Open Programs

Effective Negotiations

(11-12 June 2019)

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 Objectives

  • Understand the key concepts of big data and its potential through cases studies and review of real business applications
  • Develop a framework of data-driven decision making and continuous experimentation to understand customer behavior and preference
  • Acquire hands-on experience with tools in data analysis, email campaign, and text analysis
  • Understand the infrastructure requirements and project management skills required to implement successful data analytics projects

Who Should Attend

Executives involved in sales, marketing, customer relationship, loyalty programs, electronic commerce, social media platforms, and corporate IT management. Concepts and techniques are introduced from a non-technical perspective. The program is particularly useful for executives who are leading or exploring data analytics projects and can apply the skills learned in the program in implementing their projects.

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 of the program 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
  • negotiating

Tactical Objectives

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


  • Negotiating job offers
  • Negotiating in teams
  • Coalitions

Understanding your personal negotiating style and its strengths and weaknesses

Program Schedule Program Fee  
11-12 June 2019 (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
Early Bird Rate:(by 26 April 2019) HK$14,000
HKUST Alumni# or Corporate rate/Group participation*: HK$13,000

The fee includes tuition, all teaching materials, refreshment and lunch
# including participants of our open programs
* 3 or more concurrent registrations

Registration Deadline 24 May 2019

Request Program Info.

Venue & Transportation

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

Venue & Transportation Info

Campus Parking Application

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