mean? Is it a moral imperative, a business strategy or simply a behavioral style?
  • Optimizing your body language during a negotiation
  • 7-step preparation process for negotiating at home or abroad – defining objectives, walk-away points and opening bids
  • The “opening statement” technique – how to use the “low context” approach.
  • Team negotiating – the parameters.
  • Distinguishing between positions and interests, identifying key interests.
  • Techniques for reducing tension and promoting agreement, dealing with “tough tactics.”
  • Techniques for bidding, proposing and trading concessions.
  • Techniques for closure – “closing the box.”

Teaching methods

  • Action-based learning approach in which a range of negotiation scenarios are prepared and performed. Personalized feedback is provided after each role-play.
  • Video illustration
  • Techniques, processes, structure and tool boxes
  • Exposure to Anglo-Saxon and international negotiation processes and techniques.

Academic Director(s)

Lionel Bellenger, Professeur coordinateur de l'univers Négociation.

Lionel Bellenger, Course Coordinator, Negotiation Programs

Other programs in Advanced Certificates and Open-enrolment Programs

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3 days
Tuition fees:
3,090 €