A negotiation expert talks about women and the art of negotiation

Juliet Nierenberg who co-authored of the book Women and the Art of Negotiation with Irene S. Ross, gleaned at least one revealing observation on the Singaporean side of the issue during her recent two-day seminar at the Boulevard Hotel.
Of course, such pointed commentary from her audience doesn't come as a big surprise to Nierenberg, who has been studying, researching and lecturing for several years on women and business negotiation. She's the vice-president of the Negotiation Institute in New York, a non-profit research and educational facility founded by her husband Gerard Nierenberg in 1966, and has traveled around the world heading seminars on negotiation technique. As a "negotiation specialist", she already knows that women aren't sissies when it comes to clinching deals. However, she warns executive amazons that being tough presents a set of its own problems.
Her own strategy for negotiation is based on the system pioneered by her husband, who has authored some 14 books on the subject and whom Nierenberg rather affectionately de scribed as the Father of Modern Negotiation. She married Gerard Nierenberg at age 18 and raised children full time until her eldest son was in high school before enrolling into Queen's college in New York. She graduated with a masters degree in library science after which she worked in education for a short spell. Later she joined her husband's institute as a researcher and, as her interest and knowledge in negotiation science ripened, she started holding seminars for women. Her book, which was commissioned about four years ago, came out of material compiled from her seminars.
Although much of it is her own work, Ms Nierenberg was quick to credit Gerard Nierenberg for forming the basis for what she teaches at her seminars.
"(Gerard) presented a format for negotiating that was quite revolutionary at the time in the...

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