«Negotiating for Mutual Gain»

«Negotiating for Mutual Gain»

Negotiating Leverage:
How To Get It! How To Use It! How To Keep It!

«Negotiating for Mutual Gain»


Charles M. Leighton – Chairman and Chief Executive Officer, CML Group, Inc., Concord, Massachusetts

The CML Group is a recreational-leisure time company wholly-owned subsidiaries include Boston Whaler Co, Carroll Reed Ski Shops, Mason & Sullivan Co., Ericson Yachts, Kelty Pack, Sierra Designs, Gokey Co. Inc. and Sturbridge Yankee Workshop.

Mr. Leighton was the Leisure Time Group Vice President for a New York Stock Exchange company responsible for the operation of eight subsidiaries.

He is the co-author of the article, «After Acquisition: Continuing the Challenge,» Harvard Business Review; and, author of «Decentralization
and the Chief Executive Officer» that appeared in the Chief Executive’s Handbook.


Dorothy W. Nelson – Dean and Professor of Law, University of Southern California Law Center, Los Angeles, California

Dean Nelson serves on numerous professional associations including, Chairman, Committee on Education in Judicial Administration, American Bar Association; Executive Committee Member, American Judicature Society; and, the Association of American Law Schools.

She also serves on the Boards of Directors of Farmers Insurance Group, Constitutional Rights Foundation, and Federal Reserve Bank in San Francisco; and, is a member of the City of Los Angeles Employee Relations Board.

Dean Nelson is a «Times Woman of the Year Award» recipient.

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