Danny Ertel's guest appearances

Danny Ertel

Art of Procurement

LeftFoot - Fresh Conversations on the Business of Law

Silvia Hodges Silverstein

Hunter Thompson

Karen Kahn

Jason Roberts

Rory Sutherland

Aaron Ross

Dred Scott

David Bush

Ron Baker

Alan Mulally

Bill Samuels

Natalie Bennett

Tim Jones

Peter Smith

Brooks Brown

OwlTail

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 &amp; 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.

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 &amp; 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.

178: The Art of Repairing Broken Relationships w/ Danny Ertel

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.

<h2>BATNA – Best Alternative to a Negotiated Agreement:</h2> 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.

20: BATNA as defined and taught by Danny Ertel