Ivey Hong Kong Campus
1 Harbour Road
Hong Kong, Wanchai, China
September 3-4, 2025
2 days
In-person sessions
9 a.m. to 5 p.m. HKT
HKD 20,600
Contact us for alumni discounts
Eligible for the Ivey Leadership Certificate
Program Overview
Negotiation, Persuasion, and Influence in Action is a two-day program that turns leaders into more strategic, confident, and effective negotiators. Participants will explore the psychology of persuasion, learn to recognize sources of power, and practice techniques for building trust and creating value in complex interactions. Through hands-on simulations and real-world scenarios, this program equips you with the skills to navigate high-stakes conversations, strengthen relationships, and achieve better outcomes for all parties involved.
Who Should Attend?
This program is ideal for professionals at any level who negotiate as part of their role — whether closing deals, managing clients, leading teams, or aligning stakeholders. It’s especially valuable for leaders in sales, procurement, operations, legal, and cross-functional management roles. If you’re looking to sharpen your negotiation strategy, strengthen your persuasive communication, and drive win-win outcomes in high-stakes or everyday situations, this program is for you.
What Will You Learn?
Meet Your Faculty
Ann Frost, PhD
Ann Frost is an Associate Professor of Organizational Behaviour at Ivey Business School, specializing in negotiations, leadership, knowledge management, and high-performance teams. She joined Ivey in 1995 after completing her doctoral studies in industrial relations at the Sloan School of Management, MIT.
Ann's research focuses on workplace restructuring, the implementation of high-performance work systems, and knowledge management in services. Her work has been published in leading academic and practitioner journals, including ILR Review, California Management Review, and Journal of Management Studies.
At Ivey, Ann teaches MBA, EMBA, and undergraduate courses in organizational behaviour and negotiations. Her second-year course, Interpersonal Negotiations, is consistently the most over-subscribed elective in Ivey’s HBA program. In Executive Education, she specializes in organizational issues—engagement, change, leadership effectiveness, and high-performance teams—for clients across various sectors, including government and not-for-profit organizations. Ann currently serves as Faculty Co-Director of CommunityShift™, a leadership development program designed exclusively for C-level leaders of Canadian charities and not-for-profit organizations.
Value for You
Negotiate with Confidence: Build a strategic, adaptable approach to negotiations that helps you stay calm, focused, and effective in any scenario.
Strengthen Your Influence: Master proven techniques of persuasion to shape conversations, shift mindsets, and gain buy-in.
Navigate Power Dynamics: Understand where power comes from and how to use it responsibly to guide outcomes and protect relationships.
Create More Value in Every Interaction: Learn how to expand the pie and identify creative solutions that benefit all parties.
Improve Your Everyday Impact: Apply tools and techniques to real-world situations—from leading teams to managing stakeholders and resolving conflict.
Return on Investment
Stronger Negotiation Outcomes: Equip leaders with the skills to secure better deals, resolve conflict efficiently, and build long-term partnerships.
More Collaborative Relationships: Encourage trust-based negotiation practices that preserve and strengthen critical internal and external relationships.
Increased Strategic Alignment: Ensure negotiations reflect and support broader business goals, improving consistency and accountability across functions.
Enhanced Communication and Influence: Foster a culture of clear, persuasive, and intentional communication to improve team effectiveness.
Greater Value Creation and Retention: Unlock innovative, win-win solutions that maximize results and reduce lost opportunities.
An Experiential, Practice-Driven Learning Experience
This program is built around doing, not just learning. You'll take part in highly interactive role plays, simulated negotiations, and live feedback sessions that mirror real-world challenges and pressure. Each scenario is designed to help you test strategies, refine techniques, and build confidence in a safe, supportive environment.
By negotiating with peers and applying new concepts in real-time, you'll gain deeper insight into your own style, strengthen your ability to adapt, and leave with proven tools you can immediately use to influence outcomes and lead with greater impact.
Take the Next Step Today
Ready to elevate your negotiation game? Schedule a consultation with our learning advisors to explore how this program can help you lead conversations, influence outcomes, and create lasting value in every interaction.