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Successful negotiation techniques and strategies

Negotiation is a fact of life. And in the working world, negotiating – both formal and informal – constitutes a key management responsibility. This seminar will build on your own experience to fine-tune your skills and abilities so you can be a successful negotiator.


$1,595 + taxes


Two days – 9 a.m. to 5 p.m.

Course given in French

HEC Montréal
March 14, 15, 2018
June 4, 5, 2018
August 21, 22, 2018

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Negotiating is something we encounter every day in our work and personal lives, whether we’re aware of it or not. It is an inescapable reality in today’s organizations, where managers are called upon to bargain with suppliers, customers, co-workers and employees at every turn. It is considered to be part and parcel of the decision-making process – a means of reaching an interdependent agreement with other another party. This seminar will help you refine your negotiation skills, develop your ability to analyze and assess various negotiation situations and hone your bargaining talents. As a result, each of your negotiations will become an opportunity for creating and claiming value.


  • Analyze the context, the components and the process of negotiation.
  • Pinpoint the factors that can make or break a deal.
  • Identify various styles of negotiators and the pros and cons of each.
  • Evaluate the determinants of strategic choices.
  • Address strategies and tactics of confrontation and collaboration.
  • Anticipate and avoid potential problems.

Is this for you?

  • Professionals
  • Managers

This program is for you if:

  • Your duties include negotiating and decision-making.

Special features

  • Practical, proactive content and dynamic approach to negotiation, through a series of role-playing activities.
  • Instructor with a strong bargaining background.

"Workshop-intensive program that makes the material taught easy to understand."

Benjamin Hémond, Procurement Supervisor, ProMetic

"Very relevant course. I learned a lot. Top-notch knowledge of bargaining techniques."

Josée Lapointe, Financial Management Analyst, Caisse populaire Contrecoeur

"A course that covers the gamut of negotiation concepts and processes. An excellent overview of them all!"

Serge Mai, Director, Engineering, CDPQ Infra


Maurice Lemelin
Maurice Lemelin
LSc (Comm.), HEC Montréal; PhD (Industrial Relations)
Professor Emeritus, HEC Montréal

Negotiation basics and prerequisites

  • Negotiation components
  • Negotiation prerequisites
  • Concept of interdependence
  • Process of creating and claiming value

Styles of negotiators and their effectiveness

  • Characteristics of a good negotiator

Negotiation: A creative, value-added process

  • Two key considerations in negotiating
  • Factors that shape strategic choices
  • Pitfalls to avoid

Negotiation strategies and tactics

  • Strategies and tactics associated with confrontation
  • Principles of collaboration-based negotiation

Negotiation process

  • Active learning
  • Role-playing
  • Experience-based discussions

Participants in all of our seminars will receive a certificate of completion from Executive Education HEC Montréal.

For more information

Annie Bunton
Annie Bunton
514 340-6006

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