New York lawyer preaches art of negotiating

By Vivian Marino
The Associated Press

NEW YORK – Gerard I. Nierenberg fancies himself a good judge of character, someone who can “read” the expressions or gestures of an associate just as one studies a business report or contract.

“I can feel exactly what a person is feeling at the moment by just looking at him,” said the gray-haired, 63-year-old attorney, who has parlayed a natural talent for mediation into a lucrative career as a jack of all negotiating trades.

His insight is important in the business world, Nierenberg contends, because it helps executives and others in negotiating anything from daily employee work assignments to contract talks or takeover plans.

Nierenberg has built a successful business teaching the techniques of negotiating to major corporations, trade groups and other organizations and individuals.

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