Negotiation and Implementation - Managing Tactics, Concessions and Overcome Implementation Hurdles to Succeed

Negotiation and Implementation - Managing Tactics, Concessions and Overcome Implementation Hurdles to Succeed



  • Express your value proposition and how to leverage relationships to sell your ideas for change
  • Learn to identify the issues, measure and range for each of the key issues in your case scenarios
  • Learn to package your issues into Term Sheets for best, worst and middle case requests
  • Diagnose your counterparties then select and practice negotiation tactics to get what you want

Date & Time

Thursday, 7 October 2021
9:00 am – 5:00 pm


The Hong Kong Management Association,
14/F Fairmont House,
8 Cotton Tree Drive,
Hong Kong

Workshop Outline

  • Pre-work assessment
  • Play a negotiation game to remind yourselves of the challenge of getting what you want
  • Learn how the stages of negotiation drive the agenda
  • Practice selected case scenario and gain personal feedback on how you are doing
  • Continuous pacing through role-play, feedback and learning best practices to refine our expertise
  • Learn the hurdles to implementation, assess your organisation and think what to do about it in the short and long term

Workshop Leader

Peter Nixon specialises in negotiation with an emphasis on dialogue and development. He is an international speaker, trainer and adviser to companies, governments, NGO’s and families around the world. Peter is author of bestselling books Dialogue Gap (SCMP “one of the best business titles published this century”), Negotiation, Mastering Business in Asia, The Business Developer’s Playbook and creator of NegotiatorCPA¬© (web app). He created the Dialogue Leadership Institute to connect internal and freelance users of Potential’s tools, books, apps & methodologies.

Peter has collected various academic recognitions from Bishop’s, McGill, Alberta, Leicester, Harvard and INSEAD. He is now a showcase speaker for leading universities and management institutes around the world and he has appeared on TEDx, CNBC, Discovery Channel, TV5, TVB, Media Corp.

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Due to current COVID-19 situation, the mode of instruction might be changed from face-to-face to online teaching if necessary in the event that face-to-face classes cannot be held. The Association will contact the students concerned with details of such arrangements as necessary.



Course Details

Ms Louise Wan
Phone: +852 2774 8540

General Enquiry / Course Enrolment / Membership Information

Phone: +852 2774 8500 or +852 2774 8501
Fax: 2365 1000

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