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Morten Lindholst

PhD fellow , Ph.d
Morten Lindholst

Institut for Internationale Kultur- og Kommunikationsstudier

Dalgas Have 15
2000 Frederiksberg
Tel.: +45 3815 3271
Fax:+45 3815 3950
E-mail: ml.ikk@cbs.dk



Link to this homepage: uk.cbs.dk/staff/Morten_lindholst


Are business negotiators consistently leaving money at the table?
The chief phenomenon of interest of my research is: How, why and to what degree can integrative negotiation principles increase joint gains in international and inter-cultural transactional business negotiations. To what degree can the results of negotiation simulations described in the literature, transfer into a real world managerial context? What are the primary levers of joint gains in business transactions and how can the consistent activation of these levers be turned into a corporate capability?

Primary research areas

  • International business negotiation
  • Inter-cultural B2B transactions
  • Persuasion and influencing
  • Team dynamics


Last updated by Linda Støckel 09/03/2011