World Class Faculty

Effective Negotiations

Effective negotiations are crucial to value creation and success

Professor Laurence Franklin

MBA, JD, Stanford University, CPA
Adjunct Professor, Department of Finance and Department of Management
Adjunct Professor of Business Law, Department of Accounting
HKUST Business School

Professor Franklin has been working in Asia and actively involved in the China market since 1981, concluding over US$9 billion in deals in Asia Pacific. He has been a consultant to many multinational companies for their China and Asian business.

Professor Franklin has negotiated over 300 deals in Asia Pacific during his 25-year career in financial services. He was the General Manager-Investments and Head Legal Counsel for Hutchison Whampoa (China) Ltd. Previously, he was the Deputy Managing Director of AIA Capital Corporation (the Asian investment banking subsidiary of American International Group, AIG). He was also the China Country Head of The First National Bank of Chicago (1985-1989).

In addition to HKUST, he has taught for several leading business schools around the world, including CEIBS, Chicago, Darden, Kellogg, MIT Sloan, Moscow School of Management SKOLKOVO, Stanford and Tsinghua.


Professor Stephen Nason

PhD, University of Southern California
Professor of Business Practice, Department of Management
Director, World Bachelor of Business Program
HKUST Business School

Professor Nason has been a full-time Professor in HKUST since 1995, where he has taught negotiations at MBA and Executive MBA levels for the past 20 years. He has extensive experience teaching, consulting, and conducting research in the US, Hong Kong, and Mainland PRC.

Professor Nason’s research interests focus on negotiation, international management & culture, international HRM, organizational learning & organizational culture. His publications have appeared in the Academy of Management Journal, Human Resource Management Journal, International Journal of Cross Cultural Management, Australian Journal of Management, The Academy of Management Annual Meetings and RGC (Research Grants Council Hong Kong). He is one of the authors of the book: Organizational Learning Capability: Generating and Generalizing Ideas with Impact (New York: Oxford University Press).