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On campus program

Negotiating for Value Creation

Broaden your scope of action and build win-win partnerships

On campus program

Negotiating for Value Creation

Broaden your scope of action and build win-win partnerships

Location

Lausanne

Length

3 days

Fee

CHF 6,900

Next program starts

13 May 2025

Sharpen your negotiation skills to create more value

How can you create a common ground in a negotiation when everything sets you apart from your counterpart? Is it possible to build a win-win partnership and manage the pressure of achieving short-term results? How do you reach an agreement that satisfies everyone in a business environment that is complex, uncertain, and changing?

IMD’s Negotiating for Value Creation program helps you master value creation techniques using multiple frameworks and specific behavioral simulations. You will be exposed to sophisticated analytical and conceptual insights, drawing on the latest advances in the field of negotiation analysis. Regardless of how many years of negotiating experience you have, you will learn how to significantly improve your preparation for negotiations and manage the emotions that inevitably arise during the process.

You will gain hands-on experience during negotiation simulations in a supportive environment and apply what you learn to your own specific challenge.

Sharpen your negotiation skills

Gain awareness of how you negotiate, including your strengths, challenges, emotional reactions, bad habits, and biases, in order to approach future negotiations with enhanced finesse.

Manage complex and challenging negotiations

Draw on the wealth of research in the area of negotiation and practice applying strategies,
tactics, theory, and frameworks to different contexts.

Recognize cultural dimensions in negotiations

Be aware that culture and context are central to interactions in negotiation and understand how to adapt, bridge differences, and align.

Gain experience through simulations

Participate in negotiation simulations and benefit from the insightful feedback you receive.
Learn how to debrief your own negotiations, a skill that will enable you to continue to improve, way beyond the program.

You and your class

Negotiating for Value Creation is for dealmakers, executives, and entrepreneurs who want to sharpen their negotiation skills and accumulate a wealth of experience in a realistic and time-effective way.

Read more about the admission criteria.

2024 class profile (average data)

years of experience

AVERAGE AGE

NATIONALITIES

INDUSTRIES

Assess your profile

Reveals what you’d never see otherwise

A transformative course that blends theory with real negotiation simulations. It reveals what you’d never see otherwise: your blind spots, the role of limited information, and the keys to becoming a more strategic, self-aware negotiator.

I’ve gained invaluable tools

The program provides you with great learnings based on both theory and experience. The professors’ expertise and passion for the subject were truly inspiring. I’ve gained invaluable tools that I will implement on a daily basis.

An engaging, insightful program with actionable strategies

Negotiating for Value Creation is an engaging, insightful program with actionable negotiation strategies. It connects driven, global individuals for peer reflection. Warmly recommended!

The program helped us in negotiations

The program and individual advice helped us in negotiations with various European institutions for one of our key compounds. We had good discussions with our counterparts and achieved outcomes that are acceptable for both sides.

“Interactive, eye-opening, and fun.” – Hear about Karin’s experience.

“Engaging, inspiring, practical.” – Find out why Peter enjoyed this program.

“Fun, interactive, a learning experience.” – Marianne sums up the program.

Program Director Sameh Abadir negotiation quote - IMD Business School

Business negotiations in any sector involve elements of both cooperation and competition. Unfortunately, the competitive dimension often dominates in the negotiation process. The result is a mediocre agreement at best, and deadlock at worst.

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Sameh Abadir Program Co-Director

Negotiation-Martin-Fellenz_Program Direc_Quote - IMD Business School

Even experienced negotiators can all too easily get derailed by complexity, emotional dynamics, or entrenched routines. “Negotiating for Value Creation” offers you an opportunity to transform your negotiation approach through profound insights and immersive experiences.

Read more

Martin Fellenz Program Co-Director