Podcasts about vantage partners

This episode of the NEGOTIATE X Podcast explores how negotiation preparation serves as a strategic advantage in today's complex sales landscape. David Chapnick of Vantage Partners shares insights on frameworks like FOCUS, the rise of AI in sales training, and the shift toward virtual negotiations.  He emphasizes aligning internal teams, building trust with clients, and balancing collaboration with co-opetition. Listeners will learn why effective preparation—not just tactics—drives better outcomes, deeper relationships, and long-term value.  With real-world examples and practical advice, the conversation underscores that meaningful negotiation capability is built over time through intentional practice, coaching, and investment in people—not quick fixes.  

In this episode of the NEGOTIATE X Podcast, David Chapnick, Partner at Vantage Partners, shares how strategic alignment transforms negotiation, sales, and organizational culture. From a formative internship to leading global initiatives, David reflects on lessons in alliance building, collaborative negotiation, and salesforce transformation.  He emphasizes the importance of listening, understanding customer needs, and building trust in high-stakes environments. Additionally, David outlines how piloting small changes, embracing thoughtful preparation, and shifting away from transactional mindsets create long-term value.  His insights offer a practical roadmap for professionals aiming to improve negotiation effectiveness and drive meaningful, sustainable outcomes across industries.  

Since 2005, Amy Elizabeth Fox has served as one of the founders and Chief Executive Officer of Mobius Executive Leadership, a global transformational leadership firm.  For the last twenty years, she has been a leadership and culture change advisor to eminent professional services firms and Fortune 500 companies and facilitated immersive executive development programs for senior leaders.  Mobius offers top team intervention, business mediation, executive coaching, and personal mastery programs aimed at unlocking potential and building deeper trust, intimacy, and connection within a company's top tier.  Mobius also sponsors a professional development arm for maturing transformational practitioners called The Next Practice Institute and has an e-learning arm entitled Mobius Touch.Since 2013, Mobius has partnered with the premier leadership advisory firm, Egon Zehnder, to offer sessions for leaders worldwide.  Amy is the lead faculty for the quarterly Discovery program offered jointly to N-1 leaders.  Further, she has guided programs for long-standing clients while overseeing the evolution and expansion of Mobius.Amy is considered an expert in healing individual, family, and collective trauma and has been a pioneer in introducing trauma-informed development and psycho-spiritual principles into leadership programs.  In addition to her work with Mobius, Amy is a senior student of mystical teacher Thomas Huebl, serving as part of his online faculty team and lead faculty for his two-year Timeless Wisdom Training.  Amy and Thomas are guiding a first-of-its-kind year-long certification in Trauma Informed Consulting and Coaching.  Amy is also on the African Leadership Institute's Desmond Tutu Fellows program faculty at Oxford.Before starting Mobius, Amy worked as a trainer for Vantage Partners, as a senior executive in Wellspace, and as the Dir. of Public Affairs for the Cathedral of St John the Divine, where she supported Paul Gorman, Carl Sagan, and Al Gore in a decade long effort to engage the American faith communities in responding to climate change and environmental degradation.A Quote From This Episode"Leaders have to be intentional about the self-care practices that may have been neglected in the past but are now critical to being in performance-ready shape to lead others.”Resources Mentioned in This EpisodeLearning Event: The Next Practice InstituteBook: Winning From Within by Erica Ariel FoxTelevision Show: BridgertonAbout The International Leadership Association (ILA)The ILA was created in 1999 to bring together professionals interested in studying, practicing, and teaching leadership. Register for ILA's 26th Global Conference in Chicago, IL - November 7-10, 2024.About  Scott J. AllenWebsiteWeekly Newsletter: The Leader's EdgeMy Approach to HostingThe views of my guests do not constitute "truth." Nor do they reflect my personal views in some instances. However, they are views to consider, and I hope they help you clarify your perspective. Nothing can replace your reflection, research, and exploration of the topic.

