Become a more effective negotiator by developing your “tool kit” of negotiation tactics and strategies. Through this program offered in Hong Kong, you will learn an extensive set of negotiation experiences in class, practice your skills, and benefit from valuable feedback.

WHO SHOULD ATTEND? This two-day program will benefit middle, upper-middle, and senior-level managers, who would like to enhance their influence and performance—both internally in their organizations and externally with other organizations and vendors—by improving their negotiation skills.

PROGRAM BENEFITS By attending this program, you will:• Learn strategies for analysis and preparing for negotiations.• Understand different strategic choices (and interpersonal skills) that drive

relative success at the bargaining table.• Know what information is needed to negotiate effective outcomes.• Engage in a variety of negotiation simulations and receive immediate feedback.• Experiment with new techniques and test their effectiveness in the safety

of the classroom.

IDEAS COMPETE, PEOPLE COLLABORATE Consistently ranked among the top programs in the world, Executive Education at Chicago Booth is where intellectual rigor, engaging teaching, and cutting-edge research meet. We create and learn in an intense, exhilarating climate of discussion and debate. Our executive participants have transformational experiences that turn them into more empowered, impactful leaders.

CREDENTIALS Upon completion of the program, participants will receive a Chicago Booth Executive Education digital badge. This badge serves as a certified online credential of your accomplishment and recognition of your achievement. Your badge can be shared among social networks, such as LinkedIn.

LEARN MORE AT: ChicagoBooth.edu/NSP E asiaexec@chicagobooth.edu P +852 2533 9500

PROGRAM DETAILS

DATESMarch 17-18, 2021

The program begins at 9 a.m. on the first day and ends at 5 p.m. on the second day.

FEEUSD $3,800 Fee includes tuition, continental breakfasts, lunches, coffee breaks, and educational materials.

LOCATIONThe University of Chicago Booth School of BusinessHong Kong Campus

168 Victoria Road Mount Davis Hong Kong

For hotel accommodations and more logistics, visit ChicagoBooth.edu/ExecEdFAQ

FACULTYJohn BurrowsSenior Lecturer in Leadership, the University of Chicago Harris School of Public Policy

NEGOTIATIONS: STRATEGIES AND PROCESSES FOR IMPACTFUL OUTCOMES—HONG KONG (NSP-HK)

PROGRAM OUTLINEEssentials in Negotiations

• Basic concepts and tactics of negotiations• The cognitive aspects of negotiation

Negotiation Approaches and Styles

• Understanding your own negotiation tendencies and style• Psychological biases and their impact on negotiations• Individual differences in negotiation styles• Time and deadlines in negotiations• Value claiming versus value creating• Integrative negotiation and joint gains

Negotiation Tools and Multi-Party Negotiations

• Contingent contracts• Coalitional negotiations• Standards of fairness• Commitments and threats

Putting It All Together

• Social capital and strategic negotiations• Schools of bargaining ethics, legal lines,

and dishonesty• Culture and real-world constraints

ABOUT JOHN BURROWSJohn Burrows is senior lecturer in leadership at the University of Chicago’s Harris School of Public Policy and an associate fellow at Oxford University’s Saïd Business School. He also teaches healthcare leadership in a newly launched double masters degree program in health policy taught jointly by the University of Chicago and the London School of Economics & Political Science. Previously, he was an adjunct professor at the University of Chicago’s Booth School of Business.

Before moving into academia, Burrows was a partner with the management consulting firm, Accenture, and also held senior roles in sales and marketing at enterprise software companies.

His research addresses questions relating to firm and individual decision-making, collective intelligence, and information pooling. He has an MBA from Chicago Booth and a PhD from the University of Chicago, as well as an undergraduate degree from Vassar College.

NEGOTIATIONS: STRATEGIES AND PROCESSES FOR IMPACTFUL OUTCOMES—HONG KONG (NSP-HK)

“ I have undertaken a number of professional training courses involving negotiation skills. This one is the most comprehensive, in terms of pulling together theory, psychology, and practical elements allowing for conducting a well-structured and potentially more successful negotiation in a variety of situations.”– ERIC DAVIDSON, VP, ASIA-PACIFIC-EUROPE-MIDDLE EAST-AFRICA,

MODULAR MINING SYSTEMS

FOR MORE INFORMATION, CONTACT:Executive EducationThe University of Chicago Booth School of BusinessHong Kong Campus

P +852 2533 9500 E asiaexec@chicagobooth.edu ChicagoBooth.edu/NSP

HERITAGE COURTYARD ANDINTERPRETATION CENTRE TOUROur Hong Kong campus is home to the Heritage Courtyard and Interpretation Centre. Program participants are offered a tour and access to exhibitions highlighting the unique history of our Mount Davis site and the university’s commitment to the Hong Kong community.

BOOTH COMMUNITYBy completing this program, you will become a member of the Chicago Booth Executive Education network, which represents more than 27,000 executives across 130 countries.