2024 Women in Leadership Series

Mastering the Art of Negotiation

We all must negotiate in daily life – be it with family in a private setting or in the business world. Your success depends on the ability to negotiate well. If you want to realize your aspirations, you must advocate for yourself.

There are different ways to negotiate in different situations, each requiring unique psychological aspects. Research shows that women are excellent at negotiating for others—but not always as good at negotiating for themselves.

Learn how to put yourself in a winning position and avoid dynamics that prevent people from getting to “yes.”

If you want to realize your aspirations, you must advocate for yourself.


Ana Dutra

Global CEO, Business Advisor and Corporate Board Director; Author, Lessons in LeadershiT: Detoxing the Workplace

In her tenure as CEO, proxy Officer and P&L leader with companies such as IBM, CSC, Marsh & McLennan, Accenture and Korn/Ferry International, Ana created several $500+ MM global businesses through a combination of organic growth, global acquisitions and JV’s, innovative go-to-market approaches and incorporation of big data analytics/AI and digital transformation of services and products. Over the last 20 years, Ana has served on 7 global public company boards, 11 private company boards and multiple non-for-profit boards. She currently serves as a Director on the Boards of Carparts.com and Pembina Pipeline.

Alison Fragale

Author, Likeable Badass: How Women Get the Success They Deserve (publishing September 2024)

Alison is the Mary Farley Ames Lee Distinguished Scholar of Organizational Behavior at the University of North Carolina Chapel Hill Kenan-Flagler Business School. As a research psychologist, award-winning professor, international keynote speaker, and author, she is on a mission to help others — especially women — work and live better by understanding and applying the science of people. Her scholarship has been published in the most prestigious academic journals in her field and featured in prominent media outlets such as The Wall Street Journal, The Washington Post, Financial Times, Boston Globe, and Inc. She lives in Chicago with her husband and three children, who are all named after professional athletes.


11:00 am – Noon

Be Your Own Best Advocate – Science-based Strategies for Women in Negotiation

Featuring Alison Fragale

An overwhelming body of evidence suggests that, relative to men, women can face challenges at every stage of the negotiation process. The good news is that none of these challenges are rooted in biology or personality. Women can negotiate as effectively as men; they just need to employ different strategies. In this enlightening session, Alison will discuss the science of gender at the bargaining table, the false assumptions women make about advocating for themselves, and research-based strategies for correcting these assumptions and being a confident advocate for your own interest.

As a behavioral scientist, a negotiation expert, and a woman with a long career history in male-dominated fields, Alison speaks from the head and the heart in a session that will explore:

  • How and why women can be disadvantaged in negotiations.
  • How you should prepare for a negotiation, whether it’s about money, expectations, or a disagreement.
  • How to build trust and rapport at the outset of a negotiation.
  • Negotiation strategies for women that produce results and build relationships.

Noon – 12:50 pm

How Personalities and Communication Styles Impact Negotiations – And How to Deal With Them

Featuring Ana Dutra

Most negotiations “best practices” and advice focus on processes, structure and outcome trade-offs. And yet, we neglect the most important portion of any negotiation: the deep understanding of all the stakeholder’s personality, communication style, values and motives. In this session, Ana will break down the main characters you will encounter in any type of negotiation, from the Egotistical, to the Pleaser, to the Coward.  Why do they behave the way they do?  How do you recognize them?  And what are the most effective ways to deal with them? 

Learning the answers to these questions can drive life-changing outcomes across a range of professional and personal situations:

  • Hiring or being hired
  • Promotions, bonuses, and compensation discussions
  • Business deals with clients and partners
  • Mergers and acquisitions
  • Severance packages

The character profiles are sure to entertain participants, but the content will also be highly informative, data-driven, and backed by research.  Ana has conducted hundreds of 360 evaluations throughout her 30-year career, helping leaders uncover their strong points and areas for improvement, as well as assess their personalities and work styles. 

12:50 – 1:30 pm

Concurrent Peer-to-Peer Roundtables

We’ll break into small groups in Zoom meeting rooms for facilitated discussions on the key takeaways from the sessions, share challenges with one another, and help each other create an action plan that benefits from one another’s experiences and lessons.

Join the discussion

Event Series + Membership

Attend the Event Series and Join
$ 995 Per Year

Single Session Ticket

Attend individual event sessions
$ 295 Per Session
  • Single Event Session
  • Membership not included

Individual event sessions are eligible for 2 CPE credits in Business Management.