Navigating the negotiation staircase

Your gut instinct matters in a data-driven world. IMD’s Heather Cairns-Lee & Eugene Sadler-Smith explain how intuition enhances decision-making in uncertainty.

This technical note introduces the Negotiation Staircase Framework, a comprehensive approach to understanding and managing complex negotiations. The framework presents six distinct levels of negotiation: Set-up, Process Definition, Guiding Princip...

An easy-to-use tool can help executives assess and manage the impact of stakeholders on the creation and destruction of value.

Taking up a new leadership post can mean a dramatic shift in the way others see you – and how you define yourself. It is vital to learn how to separate your true self from the demands and expectations of the role.

Explore top books, websites, and podcasts recommended by IMD expert Jim Pulcrano for anyone venturing into or exploring venture capital, from entrepreneurs to investors.

This note, designed for use in sessions and programs on negotiation, explores five distinct negotiator types: competitor, collaborator, strategist, innovator and problem solver. Each type has unique characteristics, strengths and weaknesses that c...

The note aims to equip leaders with the knowledge and tools necessary to negotiate alliances across and among organizations and institutions from differing sectors: business, government, non-profit, international and academic. It emphasizes the im...

As demand for executive education soars, a new IMD report argues that calculating the return on investment is critical to justifying the spend in time and costs.

Here are the 16 sustainability trends IMD experts predict will drive business transformation in 2025.