DCAT Sharp Sourcing LIVE: Succeeding in Complex and Difficult Negotiations

Niro Sivanathan is an Associate Professor of Organizational Behavior at the London Business School. He is a much sought-after keynote speaker and executive education trainer at company and industry conferences across the world covering topics such as Influence and Persuasion, Negotiation Strategies, Decision-Making and Leading Change. He has consulted for and acted as an advisor for senior leaders and worked on executive programs for major pharmaceutical companies such as GlaxoSmithKline, Roche, Merck, Janssen, and Sanofi, as well as for major companies, such as IBM, Procter & Gamble, Nestlé, Lufthansa, Vodafone, McDonald’s, Prudential, and Mars, and international organizations, such as the World Economic Forum, the Young President’s Organization (a global network of young chief executives), and Entrepreneurs Organization. He regularly consults on negotiations, including contract negotiations. His internationally recognized and award-winning research covers a range of topics, including Power and Status, Decision-making, Negotiations and Influence, Reputations, and Competition. His work has been presented at leading international conferences and published in the very top international journals in the field of science, management and psychology, such as: Proceedings of the National Academy of Sciences, Nature Human Behaviour, Organizational Behavior and Human Decision Processes, Administrative Science Quarterly, the Journal of Applied Psychology, and Psychological Science. He has also translated this rigorous work into global practitioner outlets such as the Harvard Business Review. His research has garnered international press coverage at CNN, the Financial Times, Time Magazine, the Wall Street Journal, the Sunday Times, and Forbes.

Joe Sutton is the global director of sourcing for Eli Lilly and Company's manufacturing and human resources organizations. He has over 25 years of experience with Lilly, having held various roles in support of the manufacturing organization including IT, supply chain operations, finance and procurement. He is responsible for developing and implementing the global sourcing strategies for API and drug product manufacturing, facilities management and utilities, as well as health, wellness and benefit programs, recruiting services and learning and development services. Mr. Sutton has been an active DCAT event participant since 2000 and joined DCAT's Supply Chain Management Committee in 2011. He was appointed chairperson of the Supply Management Committee for 2013-2014 and served on the Advisory Council of the Board of Directors from 2010-2013. Since 2014, he has served on DCAT’s Board of Directors and currently holds the position of Immediate Past President for the organization. He holds a B.S. in management information systems from Brigham Young University and an M.B.A. from Indiana State University.