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Video

Too many projects

4 min.

May 2019

If “the essence of strategy is choosing what not to do,” as Michael Porter famously said in a seminal HBR article, then the essence of execution is truly not doing it. That sounds simple, but it’s surprisingly hard for organizations to kill existing initiatives, even when they don’t align with new strategies. Instead, leaders keep layering on initiatives, which can lead to severe overload at levels below the executive team.

IMD Professor Michael D. Watkins, along with Rose Hollister, recently carried out research for the article, Too Many Projects. Their research indicated the seven causes of initiative overload, as well as provided a step-by-step process to guide leaders.

In this new IMD Research and Knowledge video series, IMD faculty explore the surprising results from recently-published influential, research-based articles, and spell out the main learning points for business leaders.

If you think your organization is taking on too many initiatives and suffering as a result, you are almost certainly right.

Watch the video and find out what you can do about it.

Contact

Research Information & Knowledge Hub for additional information on IMD publications

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Conducting cross-cultural negotiations

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Case reference: IMD-7-2600 ©2024

Summary

This note explores key aspects of cross-cultural negotiations, providing a framework and strategies for conducting successful international transactions. It begins by highlighting the importance of understanding cultural differences in negotiations, focusing on seven key areas: • Communication style • Decision-making processes • Attitude toward time • Relationship expectations • Power distance • Risk tolerance • Emotional display These dimensions are illustrated through comparative examples of negotiations between the UK and Netherlands, and Saudi Arabia and China, demonstrating how cultural differences can impact business interactions. The note then details practical strategies for preparing and conducting cross-cultural negotiations. Key strategies include: • Cultivating cultural intelligence (CQ) • Active listening and adapting communication styles • Building rapport and relationships • Managing expectations • Finding common ground and shared interests • Embracing flexibility in approach A cross-cultural preparation checklist is included covering aspects such as communication style, relationship expectations, time orientation, decision-making processes and logistical considerations.

Reference IMD-7-2600

Available Languages English

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