Discovery Event

Discovery Event

Discovery Event

October 26-27, 2017
IMD Campus, Lausanne
CLN members only
Candice Richardet-Briand
The Art and Science of Negotiation

Negotiation is a fundamental element in the social life of organizations. Whether we are aware of it or not, we negotiate for resources and attention. Research in social psychology and behavioral economics has uncovered key principles that can help people become better negotiators. Although the science of negotiations has developed rapidly in the last two decades, there remain aspects of negotiations that are an art.

In this event, we will examine the art and science behind negotiations using simulations that allow us to have a common conversation around negotiations. Participants will discover the hidden assumptions we make about ourselves as negotiators and overcome these limiting beliefs. We will also uncover successful strategies that people may be already using and organize these in a framework to make these strategies repeatable and reliable. We shall also explore the richness of the negotiation context to gain an understanding of ourselves in the social world we inhabit.


How negotiation skills are key to successful influence in organizations

How to achieve win-win outcomes in Negotiations

How to manage the tension between creating value versus claiming value in negotiations

Target audience

Leaders who represent their organization to stakeholders within the organization or to the external world.



Professor Jay Narayanan
IMD Professor of Organizational Behavior and Leadership

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Thursday, October 26, 2017, from 17:00 to Friday, October 27, 2017 16:00 (including dinner and networking lunch)


IMD Campus
Ch. de Bellerive 23
1001 Lausanne, Switzerland

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*The event is free of charge. Travel and accommodation are at participants’ own expense.

Contact Us

Should you have any questions, please do not hesitate to contact Candice Richardet-Briand

Phone: +41 21 618 06 49