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Meet the Authors

Mark Jankowski, Co-founder and President
Mark Jankowski co-founded Shapiro Negotiations Institute in 1995 and has written two best-selling books on negotiation, The Power of Nice: How to Negotiate So Everyone Wins – Especially You! and Bullies, Tyrants & Impossible People: How To Beat Them Without Joining Them, which have formed the basis for SNI’s negotiation training programs.  Although he continues to deliver Keynotes and Seminars, Mark’s primary focus is on consulting clients on Real Deal Negotiations.
Experience & Client History
Over the past 15 years, Mark has helped clients negotiate a wide array of deals in multiple industries, including:
  • Oil and Gas: $250 million purchase of petroleum assets from BP;
  • Municipal: Settlement of a signifi cant dispute within the Baltimore City Police Department;    
  • Manufacturing: Acquisition of a $250 million plastics manufacturing company;
  • Health Care: Long-term licensing agreement for a biomedical company;
  • Media: Contract negotiation for a major regional newspaper;
  • Finance: Assistance in the closing of a $12 million reinsurance transaction;
  • Real Estate: Negotiation for the purchase of 12 long-term health care facilities.
Mark has lectured on negotiation and dispute resolution at the Wharton School of Business, Case Western Reserve University, and Johns Hopkins University.  He is a regular contributor on negotiations to SmartMoney and has written
negotiation articles for CEO Magazine, American Business Journal, and Southwest Airlines’ Spirit Magazine.  Mark’s negotiation expertise has also been featured in Reader’s Digest and Fortune.

Mark has developed highly customized programs and has provided negotiation consulting services for a wide variety of public and private organizations across many diverse sectors: Financial Services (Bank of America); Insurance
(GeneralReinsurance, a Berkshire Hathaway Company); Entertainment (Ringling Bros. and Barnum & Bailey Circus); Telecommunications (Verizon Business); and Health Care (Nexion Health Care).  Mark also works closely with companies that provide other products and services such as Black & Decker, Gillette, General Motors, and PHH Arval.

International Experience
Mark has delivered programs on six continents and in 15 countries including Canada, Mexico, Brazil, Ireland, England, Spain, France, Germany, Italy, South Africa, Singapore, China, Japan, and Australia.

Professional  Background
Mark started his career as a Corporate and Securities Attorney in the Baltimore law fi rm, Shapiro Sher Guinot & Sandler.  After three years of practicing law, he became the Senior Vice President of Sales and Marketing for a software development company in the Financial Services industry.  Prior to co-founding SNI, Mark was Vice President of a Mid-Atlantic investment firm.
Education and Community Involvement
A graduate of Harvard University (B.A., magna cum laude, 1986), Mark received the John Harvard Scholarship, recognizing excellence in academics.  He then attended the University of Virginia School of Law (J.D., 1990), where he received the Hardy Cross Dillard Scholarship and was a member of the University of Virginia Law Review.  

Mark is a co-founder of “Hands on Baltimore,” an organization created to match young adult volunteers with charities throughout the Baltimore area.  He also served on the Board of The Living Classrooms Foundation, focusing on providing entrepreneurial alternatives for inner-city residents, Mark also raised over $750,000 while serving on the Board of the University of Maryland Cancer Center.

Mark lives with his wife and four children in Sparks, Maryland.