Negotiations: Strategies and Processes for Impactful Outcomes—Hong Kong
Become a more effective negotiator by developing your “tool kit” of negotiation tactics and strategies. Through this program offered in Hong Kong, you will learn an extensive set of negotiation experiences in class, practice your skills, and benefit from valuable feedback.Because little in business (or life) gets done without negotiation, this program has the potential to deliver a significant upside in your professional and personal outcomes.
In this program, you will learn from an extensive set of negotiation experiences in class, practice your skills, and benefit from feedback. The course begins with an introduction to basic negotiation concepts and tactics, followed by a focus on important aspects of the negotiation process—obstacles to effective communication at the bargaining table, the maximization of multiple interests, and tactics for coalition building. In the final session, we put it all together by introducing the impact of social capital on strategic negotiations and exploring negotiations that contain elements of both cooperation and competition.
By attending this program, you will:- 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.
Upon completion of the program, participants will receive an official Chicago Booth Executive Education digital badge. This badge serves as a certified online credential of your achievement, and it can be shared on social networks such as LinkedIn.
Location
Hong Kong Campus: The Hong Kong Jockey Club University of Chicago Academic Complex | The University of Chicago Francis and Rose Yuen Campus in Hong Kong
This program is designed to benefit 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.
Managers in every functional area of responsibility, in all industry types, will benefit by attending this program. In particular, executives in areas such as marketing, sales, manufacturing, engineering, mergers and acquisitions, purchasing, human resources, strategy, and finance, as well as general managers who have been promoted through these routes, will find this program highly beneficial.
John Burrows
John Burrows is senior lecturer in leadership at the University of Chicago’s Harris School of Public Policy and an associate fellow at Oxford University’s Saïd Business School. He also teaches healthcare leadership in a newly launched double masters degree program in health policy taught jointly by the University of Chicago and the London School of Economics & Political Science. Previously, he was an adjunct professor at the University of Chicago’s Booth School of Business.
Before entering academia, John’s career spanned the public, private, and NGO sectors. He originally came to the USA from the UK to volunteer at the Southern Center for Human Rights and the Mississippi Capital Defense Resource Project. During college he interned with other anti-death penalty groups and also at the Cato Institute, a think tank in Washington, DC. Later he joined Arthur Andersen’s Office of Government Service (OGS) and led engagements with the U.S. Department of Justice (DoJ) and the Department of Housing and Urban Development (HUD).
John later switched into the private sector, where he was a partner with the consulting firm Accenture and held senior roles in sales and marketing at enterprise software companies including Siebel and Oracle. He negotiated, sold, managed, and implemented complex, multi-national, multi-million dollar projects around the globe, and gained experience building and growing operations in the UK, USA, and Japan, grappling with all that entails: BD, IJVs, M&A, etc. During his PhD studies John served as an advisor for Houses for Africa, a social enterprise firm based in Cape Town, South Africa.
At the University of Chicago and Oxford, John teaches leadership, negotiations, strategy, decision-making, and organizational psychology to MPP, MBA, and MA students, and to senior executives in open enrollment and custom executive-education programs. Custom executive education clients of John's include AbbVie, Alfa, American College of Surgeons, American Orthopaedic Association, Aon, BBVA, Brainlab, Cheung Kong Graduate School of Business (CKGSB), Civil Service Bureau of Hong Kong, Edelman, Health Care Service Corporation (HCSC), Kiewit, Kuwait University College of Business Administration, Merrill Lynch, State Farm, Syngenta, Trelleborg, and Workiva.
For three years now, John has also taught each cohort of the University of Chicago's International Innovation Corp (IIC) Fellows Program. The IIC recruits top-performing graduates of leading host-country universities and US based institutions and organizes them into teams of up to 3-5 Project Associates. Project Associates train for 5 weeks in skills required to translate their academic and professional knowledge into on-the-ground contributions. The IIC embeds each team within a government, non-profit, or foundation office in India or Brazil to work on an innovative development project with a discrete, tractable scope for 1-3 year projects. Last year, John taught in the University of Chicago Data and Policy Summer Scholar Program which offers top global undergraduate students a 4-week experience with rigorous training on data analytics and public policy.
John is a sought-after speaker across industries but especially within healthcare. He has presented to the American College of Surgeons (ACS), including to their Board of Regents, and delivered a grand rounds lecture to the University of Chicago’s Department of Orthopedic Surgery and Rehabilitation. John has also delivered keynote speeches for the American Orthopaedic Association (AOA) and the Association of Program Directors in Surgery (APDS).
John currently serves on the advisory board of Profitable Ideas Exchange (PIE), which builds communities of senior executive to tackle many of the world’s greatest challenges, and consults with clients across industries and geographies.
John received a Ph.D. and M.B.A. from the University of Chicago’s Booth School of Business and an A.B. from Vassar College.
Essentials in Negotiations
- Basic concepts and tactics of negotiations
- The cognitive aspects of negotiations
Negotiation Approaches and Styles
- 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
Negotiations Tools and Multiparty Negotiations
- Contingent contracts
- Coalition negotiations
- Standards of fairness
- Commitments and threats
Putting It All Together
- Social capital and strategic negotiations
- Schools of bargaining ethics, legal lines, and dishonesty
- Culture and real-world constraints
Heritage Courtyard and Interpretation Centre Tour
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.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
I think this session really allows for creating a level of self-awareness about your own style that you might have had. The topic, material, and faculty are world-class and a great investment on my part.
—Glenn O'Brien, Managing Director, Prudential Finance
Content was relevant and eye-opening to carry back to the workplace. Instruction was engaging and paced well to keep energy up while allowing for questions and interaction from the attendees.
—Brian Loudy, District Sales Manager, Rohm and Haas Company
Excellent course! The Chicago analytical approach & great cases relevant to real-world examples is a winning combination.
—Sean Pipkins, Senior Manager, Manufacturing Collaborations, Genentech
The overall value of the course and material brings forth elements of theory and practicality that delivers core details of negotiation to understand the requirements needed by all parties to execute an agreement.
—Craig Kinley, VP of Eng & Net Opts, iPCS, Inc.
This program was top-notch from registration through completion. The subject matter is directly applicable to both personal and professional negotiations. In summary, this class was fantastic. I look forward to my next Chicago class.
—Bradley Lickenbrock, Aerospace Corporate Development, Huntsman Advanced Materials
Very good level of intensity and fast-paced live negotiations. I like the 'uncovering' lecture style so that negotiations aren't overly skewed to the 'right' answer.
—Daniel Carbery, Sr. VP Operations, Endo Pharmaceuticals