John Burrows
Senior Lecturer
John Burrows
Negotiations: Strategies and Processes for Impactful Outcomes—in Hong Kong
Become a more effective negotiator by developing your tool kit of negotiation tactics and strategies.
Next Session
June 3-June 4, 2026
View All Dates
Location/Format
In Person
Hong Kong Campus, Hong Kong
Investment Fee (in USD)
$3,800 USD
Questions? Connect with our enrollment advisors.
Next Session
June 3-June 4, 2026
View All Dates
Location/Format
In Person
Hong Kong Campus, Hong Kong
Investment Fee (in USD)
$3,800 USD
Questions? Connect with our enrollment advisors.
In Negotiations: Strategies and Processes for Impactful Outcomes, an immersive two-day program in Hong Kong, you'll become a more effective negotiator by building a robust tool kit of proven tactics and strategies.
You’ll learn from University of Chicago professor John Burrows through hands-on negotiation exercises, dynamic in-class experiences, and personalized feedback. Strengthen your skills, sharpen your confidence, and elevate your impact at the negotiating table
This program serves as an elective to:
- Learn strategies for negotiation analysis and preparing for negotiations.
- Understand different strategic choices (and interpersonal skills) that drive relative success at the bargaining table.
- Know what information is needed to negotiate effective outcomes.
- Engage in a variety of negotiation simulations and receive immediate feedback.
- Experiment with new techniques and test their effectiveness in the safety of the classroom.
Who Should Attend
Middle, upper middle, and senior level managers, who would like to enhance their influence and performance—both internally in their organizations and externally with other organizations and vendors—by improving their negotiation skills.
Download the program brochure for in-depth insights into who should attend, participant profiles, and the ideal candidate.
Scholarships for this program: The Hong Kong Jockey Club Charities Trust proudly awards scholarships to local social sector executives who seek to enhance their leadership skills.
Faculty Teaching This Program
At Booth, our distinguished faculty exemplify dedication and expertise, bringing deep passion to their teaching. Their steadfast commitment extends beyond traditional instruction, focusing on empowering every Executive Education participant, across all programs and global campuses, to achieve their professional and leadership goals.
Program Outline
- Basic concepts and tactics of negotiations
- The cognitive aspects of negotiations
- Understanding your own negotiation tendencies and style
- Psychological biases and their impact on negotiations
- Individual differences in negotiation styles
- Time and deadlines in negotiations
- Value claiming versus value creating
- Integrative negotiation and joint gains
- Contingent contracts
- Coalition negotiations
- Standards of fairness
- Commitments and threats
- Social capital and strategic negotiations
- Schools of bargaining ethics, legal lines, and dishonesty
- Culture and real-world constraints
- Our Hong Kong campus is the home of the Heritage Courtyard and Interpretation Centre. During their time on campus, participants are offered a tour and access to exhibitions highlighting the unique history of the Mount Davis site. More information about the tour will be provided with participants' pre-course materials.
- Intercompany Investments: Financial Reporting Implications
Past Participant Insights
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“Through this course, I had the valuable opportunity to practice negotiation skills that I don't often encounter in my daily work. This experience has significantly impacted my thinking and approach to negotiation. As the faculty emphasized from the outset, negotiation is a fundamental aspect of our interactions, and I've already begun applying the tools and insights gained from the course to my everyday life.”
—Ines Gafsi, Chapter Chair & CEO of Inspiring Girls Hong Kong -
“I have undertaken a number of professional training courses involving negotiation skills. This one is the most comprehensive in terms of pulling together theory, psychology, and practical elements allowing for conducting a well-structured and potentially more successful negotiation in a variety of situations.”
—Eric Davidson, VP, Asia-Pacific-Europe-Middle East-Africa, Modular Mining Systems
Upcoming Sessions
Program dates are subject to change.
Download Brochure
Download the program brochure for in-depth insights on who should attend, a schedule preview, past participant profiles, location highlights, networking opportunities, and what to expect. When doing so, you’ll also receive an editable justification letter to help you make the case to your employer for your attendance.
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Frequently Asked Questions
In this section, you’ll find answers to frequently asked questions about Chicago Booth Executive Education programs.
Frequently Asked Questions