CHF3,150 – CHF3,500

Influence and Persuasion Masterclass - Two Day Event

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Starling Hotel Geneva

34 Route François-Peyrot

1218 Le Grand-Saconnex


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Did you have a difficult time influencing and persuading others? Do you find it difficult to convince people into doing what you want or need in a business setting?

We have the answers to your questions. Two experts from the world's best business schools will lead an exciting two-day Masterclass on Influencing and Persuasion skills that are necessary for leadership success.

Prof. Owen Darbishire (Academic Director of the Oxford Programme on Negotiation)

and Giuseppe Conti (IMD, Oxford, HEC Paris, St Gallen + over 20 years of business experience with leading multinationals) will help us understand how top influencers operate while creating value for their companies.

Influence and persuasion are strongly correlated to leadership success. Especially at senior level, where strong skills are common, a small difference in competence makes a huge difference in results and career potential.

Let’s try to understand why this program is so special.


Prof. Owen Darbishire is the Academic Director of the Oxford Programme on Negotiation at Saïd Business School, University of Oxford and Fellow of Pembroke College. Owen is an expert on labour negotiations and collective bargaining across different countries, while his most recent research has included the Brexit negotiations.

His expertise is also in decision making and influence, examining these issues at individual, group and organisational levels. Owen is driven in finding new and effective approaches to influence others within the context where decisions are heavily influenced by emotions and motivated reasoning rather than rationality and factual analysis.

Owen leads the most popular and highly rated MBA and EMBA electives in Negotiations at Oxford, while also advising companies at board level in negotiations and decision making. He has received lecturing awards at both Oxford and St Gallen and is particularly in demand for his extremely highly rated executive education teaching.

Giuseppe Conti

Giuseppe Conti

"The Creator of Master Negotiators", is a recognized expert in the field of negotiation.

Since 2006, he is an award winning lecturer at leading business schools throughout Europe (Cambridge, ESADE, HEC Lausanne, HEC Paris, IESE, IMD, Imperial College, INSEAD, London Business School, Oxford, RSM, SDA Bocconi and University of Geneva, and University of St. Gallen), recognized for his lively and interactive training workshops. Managers from over 90 countries have attended his interactive and pragmatic workshops.

Giuseppe is a seasoned negotiator combining academic content with a rich practitioner experience from his senior Procurement and commercial leadership roles within blue chip multinationals (Procter & Gamble, Novartis, Firmenich and Merck). He runs customized negotiation workshops for leading corporations in four continents.

He is currently Operations Director at Merck.


Day 1 Program (9.00 to 18.00)

Key topics:

  • Course Introduction & Core Concepts

  • Strategies of Influence: A framework for Effectively Persuading Others

  • Dangerous Minds: Understanding Common Barriers to Influencing Others

  • Exercising Influence and Managing Relationships Across Functions with a Case Study

  • Video Case Study: 12 Angry Men

Day 2 Program (9.00 to 18.00)

Key topics:

  • Selling Your Ideas

  • Influence and Managing Up.

  • Multi-Parties Influence with Role Play

  • Gender Differences in Negotiation and Influencing

  • Putting into Practice

*Lunch, coffee breaks and handouts are in included in the fee. Travel and accommodation expenses are not included.

Target Participants

Executives interested to improve their influencing skills.

It is specifically designed for:

  • Executives and managers who aspire to positions of greater influence and responsibility within their organizations

  • Professionals that have to influence internally (strategic decisions, organisational changes, budgets, project deliverables, etc.)

  • Those who negotiate externally as part of their job (Procurement, Sales, M&A, Alliance Management, Legal, Entrepreneurs).

Key Benefits

  • Personal feedback on assessment of current level of persuasion skills and strategies to best develop them. Both lecturers are available for the entire workshop and offer a combination of in-depth theoretical expertise (Owen) and real-life experience (Giuseppe)

  • Improved understanding and ethical approach to influencing and persuading others

  • Improved awareness of the impact your behavior has on others and how to use this to influence

  • A healthy dose of humor and fun

  • UNIQUE: participants are invited on a regular basis, free of charge, to attend webinars from the lecturers on advanced negotiation & influence topics to continue the learning journey.

Learning Objectives

  • Implement concrete strategies to influence others while keeping your social relationship intact and retaining personal values

  • Discover ways to improve your influencing and persuasion strategies to the ever-changing demands of a global environment

  • Improve your understanding and predictions of people’s behaviors

  • Develop enhanced mental effectiveness and persuasive approaches to craft both competitive and cooperative business strategies


“Very effective at revealing our own personal tendencies and what we need to work on.”

“Insightful, engaging; great use of humor.”

“Excellent - great balance of head and heart. Structured and organized presentation.”

“Excellent knowledge of the topic. Projected confidence and trust. Truly worth the time”

“Loved the ability of the instructor to give high-quality feedback after simulations”


I consider myself someone having a very high understanding of negotiation and influencing, what will this masterclass add/give me that I don't already have?

The difference between succeeding with influencing or negotiation can be extremely small, but that thin line can be the difference to make or break the deal. This masterclass is catered for professionals with at least 5yrs working experience. The CABL masterclass differs from others in that it brings a mix of current scientific research in negotiation and influencing with the realities of the business landscape.

What happens after the Masterclass? Are there opportunities to continue my learning and how?

Absolutely, as a participant, you will get access to a bank of information and literature on negotiation, influencing and persuasion. However, the learning doesn't stop there, as a participant, you will get free access to all of CABLs webinars for 12 months following the masterclass.

Who are some of CABLs past customers?

For privacy reasons we are not able to disclose that information, however, they include leading multinationals within the pharmaceutical, procurement, and consulting sectors, just to name a few. Within the academic community, CABL has taught at many top business schools internationally, these include Cambridge, ESADE, HEC Lausanne, HEC Paris, IESE, IMD, Imperial College, INSEAD, London Business School, Oxford Said Business School, RSM, SDA Bocconi, and the University of Geneva.

How can I contact the organiser with any questions?

If you require any additional information? Do not hesitate to call us on +41-79-3486092 or Skype: cabl01

Via email:

What's the refund policy?

Up to one week before the event, participants may postpone their attendance to a future session or provide a replacement candidate for a course.
100% of the course fee is refundable for a cancellation if CABL is informed no later than 5 weeks before the Masterclass. 50% of the course fee is refundable for a cancellation if CABL is informed no later than 2 weeks before the Masterclass.

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Starling Hotel Geneva

34 Route François-Peyrot

1218 Le Grand-Saconnex


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