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WCMAspire Session 3: Negotiations

Thursday, February 17th 2022
5:00 PM to 6:00 PM
Virtual Program, ON

Through this session you will understand the importance of taking the perspective of others, of asking good questions.  The importance of planning and understanding tactical issues in distributive bargaining.

This workshop will focus on:

  • Sharing of data from Women Don’t Ask about women and the propensity to avoid negotiation and why that is a bad idea.
  • Sharing of illustrative story about the power of actually doing the asking – and how we should support one another in doing this (by encouraging stepping up and by sharing salary data)
  • An overview of some negotiation first principles – target, resistance point, BATNA, the other side
Ann Frost


I joined the Ivey faculty in 1995 after finishing my doctoral studies in industrial relations at the Sloan School of Management, MIT. I also have undergraduate and Masters degrees from the Faculty of Commerce at UBC. The focus of my recent research is on organizational routines in Canadian policing and how they enable organizations to pursue both efficiency and socially desirable outcomes.  Earlier research has been funded by the Russell-Sage and Rockefeller Foundations (for research on work practices in the American hospital industry) and SSHRC (job quality in Canadian call centres, and care team interactions in Ontario ICUs). I have also been involved in a multi-year, SSHRC-funded Major Collaborative Research Initiative project entitled Rethinking Institutions for Work and Employment in the Global Era. Output from these projects has been published in leading academic and practitioner journals such as ILR Review, California Management Review and Journal of Management Studies.  At Ivey, I have taught MBA, EMBA and undergraduate courses in organizational behaviour and negotiations. My second year course, Interpersonal Negotiations, is consistently the most over-subscribed elective in Ivey’s HBA program. In the Executive Education area, I specialize in organizational issues – engagement, change, leadership effectiveness and high performance teams – for clients in a variety of sectors, particularly government and not-for-profit. Previously, I was Faculty Director of Ivey’s multi-year program with the City of London. I now am the Faculty Director of Ivey’s senior leadership development program for City of Calgary.  I am currently Faculty Co-Director of CommunityShiftTM, a leadership development program designed exclusively for C-level leaders of Canadian charities and not-for-profit organizations, founded by KPMG Enterprise and Ivey. 

WCMAspire Program

WCMAspire, launched in 2018, consisting of 5 sessions over a 8-month period, designed to provide participants with tools to achieve their career goals and accelerate their careers. WCMAspire is designed for entry-level female professionals currently employed in finance industry. WCMAspire events are eligible only to those who have been accepted into the event series. 

What is your reaction to the fact that the 61st session of the Commission on the Status of Women will be chaired by a man?