Dialogues on Leadership July 7, 2011

Extreme Negotiations: Lessons from high-stakes negotiations in business and military contexts

Twenty-first century organizations are increasingly virtual and networked - in fact, the average company currently spends one half of every dollar in revenue with external partners. These networks are tied to one another by a series of contracts that companies must negotiate and renegotiate as they strive to innovate and adapt to rapid change. A recent Harvard Business Review article titled “Extreme Negotiations” explored five strategies that help negotiators not only respond quickly at the bargaining table but also reshape their thinking ahead of the deal.

In this session, Jonathan Hughes, co-author of the Harvard Business Review article and a leader in the field of negotiation and relationship management, will discuss these five strategies, share case studies from his work in both the public and business sector, and provide practical advice for overcoming the negotiation behaviors that tend to be deeply ingrained create barriers to achieving the negotiator's goals.

Jonathan Hughes is a partner at Vantage Partners, a consulting firm spin-off of the Harvard Negotiation Project. As an expert in supply chain management, strategic alliances, and change management, he has worked with leading companies across a range of industries in North and South America, Europe, Asia Pacific, and Africa, to develop and implement new supply chain and go-to-market strategies that leverage internal and external collaboration, implement formal alliance and supplier management programs, and develop and implement negotiation strategies for complex, high-stakes deals — particularly with single source suppliers and competitive alliance partners. Prior to joining Vantage Partners, Jon was a Senior Analyst at Putnam, Hayes, & Bartlett where he provided litigation strategy and management consulting advice to clients.

Presented by The City Club New Leaders

Official Website: http://www.cityclub.org/Default.aspx?tabid=256&id=15538