DegreeJD, Harvard Law School, 1989; AB, Dartmouth College, 1986
AREAS OF EXPERTISEOrganizational behavior
Negotiation, alliances and joint ventures, collaboration and conflict management within organizations, supplier relationship management, sales effectiveness
With J. Hughes, S. Enlow, and J. Siegel, "From Individual Competence to Organizational Capability: Leveraging Insights from Organizational Learning to Improve Negotiated Results in the Twenty-First Century Enterprise," in The Psychology of Negotiations in the 21st Century Workplace, Psychology Press, 2012; with J. Hughes and A. Donigian, "Extreme Negotiations," Harvard Business Review, November 2010; with J. Hughes, S. Kliman, and D. Chapnick, "Contract Negotiations—Systems and Strategies," in International Contract Manual, Thomson-West, 2008; with J. Hughes, "Simple Rules for Making Alliances Work," Harvard Business Review, November 2007; with S. Keen and S. Kliman, Managing Alliances for Business Results: Lessons Learned from Leading Companies, Vantage Partners, 2006; with J. Hughes, "Want Collaboration? Accept—and Actively Manage—Conflict," Harvard Business Review, March 2005; with D. Ertel and S. Keen, "Managing the Alliance Relationship," in Partnership and Joint Venture Agreements, Law Journal Press, 2003; with D. Ertel and S. Keen, "Negotiation Strategies for JV and Alliance Success," in Partnership and Joint Venture Agreements, Law Journal Press, 2003; with L. Visioni, "Relationship Management," in Mastering Alliance Strategy: A Comprehensive Guide to Design, Management, and Organization, Jossey-Bass, 2003; with J. Hughes, Making Partnerships Work: A Relationship Management Handbook, Vantage Partners, 2001
Apgar Award for Excellence in Teaching, United States Military Academy, West Point, 2010; Commander's Award for Civilian Service, Department of the Army, 2009
Academic positions: Tuck School of Business, 2004–present; Chairman, Board of Advisors, Program for Negotiations in Organizations, University of Arizona, 2011–present; Co-Founder and Director, West Point Negotiation Project, 2008–present, Adjunct Professor, 2005–present, United States Military Academy
Nonacademic positions: Senior Advisor Corporate Outreach, Center for Leadership, Tuck School, 2009–11; Founding Partner, Director, Vantage Partners, LLC; Director, Conflict Management, Inc.