🤝 Are you leaving money on the table in your negotiations? 💰

Most executives admit they don't get as much out of negotiations as they should. In today's flatter organizations, professionals need advanced negotiation skills more than ever - working with colleagues, clients, and partners without direct authority over them.

🎙️ In the latest episode of International Business Today, "Mastering the Art of Negotiation," host Ravi Sarathy sits down with Professor Edward Wertheim from Northeastern University to explore:

🎯 Why win-win isn't always realistic and how to handle competitive negotiators 🧠 How to prepare for negotiations when you have less power

⚡ Recognizing and countering hardball tactics like scarcity and authority ploys 🌍 What international negotiations teach us about trust, leverage, and long-term thinking

💡 Whether you're negotiating salary raises, business deals, or managing team conflicts, this episode provides practical frameworks to become a more effective negotiator in any situation.

About the guest: Edward Wertheim is Associate Professor of Management and Organizational Development at Northeastern University's D'Amore-McKim School of Business. He teaches negotiation, mediation, and organizational behavior, and serves as a professional mediator with over 12 years of experience mediating court cases in Massachusetts. Wertheim has taught extensively in Europe and Asia and is a member of multiple professional organizations including the Eastern Academy of Management and New England Association for Conflict Resolution.

Learn more about Edward Wertheim: https://damore-mckim.northeastern.edu/people/edward-g-wertheim/

📺 Watch on Episode: https://youtu.be/6qLoSjCnQFM📺 Watch on YouTube: https://www.youtube.com/@InternationalBusinessToday 🎧 Listen on Spotify: https://open.spotify.com/show/2y21XexVdXEiTBdZQIuSyf 🎧 Listen on Apple Podcasts: https://podcasts.apple.com/sg/podcast/international-business-today/id1665009512

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Only 1 in 10 cancer drugs survives to approval. Dr. Giovanni Abbadessa explains why people, not molecules, determine which ones make it.

From secret lab experiments that saved a shelved drug to multispecific antibodies that hit four targets at once, this is the full reality of biotech innovation. You'll learn why 68% of marketed drugs come from small biotechs, how China is outpacing US investment, and what NIH cuts mean for cancer treatment.

Dr. Giovanni Abbadessa is CMO at ModeX Therapeutics, leading clinical development of multispecific antibodies for cancer. Previously VP of Oncology Early Development at Sanofi, he spent 20+ years bringing drugs from lab to clinic, including a BTK inhibitor that led to ArQule's acquisition by Merck.

🧬 How a "dirty" drug everyone rejected led to a $20/share Merck acquisition

📉 Why ArQule's stock crashed from $6 to $1 after two failed Phase 3 trials

🔬 How ModeX's tetraspecific antibodies outsmart cancer resistance with four targets

🌏 Why China's biotech deals with global pharma grew by a third year over year

💸 How NIH cuts could halve PhD pipelines and shrink the drug development workforce

⚡ Why the biotech race is like Formula 1: lose a few seconds and you're lost

00:00 Intro: "Drugs don't develop drugs. People develop drugs."

01:33 From Naples to oncology: volunteering in India and choosing cancer research

06:50 Small biotech vs. big pharma when drug trials fail

10:30 Why ArQule's Phase 3 failed and the stock crashed to $1

12:20 Secret lab experiments and breakfast pancakes that rescued a shelved BTK drug

19:20 How the BTK inhibitor got ArQule acquired by Merck at $20/share

22:00 How ModeX's multispecific antibodies work: CD3, CD28, and T cell engagers

26:30 The 2006 TeGenero disaster and why CD28 must be carefully controlled

33:00 The tetraspecific advantage: moving binders to tune affinity

36:00 How oncology clinical trials work from Phase 1 to FDA approval

42:00 How NIH funding cuts ripple from PhD students to fewer drugs for patients

48:30 China's biotech rise: from copying molecules to leading innovation

54:00 The space race analogy: would the 1960s have defunded NASA mid-race?

56:00 Why scientists need to stop "speaking Latin" to the public

About the Guest: Dr. Giovanni Abbadessa is CMO at ModeX Therapeutics, developing multispecific biologics for cancer and infectious disease. Previously VP of Oncology Early Development at Sanofi, he oversaw 16 experimental drugs. He trained in oncology in Milan and holds a PhD in genetic oncology.