We are back today with another NEGOTIATEx episode with Logan Kessler. Logan is the Engagement Leader at Vantage Partners and he works with clients to develop negotiation strategies and account management processes in various industries. Logan shares how leaders can motivate their teams for successful negotiations by establishing a norm of preparation and using methods such as role-playing and red team exercises. He also suggests making after-action reviews a regular practice at organizations.

We are excited to welcome Logan Kessler, Engagement Leader with Vantage Partners. Logan works with clients to develop negotiation strategies and account management processes in various industries such as healthcare, financial services, and manufacturing. He shares his insights on successfully helping clients transition from receiving one-time training to effectively integrating negotiation concepts into their day-to-day business operations.  

Amy Elizabeth Fox is a senior leadership strategist with two decades of experience consulting to Fortune 500 companies on issues of human capital, organizational health and leadership development. She is the Chief Executive Officer of Mobius Executive Leadership, a premier leadership development firm with offices in Boston and London. Since 2005, Ms. Fox has served as one of the lead designers and lead faculty members in Mobius transformational leadership programs offered globally. She is also the founder of the Next Practice Institute, a professional development arm for coaches and facilitators and has helped build a global firm with over 200 practitioners and long standing relationships with some of the world's most innovative companies. Mobius services include top team intervention, multi-client CEO sessions, executive coaching and business mediation. Its signature offering is a cutting edge contribution to the field of transformation through the design and delivery of bespoke and immersive leadership programs for senior executives. Mobius enjoys a privileged partnership with Egon Zehnder as well as with numerous boutique firms promoting the work of its prestigious Senior Experts including Otto Scharmer, Peter Senge, Bob Kegan, Ron Heifetz, Linda Hill, Tom deLong, Amy Edmondson, David Kantor among others. Mobius operates as a consortium of practice across an expert network of coaches, trainers, and facilitators and brings customized programs to clients in the public and private sector. Prior to her Mobius, Amy was a senior trainer for Vantage Partners anchoring their corporate education delivery of Difficult Conversations: How to Discuss What Matters Most in both private and public sectors. Before that, Amy was the Director of Training and Organizational Development for Wellspace Inc., a health care start-up. She served as the Associate Director of the National Religious Partnership for the Environment, an educational initiative headed by Paul Gorman, Vice President Al Gore and Carl Sagan. She was Special Assistant to the Dean of Education, City College and Education Director of an in-patient alcohol rehabilitation hospital. Amy is a psychotherapist who received her B.A. from Wesleyan University and her master's in Counseling Psychology from Lesley College. Amy is certified as an executive coach in the area of Emotional Intelligence by Hay/McBer and Associates, and as a trainer in the System for Analyzing Verbal Interaction by SAVI Communications.   . Additionally, I'll be donating to and raising awareness for the charity or organization of my guest's choice with each episode now. This episode, the organization is called The Pocket Project. Any and all donations make a difference! You can connect with Amy on: Website - Mobius Executive Leadership LinkedIn Listen to her Keynote presentation at Next Practice Institute Follow her sister, Erica Ariel Fox, on LinkedIn Follow Erica Ariel Fox on her Website Follow Erica Ariel Fox's contributions on Forbes   To connect with me: Interested in working with me as your coach? Book a complimentary 15 minute call here. LinkedIn Instagram Website Subscribe to my weekly newsletter YouTube Please leave a review for this podcast on Apple Podcasts!   Resources/People Mentioned: Difficult Conversations - Doug Stone, Bruce Patten and Sheila Heen Winning from Within - Erica Ariel Fox Amy Edmondson, and her work on Psychological Safety Joseph Cambell - Hero's Journey Yotam Schachter Thomas Hubl Lynda Caesara Neem Karoli Baba

