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About the Author

The author, a lawyer by profession, entered the U. S. Navy in 1942 as a junior grade Lieutenant and by 1945 had attained the rank of Captain.  During the Korean War he returned to active duty as Assistant Director and Director of Contracts in the Bureau of Ships. 

During his brief Navy career he personally negotiated and signed contracts involving more than two billion dollars of American taxpayers money.  Among these contracts were those for the building of the first nuclear submarine Nautillus and the first super carrier Forrestal.

He negotiated on a government-to-government level the first contracts with foreign countries on behalf of the United States for the building of ships, for which he received a Navy award. 

In 1952 he was sent abroad as chief negotiator for the Department of Defense, to "plan, develop, coordinate and conduct negotiations for U. S. Military operating rights and facilities in NATO and Western European countries for the purpose of providing facilities for peacetime training and maneuvers and military operations in time of war.  In doing this he will see that American aid and diplomacy are utilized to achieve the facilities which we require."  These were our base rights negotiations. 

The author has been honored to be guest lecturer at the Naval War College on "Negotiations", has written on this subject, and has negotiated abroad on behalf of private clients.


Cover, Contents, & Introduction

About the Author


I.  Introduction

II.  What is Negotiation

III.  Who Should Negotiate

IV.  Preparation for Negotiation

V.  Conduct of a Negotiation

A—Things To Do

B—Things Not To Do

VI.  Conclusions