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.

 The Hong Kong Jockey Club Charities Trust proudly awards scholarships to local social sector executives who seek to enhance their leadership skills. Learn more »

 

John Burrows

Senior Lecturer

John Burrows's academic home is the University of Chicago where he is a Senior Lecturer at the Harris School of Public Policy. He is also the Faculty Lead for Harris’s Evening Master’s Program (EMP). In addition, John holds an appointment as an Associate Fellow at Oxford University’s Saïd Business School where he teaches EMBA and MBA students negotiations each summer. Between 2014 and 2018, John taught at the Booth School of Business and will be again teaching at Booth in 2023-24. John earned his MBA and PhD in Behavioral Science from Booth and holds an undergraduate degree from Vassar.  

Before moving into academia, John began his professional career at Arthur Andersen eventually becoming a partner at Accenture. His expertise was not limited to consulting; he also assumed senior roles in sales and marketing at enterprise software companies such as MicroStrategy, Siebel, and Oracle. In these roles, John negotiated, managed, and implemented complex, multinational, multimillion-dollar projects. His work spanned across continents, building and growing operations in the UK, USA, and Japan, and encompassing business development, international joint ventures, and mergers and acquisitions. 

In addition to his degree teaching, John speaks, and consults to a range of organizations. Private sector clients include Accenture, Aon, ARCO Design Build, BNY Mellon, Capgemini, CUES, Edelman, IWI Wealth Advisors, Kiewit, and State Farm. In the healthcare sector, he has worked with the American College of Surgeons (ACS), American Orthopaedic Association (AOA), Association of Program Directors in Surgery (APDS), BrainLab, CVS Aetna, and the Society for Vascular Surgery (SVS). His public sector clients include the Civil Service Bureau of Hong Kong, Saudi Arabia’s Decision Support Group (DSG), Saudi Central Bank (SAMA), State of Wisconsin Investment Board (SWIB), the U.S. Army War College, and the U.S. Navy.

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


Advance Registration Benefit  

The program sessions below qualify for our Advance Registration Benefit. When you commit your attendance by the expiration dates below, you’ll benefit through financial savings.*

  •  September 2024 session:
    • $3,200 registration fee if registered and paid by July 8
    • $3,800 registration fee after July 8

Upcoming Courses

Date Fee
September 4-5, 2024 $3,800 Register Now

 

This program typically runs twice a year.


*Advance Registration Benefit: No promotion code required – the savings will be automatically applied during the registration process if you register and pay by the expiration date. This offer is not transferable to other programs or offerings. All prices are in USD.