This account is pending registration confirmation. Please click on the link within the confirmation email previously sent you to complete registration.
Need a new registration confirmation email? Click here
See Cramer's multi-million dollar portfolio for FREE and get his new book Get Rich Carefully! Learn More

Gerard Nierenberg, Negotiation Institute Founder Hailed By Forbes As The "Father Of Contemporary Negotiating," Dies At 89

NEW YORK, Sept. 21, 2012 /PRNewswire/ --  Gerard I. Nierenberg, widely hailed as the "Father of Negotiation," whose innovations in that field fundamentally changed how people conceptualize negotiation, died on September 19th at his home in New York City.  He was 89.  His death was confirmed by his wife of nearly 69 years, Juliet Nierenberg.

Gerard Nierenberg was born on July 27, 1924 and raised in Astoria, NY.  After serving in the military during World War II, he was graduated from New York University and Brooklyn Law School.  He founded the law firm Nierenberg, Zeif and Weinstein.  As a litigator, Mr. Nierenberg came to two realizations that would change the course of his career and his life: The first was that the legal process was inherently adversarial, even in arenas such as employment or family law, in which such a mode was counterproductive.  The second realization was that lawyers were expected to negotiate nearly daily but were never taught how to do so.  "Lawyers were just flying by the seats of their pants," he later recalled.

Mr. Nierenberg realized that no one had ever articulated a cogent theory of negotiation, nor had anyone ever codified an effective set of techniques for negotiating. And so with that in mind, he founded The Negotiation Institute in 1966 and, two years later, publishing his seminal  The Art of Negotiating.  The book became a bestseller, and before long, Mr. Nierenberg and his team at the Institute were providing seminars to entities from Fortune 500 companies to academic institutions to governmental organizations and agencies worldwide.  He went on to write twenty-two books, translated into thirty-two languages, on the subjects of negotiation, communication and effective sales techniques.

Attendees of the Institute's seminars cite Mr. Nierenberg as the first to popularize the negotiation strategic process.  They recall that Mr. Nierenberg's "Everyone Wins" philosophy took what is often a contentious and stressful process and offered techniques and tools that enabled the parties to collaborate and come away satisfied, often finding paths to conclusions originally considered impossible.  Mr. Nierenberg saw that while most people entered into a negotiation, they did so with the intent of getting as much for themselves as possible.  He stressed the importance of identifying the needs of the other party as well as one's own needs in order to create more alternatives — he showed how, by doing so and applying his other "Everyone Wins" strategies, the parties could wind up coming together to create more for all.

With his books and seminars, Mr. Nierenberg showed people that negotiation techniques could be learned and applied in all contexts, and that doing so could change a person or entity's dynamics with others in meaningful and enduring ways.  Mr. Nierenberg was delighted to see things come full-circle when law schools in particular began teaching his methodologies to new generations of scholars seeking to work in his profession.

As a thought leader in the field of negotiation, he was frequently called upon by the press to provide in-depth analysis of events of the day and in conjunction his best seller on body language How To Read a Person Like a Book, he appeared several times on The Tonight Show Starring Johnny Carson.

In addition to his wife and three sons, Mr. Nierenberg is survived by two daughters-in-law and six grandchildren.  All three sons have applied Mr. Nierenberg's paradigm and techniques to their work; the youngest, George Nierenberg, is now president of The Negotiation Institute, which continues his father's mission to advance the field of negotiation and communications worldwide.

About The Negotiation Institute: The Negotiation Institute is a privately held company headquartered in New York City and is the global leader in negotiation and executive skills training solutions, consulting and customized corporate skills programs. Founded in 1966, the Institute is the first and longest-running company of its kind, providing training to over 1,250,000 professionals worldwide. Clients are a diverse range of entities including the majority of the Fortune 500, private and publicly traded companies, government agencies, educational institutions, associations et al. For more information visit www.negotiation.com.

PRESS CONTACT: Liz Friedland, Chief Marketing Officer,  The Negotiation Institute +1-212-796-5600 x126, liz@negotiation.com



Select the service that is right for you!

COMPARE ALL SERVICES
Action Alerts PLUS
Try it NOW

Jim Cramer and Stephanie Link actively manage a real portfolio and reveal their money management tactics while giving advanced notice before every trade.

Product Features:
  • $2.5+ million portfolio
  • Large-cap and dividend focus
  • Intraday trade alerts from Cramer
  • Weekly roundups
TheStreet Quant Ratings
Try it NOW
Only $49.95/yr

Access the tool that DOMINATES the Russell 2000 and the S&P 500.

Product Features:
  • Buy, hold, or sell recommendations for over 4,300 stocks
  • Unlimited research reports on your favorite stocks
  • A custom stock screener
  • Upgrade/downgrade alerts
Stocks Under $10
Try it NOW

David Peltier, uncovers low dollar stocks with extraordinary upside potential that are flying under Wall Street's radar.

Product Features:
  • Model portfolio
  • Stocks trading below $10
  • Intraday trade alerts
  • Weekly roundups
Dividend Stock Advisor
Try it NOW

Jim Cramer's protege, David Peltier, identifies the best of breed dividend stocks that will pay a reliable AND significant income stream.

Product Features:
  • Diversified model portfolio of dividend stocks
  • Alerts when market news affect the portfolio
  • Bi-weekly updates with exact steps to take - BUY, HOLD, SELL
Real Money Pro
Try it NOW

All of Real Money, plus 15 more of Wall Street's sharpest minds delivering actionable trading ideas, a comprehensive look at the market, and fundamental and technical analysis.

Product Features:
  • Real Money + Doug Kass Plus 15 more Wall Street Pros
  • Intraday commentary & news
  • Ultra-actionable trading ideas
Options Profits
Try it NOW

Our options trading pros provide daily market commentary and over 100 monthly option trading ideas and strategies to help you become a well-seasoned trader.

Product Features:
  • 100+ monthly options trading ideas
  • Actionable options commentary & news
  • Real-time trading community
  • Options TV
To begin commenting right away, you can log in below using your Disqus, Facebook, Twitter, OpenID or Yahoo login credentials. Alternatively, you can post a comment as a "guest" just by entering an email address. Your use of the commenting tool is subject to multiple terms of service/use and privacy policies - see here for more details.
DOW 16,501.65 -12.72 -0.08%
S&P 500 1,875.39 -4.16 -0.22%
NASDAQ 4,126.9670 -34.4910 -0.83%

Brokerage Partners

Rates from Bankrate.com

  • Mortgage
  • Credit Cards
  • Auto
Advertising Partners

Free Newsletters from TheStreet

My Subscriptions:

After the Bell

Before the Bell

Booyah! Newsletter

Midday Bell

TheStreet Top 10 Stories

Winners & Losers

Register for Newsletters
Top Rated Stocks Top Rated Funds Top Rated ETFs