Negotiating for Value Creation

Negotiation isn’t just a skill – it’s a powerful leadership tool. And it’s happening all around us, every day. From boardroom deals and team dynamics to everyday conversations, negotiation touches every part of our lives. 

Yet many of us step into negotiations unprepared – driven by instinct, emotion, or outdated habits. We focus on what to say, but overlook how we show up. We miss the subtle signals, misread the power dynamics, and get pulled off course by pressure or emotion. We aim to “win,” but ultimately walk away feeling like we could have done better. 

IMD’s Negotiating for Value Creation program helps you break that cycle – rewiring the way you think, feel, and behave in negotiation to maximize value for all parties. You’ll take a broader, more inclusive view of what negotiation really is: a leadership skill that balances outcomes, relationships and context. 

At the heart of it all is preparation. Not just planning your arguments or setting your goals, but preparing your mindset, managing your emotional triggers, and understanding the other side’s perspective. Because 80% of negotiation happens before you enter the room. 

You’ll learn how to ask the right questions, surface what’s missing, and avoid the pitfalls that derail negotiations. You’ll build the ability to keep sight of your objective, identify a fallback position, and know when it’s time to walk away. You’ll learn how to manage your own emotions and anticipate those of others, factor in cultural differences, and adapt your approach to guide conversations with intention and control. 

Throughout the program, you’ll put theory into practice through a wide range of case studies, exercises, and interactive simulations with your peers – designed to challenge how you think, communicate, and respond under pressure. You’ll also have the opportunity to bring one of your own negotiation challenges to the table, gaining fresh perspectives to help reframe your approach and uncover new paths forward. 

By the end of your journey, you’ll leave with sharper instincts, practical tools, and the confidence to lead negotiations with clarity and purpose – in every conversation that matters.