Sameh Abadir is Professor of Leadership and Negotiation at IMD. He advises companies on negotiations and runs negotiation workshops in English, French and Arabic. He has recently directed custom programs for Emirates Nuclear Energy Corporation, Jerónimo Martins, ArcelorMittal, and Merck, and he is Director of IMD’s Crisis Management online program. He was Co-Director of IMD’s signature program Orchestrating Winning Performance (OWP) and Co-Director of IMD’s Negotiating for Value Creation (NVC) open programs.
The global dealmaking boom is going into hard reverse as big transactions are shelved, underscoring the need for executives to strengthen negotiation tactics and exit strategies in order to preserve value. ...
Building on prior research on the topic, we have identified six traps that leaders can fall into in turbulent times. Often these traps are hidden, so leaders don’t realize when they are...