November 9, 2015

HEC Paris holds Open-Enrolment program on Negotiation Skills and Strategies

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Top executives were among participants of the two-day program conducted by Professor Matthew Mulford, expert in negotiation analysis, effective business decision making and leadership
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HEC Paris in Qatar successfully held an Open-Enrolment program on Negotiation Skills and Strategies for 40 participants from the public and private sectors representing healthcare, airlines, infrastructure works, broadcasting, real estate, family businesses and education.

The two-day program, which was held on 4-5 November 2015 at the Tornado Tower in Doha, was conducted by Professor Matthew Mulford, an Affiliate Professor at HEC Paris and an expert in negotiation analysis, effective business decision making and leadership.

Aimed at improving the conceptual understanding of negotiations through the application of a practical framework and improved self-awareness, the program was designed to build on existing negotiation experiences of participants in order to improve their future performance. Each participant was given the opportunity to step back and think about their routine approaches to negotiations as well as practice new approaches.

Among the topics discussed in the program were key principles to employ when preparing for and conducting negotiations; the creation of value and increased deal efficiency through the use of integrative negotiation tactics; and strengths and weaknesses of individual negotiation styles (strategic, psychological and emotional).

There were also discussions on the challenges of intra and inter-organization negotiations; identification and removal of barriers to agreement, establishment of trust, conflict de-escalation and resolution; and identification of and defense from common persuasion and manipulation techniques.

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