Gerard Irwin Nierenberg (27 July 1923 – 19 September 2012) was an American lawyer, author, and expert in negotiation and communication strategy.[1] In 1966 he founded The Negotiation Institute where he began a legacy of government, corporate, and non-profit organizational reform based on his ideas of how negotiation impacts the lives of everyone, and he published 22 books on negotiation.[2] The three core tenets of Nierenberg's philosophy are (1) to be patient; (2) to strive to meet the needs of the opposition party in order to build sustainable relationships from which all parties feel that they have 'won'; and (3) to limit frustrations in all negotiations by embracing the fact that logic does not always lead to negotiated success.[3] Nierenberg left a wife, Juliet, with whom he had three sons: Roy, Roger, and George.[1]
Quick Facts Born, Died ...
Gerard Irwin Nierenberg |
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Born | (1923-07-27)July 27, 1923
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Died | September 19, 2012(2012-09-19) (aged 89)
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Occupation(s) | Author, lawyer |
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Known for | The Art of Negotiating |
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Nierenberg first became interested in pursuing negotiation while practicing law as the result of many negative experiences at the negotiating table. He recognized that parties trying to win negotiations led to unsustainable relationships in business and personal relationships so he created a general framework from which individuals and groups can build long-lasting partnerships.[9] Nierenberg wrote his first book exploring negotiation strategies and tactics, The Art of Negotiating, in 1968.[1] The book's premise follows his belief that negotiation is a skill, not an inherited talent, so everyone may benefit from advancing their own negotiation skill level. His first book became a handbook to many professionals and his subsequent books were aimed to focus on specific topics within the areas of negotiation and communication. Through his research, Nierenberg developed a negotiation ideology based on the principle that "in a successful negotiation, everybody wins."[9]
Nierenberg's expertise led him into roles as a consultant and trainer working with Fortune 500 companies, academic institutions, and government agencies across the globe.[10] In 1966, Nierenberg founded The Negotiation Institute, which leads seminars for organizations seeking to bolster human resources by improving negotiation and communication skills. Since then, Nierenberg's 22 books on negotiation and communication have been translated into over 30 languages.[11] Nierenberg held the title of Chairman Emeritus of The Negotiation Institute and President of Human Rights Advocates International, an NGO member of the United Nations, until his death.
Forbes named Nierenberg "the father of negotiation training" for his exploration of negotiation strategies and tactics as well as his decades of work disseminating the philosophy that "in a successful negotiation, everybody wins".[12][9]