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‘What’s Your Negotiation Strategy?’

By Jonathan Hughes and Danny Ertel

Harvard Business Review July/August 2020 Issue (Compliments of Vantage Partners)

Vantage Partners is proud to announce the publication of our seventh feature article in Harvard Business Review since 1999. In celebration, please download a complimentary copy!

What happens when “dealmakers find themselves in complex negotiations with higher stakes”? In “What’s Your Negotiation Strategy?”— highlighted on the cover of the July/August 2020 issue — Partners Jonathan Hughes and Danny Ertel identify the key strategic principles negotiators should apply to complex deals. “Just like business, political, and military leaders,” they write, “negotiators need a strategic framework that illuminates the key choices they must make to achieve their ultimate objectives.”

This is the fourth Harvard Business Review article authored or co-authored by Danny Ertel since “Turning Negotiation into a Corporate Capability” appeared in the May-June 1999 issue. Jonathan Hughes also has co-authored three previous Harvard Business Review articles — all with Jeff Weiss. In addition to these seven feature articles, Vantage executives have contributed to other Harvard Business Press publications and HBR.com; Harvard Business Review Press published Danny’s 2007 book, The Point of the Deal, co-written with Partner Mark Gordon.

Vantage Partners celebrates this remarkable professional milestone — and is proud of our firm’s and its executives’ sustained contributions to business management theory, research, and practice.

“Turning Negotiation into a Corporate Capability”

(May-June 1999) By Danny Ertel

“Getting Past Yes: Negotiating as if Implementation Mattered”

(November 2004) By Danny Ertel

“Want Collaboration? Accept — and Actively Manage — Conflict”

(March 2005) By Jonathan Hughes and Jeff Weiss

“Simple Rules for Making Alliances Work”

(November 2007) By Jonathan Hughes and Jeff Weiss

“Extreme Negotiations”

(November 2010) By Jonathan Hughes, Jeff Weiss and Aram Donigian

"Points of Law: Unbundling Corporate Legal Services to Unlock Value"

(July-August 2012) By Danny Ertel and Mark Gordon

"What’s Your Negotiation Strategy?"

(July-August 2020) By Jonathan Hughes and Danny Ertel

HBR Guide to Negotiating (2016 book)
by Jeff Weiss

“The Downside of Discounts” (Harvard Business Review January-February 2015) cites findings from “The Value of Pricing Discipline: A Vantage Partners Study on the Impact of Pricing Exceptions”

“Implementing Strategies in Extreme Negotiations” (HBR Ideas In Practice, 2010)
by Jeff Weiss and Jonathan Hughes

“Two Questions to Ask when Entering a Negotiation” (HBR.com, February 29, 2008)
by Mark Gordon and Danny Ertel

The Point of the Deal: How to Negotiate When Yes Is Not Enough (2007 book)
by Danny Ertel and Mark Gordon

Turn Your Suppliers into Cost-Cutting Allies (“Supply Chain Strategy,” A Newsletter from Harvard Business School Publishing and The MIT Center for Transportation & Logistics, 2005)
by Jonathan Hughes