How Negotiators Often Get It Wrong - Lessons from Brexit, Trump, and Cross-Border M&As

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How Negotiators Often Get It Wrong - Lessons from Brexit, Trump, and Cross-Border M&As

Please email for more information

Failure to look at negotiations from the other side’s viewpoint and making empty threats on which they don’t follow through are just two of multiple rules that many negotiators break. The UK’s approach to the Brexit negotiations and President Trump’s bargaining strategies contain topical examples of how not to negotiate. In the business world, mergers and acquisitions often fail because of inadequate homework to understand the needs of stakeholders in the other company. Conflicting cultural issues further complicate cross-border M&As.

The lessons that can be learned from these examples and many more will be addressed in this talk from a leading expert on negotiation, which will include immediately usable takeaways. 


About the speaker

Tim Cullen MBE is Chairman of TCA Limited, a specialist international teaching and advisory firm. He is also Director of Oxford University’s Programme on Negotiation, which he created in 2004, and is a Visiting Professor at Sun Yat-sen University in Guangzhou. Tim is the former Chief Spokesman of the World Bank, where he worked for 21 years and, for three months in 1997, was the Bank’s Special Representative in Hong Kong. He is the founder of the Small Countries Financial Management Centre and received an MBE in the June 2014 Queen’s Birthday Honours for services to international financial management in recognition of his pro bono work for this very successful initiative.


Ticket includes full hot English breakfast buffet.

Please note that Business Attire is required by the Hong Kong Club - collared shirts must be worn by men, and jeans, sandals and sports shoes are not permitted. To see the full list of club rules on dresscode, please click here.

Member $ 400.00 HKD
Non-Member $ 520.00 HKD
Y-Network $300.00 HKD
Startup $300.00 HKD
  • Reservations in advance are required. Please consider your booking confirmed unless notified otherwise.
  • Business Attire is required by the Hong Kong Club. No jeans or sports shoes.
  • Cancellations must be made in writing 24 hours prior to the event. No shows will be charged.
  • This event is closed to the media.
  • The event will be cancelled if the No.8 Typhoon signal or the Black Rain Storm warning is in force.
  • For further information please email
  • Please make cheques payable to: "The British Chamber of Commerce in Hong Kong" & send it to Room 1201 Emperor Group Centre, 288 Hennessy Road, Hong Kong

How Negotiators Often Get It Wrong - Lessons from Brexit, Trump, and Cross-Border M&As

Thu, November 01, 2018
08:00 AM - 09:15 AM

Tim Cullen MBE, Chairman, TCA Limited

Victoria Suite, The Hong Kong Club, 1 Jackson Road, Central. Hosted by Andrew Seaton
Contact Person:
Yammie Yuen
Contact information: