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HKUST Business School

Effective Negotiations

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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

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 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

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

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.


Academic qualifications Ph.D. University of Southern California, Management and Organization M.A. Michigan State University, Anthropology B.S. University of Texas at Austin, Anthropology   ACADEMIC AND PROFESSIONAL EXPERIENCE -The Hong Kong University of Science and Technology, School of Bu...
Academic qualifications MBA, JD, Standford University; CPA Consulting Experience Professor Franklin has been a consultant to many multinational companies for their Asian business.  A partial list includes : Amoco, Arco, Bechtel, Conoco, Dow, Firestone, Freeport-McMoran, General Foods, Hewle...


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