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.
This course will strengthen participants’ skills through a thorough grounding of negotiation concepts and practice. Specifically, this course will introduce them to the leading negotiation research and perspectives from economics and psychology.
Some of the time in this course will be taken up by negotiation simulations. These simulated negotiation setting is one of the few opportunities participants will ever have in which they make mistakes and learn how a bargaining situation may be better handled, without having to suffer some cost. The simulations will also allow participants to compare ‘real’ negotiation experience with how various analytic frameworks predict negotiators will behave.
Upon successful completion of the course, participants will obtain a “Certificate of Attendance”.
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)
- 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 is the Associate Head of Department of Supply Chain and Information Management and Associate Programme Director of BMSIM Programme 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.
29 August, 2017 (Tuesday)
10:00 a.m. – 6:00 p.m.
Hang Seng Managment College campus
HK$1980 (Lunch and refreshments are included)
|Early Bird Registration - |
Two weeks before commencement of the course
|HSMC/HSSC alumni*, Friends of EDC-Corporate^ or Friends of EDC-Individual can enjoy 25% discount||HKD $1485|
|Other applicants can enjoy 20% discount||HKD $1584|
|After Early Bird Registration||HSMC/HSSC alumni*, Friends of EDC-Corporate^ or Friends of EDC-Individual can enjoy 20% discount||HKD $1584|
|Other applicants can enjoy 10% discount||HKD $1782|
*Hang Seng Management College / Hang Seng School of Commerce.
^Please refer to EDC website for a list of organisations under “Friends of EDC-Corporate”
Remarks: Each participant can enjoy only one discount offer.