Stuart Kliman serves as the newly appointed Partner and Head of Building Industry Partner’s newly formed Center of Excellence (CoE) focused on human capital management. Building Industry Partners is the leading private equity firm in the building and construction industry, focused on helping companies create value not just for their customers and shareholders, but for their most critical stakeholder, their employees. In his role Kliman’s primary focus is helping BIP’s portfolio companies and the industry-at-large create “people-first” cultures that reinforce the holistic well-being of employees and their families while at the same time deliver better business performance and bottom-line financial results. Prior to joining BIP, Kliman was a founder and partner for 25 years at Vantage Partners, a mid-sized consulting and training organization specializing in biopharmaceuticals and healthcare. In addition to helping steer Vantage’s strategic direction and sitting on its management committee, at various times Kliman oversaw several operational functions, including human resources and marketing, and directly drove revenue for the firm. In this episode Tracy interviews Stu Kliman- consultant to the health ecosystem turned private equity Human Capital COE leader – on the unexpected connection between his current work and enhancing overall health and wellness. Tracy and Stu explore the ever-evolving boundaries of the health industry, Building Industry Partner’s vision for enhancing health and wellness within the building and construction industry, and their belief that investing in people is not only the right thing to do- it’s also a means to achieving organizational and financial success. Show Notes Building Industry Partners, a private equity firm focused on the building sector, believes firmly that there is an inextricable link between leadership’s ability to tap into the best in people and the overall success of an organization. Investing thoughtfully into an organization’s people is the right thing to do in and of itself in terms of helping enhance health and wellness through improving health benefits, increasing individual autonomy, and building financial stability and career resilience of populations. Building Industry Partner’s seeks to prove that in addition to these inherent benefits, investing meaningfully in people is a reliable method for generating world class business results. Building Industry Partner’s believes there are five key criteria for defining a strong employee value proposition that translates to financial wellness – Financial Security, Career Resilience, Advancement Opportunity, Engagement, and Wellness. People are the key to unlocking innovations needed to tackle today’s most complex industry challenges such as sustainability, talent attraction and retention, and responding to growing complexity within customer base. When it comes to enhancing health and wellness, collaboration is the difference maker - both on the front lines in how we interface with individuals and work in teams- and more broadly in how we approach complex challenges facing the country as a whole.

Episode 4, Season 2The author, Fail Fast, Learn Faster joins Anthony to talk about his new book, his love of literature, and how it connects to data, and shares some of his favorite stories from his career.

Episode 4, Season 2The author, Fail Fast, Learn Faster joins Anthony to talk about his new book, his love of literature, and how it connects to data, and shares some of his favorite stories from his career.

Our guest today is Stuart Kliman, Partner and Head of the newly formed Center of Excellence at Building Industry Partners.  Stu's previous experience with the Harvard Negotiation Project (think tank behind the book – Getting to Yes) and as a founding partner of Vantage Partners, a management consulting firm, has made him an expert at helping not only companies improve their performance but assisting industries to collaborate and grow together. In this episode, Stu provides insight into the following questions: What does it mean to be a leader? What are the distinct traits of good leaders? What single trait can be used to further vet for outstanding leaders?

