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IMD Executive Education

Negotiating for Value Creation (NVC)

Available dates

Apr 28—30, 2020
3 days
Lausanne, Switzerland
CHF 6000 ≈USD 6084
CHF 2000 per day
Sep 15—17, 2020
3 days
Lausanne, Switzerland
CHF 6000 ≈USD 6084
CHF 2000 per day

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About the course

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 can you come to an agreement that satisfies everyone in a business environment that is complex, uncertain and changing?

Negotiating for Value Creation (NVC) helps you master value creation techniques through the use of multiple frameworks and specific behavioral simulations.

You gain hands-on experience in a risk-free environment and link what you learn to your own challenges on the spot. And you get personal coaching 4 to 6 weeks after the program!

  • Manage complex and challenging negotiations
  • Prepare to deal with different types of negotiation situations
  • Gain further real world experience through negotiation simulations
  • Drive value creation in your organization

Building win-win partnerships

You develop your negotiation skills through a carefully selected combination of lectures, small group discussions, and real-life negotiation simulations with other participants. Before the program starts, you will be asked to take a short survey so we can gain an understanding of the typical negotiation issues you face and what you believe your weaknesses or areas of development are.

Get up to speed with the latest research in negotiation analysis

You will be exposed to sophisticated analytical and conceptual insights, drawing on the latest advances in the field of negotiation analysis.

Gain hands-on experience in a risk-free environment

Real-world exercises are an invaluable opportunity to learn from the diverse wealth of experience of your peers. You will identify your strengths, areas needing development and then you will work with coaches to enhance your negotiation skills.

Link what you learn to your own challenges

You will have the opportunity to apply your new knowledge to a current negotiation challenge you are facing in your own professional context. You will be asked to reflect and prepare a short analysis of your personal experience, which you will use as a context for your learning and as an opportunity to get feedback from your peers and faculty.

Personal coaching after the program

To ensure the long-term impact of what you learn, personalized one-on-one coaching is offered four to six weeks after the program.

Who should attend

Negotiating for Value Creation is designed for dealmakers, executives and entrepreneurs who face complex and challenging negotiations and wish to further sharpen their ability to simultaneously handle the zero-sum and value creation opportunities in these situations.

Although the program is not restricted to executives in specific functions, it is particularly well suited if you are a:

  • Manager handling procurement
  • Sales manager
  • Executive involved in important internal negotiations
  • Human resources manager
  • Investment banker
  • Consultant
  • Lawyer
  • Entrepreneur

Trust the experts

Robert Hooijberg

Robert Hooijberg is Professor of Organizational Behavior at IMD. He has a PhD from the University of Michigan and teaches at IMD in Lausanne. His areas of special interest are leadership and 360-degree feedback, negotiations, team building, and organizational culture. Before joining IMD in Sept...

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Sam Abadir

Sam Abadir teaches international negotiations and global awareness for INSEAD Executive Education since 2003, Sam is also directing a number of executive programmes – including Mastering International Negotiation, Mastering Business Excellence (Asia, Latin America and North America Safety and Lea...

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