Learning to Negotiate Across Markets, Cultures, and Stakeholders

For HSBC’s Brianna McKinnon, Negotiation Strategies in Action helped turn negotiation and influence from abstract concepts into practical tools for working across complex regional stakeholder environments.

When Brianna McKinnon joined HSBC in Asia, she quickly saw how different the stakeholder environment was from what she had experienced in North America. In her role as Data Risk and Controls Lead / Data Governance Lead, Brianna works across data retention, compliance, governance, and controls, helping ensure information is managed appropriately across countries and markets.

That work requires more than technical expertise. It requires the ability to align many stakeholders, navigate different perspectives, and move people toward shared outcomes. Brianna chose Ivey’s Negotiation Strategies in Action program with Ann Frost to strengthen her ability to negotiate and influence in a complex regional environment.

Through live simulations, negotiation exercises, and classroom discussion with participants from different industries, cultures, and professional backgrounds, Brianna gained practical tools for influencing across complexity and a deeper appreciation for what it means to create value for all stakeholders.

What motivated you to take Negotiation Strategies in Action?

When I joined HSBC, what was new to me was the number of stakeholders I needed to work with in order to get something done, whether that was agreement on a policy, a set of governance-related controls, or another data risk issue.

In North America, things were more centralized. You might have a core group of five stakeholders. In Asia and the Middle East, that multiplies significantly. On a regular day, I may be working with at least 15 stakeholders across the region.

That increase in volume made me appreciate how important it is to know how to negotiate and influence. What does it actually mean to influence? How do you get people moving in the same direction? How do you get something done when people can otherwise keep going around in circles?

That was the issue I was facing in my role. The negotiation and influencing elements of the program really caught my attention because they felt very specific to the landscape and stakeholders I was dealing with.

What did you find most valuable about the program?

The hands-on experience was the most valuable part of the session for me. The live simulations and practice scenarios made the learning real. You were not just talking about negotiation or influence in theory. You were trying to work through a situation, understand different positions, and figure out how to reach the best possible deal.

The simulations had the biggest impact because they forced you to practise. You had to engage with the material, work with other people, and make decisions in the moment.

Ann was also very effective. She summarized concepts clearly, ran the classroom well, and was a very engaging speaker. When she spoke, the points stayed with you.

How did the classroom dynamic shape the experience?

The mix of people in the room was incredible. There were participants from different backgrounds, industries, and cultures: entrepreneurs, government, banking, real estate, and others. That made the experience much more interesting.

It was especially valuable to be in a room with different personalities trying to achieve a goal. In some exercises, people had different agendas, which made the discussions animated and realistic.

The cultural aspect also stood out to me. There were local participants and expat participants, and sometimes in the negotiation room people would move between languages or communication styles. That added layers of dynamics. It reflected something very real about working in Hong Kong: there are different languages, different approaches, and different ways of communicating happening at the same time.

For me, being in the presence of different cultures and backgrounds, and seeing how people brought that to the table, was one of the most memorable parts of the course.

Was there a particular learning moment that stayed with you?

The final exercise had a big impact on me. There was a lot of build-up throughout the program. We started with smaller negotiations, and then the final exercise was more complex. Everyone put time and effort into analyzing their roles and understanding their positions.

In that exercise, I found what I would call a loophole. There was a way to push an agenda based on the position I held and the relationships in the scenario. It would have allowed me to get a deal done, but at the expense of another stakeholder, who would have ended up with no real benefit and no power to object.

I was tempted to take that easy route. I asked whether I could do it, and Ann said, “You could, but that would not benefit all of your stakeholders.”

That was the moment that stuck with me. It reminded me that the goal is not just to win. The goal is to make sure everyone benefits. Interestingly, at the end of the exercise, no team took advantage of that option, even though it could have been an easy win.

That gave me hope. Even when the easy road is to leave people out, there is value in finding a more collaborative outcome.

How have you applied the learning back at HSBC?

I used some of the learning immediately. The biggest benefit was the reminder to really see things from the other person’s perspective. That sounds simple, but in practice it takes effort.

I had been working with a stakeholder who was difficult to deal with from my perspective. They were very vocal, asked a lot of questions, and it felt like they were challenging for the sake of challenging. My natural response would have been to shut that person out because it was uncomfortable.

After the course, I leaned in instead. I spoke to them one-on-one and with more candour. That was something we had practised in the exercises: being honest, human, and direct enough to understand what each person actually needed.

There is a balance between professional and personal that sometimes helps people relate to you. When people feel their feedback has been heard and their position is understood, it becomes easier to communicate with them going forward. You can acknowledge their concerns, refer back to what they said, and use that understanding to help move toward the final outcome.

For me, that was a very practical takeaway.

How did Negotiation Strategies in Action compare with other training experiences?

HSBC has a strong training program, but much of the internal training is understandably functional. It focuses on responsibilities, policies, and the technical aspects of the role.

This program was different because it focused more on negotiation, leadership, communication, and influence. Those are the skills that help you work across stakeholders and markets.

I would highly recommend this type of course within HSBC because it builds capabilities that are essential but not always addressed through functional training.

Who would you recommend the program to?

I would recommend it to anyone working across markets, especially someone in a senior management position or above.

It would be especially useful for someone who is newly dealing with different markets and stakeholders, or someone who needs to drive and deliver outcomes as part of their role.

I would caution against it for someone who is very early in their career, because the program is quite independent and hands-on. But for someone looking to advance their career, influence across complexity, and get things done through others, I would highly recommend it.

What is your overall takeaway?

The program had a lasting impact. I still talk about it.

The diversity in the classroom made the experience especially strong. You had people from different sectors, different cultures, and different professional backgrounds, all bringing their own perspectives to the exercises. That made the learning feel real.

I would absolutely recommend the course to people working in roles where they need to influence, negotiate, and bring stakeholders together. It was a great experience, and I would be interested in doing another Ivey program in the future.