Collaboration. It’s a term and concept that has been used since the dawn of business but have you ever unpacked what it really means to collaborate effectively? It’s hard work and David Chapnick of Vantage Partners thinks a lot about the power of structured collaboration and the important role it plays in innovation and driving positive change in the buyer/supplier relationship.  In this episode of the  RevRev Shared Success Series, Dave sits down with David to talk about collaboration best practices from the perspective of the supplier and the role of the Strategic Account Manager (SAM) and from the perspective of the buyer side and the role of the Supplier Relationship Manager (SRM). About David Chapnick David Chapnick is a Partner and leader in Vantage Partners’ Sales and Account Management practice. David’s work and passion centers on building and implementing strategies that leverage the power of collaboration and innovation – between customers and suppliers, with alliance partners, and across internal business units. Since joining Vantage in 2004, David has worked globally on projects focused on business-to-business sales strategy, customer centricity, sales force effectiveness, alliance management, and strategic account management.Examples of David’s recent work include supporting the customer centricity transformation of a major pharmaceutical services company, implementing a commercial and go-to-market transformation of a SaaS company, leading a customer engagement and negotiation capability improvement effort for a medical device company’s sales force, launching numerous biopharma alliances focused on bringing novel therapies to market, developing the coaching skills of frontline sales leaders to drive revenue growth, and supporting the redesign of the business development and licensing model of a global pharmaceutical company.David is a frequent speaker and author.  His work has been featured in Harvard Business Review, SAMA Velocity Magazine, and elsewhere; he is a co-author of the chapter on “Negotiation Systems and Strategies” in the 2020 International Contracts Manual, as well as Vantage’s studies on pricing, and on customer-supplier negotiations.David is also a veteran of the Vantage Volunteers team, which creates volunteering and team-building opportunities for the firm, partnering with Greater Boston nonprofit organizations such as the Jimmy Fund, Massachusetts Coalition for the Homeless, Chill, the Food Project, Cradles to Crayons, Room to Grow, and Massachusetts Audubon.  David is a graduate of Boston University.

Haven't we all had to negotiate our way around things at many points of our lives, be it at work or at home? In this episode, Vinay talks about how negotiation and re-negotiations of contracts is first and centre for businesses, people, professionals etc. And joining him is negotiation guru, Mark Gordon, Founding Partner of Vantage Partners, whose life's work is focused on helping people deal with their differences to resolve conflict and create value. [00:42s] Negotiation skills in a Pandemic [03:15s] Negotiating more now than ever before![11:44s] Keeping it fair, for the seller and the buyer[18:14s] Best practices for negotiating today[22:40s] RWL Mark's recommendations to read: ‘Getting to Yes: Negotiating an Agreement Without Giving In' by Roger Fisher and William Ury and ‘Difficult Conversations' by Douglas Stone, Bruce Patton and Sheila Heen What did you think about this episode? What would you like to hear more about? Or simply, write in and say hello! podcast@c2cod.comConnect with Mark on LinkedIn. Connect with Vinay on Twitter, LinkedIn or email him at vinay@c2cod.com Subscribe to us on your favorite podcast platforms including Google Podcasts, Apple Podcasts, Spotify, Overcast, Stitcher, Castbox, Podcast Addict, Podchaser, Listen Notes, Castro, Jio Saavn, to stay updated on new episodes every week. This podcast is brought to you by C2C-OD, your Organizational Development consulting partner ‘Bringing Strategy and People Together'. Follow us on Twitter, LinkedIn, Instagram, Facebook

Danny Ertel is a Founding Partner with Vantage Partners located in Boston, Massachusetts. Trained as a lawyer, he soon realized his passion was in helping clients solve problems related to collaboration, resolving conflict and building relationships. A seasoned negotiator and business strategist, Danny talks about sourcing and procurement's role as competitive problem-solvers and the potential for greater innovation in forming true partnerships with your suppliers.

