Effective Negotiation
Taught in the Master of Business Development (MBD) programme. It covers four pillars: value identification, value creation, value communication and value capture.
Engineer · Business leader · Researcher
Dr. Morten Lindholst
Helping leaders negotiate better deals, build lasting partnerships and grow the capability to deliver.
A rare mix: trained as a mechanical engineer, proven over more than 25 years of international business, from service technician to CEO, and grounded in research on how negotiators prepare.
- EngineeringMechanical engineer, Aarhus
- BusinessMBA, IMD
- ResearchPhD, Copenhagen Business School
Partner, IM TruePointPartner since 2024
Worked with
25+
years of international business
PhD
in complex negotiation, CBS
MBA
IMD Business School
7
languages spoken
About
Morten combines more than 25 years of international business with research into how negotiators actually prepare.
At Vestas, he led global key account management and commercial development, followed by commercial transformation and talent and leadership development. He helped develop partnership principles and a commercial approach focused on identifying, creating, communicating and capturing value. He holds a PhD in complex business negotiation from Copenhagen Business School.
Today he is a Partner at IM TruePoint Innovation in Management and founder of ChangeAhead. His work focuses on organisational culture, behaviours and capability development. He also teaches negotiation at Copenhagen Business School and strategic partnerships at Amsterdam Business School.
ChangeAhead SLMorten's own company, Madrid
IM TruePointPartner since January 2024
Morten founded ChangeAhead in April 2021, joined IM TruePoint as Director in March 2022 and became Partner in January 2024.
See his full careerWhat he does
Three areas where organisations bring Morten in.
01
Complex negotiation
Drawing on experience negotiating customer deals, supplier agreements, settlements and M&A, as buyer and seller, to teach and advise on negotiation.
02
Strategic partnerships
Turning key customer and supplier relationships into partnerships that create value on both sides, from account planning to trust.
03
Leadership & capability
Coaching senior teams through transformation, delivering results today while building the organisation for tomorrow.
Teaching
Morten teaches executives and master's students at two of Europe's leading business schools, and is an Executive Fellow of the European Negotiation Hub.
Building Strategic Partnerships
A two-day executive masterclass on partner selection, account planning, stakeholder analysis and building trust, using participants' own cases.
Selected publications
Research, TruePoint Perspective whitepapers and teaching cases authored or co-authored by Morten.
- 2026 Whitepaper
- 2026 Whitepaper
- 2026 Whitepaper
- 2020 Journal article
- 2016 Case study
- 2015 PhD thesis
- 2015 Case study
What people say
Feedback on Morten's negotiation training.
“Sales and negotiation training with focus improving listening skills and identifying more solutions bringing additional value to our clients.”
“Morten isn't just a trainer; he is a master negotiator”
“I warmly recommend trying a workshop with him.”
From LinkedIn
Interested in working with Morten?
For negotiation programmes, partnership strategy or leadership development, connect with him on LinkedIn or reach him through IM TruePoint.