Open Programs

Effective Negotiations

(13-14 June 2017)

Effective negotiations are crucial to value creation and success

Managers negotiate every day across countless situations, whether it is negotiating a salary, getting team members to agree on how to do a project, working with suppliers and distributors, or clarifying work duties with one's boss or employees. In fact, constant negotiating is a way of life for managers. Clearly, negotiating is important to success with both one's career and personal life. Yet most people negotiate poorly and even good negotiators can become much better. Ineffective negotiations often waste time and money, hurt relationships, create ill feelings, and worst of all, leave the parties with few tangible results when it would be so easy to do better.

This program is designed to help you improve your negotiation skills. The focus will be on how people actually negotiate in the real world and what you can do to become a better negotiator.

Program Benefits

  • Learn about yourself and learn to adapt your negotiating style to any situation
  • Know when to reach agreement, and when to walk away
  • Use your negotiating skill to influence others
  • Developing an ability to structure and analyze negotiating situations with the objective of enhancing your personal performance and effectiveness

Upon completion participants will receive a certificate of participation issued by HKUST Business School.

Program Content

Negotiating Fundamentals

  • Using alternatives to develop your bottom line
  • Setting your target and expectations
  • Maximizing value through win-win collaborative negotiating

Tactical Objectives

  • Opening offers - when (and when not) to open
  • Pattern of concessions
  • Honesty in negotiations
  • Dealing with limited information

Contexts

  • Negotiating job offers
  • Negotiating in teams
  • Coalitions

Understanding your personal negotiating style and its strengths and weaknesses

Who Should Attend

This program will be valuable to professionals and executives who would like to become more effective negotiators.

Program Schedule Program Fee  
13-14 June 2016 (Tue-Wed)
Morning Session: 9:30am - 12:45pm
Lunch: 12:45pm - 1:45pm
Afternoon Session: 1:45pm - 5:00pm

Daily schedule is subject to change
Regular Rate*: HK$16,500
Special rate for
HKUST Alumni#
Early Bird:(by 5 May 2017)
HK$13,500
Corporate rate or Group participation:(3 or more concurrent registrations) HK$12,500


* The fee includes tuition, all teaching materials, refreshment and lunch
# including participants of our open programs

Registration Deadline 26 May 2017

Request Program Info.

Venue & Transportation

3/F, LSK Business Building
HKUST, Clear Water Bay
Kowloon, Hong Kong

Venue & Transportation Info

Program Administration

For enquiries on company and organization participation, please contact:

HKUST Business School Executive Education Office
(852) 2358 7541 / (852) 2358 8013
(852) 2335 5836