Jesse Chapman, a very special guest host, walks us through the New York Times Bestseller Difficult Conversations: How to Discuss What Matters Most by Douglas Stone, Bruce Patton, and Sheila Heen. Read more about the authors below! Difficult Conversations provides a step-by-step approach to having tough conversations with less stress and more success. The book promises you'll learn how to:  -Decipher the underlying structure of every difficult conversation  -Start a conversation without defensiveness  -Listen for the meaning of what is not said  -Stay balanced in the face of attacks and accusations -Move from emotion to productive problem solving In this Difficult Conversations book review, we cover the main philosophies of the book and try mock difficult conversations ourselves. About the authors: Douglas Stone is a lecturer on Law at Harvard Law School and a founder of Triad Consulting Group. His articles on negotiation and conflict resolution have appeared in the New York Times, the Los Angeles Times, the Boston Globe, Management Consultant News, and IT Metrics. He has appeared on many TV and radio shows, including Oprah, and was a key-note speaker at the 2006 World Negotiation Forum in Brazil. Sheila Heen is also a Founder of Triad Consulting Group and has been on the Harvard Law School faculty as a Lecturer on Law since 1995. Sheila has spent more than twenty years with the Harvard Negotiation Project, developing negotiation theory and practice. She specializes in particularly difficult negotiations – where emotions run high and relationships become strained. Sheila and Doug are co-authors of the New York Times bestsellers Difficult Conversations: How to Discuss What Matters Most, and Thanks for the Feedback: The Science and Art of Receiving Feedback Well (Even When It’s Off-Base, Unfair, Poorly Delivered and Frankly, You’re Not in the Mood) Bruce Patton is cofounder and distinguished fellow of the Harvard Negotiation Project and a founder and partner of Vantage Partners, LLC. Along with Roger Fisher, Patton pioneered the teaching of negotiation at Harvard Law School, where he has taught since 1981. In the public arena, he helped to structure the resolution of the 1980 U.S.-Iranian hostage conflict and continues to work toward better conflict management in the Middle East and elsewhere. He is a co-author of the bestselling book Getting to YES: Negotiating Agreement Without Giving In.  If you'd like to buy the book, you can snag it here.  And if you'd like to know more about our awesome guest host Jesse, he can be found on Instagram @waitreally Jesse’s podcast Beyond Beyond Belief is also a ton of fun. Don’t forget to subscribe, rate, and review Go Help Yourself!

Today’s show comes to you straight from the SIG Spring Summit last week in Washington DC, and features Danny Ertel, the founding partner at Vantage Partners. Danny’s practice focuses on helping buyers and providers of services enter into, manage, and when necessary, remediate their relationships. Danny is a lawyer by training, and prior to founding Vantage Partners, he served in a number of high profile roles including as a law clerk to Justice Blackmun on the U.S. Supreme Court and as a Senior Researcher at the Harvard Negotiation Project. Danny has co-authored four books, including “Getting Ready to Negotiate – The Getting to Yes Workbook” with Roger Fisher, and is frequently cited in publications such as The Economist and Harvard Business Review. I have followed Danny’s work for a long time.  He first came to my attention as a thought leader and subject matter expert when while I was a Category Manager for Outsourcing & Offshoring, and I was delighted to welcome him onto the show. We focused our conversation on ways in which we can turn around difficult relationships, both with suppliers and internal stakeholders.

In this Episode of Biotalk, Locust Walk’s Vice President, Josh Hamermesh, spoke to Stuart Kliman (skliman@vantagepartners.com), Founder and Partner at Vantage Partners, a global management consulting firm that specializes in the areas of negotiation and relationship management and in particular works with life sciences organizations to help them launch new alliances relationships to best results. They discussed the negotiation tactics and the differences between deal-minded and implementation-minded negotiating approaches in the spirit of optimizing alliance management and maximizing long-term deal value creation for life science companies.

BATNA – Best Alternative to a Negotiated Agreement: Nicole chats with Danny Ertel, lawyer; founding partner of Vantage Partners; and Senior Researcher at the Harvard Negotiation Project. Learn what we’re solving for what’s important to both parties – what each is trying to accomplish or avoid. Negotiation frustration: games and false fronts meant to throw off a negotiation. When a negotiator is a messenger with a demand vs. a party with a vested interest. Avoid the haggle: Pricing high and leaving ‘room’ for a concession. It teaches the client not to trust the first thing you say. Scope and fee changes: Should be managed together as part of an ongoing decision making discussion versus tabled for the end of the project. It’s about leverage. Historical data lead to portfolio pricing success: 5 plus year relationship provided significant experience and revealed patterns within the organization’s matters. Certain cases were sortable by criteria and could be categorized for pricing and staffing efficiencies. Under pressure to reduce write-offs the firm required disciplined preparation before a negotiation, which allowed for creative problem solving; stronger controls on scope and scope management with regular client check-ins; and end of project – full debriefs. BATNA – Best Alternative To a Negotiated Agreement: what we’ll do if we don’t reach an agreement. For professionals it measures opportunity cost using profitability and strength of relationship.

