A real estate lawyer, in the early 1960s Nierenberg realized that a lot of his professional and personal life involved negotiation, but virtually no one is trained on how best to negotiate. “If you’re going to try to make everyone else lose who plays with you, and you think life’s a game, how far do you think you’re going to get in life?” he said later — a rejection of the adversarial process he was taught in law school. “Everyone’s going to try to beat you. And, boy, that makes a hell of a life.” To come up with a better approach, he founded the Negotiation Institute in 1966, and two years later published the seminal book on the subject, The Art of Negotiating. The bottom line message, Nierenberg said, was “In a successful negotiation, everybody wins.” For the next 40 years, he preached that mantra. The Institute continues to deliver that message, with his son as president. Nierenberg died September 19, at 89.
From This is True for 23 September 2012