Danny Ertel

Danny Ertel

Danny Ertel is a founding partner of Vantage Partners and is a leading authority on negotiation, relationship management and conflict management. He leads the Outsourcing practice area at Vantage and focuses on helping buyers and providers alike improve the way they negotiate and manage complex outsourcing arrangements. In addition, Danny is Chairman of Janeeva, Inc., a software company focused on creating tools for Outsourcing Relationship Management, and he chairs the Governance Chapter of the International Association of Outsourcing Professionals.

Prior to co-founding Vantage Partners, Danny was a Senior Researcher at the Harvard Negotiation Project, taught negotiation at the University of Toronto Law Faculty, practiced law with Debevoise & Plimpton, and served as a law clerk to the Hon. Justice Harry A. Blackmun on the U.S. Supreme Court.

Danny’s first book, Beyond Arbitration (1991) (co-authored with Ralph Ferrara) was selected by the CPR Legal Program as the winner of its 1992 Book Award. He s also the co-author, with Roger Fisher, of Getting Ready to Negotiate (1995), and editor of Negociación 2000 (1996). Danny has written for and has been quoted in the Harvard Business Review, the Sloan Management Review, the Economist, Purchasing Today, and Financial Executive among others. His latest book, The Point of the Deal: How to Negotiate When Yes is Not Enough (with Mark Gordon) was published by Harvard Business School Press in October 2007 and was selected by CPR as the winner of its 2007 Outstanding Book award.

Danny is a graduate of Harvard College and Harvard Law School, where he was Managing Editor of the Harvard Law Review.

Research & Publications

Building Stronger Connections

Most companies have organizations that manage external relationships with key suppliers and service providers. These teams - be they part of a Vendor management Organization (VMO), procurement department, a governance or "stay back" team, or some other similar structure - are charged with managing these external relationships.

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