Negotiating Through Turbulence - and Beyond (webinar series)

The current COVID-19 crisis and associated economic dislocation raise the stakes in many of our negotiations, confronting us with new challenges, and just maybe, offering opportunities if we are able to spot them.   

Many of our strategic customers are experiencing significant operational and financial stress.  This may have a negative effect on the way they negotiate with us, and create an environment that undermines creative problem-solving and strategic thinking just when it is most needed.

In Part One of this webinar series, Jonathan Hughes explored negotiation strategies to navigate risks and uncertainty, using a blend of case studies and recent benchmark data comparing buy-side and sell-side negotiation priorities and approaches.

In Part Two, Jon was joined by Vantage Principal David Chapnick.  They answered questions about how to negotiate strategically in this high stress environment, shared case study examples of various strategies in action, and provided specific advice for attendee-submitted negotiation and strategic account management challenges. 

About Jonathan Hughes: 

Jonathan has published multiple articles in California Management Review, Harvard Business Review, Ivey Business Journal, and Supply Chain Management Review, as well as articles in Sloan Management Review, Global Business and Organizational Excellence, Journal of Strategic Alliances, Supply Chain Asia Magazine, CIO Magazine, Supply Chain Strategy, and CPO Agenda. 

Jonathan has been a guest lecturer at the Fuqua School of Business at Duke University, the Darden School of Business at the University of Virginia, the US Military Academy at West Point, the Wharton School of Business at the University of Pennsylvania, and the Advanced Program of Instruction for Lawyers at Harvard Law School. 

He has spent the last 30 years working with companies and state-owned enterprises across a range of industries in North and South America, Europe, Asia, Australia, and Africa, with a focus on growth strategies, initiating and responding to disruptive competition, external innovation, and supply chain transformation.