How Did This Happen?
My negotiating journey started early in my career with three catastrophic business events: The Tylenol poisonings, RJR Nabisco leveraged buyout (Barbarians at the Gate), and the AOL–Time Warner merger. In these situations, I was a middle-management stakeholder observing my fate being negotiated by the top executives at my companies. These were great learning experiences and life-changing events. I learned how to survive each difficult environment, adapt to a new work culture, and then thrive with new skills under the new management direction.
Rising from the dumpster fire of the AOLTW merger, I was trained to lead negotiations from both sides of the table: acquiring content for Warner Bros. Home Entertainment and ...
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