LinkedIn: https://www.linkedin.com/in/abbadessa ModeX: https://www.modextherapeutics.com/team-member/giovanni-abbadessa/

About the Host: Ravi Sarathy is Professor of International Business and Strategy at Northeastern University's D'Amore-McKim School of Business and co-host of International Business Today.

Northeastern: https://damore-mckim.northeastern.edu/people/ravi-sarathy/ LinkedIn: https://www.linkedin.com/in/ravi-sarathy-5848705/

🎬 Watch: https://youtu.be/qVLkpHFkvZQ

📺 YouTube: https://www.youtube.com/@InternationalBusinessToday 🎧 Spotify: https://open.spotify.com/show/2y21XexVdXEiTBdZQIuSyf 🍎 Apple: https://podcasts.apple.com/us/podcast/international-business-today/id1665009512 💼 LinkedIn: https://www.linkedin.com/company/international-business-today-by-northeastern-university/ 🌐 https://damore-mckim.northeastern.edu/podcasts/international-business-today/

🎓 Explore Northeastern's online programs → https://online.northeastern.edu/

#BiotechInnovation #IBTPodcast #NortheasternUniversity #GiovanniAbbadessa #DrugDevelopment #ModeXTherapeutics #CancerResearch #FutureOfMedicine #NIHFunding #ChinaBiotech #BusinessPodcast

20 million textbooks a year, down to less than 1 million. John Fallon led Pearson through one of the most dramatic digital transformations in corporate history.

The ed-tech "unicorns" everyone bet on? He calls them "uni-corpses." In this conversation about digital transformation and leadership, the former Pearson CEO reveals why the human side of transformation is harder than the technology, what the Fortune 500 data actually shows about disruption, and how purpose kept a 190-year-old company alive when the stock price was in freefall.

John Fallon served as CEO of Pearson for nearly a decade, steering the education giant from print to digital. He is co-author of Resurgent: How Established Organizations Can Fight Back and Thrive in an Age of Digital Transformation, and is now Professor of Practice at Northeastern University.

📉 How Pearson's textbook business collapsed from 20M units to under 1M in a decade

📊 Why 474 of the 1995 Fortune 500 are still thriving today

🚨 The CEO mistake of calling middle managers "permafrost" instead of shock absorbers

💸 How a failed $200M bet on self-publishing revealed the truth about disruption

⚡ Why AI will transform work over a decade, not six months

🎯 How surviving throat cancer reshaped his entire philosophy on leadership

About the Guest: John Fallon served as CEO of Pearson PLC for eight years, leading the 190-year-old education company through a major digital transformation. He is now Professor of Practice at Northeastern University, Chair of GEMS Education, and an executive fellow at London Business School.

LinkedIn: https://www.linkedin.com/in/johnfallonpearson

Pearson: https://www.pearson.com

📖 Get Resurgent: How Established Organizations Can Fight Back and Thrive in an Age of Digital Transformation

Amazon: https://www.amazon.com/Resurgent-established-organizations-digital-transformation/dp/1399422014

Bookshop.org: https://bookshop.org/p/books/resurgent-how-established-organizations-can-fight-back-and-thrive-in-an-age-of-digital-transformation-john-fallon/ebdeee7c51062b46

About the Host: Paula Caligiuri is a Distinguished Professor at Northeastern University's D'Amore-McKim School of Business and co-host of International Business Today. Her research focuses on cultural agility, global leadership, and workforce development.

Northeastern: https://damore-mckim.northeastern.edu/people/paula-caligiuri/

LinkedIn: https://www.linkedin.com/in/paulacaligiuri

🎬 Watch this episode: https://youtu.be/bfSWh7h_wiQ

International Business Today Podcast:

📺 YouTube: https://www.youtube.com/@InternationalBusinessToday

🎧 Spotify: https://open.spotify.com/show/2y21XexVdXEiTBdZQIuSyf

🍎 Apple: https://podcasts.apple.com/us/podcast/international-business-today/id1665009512

💼 LinkedIn: https://www.linkedin.com/company/international-business-today-by-northeastern-university/

🌐 https://damore-mckim.northeastern.edu/podcasts/international-business-today/

🎓 Ready to lead through the next wave of digital transformation? Explore Northeastern's online business programs → https://online.northeastern.edu/

#IBTPodcast #NortheasternUniversity #DigitalTransformation #JohnFallon #CEOLeadership #FutureOfWork #AIinBusiness #Pearson #ChangeManagement #ExperientialLearning #BusinessPodcast #HigherEducation