Exceptional Results

Don’s 45-year journey in business negotiations could not have been more revelatory. He began his professional career as an attorney in a large New York and Washington D.C. law firm where every negotiation was a battle. Taking extremely aggressive positions and fighting over each one; laying as many traps as could be conceived; posturing, feigning or acting out indignation were par for the course; and vilification and deep distrust of the other party and its motives were the governing rules of engagement. Every gain by the other side was seen as a loss to our side.

Over the last 25 years, Don discovered that his unique negotiating skills, as well as his business and legal acumen, proved increasingly effective in achieving eminently successful results. He found that this success occurred regardless of the relative initial leverage of the parties in the negotiation. After leaving private practice to become a corporate executive, Don found himself working for a company in the public marketplace facing extremely difficult times. While there, he developed a reputation for being able to negotiate and close the hardest deals and contract renegotiations with results seen as remarkable.

Negotiation Science

No one was more surprised by these results than Don. What amazed him even more was that he was able to accomplish these results repeatedly. When Don left this company, he began an intensive study of the emerging science of negotiation. He soon refined and restructured the principles of the existing science to make them effective in the transactional business world. Don developed tools, approaches, strategies, and tactics that honed his instincts with laser focus and enabled him to resolve situations that previously would have been deemed hopeless.