Vantage Partners, founded in 1997, traces
its roots back to the Harvard Negotiation Project (HNP), an
interdisciplinary research center focused on negotiation in world
conflict that was started at Harvard Law School in 1979.
Though the HNP was initially designed to facilitate more effective
international relations, its members soon realized that the same
principles used to engage in successful diplomatic relations could
also be applied to the business world. Thus, HNP founded
Vantage Partners. With offices in Boston and Los Angeles,
Vantage Partners helps companies such as Johnson & Johnson, IBM
and Microsoft manage partnerships and organizational
conflict. The firm offers four main areas of consulting
services: alliance management, key customer relationships,
outsourcing management and sourcing and supplier management.
The Vantage-Harvard connection lives onâ€"every current Vantage
director attended Harvard College and/or Harvard Law School.
Since its establishment in 1997, Vantage Partners has been active
in guiding the worldâ€™s biggest corporations in building
organizational expertise and effective partnerships.
Let's talk it out
A fundamental principal at Vantage is that "between 50
and 70 percent of business relationships fail to meet their
objectives and that the primary cause of this failure is poor or
damaged working relationships between partners." Through its
consulting services and corporate education products, Vantage works
with a broad spectrum of clients across the information technology,
financial services, pharmaceutical, telecommunications,
entertainment, petroleum and minerals, professional services, and
manufacturing industries to help form lasting and more productive
strategic alliances. In February 2007, Vantage announced a
new Virtual Seminar Series, which explores crucial aspects of
managing key alliance, supplier, outsourcing, customer and internal
Taking relationships high tech
In October 2006, Vantage Technologies, the software solutions arm
of Vantage Partners, merged with Ann Arbor-based Janeeva, a
provider of outsourcing relationship management software.
Janeeva CEO Vinay Gupta remained head of the combined units, while
Vantage Director Danny Ertel was named chairman of the Janeeva
board of directors. According to Janeeva, the combined
expertise of Janeeva and Vantage Technologies would serve to make
the new company the foremost global provider of ORM software.
Another partnership was established in 2008â€"an alliance of
services of Vantage Partners and Integrity Interactive. This
partnership aims to deliver better services to both of the
companyâ€™s customers in terms of third party relationship
management. Additionally, the partnership would help both
companies in protecting their assets. In May of the same
year, Vantage partners sold its alliance management platform,
Alliancesmith to New York-based management tools and services
The pen is mightier
Aside from their work as consultants, many Vantage
staffers are prolific writers, public speakers and educators.
Getting to YES: Negotiating Agreement Without Giving In, originally
published in 1983 and now in its second edition, is easily the
firm's most recognized publication, and serves as the basis for
much of Vantage's work. Getting to YES serves as a guide to
negotiating personal and professional disputes and has sold over
three million copies translated into 23 languages.
Negotiating and Managing Key Supplier Relationships: A
Cross-Industry Study of 20 Best Practices, co-authored by Vantage
Directors Mark Gordon and Jonathan Hughes in 2004, addresses
relationship management practices with key suppliers across six
areas: evaluation and selection, negotiation, post-deal
relationship management, performance monitoring, termination, and
portfolio governance and management. And there's promise for
more insightful business tomesâ€"in July 2006, Vantage announced an
alliance with Harvard Business School Publishing, in which the two
companies produce a suite of leadership development products
designed to enhance negotiation, communication and relationship
Vantage Partners continues to accomplish different researches and
publications. In the latter half of the 2000s, the company
was able to fulfill several projects relating to its studies.
Among its releases is the global research on customer-supplier
negotiations in 2009, new findings on offshoring relationship
management, as well as research on the value of supplier
relationship management, both discovered in 2010.