Faculty Directory

Jeff A. Weiss

Adjunct Professor of Business Administration

E-Mailjeff.a.weiss@tuck.dartmouth.edu

Phone603-646-8825

DegreeJD, Harvard Law School, 1989; AB, Dartmouth College, 1986

AREAS OF EXPERTISEOrganizational behavior

Current Research Topics

Negotiation, alliances and joint ventures, collaboration and conflict management within organizations, supplier relationship management, sales effectiveness

Selected Publications

  • 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

Awards

  • Apgar Award for Excellence in Teaching, United States Military Academy, West Point, 2010
  • Commander's Award for Civilian Service, Department of the Army, 2009

Professional Activities

Academic positions

  • Tuck School of Business, 2004–present
  • University of Arizona, Chairman, Board of Advisors, Program for Negotiations in Organizations, 2011–present
  • United States Military Academy, Co-Founder and Director, West Point Negotiation Project, 2008–present, Adjunct Professor, 2005–present

Nonacademic positions

  • Senior Advisor Corporate Outreach, Center for Leadership, Tuck School, 2009–11
  • Founding Partner, Director, Vantage Partners, LLC
  • Director, Conflict Management, Inc.