Who We Are
The Negotiation School has five strengths, making us unique and especially useful:
Practitioners negotiate every day. Our livelihoods depend on our effectiveness.
Students continually learn, staying up to date on the latest developments.
Teachers organize and communicate knowledge utilizing the most effective modalities. More than 40 major universities have sponsored our programs, endorsing our expertise. This list includes world-renowned institutions, U.C. Berkeley and UCLA.
We’re consultants, assisting individuals and corporations to refine their negotiating skills across the major “Negotiation Centers™” in their enterprises. Sales, Procurement, Human Resources, Customer Service, Legal, Management, and other vital functions improve with our guidance.
Innovators create new knowledge, devising, testing, and confirming new techniques in negotiating. When we develop a “Negotiation Exclusive™,” a technique developed for a specific client, only that client in its peer group is licensed to employ this secret method, making its impact greater and longer lasting.
Our Founder: Dr. Gary S. Goodman
Gary is unique in a field of negotiation speakers, authors, and consultants. He is a successful negotiation practitioner, a celebrated teacher, and a genuine innovator.
His career began with publishing giant, Time-Life Books where he became the top salesperson and then a manager of 60 people, at age 19. He honed his negotiation capabilities as an attorney and mediator after having achieved prominence in sales, corporate management and consulting.
Today, he is a popular expert commentator on radio and TV, as well as the best-selling author of 13 books, including Dr. Gary S. Goodman’s 77 Best Practices In Negotiation.
Gary has authored more than two thousand articles on negotiation, sales, customer service and professional development.
He is a top-rated faculty member at more than 40 universities, including UC Berkeley, UCLA, UC Santa Cruz In Silicon Valley, and UC Santa Barbara Extension.
Gary combines his substantial practical experience with some of the best academic credentials available to a negotiator: A Ph.D. from the Annenberg School For Communication at USC, an MBA from the Peter F. Drucker School of Management, and a J.D. degree from Loyola Law School.
Gary’s clients include several Fortune 1000 companies and successful family-owned and operated firms. His leisure time is spent skiing, bodysurfing, practicing kenpo karate, and writing.
He can be contacted at: email@example.com.
The Negotiation Pyramid
The Negotiation Pyramid™ is a quick way to assess your negotiation capabilities, and to identify the strengths and weaknesses of others, including those that offer negotiation training.
Basic Practices are those that are used in a specific company or organization. These are hand-me-down tips, dos and don’ts that seem to work in narrow circumstances.
Industry Practices are used across an industry. They’ve proven reliable when dealing with industry-outsiders, but because they are widely known, they are relatively ineffective with insiders.
Guru Practices are touted in mass marketed books, including those by Donald Trump. Filled with anecdotes about “How I did it!” they are difficult to apply outside of the rarified worlds of the author-celebrities.
Best Practices operate effectively across individual personalities, across businesses, and across industries. They have been intelligently gathered and evaluated for their proven capacity to work in most bargaining situations, personal and professional.
Innovative Practices operate in stealth. Because they have been invented to meet a great challenge, and are developed, tested, and proven in secrecy, they deliver and sustain exceptional competitive advantages.
Our training is concentrated at the top two levels of the Negotiation Pyramid™. Accordingly, two of our top programs are titled “Best Practices In Negotiation” and “Innovations In Negotiation.”