This week on Find Your Dream Job, we’re talking about negotiation, a vital skill, especially at work. Maybe you’re considering a job offer. Perhaps  you’re about to ask for a raise. Or you’re chasing a  promotion. Whatever your ask, it will require negotiating. Many people treat negotiations as a win-or-lose situation for the parties involved. If you get what what you want, it’s at someone else’s expense. It doesn’t have to be this way.  We speak with Jeff Weiss, author of the Harvard Business Review’s “Guide to Negotiating.” Jeff will share his tips for how you can move from a game of concessions and compromises.   He’ll also talk about how to use collaboration and creativity so that you get better results and good working relationships with others. In this 32-minute episode you will learn: The three negotiating mistakes most people make The questions you should ask when you’re told “no” The importance of understanding “why” you want a raise How to find creative solutions and compromises in your negotiations Why systematic preparation is key to great negotiating - from asking for a raise to managing contractors. This week’s guest: Jeff Weiss (Twitter | LinkedIn) Author, Harvard Business Review’s Guide to Negotiating Cambridge, Mass. Jeff Weiss is a founding partner of Vantage Partners, a Boston-based consulting firm that works with Fortune 500 companies on improving how they negotiate.  Jeff has published extensively on negotiation is the author of the “Harvard Business Review Guide to Negotiating”.  He is also a member of the faculty of the Tuck School of Business at Dartmouth College and the U.S. Military Academy at West Point. In July 2016, Jeff will become the ninth president of Lesley University in Cambridge, Massachusetts. Listener question of the week: “When should you bring up salary when interviewing?” - Ben If you have a question you’d like us to answer on a future episode, please contact Jenna Forstrom, Mac’s List Community Manager at jenna@macslist.org. Resources from this week’s show: Weekend Resume Kit Harvard Business Review’s Guide to Negotiating Vantage Partners IWillTeachYouToBeRich.com Glassdoor.com Land Your Dream Job in Portland (and Beyond) – On sale through June 15! If you have a job-hunting or career development resource you’d like to share, please contact Ben Forstag, Mac’s List Managing Director at ben@macslist.org. — Thank you for listening to Find Your Dream Job. If you like this show, please help us by rating and reviewing our podcast on iTunes. We appreciate your support! Opening and closing music for Find Your Dream Job provided by Freddy Trujillo, www.freddytrujillo.com.

CHI recently interviewed Jonathan Hughes, Partner and Practice Lead of Outsourcing and Supply Chain Management at Vantage Partners about the evolution of Sponsor-CRO strategic partnerships to date; challenges and opportunities in forming these types of partnerships; and an outlook on how these partnerships will continue to evolve. Discussion points and questions include: 1. Can you tell us a bit about yourself and the role you play at Vantage? 2. Forming strategic alliances with CROs has not traditionally been the route sponsors have taken. Why has this changed and where are we now? Also, how have sponsors and CROs adapted over the years? 3. What are some of the unforeseen risks and benefits of moving beyond a traditional customer-vendor relationship? 4. During the upcoming Strategic Alliance Management Congress Vantage will be hosting a luncheon workshop focused on managing sponsor-CRO partnerships. Can you give us any insights as to what attendees can expect to learn during this? 5. We like to end our podcasts with an outlook. In your opinion, how will Sponsor-CRO relationships continue to evolve? For more information, please visit http://www.HealthTech.com/AMS/

Jeff Weiss, author of the "HBR Guide to Negotiating" and partner at Vantage Partners, explains how to prepare to be persuasive.

Mark Gordon, founding partner of Vantage Partners and coauthor of "The Point of the Deal: How to Negotiate When Yes Is Not Enough."

Danny Ertel, founding partner of Vantage Partners and coauthor of "The Point of the Deal: How to Negotiate When Yes Is Not Enough."