Open Programs

Effective Negotiations

(13-14 June 2023)

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 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
  • Develop 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.

Who Should Attend

This program will be valuable to professionals and executives who would like to become more effective negotiators.

Program Content

Negotiating Fundamentals

  • Using alternatives to develop your bottom line
  • Setting your target and expectations
  • Maximizing value through win-win collaborative 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  
13-14 June 2023 (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 5 May 2023) 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 25 May 2023

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 8013 / (852) 2358 7541
(852) 2335 5836