Mr. Jeff Weiss is a Partner at Vantage Partners LLC, a negotiation and relationship management consulting firm headquartered in Boston, MA. He is also a long time Adjunct Professor of Business Administration at Dartmouth College's Tuck School of Business. Jeff has been a member of the faculty of West Point's Department of Behavioral Science & Leadership since 2005, where he co-teaches "Negotiation for Leaders". Jeff is also a founder and Director of the West Point Negotiation Project.
Jeff has more than 25 years of experience in the field of negotiation. He was a member of the Harvard Negotiation Project, helped build Conflict Management Group (a non-profit consulting firm, focused on governmental negotiations, which was later merged into Mercy Corps), was a partner at Conflict Management, Inc., and is a founding partner of Vantage Partners, which is a spin-off of the Harvard Negotiation Project. Jeff developed the curriculum for West Point's negotiation course elective, "Negotiation for Leaders", and has developed negotiation materials for other training at West Point and across the Army. His awards include West Point's 2010 Apgar Award for Excellence in Teaching, and the Department of the Army's Commander's Award for Civilian Service.
Jeff has lectured numerous times at Harvard Business School, Brandeis University International Business School, the U.S. Army War College, and the Naval Special Warfare Center.
Negotiation for Leaders (MG390)
Hughes, Jonathan, Sara Enlow, Jessica Siegel, and Jeff Weiss. “From Individual Competence to Organizational Capability: Leveraging Insights from Organizational Learning to Improve Negotiated Results in the Twenty-First Century Enterprise." The Psychology of Negotiations in the 21st Century Workplace. Ed. Debra L. Shapiro and Barry M. Goldman. San Francisco: Jossey-Bass, 2012.
Donigian, Aram, Jeff Weiss, and Davood Moradian. “Beyond Formality: Improving Negotiation Effectiveness in U.S. - Afghan Negotiations” (Working title). Armed Forces Journal. (Forthcoming)
Donigian, Aram and Jeff Weiss. “A Failure to Engage: Current Negotiation Strategies and Approaches.” Military Review. (May-June 2012)
Donigian, Aram, Jeff Weiss, and Patrick Petitti. “Towards a Better Way to Engage: Insights from the Field of Negotiation”. COIN Common Sense. (March 2012)
Weiss, Jeff, and Jonathan Hughes. “Implementing Strategies in Extreme Negotiations.” Harvard Business Review (HBR.org: Ideas in Practice). September 2011. Weiss, Jeff, Aram Donigian, and Jonathan Hughes. “Extreme Negotiations.” Harvard Business Review. November 2010.
Visioni, Laura Judy, Nick Palmer, Jonathan Hughes, Jeff Weiss, and Stuart Kliman. “Right from the Start: The Seven Virtues of a Successful Alliance Launch.” International Journal of Strategic Business Alliances 1.4 (2010): 401-23.
Hughes, Jonathan, and Jeff Weiss. “Getting Serious About Collaboration.” Contracting Excellence. December 2007.
Hughes, Jonathan, and Jeff Weiss. “Simple Rules for Making Alliances Work.” Harvard Business Review. November 2007.
Hughes, Jonathan, Jeff Weiss, Samantha Morton, and Christine Kim. “Strategic Collaboration.” Velocity 9.2 (2007).
Hughes, Jonathan, and Jeff Weiss. “Getting Closer to Key Suppliers.” CPO Agenda. Spring 2007.
Hughes, Jonathan, Jeff Weiss, Stuart Kliman, and David Chapnick. “Negotiation Systems and Strategies.” International Contracts Manual. Ed. Jarno Vanto. West Services, Inc., 2007.
Weiss, Jeff, and Jonathan Hughes. “Want Collaboration? Accept—and Actively Manage—Conflict.” Harvard Business Review. March 2005.
Weiss, Jeff and Jonathan Hughes. “Negotiation, The Better Way: How to Manage Conflict and Maximize Value” InSpine 1.1 (2005): 36-40.
Gasink, J. and Weiss, J. "The ‘Other’ Party: Getting into the Mind of Your Negotiating Counterpart.” Ivey Business Journal. July/August 2004.
Eaves, David, Jeff Weiss, and Laura Judy Visioni. “The Relationship Relaunch: How to Fix a Broken Alliance.” Ivy Business Journal. May/June 2003.
Weiss, Jeff, Danny Ertel, and Sara Keen. “Managing the Alliance Relationship.” Partnerships, Joint Ventures & Strategic Alliances. Ed. Stephen I Glover and Craig M. Wasserman. Law Journal Press, 2003.
Ertel, Danny, and Jeff Weiss. “Negotiation Strategies for Joint Venture and Alliance Success.” Partnerships, Joint Ventures & Strategic Alliances. Ed. Stephen I Glover and Craig M. Wasserman. Law Journal Press, 2003.
Weiss, Jeff, and Laura J. Visioni. “Relationship Management.” Mastering Alliance Strategy: A Comprehensive Guide to Design, Management, and Organization. Ed. James D. Bamford, Benjamin Gomes-Casseres, and Michael S. Robinson. San Francisco: Jossey-Bass, 2003.
In addition, co-author of multiple cross-corporation studies, including Transforming Trading Relationships into Partnerships: A Cross-Industry Study of Customer-Supplier Collaboration (2007); Managing Alliances for Business Results: Lessons Learned from Leading Companies (2006); and Managing Alliance Relationships: Ten Key Corporate Capabilities (2001).
Frequent keynote speaker, often quoted in the popular press, contributor to U.S. News & World Report “Economic Intelligence” blog, and featured in articles in The Wall Street Journal, Financial Times, USA Today, CNN.com, and CIO.com.
Negotiation as a military leadership competency, alliances and joint ventures, collaboration and conflict management within organizations, supplier relationship management, sales effectiveness