In almost all business environment, the ability to negotiate successfully is vital to both our professional and personal lives.
It is impossible to avoid negotiating with others. Negotiation involves business deals with other organisations or reaching an agreement with another party within the same organisation.
By the end of the course, the participants will
- Develop a better judgement of the appropriate negotiation strategy that should be adopted, given the primary objective of negotiation.
- Possess an ability to analyse different negotiation structures.
- Make use of effective strategies and tactics in the negotiation process.
- Understand how biases in judgement can expose us to persuasion and/or manipulation.
Managers or Business Executives (who need to regularly negotiate with business partners or colleagues)
Cantonese supplemented with English (Course materials in English)
- Understand the constraints and opportunities of building a brand in the above settings;
- Recognise the strength and weaknesses of various negotiation styles;
- Identify the possibilities of integrative (also known as win-win) negotiation;
- Understand the source of power in negotiation and its effects on negotiated outcomes;
- Discuss how we are prone to being fooled by other people; and
- Examine how the use of some negotiation tactics might backfire.
Dr. Ricky Wong
Dr. Ricky Wong is an Assistant Professor of Department of Supply Chain and Information Management at Hang Seng Management College. Before he joined Hang Seng Management College, he was working for Department of Management and Department of Methodology at the London School of Economics and Political Science (LSE). He was responsible for courses on Business Negotiation offered to Master students and business executives at the LSE. He was also a consultant for BAE Detica, London.
His primary research interests are Business Negotiation and Cognitive Biases in Decision Making. He has published research articles in internationally peer-reviewed journals. Dr. Wong also served as a Session Chair at Group Decision and Negotiation International Conference 2015.
Hang Seng Managment College campus